n A) i always follow up my spin-off leads to thank attendees for
their interest and qualify the
lead. if i give the lead to the bureau as a done deal, then everybody wins. if the bureau rep
doesn’t like it, then it’s time to
work with a different bureau.
B) When i’m just not the right
speaker for the spin-off based
on my fee, topic, style, industry
experience, etc., i will recommend another speaker who’s a
better fit for the client. then, i
refer both the inquiry and the
speaker to the bureau. if you do
this kind of legwork, your bureau partners will love you and
think of you first next time.
interested in a similar presentation for
their organizations. You send their cards
to the bureau for follow-up, as required
in your contract, and call the bureau for
an update after 10 business days. What
would you do if the bureau: a) didn’t
make any follow-up calls on your leads,
or b) booked another speaker for one of
the leads, despite your availability?
A) Change
bureaus! B) Change
bureaus!
n A) i would discuss how i can
help the bureau make follow-up calls, if necessary. i would refer the client to the bureau and
also give the bureau an update
on the calls. B) i’d find out why
the bureau booked another
speaker. Was it a fee or topic issue? At the end of the day, the
client belongs to the bureau.
A) I would offer
to make the calls.
B) I would ask for
more details. The client rules—perhaps
they changed their
minds. But if it was
my topic and I wasn’t
booked, I would have
a serious discussion
with the bureau.
n A) i would offer to follow up
on the leads and still pay the
bureau a commission for any
booked business. B) i don’t
feel the bureau should book
another speaker for my lead,
unless the prospect specifically asks for that person. then, i
should receive a referral fee!
n A) i would tell the bureau to
follow up in three days; otherwise, i would consider the prospects to be mine. B) tell the bureau if it doesn’t book me with
one of the other clients in two
weeks, i would consider the clients to be mine.
A) I would ask the
bureau again to make
the calls. If it doesn’t, I
would make the calls
myself. If the date
gets booked, it’s mine
because the bureau
didn’t do its work. B)
I would consider not
working with this bureau any longer.
