I just got back from speaking at the NSA (National Speakers Association) Northern California Chapter. Several speakers told me that they saw their business improve in the last quarter.
And I’ve been hearing some rumblings to that effect myself.
Are you experiencing a shift?
I asked Joe Calloway what was happening with his business, he said… “The phone started ringing off the hook in the last two weeks and we were able to turn keynotes into bigger projects that were more fun and more profitable. I’m finding that being a resource to help companies advance their strategies, rather than just speaking, is a huge advantage.”
I’d like to know what’s happening with you so if you have some news, please leave a comment at the end of this post. On Saturday, one speaker asked me ‘are you going to talk about a recession strategy’?
Although I can do little about whether or not clients are scheduling events with speakers, I can share with speakers how to position correctly so that when the market does shift, they are ready and waiting to capture the business. (For a step- by-step positioning strategy, read The Wealthy Speaker Chapters 3 & 4).
And for those who are positioned correctly (as an expert with a clear promise), the following tips may help:
1. Add Value: Rather than negotiating your fee away, find a way to create more value for your client. Add an extra session, follow up with webinars or teleclasses, supply articles or learning materials that they can use post event. Sweeten the deal with books or other products. And as Joe said above ‘be a resource to your clients, rather than a speaker’. Solve problems for them.
2. Be Good: This applies in any economy but mostly now. There is no better strategy than to have kick butt content and presentation style.
3. Sharpen the Saw: And speaking of your content, now is the time to ensure that it’s fresh and cutting edge. If you haven’t updated recently, then be like Nike and just do it!
4. Develop new products and income streams. Why not write that next book or develop a new product? And consider expanding your income streams to include non-speaking profit centers.
My post awhile back called ‘Are you Stuck in Your Business Model’ covered some ideas on this. https://www.speakerlauncher.com/blog/298/are-you- stuck-in-your-business-model/
In this uncertain climate, we need to take action around the things we can control and (try) not to worry about the things we cannot.
All the best,
PS: Don’t miss our next teleclass on Thursday Sept. 24th at 1pm Eastern ‘Avoid the 3 Things that Will Stunt your Business (and Annoy Your Clients)’ with guest expert and bureau owner Brian Palmer. No one tells it like it is more than Brian and you’ll learn exactly what you need to do (and not do) to get booked more. https://www.speakerlauncher.com/teleclass.html