How To Get Paid Every Time You Speak Locally- REALLY!

by Maria Marsala

Summary: Yes, sometimes there will be times that they just can't pay you in cash. Here is an article to help you get paid your full value.

For many, speaking or training is a full time business. Yet for other business owners, we use speaking/training as a way to market a business and bring in extra income. No matter which it is... all or part of your business gets paid!

Being paid means receiving money for the value you present. So first off, find places that will pay you. Even Community College Continuing Education programs pay the trainers by the hour!

However, sometimes it is customary for a group to NOT pay you with $$ - like the Rotary, Elks Club, or many associations. Other times, they won't pay you for speaking at an event, but will pay you to speak at a retreat or conference. What do you do when there is no money to pay you?

First Ask Yourself:

• Will at least 95% of the audience be your ideal client - i.e. your best fit, target market?
• What can they give you in return that will equal the value they are receiving?
• What can you ask for in return for the value they are receiving?
• Do you really want to speak to this venue for free? Remember, you can always say no!

Many organizations figure that if you're speaking, your marketing your business. Unfortunately that's a mind set that doesn't go over with professional speakers who make from $300 (minimum) to $10,000. or more per hour. Most organizations don't know the speaker business; instead they feel that dinner is enough payment. And organizations don't realize that speakers prefer not to chow down dinner before they speak.

On the other hand, many organizations have been burnt by speakers, who spend all their time selling, selling, selling instead of training.

There is a way to get both. I figure it this way. For every hour I speak, I want 5 minutes to talk about my services or products. I also have figured out ways to sell my products in ways that don't seem pushy. Which could be a whole other article. So instead I'm up front when I sell and that makes the world of difference.

Getting Paid When There Is No Cash Involved

There are many ways you can be paid when cash isn't available. First decide what you should be paid. Then show the list below to the organization and have them pick at least 3 ways to help you "be paid". If they won't do three ways, do what I do...say no!

• Request that they find a sponsor for the event; and the sponsor can pay your fee.
• Request that your business card or article you've written be placed on each person's chair who's attending the event.
• Let the audience know that you are not being paid and in return, you're giving them an evaluation to complete. On that evaluation, include things like: "I know a company or organization looking for speakers" and "I want to receive your ezine" etc.
• Do they have a conference room? Ask about using it for "x" hours in the future in lieu of payment.
• Do they send their membership a newsletter? Request at least a business card ad be included in the next few issues.
• Ask to put a half-page or one-page flyer in their newsletter - at their cost.
• Make sure that a bio including an active link to your site appears in their newsletter(s), any announcements they send, or on their web site. Ask them to keep it active for at least 6 months.
• Save $$ on notes. Give out minimal notes or no notes at all. Let those in attendance can take their own notes. If you'd like, you can have them set of notes on your web site or provide them to anyone who signs up for your newsletter.
• Can they pay for an overnight at a hotel?
• Put the notes on a CD or disk and have them pay for them (sell them in the back of the room, on a table between the coffee and the bathroom).
• Bring books, ebooks, booklets, CD and other materials to sell in the back of the room. (Usually you do have to ask for approval to do this.)
• Do they have "education money." Sometimes they have money in their budgets for education or supplies but not for speaking. Then they can purchase a book for each person, and you'll make some money that way!
• Ask for 5-10 minutes at the end of your talk for promotion time. Give out an order form.
• Ask to have your evaluation form completed at the end of the session. On it include a check box for them to receive your Ezine or for you to have further contact with them.
• Think of other "out of the box" for ways to be paid to be in front of your "ideal clients" and for it to be a win-win.

©2007 Maria Marsala, former Wall Street Fortune 200 executive, business strategist, author and speaker. As founder of Elevating Your Business, Maria helps business owners and independent service professionals work smarter and earn more. Learn more and receive free business tools at ElevatingYourBusiness.com

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