Hello, this is Laura Lee Rose – author of the business and time management books TimePeace: Making peace with time – the The Book of Answers: 105 Career Critical Situations – and I am a business and efficiency coach that specializes in time management, project management and work-life balance strategies.
A busy professional asks a question regarding client sales.
How do you determine the right price for speaking engagements?
1.) When starting out – do I ask the question “What’s your budget?” and decide when they give me a number or stand firm at a specific price?
2.) What are some questions I can ask to help build value?
3.) Do I give a discount for allowing me to video?
3a.) How do I get permission from attendees to be videoed or is it something I can say while video taping?
Full Disclosure: I am developing a presentation and will provide credit with credentials of any answers that I use. Please include your website or contact info if you wish to have it included.
Thank you in advance for your answers!
If I knew the exact nature of your background or target market, I could do a better job in mentoring but let’s take each question separately
Setting your price
When starting out – do I ask the question “What’s your budget?” and decide when they give me a number or stand firm at a specific price?
It’s always better to state your speaking price with confidence. You want to lead with the concept that what you have to offer is of value. Once you have established your value and credibility, you can show appreciation for their cause or circumstance by offering a discount of some sort to better match their budget.
Some things you can do:
· Offer a series of talks at a discounted price. If they sign a contract that they will have you return a total of 3 times in the year at XX price, you can give them a discounted price per engagement because it will be worth more money in the long run.
· Allow to sell your products and services at the engagement. If you are allowed to setup a table at the back and have staff members sell your products and services at this location, you can give them discounted prices, because it may lead to additional product sells in the long run.
· If they guarantee XXX number of people in the audience, you can give them a discount. If there is fewer than that number, then they are required to pay the remainder amount OR purchase additional products/services in the future.
What are some questions I can ask to help build value?
The best way to build value in your presentation is to fully understand the client’s environment and issues. Structure your presentation to solve or assist your audience’s pain points, problems or goals.
One way to do this is to walk the arena before the presentation. Talk to some of the audience members to find out what attracted them to this presentation and what they hope to accomplish or walk away with. Then incorporate those comments directly into your presentation, make sure you’ve covered everything they wanted to cover.
Do I give a discount for allowing me to video?
I would not give a discount for allowing you to video. As part of the initial contract, state that you plan to video your presentation. State that the video will be just focused on you and the stage. If they have an issue with your video – then you can decide how much you really want the video. But I would not start off mentioning a discount for video.
How do I get permission from attendees to be videoed or is it something I can say while videotaping?
If you are only intending to tape you and the stage (no one else in the video) you don’t need a waiver
· If this is your event (you are putting it on), you can include a waiver as part of the registration process.
· If someone else is putting this on, then they can require a sign-up sheet with the waiver.
· If there is a registration process, then they waiver can be included in the registration, ticket or signup process.
If some people do not want to be on tape, they can still attend the presentation – but they need to be seated in a spot where they will be off camera. And they should be warned that if they ask a question during the presentation – that they may find themselves on camera.
See what you think about those ideas.
I know your situation is different. If you would like additional information on this topic, please contact LauraRose@RoseCoaching.info
I am a business coach and this is what I do professionally. It’s easy to sign up for a complementary one-on-one coaching call, just use this link https://www.timetrade.com/book/WFSFQ
With enough notice, it would be my honor to guest-speak at no cost to your group organization.