YOU HAVE TO
YOUR VALUES TO
I hear it all the time from speakers. Money isn’t as important
as being healthy, having a balanced life, enjoying quality time
with family, and being true to yourself. Stop right there! Who
said you have to choose between money and all of the other
“riches” in life?
That skewed perception is costing you money, and it needs
to change. Reframe your thoughts to believe that you CAN
have healthy relationships, strong values, self-awareness, a
powerful work ethic, a generous spirit, authenticity, integrity
and … drumroll, please … also earn some amazing money.
QUIT SPEAKING FOR FREE
TO GET MORE EXPOSURE.
Guess what? You can get excellent exposure from paying gigs, too. Waiving your fee is lowering your
potential income, and it typically puts you in front of other clients with no speaking budgets. Not
the kind of exposure you need. And not the reputation you want to build.
Every time you book a pro bono or seriously discounted event, you’re blocking o;
a calendar date that could be used for a full-fee engagement—with tons of exposure.
Part of the problem is convincing yourself that the client doesn’t have money before you ever
start negotiating. Maybe you’ve bought into the hype that certain industries like nonprofits, associations, healthcare, education, and government groups can’t pay for speakers. The big question
is, can’t or won’t?
Most of these organizations actually have budgets much bigger than you might think, but they
don’t have any incentive to share that information. Why should they? Speakers automatically
assume from the get-go they need to donate their time or accept a minuscule fee. In fact, many
speakers announce a discount before negotiations even get off the ground. What’s that about?
Plain and simple, those false assumptions are undercutting your profit. Stop working for free!
Believe that every client can dig deeper and find the resources to compensate you for the phenomenal results you deliver.
Yes, speaking may be your passion. You may be wildly
dedicated to making a difference in people’s lives.
Fantastic! But you also need to pay your bills and have
the self-respect that comes with being fairly compensated for your hard work.
When I hear speakers who project the I-don’t-care-about-the-money attitude, it’s usually coming
from those who aren’t earning as much as they’d like.
They choose to discount the importance of money
rather than take ownership of becoming more profitable. Even though they are speaking for a fraction
of their full fee, they claim to be oh-so-grateful for
the chance to share their messages. News flash: You
can be just as happy and appreciative making 10
times more. Remember that gratitude is an emotion
you can adopt no matter how much money you make.
Accept the fact that money does matter. A nonchalant attitude about your finances puts you at a huge
disadvantage during negotiations. And unless you
change that mindset, you’ll never get paid at a level
that matches the value you provide.