» Ask your bureaus to arrange conference calls with their clients.
» Try to book the opening keynote for
an association organization, so you
can network with potential customers who heard you on the first day.
» Take advantage of your speech by
offering to stay for the whole conference and benefit from networking
opportunities. Most organizations will
happily cover your expenses.
» If you stay at the conference, position
yourself outside the door to smaller
meetings and workshops so you can
meet potential clients entering and
exiting the room.
» Create an attention-grabbing business card. I’m in the travel business,
and my card looks like an airplane
ticket. People request it so they can
show it to others.
» Focus your efforts on an industry or
business category in which you can
be a proven guru and can solve problems in your audiences’ day-to-day
» When you reach out to potential
clients, take the professional high
road and send a letter than requires a
postage stamp, not an email.
» It’s more important to speak more
than to charge more, so adjust your
rate card to get more gigs.
» Look for opportunities to turn one
speech into many; for example, offer
to speak to your clients’ chapters,
regional offices, field offices, etc.
STRENGTH IN NUMBERS
How can you speak more by speaking more? It’s simple—speak more.
A great speech is your best marketing tool and the cost-of-entry in this
business. But just having a good stage
act is not enough.
What matters is how many people
see your speech. We all know that
word of mouth is the best marketing
tool. You never know who’s sitting in
the audience and when they’ll need a
speaker or be asked to recommend a
great speaker. By speaking more, you
increase the chances that your name
will be dropped.
If you’re an established speaker,
look for opportunities to turn your
existing schedule into more work.
After your speech, stay to network
with event attendees, and watch the
invitations develop. Nothing says
“I’m not interested in any more
work” than a speaker who parks her
RollAboard next to the stage and
wheels it out the door the minute her
Multiply a single gig into several
by reaching out to your audience.
Create compelling materials, but
don’t mail them; instead, hand them
out at events. Scrupulously follow up
on every interaction. Consider every
speech you do as a showcase for