Champion Strategies – Public Speaking Workshop – February 12, 2021
Speaking – From FREE to FEE
Corporations typically hire trainers and workshop leaders. They generally do not hire keynote speakers for “in house” programs. They are looking for people who can provide some type of training for their staff.
Associations generally hire keynote speakers, lunch time speakers and after dinner speakers for one of their regular meetings or special annual meetings. Some associations will also offer some special training seminars to their membership in conjunction with their event. The speaker who can provide both a keynote and training session will often be hired because they can meet the needs of the client for both speaking situations. For example, in October of this year I will be providing three half day seminars for a client as part of their annual conference. On the last day of their conference, I will also be providing the lunch time keynote. Because I was already being paid my full fee for these three seminars and needed to be there during lunch, I offered to provide the lunch time keynote at no additional fee. This is a “win-win” situation for both of us
Keep in mind, many of these association members also work for corporations who need “in house” programs. Speaking at association meetings continues to generate leads and actual work for me as an “in-house” trainer. I have even provided many FREE lunch-time 45 minute programs that have lead to multiple “in house” seminars. The condition of providing the program FREE was to require that key decision makers attend these lunch time programs and hear me speak, especially those people who have the authority to hire me. I also make sure I am introduced to these people during the lunch time event and follow up with them afterwards. This was the way I “broke into” the corporate market and established some credibility as a corporate trainer. These corporate executives then referred my name to other corporate executives, which in some case were either their next door neighbor of a member of the same church they attended. As I mentioned earlier in this article, this is a referral based business. I can trace many of my best paying clients back to some “pro bono” speaking I provided either that year or a few years earlier. When doing things for others it always come back to you ten fold.
Make it a champion day!