CONNIE PODESTA, MS, CSP, CPAE, is a CPAE Speaker
Hall of Fame® keynoter and member of NSA’s Million Dollar Speakers
Group. An expert in the psychology of human behavior, leadership,
and sales, Connie has been consistently at the top of her game for
more than 30 years. Definitely not your “typical” keynote speaker,
Connie integrates a rare blend of no-PowerPoint, laugh-out-loud humor,
interactive delivery, and in-your-face killer business strategies that
delight her clients all over the world. Learn more at conniepodesta.com.
QUIT TELLING YOURSELF
YOU DON’T DESERVE TO BE
While some speakers think they’re awesome when they’re not (another article for
another time!), many sensational speakers don’t believe they deserve the accolades, attention, or wealth. Somewhere along the line, they stopped believing in
themselves. And that’s a problem.
Before you can promote yourself to clients and earn the money you
truly want and deserve, you have to know—deep down—that you are
worthy of that compensation. If you were selling diamonds, you wouldn’t
smash them with a hammer before you put them on display. You’d handle them
with care. Polish them. Keep them safe. As a speaker, you are the precious commodity that clients are buying. Treat yourself well. Block out the self-sabotaging
messages. Find a friend, therapist, or coach who will force you to reexamine the
pesky, negative self-talk that’s tearing you down.
Whatever niche you have developed in the speaking business, you need to
know this: You deserve to be financially successful. You deserve to charge what
you’re worth without guilt. You deserve to soak up every glorious moment of
those standing ovations. It’s time to make peace with money and genuinely
believe that you deserve more. Much more. ■
QUIT ERODING YOUR
ROI WITH UNNECESSARY
Even if you charge a substantial fee, negotiate like a pro, and upsell every chance you
get, your quality of life is impacted by how much money you actually take home.
It’s time for a hard, honest look at your bottom-line numbers.
If you have gorgeous offices, slick marketing materials, expensive AV productions, dozens of self-published books, a full team of agents, and a dwindling
bank account, you may have lost control over your money. It happens more often than
you might think.
There are actually many ways to organize a successful, lucrative speaking business. For
me, I have one amazing virtual administrator to run my business and a comfy home office.
I work with a few outstanding bureaus and book most of my clients direct. It’s very efficient
with little to no unnecessary expenses, headaches, or drama. How cool is that?
To end up with more money at the end of the month, you might need to be more
strategic about your overhead costs. Get clear about your income after expenses, and
make sure the money you spend to grow your business is giving you a strong ROI.