Are you getting paid what you are worth as a speaker? Do you feel that what you have to offer your audience is equal to the paycheck (or the lack there of) you receive at the end of your talk? If you are like most speakers I have met, the answer is no. You see other speakers making $5000, $10,000 and even $20,000+ a talk, while some days you may barely break the $500 mark. Now I don't want to rain on anyone's parade, but the truth of the matter is most speakers are making what they are worth. Now before you delete this newsletter and send me hate mail let me explain. I am sure you feel that what you have to offer your audience is priceless, that you are dynamic, funny, and dog-gone-it people like you. Well, all that might be true, but that does not equal "worth". Great speakers come a dime a dozen. Your worth as a speaker is not found in what you can do, but in what you can do for your audience and the person who pays to bring you in. Let me ask you a few questions. Can you draw a crowd from miles around like Les Brown? Can you boost sales like Zig Ziglar? How about create a positive change in people like TD Jakes or Anthony Robbins? Do you have a National Best Seller like Stephen Covey? You see these people are more than big money speakers. They are big money life-changers. What they have to offer is of great value because it is considered life changing. So if you want to raise your "worth", you must first raise your value. Here are some great things to think about when it comes to raising your worth.
Stop worrying about what to say in front of your audience and concentrate on what you can leave behind. In other words, the next time you speak ask yourself what can you leave your audience that will help them on a daily basis and create the positive results they desire. Give them tools, techniques, and daily practices that will help them reach their personal, educational and business goals.
Learn how to better articulate the value of your presentation. Your goal when negotiating your fees is to be able to educate the buyer about your value and help them see the return in their investment when hiring you as a speaker.
There are three major aspects underlying your value to the buyer: They include:
1. Your experiences, education, and stories/humor.
2. The behavior change that will ensue.
3. The improvement in their business or participants that will result.
Once you can get the buyer to see your value they will be more willing to pay what you are worth.
Who's dream are you really living. As long as your work for another organization you will only make what that company allows. Soon you will realize it is not you who is making your worth in the speaking business, it is those you are working for. In order to make what you are worth you must work for yourself. This includes creating your own presentations, negotiating your own fees, and creating your own value. It is time to stop renting your amazing talents to enhance the dreams of others. It is time to start owning your own talents and fulfilling your dreams. In doing so you will no longer settle for what the job pays and start creating wealth from your worth.
Most importantly, remember that it is not up to the buyer to pay you what you are worth; it is up to you to articulate and demonstrate your worth to the buyer. By following a few of these tips you will be one step closer to getting paid what you are worth and not worthless pay.
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