Why You Should Never Ask an Event Organizer for Their Budget (And What You Should Do Instead)

Let’s get one thing clear: You are the expert. You’re not just another speaker looking for a gig—you’re the solution to their audience's biggest problems. And yet, too many speakers make the critical mistake of asking the event organizer what their budget is before ever mentioning their own fee.

Big Mistake.

When you ask for their budget, you give away your power. You’re saying, "Hey, I’m willing to work for whatever you can afford." Wrong approach. You should never be the one to ask how much they're willing to pay. Instead, you set your price.

Here’s why.

You’re Not a Commodity—You’re the Solution

The moment you ask what they’re willing to pay, you put yourself in the commodity category, the "let's find the cheapest option" game. You might as well be negotiating at a flea market at that point.

But you’re not a flea market find—you’re a premium service with a track record of results. You’re there to change the game for their audience, deliver powerful insights, and grow their business. So, act like it.

Set Your Price—With Confidence

You always, always give your price first. Not sheepishly, not like you’re asking permission—with confidence.

“Here’s what I charge.”

That’s it. You say it, and then you shut up.

You don’t backpedal. You don’t explain. You let the organizer sit with it. Let them feel the weight of what you bring to the table. Because you’ve just positioned yourself as someone who knows their worth—and that’s powerful.

Now, here’s where things get interesting...

If the Budget Is "Too High"

So, what happens when the organizer says, “That’s out of our budget”?

Most speakers would start negotiating or dropping their price. Big mistake.

Here’s what you do instead:

You simply say, “Got it. What’s the most you’ve ever paid a speaker?”

This question is gold because it gives you leverage. It’s not about lowering your price; it’s about figuring out where their ceiling is. And let me tell you, they’ve paid someone well before—they just need to see the value in you to do it again.

Once they answer, here’s the magic: You get creative.

Cash + Perks: A Winning Combination

Let’s say you charge $25,000 for a keynote, but they’ve only ever paid $15,000. That’s fine—because here’s where the real pros separate from the amateurs.

You don’t drop your price to $15K. Instead, you say, "Let’s talk about how we can make this work."

You start negotiating value, not price. Maybe they can offer some perks like:

• First-Class Travel: No reason you shouldn’t be flying in style.
• Suite at the Best Hotel: Let’s get that VIP treatment.
• Extra Tickets to the Event: Get them for your team or to give away as part of a promotion.
• VIP Networking Access: Meet and greet with top industry players.
• Recording Rights: Now you’ve got content for your own brand that’s worth thousands.
• Stage Sponsorships: If they want you badly enough but can’t pay your rate, they can sell a sponsorship to make up the difference.

There are endless ways to stack the value so that you’re still getting your worth in cash and perks.

Get Creative, But Never Compromise

The key here is that you don’t lower your price—you make sure you’re compensated in ways that align with your goals. Remember, cash is one form of payment, but so are opportunities, exposure, and assets that you can leverage long after the event is over.

When you know your worth, you don’t need to haggle over price—you negotiate on value.

The next time you’re in talks for a speaking engagement, don’t ask for the budget—give your price. And if they can’t meet it? Get creative, but never, ever compromise your worth.

Your name belongs on the marquee, and you deserve to be compensated like the expert authority you are. Let’s get paid what we’re worth—and then some.