How can you handle difficult clients when negotiating contracts and fees for motivational speaking?

One thing that helps me in negotiations, when the potential client's budget is lower than my initial quote, is coming back with some non monetary or different budget asks. Can I invite some other potential clients to hear me speak? Assuming you're pleased, will you write me a referral letter and recommend me to your association? Can you buy books for attendees? If the conference is at a destination type location ask for more nights at the hotel. Can I get a list of attendees to send out a one time ask for feedback and referrals? Use your imagination. What can they do that's valuable to you that's not part of their speaker budget.

Share two testimonials from recent clients who report their members/employees are STILL using what they learned months later. For example, this is from a hospital, "Sam, our team members STILL have your Words to Lose - Words to Use reminder card taped to their desk. Many say they also have it on their refrigerator at home and use your tips with their families. We have seen a dramatic increase in our patient/customer satisfaction rankings because our staff knows what TO say - and NOT say - in the challenges they face every day." Honor the budget needs of the potential client by giving them permission to film your keynote and use it in house to increase ongoing real-world results. - Sam Horn, author of Talking on Eggshells

I'm wondering what they have done or said that leads you to the assessment that they're difficult? And is that the only possible interpretation of what's happening? I also choose to believe that people don't get upset (or become 'difficult') about things that don't matter. I'd be curious about finding out what's behind the 'difficulty' - what it is that they're dug in about and why that matters to them before proceeding.

In my experience as a businessperson and motivational speaker, I have come to realize that people negotiate reasonably when the value of the product is well communicated to them. I would rather emphasize the quality and value of the product I am offering to the client, this will not allow for pressure.

If the client isn't able to pay your fee, refer someone else you know to them who is within their fee range. The client and the other speaker will both appreciate you helping them out. They also will remember it. The client may have a bigger budget the next year or for another conference they work on. The speaker will want to return the favor and refer you the next time they get the chance. It's a win-win-win.

Cuando estás con clientes "difíciles" tu comunicación debe de ser muy clara y concreta. También es cierto que, para que esa comunicación sea clara, debes de tener más que nítido tu mensaje interior: si desconfías de lo que puedas aportar, por muy bonito que sea tu discurso, esa persona "difícil" lo detecta y ahí .. estás fuera. Cuando tienes plena confianza en lo que puedes aportar, lo trasladas con un mensaje nítido. Ojo, no estoy diciendo que esto te va a asegurar negocio, pero si podrás seguir avanzando tranquilamente hacia personas que sí valoren lo que haces. He rechazado peticiones de ponencias porque, sencillamente, no coincidíamos en valores y, llegados a ese punto, prefiero ser claro y decirlo que no sufrir con un proyecto.

In the realm of digital marketing for coaches, clear and confident communication becomes even more crucial. Crafting a compelling narrative around a coach's services, benefits, and unique approach is essential. Tailoring the proposal to highlight how digital strategies align with coaching goals adds value. Regular follow-ups and documented conversations ensure the marketing efforts stay aligned with the coach's evolving needs. It's about not just promoting services but also creating a digital presence that reflects the coach's philosophy and resonates with the target audience.

The goal is to set a boundaries and clear statements of what are you expecting. From there you can see which area can be negotiate and which area are cannot. By doing this, people will understand you have no hidden agenda. Just pure simple crystal clear.

I rarely negotiate in terms of price or duration of the session. I discuss the impact and long-term value for the targeted audience. At any point, I will ensure to maintain the positive momentum in the relationship.

La negociación es un proceso donde debe de haber un equilibrio entre el dar y recibir: ojo, no necesariamente estoy hablando de beneficios económicos (puede haber otros que te interesen más). Eso si, si no hay equilibrio y beneficio mutuo, no tiene sentido avanzar ya que, como toda relación, estará abocada al fracaso. Por eso la negociación debe de ser un proceso NATURAL (si, has leído bien) donde ambas partes definen sus posiciones e intereses y se trata de conseguir un acuerdo que nos gustes a las dos partes. Mi consejo: antes de iniciar la negociación es vital que tengas definidas tus lineas rojas, es decir, partes que bajo ningún concepto se pueden tratar. ?Para qué definirlas previamente?: para tener una alerta de que no sigas.

Correct. The key is to create a win-win situation. Depending on how deep is the level of the event / invitation. is it something that you will share deeply or just a surface. Price can be accordingly.

Negotiating wisely is very important. I personally have experienced this . A lot of clients have a pre-approved budget that they cannot bypass no matter how famous or skilled a speaker or popular speak you are . Understanding their model and negotiating not only give them comfort but help in building a long term relationship. Interestingly this has helped me get high ticket offers from the same company , for a different project, because of the relationship developed over time .

Even though you are negotiating, you can't make it about you vs. them. Get on the same side as the client. Work together to reach the higher goal of producing a successful conference.

Mi experiencia me ha demostrado durante muchos a?os y miles de procesos de negociación que, si no tienes los límites claros, tu negocio jamás crecerá. Te pasarás el día cediendo y cediendo ya que tienes miedo de que "perderé esta oportunidad" ... y sabemos perfectamente lo que pasará: que invertirás tiempo y energía en un proyecto donde, por si fuera poco, ni siquiera tienes un beneficio ... por que no lo tienes !! ... y vuelta a empezar (?te suena?). Una clave: sabes hasta donde puedes y quieres avanzar y, todo lo que se escape de esos límites, no te sirve. Deja de perder el tiempo en personas que nunca serán tus clientes y dedica tiempo a conseguir proyectos donde te apasione estar y dedicar tu energía ... y tu vida.

Yes, as mentioned earlier, to set boundaries is very important. This must be done so to protect your interest and rights. Be very careful especially when it comes about your material.

Esta idea es muy bonita ... en la teoría. La realidad es que te vas a encontrar poc@s compa?er@s que te compartirán su experiencia. Seguimos en una cultura del miedo a compartir: que si te digo lo que cobro y cómo lo hago, tengo miedo a que me quites el cliente o el proyecto ... madre mía !! Mi vida está basada en compartir y, a pesar de que me he encontrado con personas que son "vampiros", el balance neto es positivo. Por eso te animo a que tengas un grupo de PERSONAS que, aunque os dediquéis "a lo mismo", tengáis la generosidad de compartir experiencias, estrategias, tarifas, etc ... Así es como creceremos, como personas y como profesionales. Eh, si quieres compartir de verdad, aquí tienes a alguien interesado ??.

As my trainer once said, the more network you haven, the wider the knowledge and skills you can learn. Hence, if you do it all alone it be difficult to go through as you need real life experience from other people.

And sometimes I believe, it is also very important to know when to withdraw from a proposal. I personally , believe , dropping out a proposal respectfully , where the work is not being values or compensated with good behaviour or hospitality. The experience , experience and value shouldn't be taken for granted.

Through a proper qualification process. Often, as coaches when we are starting out, we accept everyone into our program to work with us. That’s the problem. Instead, it’s more important to get clear on who your offer is actually meant for so you work with qualified, quality clients.

Bring success story or any proven evidence about your work and company. People will trust results more than promise. Convince them with something they can see or search not just a mere vision that everyone can give.