How to Negotiate Your Speaking Fees with Liz Saunders
The Speaker Lab Podcast
The Speaker Lab
4.8 • 575 Ratings
🗓️ 18 July 2017
⏱️ 39 minutes
🧾️ Download transcript
Summary
If negotiating your fees has ever been difficult for you our guest will solve that problem today! Liz Saunders is an expert on booking speaking gigs, including how and when to negotiate your fees.
On episode 142 of The Speaker Lab, Liz shares her background as an event coordinator and road manager, and how she created The Tivich Group, an independent booking agency for speakers. She even walks us through a typical sales call for one of her clients, including the all-important fee discussion.
Liz also explains how and when to build your fees around your clients' priorities, and how to know when to lower your fees without shooting yourself in the proverbial foot. Whether you've been booking your own speaking gigs for decades or you're just starting out, Liz's information will be valuable and eye-opening. Join us to hear it all on today's edition of The Speaker Lab.
THE FINER DETAILS OF THIS SHOW:
- Should you do your own bookings when you're starting out?
- What are the pricing clues to listen for in a conversation with a potential client?
- How to transition to talking about your fees.
- What is the most awkward part of the conversation with a potential client?
- How to keep your pricing from being seen as arbitrary.
- Why to shut up after naming your fee!
- What's the one step that has led to many bookings for my business?
- What does her follow up process consist of?
- And so much more!
EPISODE RESOURCES
- The Tivich Group web site
- Negotiate Better Contracts web site
- Liz Saunders on Twitter
- 7 Proven Steps to Finding And Booking Paid Speaking Engagements
- Get Free Speaker Resources
- Book a Call with The Speaker Lab
- Calculate Your Speaking Fee
- Join The Speaker Lab Community on Facebook
- Subscribe on Apple Podcasts
- Subscribe on Spotify
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Transcript
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| 0:00.0 | Hey, friend, are you looking for ways to book more paid speaking gigs? |
| 0:03.7 | Well, of course you are. |
| 0:04.4 | Maybe you're just starting out as a speaker. You're trying to figure out what to prioritize in order to get booked and paid as quickly as possible. Listen, if that's you, I want you to join us for a free live training where you're going to learn how to create the number one marketing asset that you need to consistently book more paid gigs. This is a tool that one speaker on our team used to book over $36,000 in paid gigs before he even had a website. |
| 0:27.2 | This training is free. |
| 0:28.1 | It's live and we offered a few times a week so you can find a time that works best for you. |
| 0:32.5 | All you got to do is head over to thespeakerlab.com slash get booked. |
| 0:36.3 | That's all one word. |
| 0:37.2 | Thespeakelab.com slash get booked. That's all one word, the speakerlap.com slash get booked |
| 0:39.3 | and register right now. We look forward to seeing you on the live training. |
| 0:50.1 | Hey, what's on my friend? Grant Baldwin here. Welcome back to the speaker lab podcast. We are on |
| 0:53.5 | episode 142 in the middle of July or so. We are in the heat of the summer, but I hope you've had a good |
| 1:01.1 | summer so far. We're on the downhill slope of 2017, and so I hope your year has gone well as well. |
| 1:08.4 | So today we are talking with Liz Saunders. And Liz is a friend of |
| 1:12.6 | mine, someone I've known for a little while. And she has had a lot of speaking industry experience |
| 1:17.3 | on both sides of the coin. So she has worked with speakers as a, someone as a booking agent. So she's |
| 1:22.6 | helped kind of negotiate and work with several different speakers. But she's also worked with |
| 1:26.4 | different events who have negotiated with speakers. And she's kind of put on events. So she's definitely seen |
| 1:31.3 | both sides of the speaking industry, has a lot of wisdom to share. So with Liz, we're going to |
| 1:36.0 | be talking about the sales process of getting booked. So this is something that she has a lot |
| 1:40.3 | of experience with on booking, speaking engagement. So you got someone who's potentially interested in hiring you. What do you do from there? So we talked that through in depth. |
| 1:48.6 | We'll just talk about how to follow up strategically to stay top of mind with clients. This is |
| 1:53.2 | really important in the speaking business. And Liz lays out some great strategies on how to do that. |
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