Well, How Did I Get Here As A Paid Speaker?

Picture yourself on stage being paid to speak to an audience filled with right-fit prospects.

To quote the song "Once in A Lifetime" by The Talking Heads: "And you may ask yourself: 'Well, how did I get here?'"

The answer is same as it ever was. You took proactive steps to earn the speaking gig.

While a book is the number one rainmaking tool, speaking gigs are the number one rainmaking strategy to find right-fit prospects. Books help open doors.

Sure, pro bono speaking is a great rainmaking strategy. I often waive my fee to speak if it is to agency owners (my ideal audience).

But to reach some audiences, you have to qualify to be on the right stages. That means you need to be worthy to be booked as a professional speaker.

 Here are nine ways to find paid speaking opportunities on those right stages:

 Attend as many conferences as you are able. Especially the ones with a high number of target audience members. When you attend the meetings and events you want to speak at, you’ll get to know the conference organizers, audience, and decision-makers.

Instead of a premature pitch, start with a conversation. Compliment their event, ask questions but don’t take up too much of their time, and send a conversational but informative email with a summary.

Quickly send a follow up email. This email will include the following: first, always thank them for their time; second, include three to four sentences on who you are and what you speak about; and third, give three audience takeaways about how you can help their audience with your message.

Remember to follow up. Don’t forget to follow up a few days later. If no reply, wait another week and follow up again.

You want to remain “top-of-mind” without being annoying or pushy. You’ll be remembered when they choose the next round of speakers. It will give you a leg up if you have a relationship with the decision- maker already.

Don’t be afraid to ask for referrals. Whether you are chosen for the particular event or not, you can say, “If you know of any other events where I would be a good fit, please forward my information. I would greatly appreciate it.”

Attend many virtual networking meetings as you can. Decision-makers talk to each other. If they’re talking about you, then you’re a shoo-in.

Networking with other professionals in the same field is a great referral source as well. They may be able to introduce you to a key person in the future. Or they can send you to a planner they were not a fit for, but you are.

When you are able to get into a conversation with a meeting professional, ask the right questions. The questions include: When will the planning for your event start? What date do you expect to choose the speaker? Who will be in the audience and how many? What will the theme be? How can I help you with your planning?

These are all questions you should ask. Make sure to repeat this information gathered in your calls and emails to the decision-maker so they know you are serious about the possible opportunity. This attention to detail shows your interest in them and their event.

“Although your main goal is booking the event at a worthwhile price, you should also aim to make planners your best friend,” says Nona Prather, my coauthor of my new bestselling book, 24 Ways To Get Paid to Speak: How Experts Get Paid Thousands of Dollars For Speaking.

Prather has been a speaker’s agent for more than ten years. Her first client was her father, a noted author of 12 books and keynote speaker on safety and preventing workplace injuries.

She is the owner of Prather Marketing Services, a booking agency for speakers and consultants that works with clients to secure paid speaking engagements. As a speaker’s agent, she identifies and follows up on promising leads.

“In these uncertain times, decisions are happening at the last minute, so don’t get discouraged,” says Prather. “I have found the decision time is much shorter than it used to be. I have booked clients for a speaking opportunity in as little as one week before the event was taking place.”

Personally, I am paid thousands of dollars to speak on “Persuade With A Story!” 

What topics have you been paid to speak on?