Monday, October 06, 2008

Public Speaking : Referral Fees

You can be a really great platform speaker and still not get people to refer you for other speaking engagements.

I don't know why that is. I suspect that people just get busy thinking about their own lives and problems and -- can youbelieve it? -- They just don't dedicate themselves to telling the world how great you are.

One way to encourage people to spread your name around is to offer them an incentive in the form of a referral fee. When moneyi s involved somehow people remember your name more.

I offer up to 20 percent of my speaking fee as acommission/referral fee if someone calls up and says, "Joe saw you speak and said we have to have you at our next convention. Are you available . . ." This means that Joe did my selling job for me and all I have to do to close the deal is check my calendar book and send the contract.

I offer 10 percent if someone calls because of Joe and makes me jump through all the normal hoops to send press kits, demo materials and keeps me on the phone for hours to see if I'm the right fit for their audience.

In the first case, Joe either had the clout or did such a great selling job for me that he deserves more money. In the second case Joe didn't have the clout and didn't do a good enough selling job, so he gets a little less. Either way Joe and I both win.

A colleague of mine and professional speaker Bill Cates wrote the book "Unlimited Referrals." I suggest you get a copy for tons of other ideas on getting people to refer you.

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