| SELL YOUR KNOWLEDGEThis is my overriding | | | | on travel expenses for you and the participants along |
| principle that came from years of hard knocks trying | | | | with all kinds of savings for the participants (travel, time, |
| to get people to hire me to speak. I get more speaking | | | | etc.) For visuals you can have the participants sitting in |
| engagements than I ever had before when I quit trying | | | | front of their computer while on the phone. You tell |
| to sell them and began selling my knowledge in as | | | | them what web page to visit to see your visuals. I |
| many different formats as possible. The idea is that | | | | have produced a CD set on this topic. is similar to |
| infinitely more people can buy what you know through | | | | telephone seminars except you are using the Internet |
| books, tapes, CDs, Ebooks and videos than could ever | | | | instead of a telephone to hold the seminar.TRAINING |
| hire you to speak. Your name recognition because of | | | | COMPANIESIn this case a company hires you to |
| your knowledge distribution makes speaking | | | | deliver their programs to public seminar participants, or |
| engagements much easier to come by because the | | | | to participants all from the same private company. |
| people that could hire you have already heard you and | | | | Career Track, SkillPath Seminars and Fred Pryor |
| your message on your knowledge based products. In | | | | Seminars are examples of companies who hire |
| the mean time, the money from the product sales | | | | seminar leaders. In some cases you can develop |
| keeps your business thriving.GET SPONSORSHIPYou | | | | programs for the seminar company and get a higher |
| can get other companies to sponsor your speaking | | | | fee for delivering that program and a fee each time it |
| fee so they can be associated with your message | | | | is delivered by another seminar leader. You also get a |
| when you speak. Stop and think of what kinds of | | | | percentage of all the back of room products you sell. |
| groups would want to be associated with your | | | | These companies can keep you on the road quite a |
| message. Let's say you speak to the banking industry. | | | | bit so you better be ready to travel and don't think |
| Maybe mortgage, or mutual fund companies would | | | | each event will be in the Bahamas . . .Your events are |
| sponsor you. Maybe bank equipment companies | | | | more likely to be in places like Toledo, Cleveland and |
| would. Think of anyone who would want to have | | | | Columbus. These are relatively low paying jobs when |
| exposure to your target audience then simply make a | | | | compared to the kind of money you can get |
| proposal to their public relations department.GET | | | | promoting your own speeches and seminars.SPEAK |
| DIRECTLY PAIDThis is pretty straight forward. You | | | | FREE TO PROMOTE YOUR BUSINESSMany |
| speak to a corporation, association, civic group, or | | | | professionals speak or give free public seminars to |
| anyone who would hire you and they pay you directly. | | | | help get clients. Attorneys, doctors, dentists, |
| Most of the time you should try to get a deposit up | | | | accountants, real estate agents, lawyers, home |
| front of about 50 percent and the balance either | | | | builders and many other people from a wide variety of |
| before the event, or the day of the event. You will use | | | | professions give seminars to promote their business |
| various methods to get hired. I have had the greatest | | | | and to gain clients directly from the seminars. To do |
| success in my career getting hired to speak by | | | | this effectively you must not spend the entire seminar |
| promoting myself properly on the Internet.SPEAKERS | | | | promoting yourself. You must give the participants |
| BUREAUSA speakers bureau is a for profit | | | | good information with the idea of establishing yourself |
| organization that locates speakers for paying clients. | | | | or your company as the expert. There is certainly |
| The speakers bureau normally takes a percentage of | | | | nothing wrong with showing people how complicated |
| your gross fee. The percentage is usually in the 15 to | | | | things are and even though they can do it themselves, |
| 30 percent range with the average fee being 25 | | | | it might not be a wise thing to do. For instance, you |
| percent. It is very difficult to start with speakers | | | | could be a plumber giving a seminar on how to |
| bureaus unless you are a bonafide celebrity and your | | | | remodel your bathroom. You tell the participants every |
| fees are substantial. You must remember they get | | | | little detail of how to do it and also tell them the perils if |
| paid on straight commission and the higher your fee, | | | | they do it wrong. No one will complain that you were |
| the more they make. Also, unless you have a proven | | | | just giving a sales pitch, but many will think to |
| track record, a speakers bureau will be afraid to put | | | | themselves, "Maybe this is too much to tackle by |
| you in front of one of their clients because if you | | | | myself. Maybe I should hire this person to either help |
| bomb they could lose many more bookings from the | | | | me or do it for me."SPEAK AS PART OF YOUR |
| same client. You must also supply the bureau with | | | | JOBMany companies have their own speakers |
| promotional materials that don't have your contact | | | | bureau. Normally the only reason it exists is as a public |
| information so anyone that sees the material will | | | | relations tool to provide a good image of their |
| contact the bureau directly and not you.PUBLIC | | | | company to the community. One of the ways you can |
| SEMINARSThis is another fairly simple idea, but that | | | | speak for pay in your company is to volunteer to be in |
| doesn't mean it's simple to do. Basically you promote | | | | the speakers bureau. As long as you are on company |
| your seminar to the public and they buy tickets to | | | | time when you are speaking, you are indirectly getting |
| attend. You could also promote it to corporate | | | | paid to speak. If they always ask you to speak after |
| management and get them to buy tickets for their | | | | hours on your own time, well that's a different story. |
| employees to attend. I avoided public seminars for | | | | You still might want to do it to continue to become a |
| years because of the risk and expense involved in | | | | better speaker. Another way to get paid to speak in |
| printing and mailing brochures. Now I do lots of public | | | | your job is to join the training staff of your company, |
| seminars because I can promote them at no cost | | | | or start one if one doesn't exist. You can simply target |
| through my website and email magazine.TELEPHONE | | | | a problem the company is having and work up a |
| SEMINARSThis can be a form of public seminar, or it | | | | program to train others in the company on how to |
| can be done for private groups. You arrange for a | | | | solve the problem. Suggest a few sessions to your |
| telephone bridge line (very inexpensive), or a | | | | boss to see how it goes. If you get results, chances |
| conference call (can be VERY expensive). You have | | | | are they will want you to do the same program for |
| participants call in and you deliver the seminar over the | | | | others in the company. |
| telephone. This saves a tremendous amount of money | | | | |