How to Know Exactly What To Say To Book More Paid Gigs with Phil M. Jones

The Speaker Lab Podcast

The Speaker Lab

Authors, Public Speakers, Public Speaking, How To, Marketing, Smallbusiness, Coaching, Education, Entrepreneurship, Speaking, Business, Side Gig

4.8 • 575 Ratings

🗓️ 10 December 2024

⏱️ 41 minutes

🔗️ Recording | iTunes | RSS

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Summary

“One of the easiest ways to demonstrate your value in the sales conversation is to not try to sell yourself, it’s to show them you understand the puzzle they’re trying to solve. If you can show somebody that you understand their puzzle, they'll trust you with a solution."

One of the most challenging things that all speakers face — at all stages of their speaking career — is overcoming fear of rejection. If you're a new speaker, you might be surprised that even veteran speakers still struggle with things like confidence and beating imposter syndrome. Constantly having to pitch yourself and establish your value is never easy, no matter how many times you do it.

So, how do you overcome all of that and feel confident in who you are, the value you bring, and the fee you charge? This week's guest has some great advice on that. Phil M. Jones is a world-class speaker (and friend of the podcast) who teaches people how to know Exactly What To Say in all areas of life. This week, Phil is breaking down how to build your confidence and master tough conversations without feeling personally rejected or passed over.

Phil also talks about why you need to vet potential gigs just as much as they vet you as a potential speaker — after all, speaking is a two-sided business. From start to finish, this episode is a masterclass in learning how to embrace uncertainty and maintain your confidence as you navigate hard conversations and negotiations. No matter where you are in your speaking journey, you're going to want to hear this.

You’ll learn:

Why you should thoughtfully pick your gigs
The difference between arrogance and conviction
How to overcome self doubt
How to cater your talks to each business
What 4 things event planners find the most valuable
Why it's a good thing to lose gigs
And much, much more!

“You have to work like your life depends on the money, and play like you don’t need it.”

Episode Resources:

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Transcript

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0:00.0	Hey, Fran, Graham Baldwin here.
0:01.4	Hey, what if I told you that there was a single marketing asset that you could use to book tens of thousands of dollars in paid speaking gigs before you even have a website?
0:10.2	Well, that tool exists.
0:11.4	And Dan Irvin, one of the speakers on our team, used it to book over $36,000 in speaking gigs without a fancy website or any social media presence.
0:19.6	Even better, we're going to teach you exactly how
0:22.1	to create that tool for your speaking business in under an hour. For a limited time, we're going to
0:26.9	be offering a free live training on how to build and use this marketing asset to start booking
0:31.9	paid gigs in just a few weeks. If you want to hear more, go to thespeakalab.com slash marketing.
0:38.4	That's what you got to do is go to the speakelab.com slash marketing and we'll see you there.
0:57.1	I need a few things.
0:58.6	One is always be better than your fee.
1:04.4	Something I see kill a lot of careers is where people reach for two big fees too quicker.
1:05.3	And you can destroy your reputation whether he or she was pretty good, but for what I paid,
1:09.7	I expected more.
1:11.4	It's a small insular industry is you want to steal the show and have been nobody.
1:17.3	Like early on in your career, like if you get the chance to be on stage and you were pennies
1:21.3	versus everyone else and you bought the house down, don't be like, that sucks because
1:26.6	I was as good as them. I should have earned their money.
1:28.9	Be like, that's freaking awesome because I'm going to be the most referred speaker as a result
1:35.8	of that. They'd be like, I got this guy called so-and-so, he was amazing, he kept like beat
1:40.5	with these people and all I paid was blank. You want to stay in that space for your
1:44.6	entire career.
	...

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