Experts Edge interview with Catherine Palin-Brinkworth

21st September 2011 - How to get Paid to Speak


You can access the recording of this interview here

About Catherine Palin-Brinkworth

Catherine Palin-Brinkworth has been speaking professionally for 23 years, was a founding member of NSAA, Past National President, Life Member, Nevin Award recipient, and past Intnl President of the Global Speakers Federation (2003-4).

Notes from this live webinar

The first thing you need to do is decide on the ROI you provide your client.  Your client and your audience are not the same thing – as the Market place/client pays you to speak, the audience listens to what you say.   They each want something different from you.
 
What are the industry/business problems common to your client that you can address?
What is the value of your resolutions and help to that client? 
Once you know your ROI for the client, you are more easily able to value your service and the fees you can charge.
 
Many speakers get caught up in the conundrum of ‘am I good enough to get paid for my presentation – and how much should I charge?
If you have something to say that is worth saying, and you can help people, then you are of value. 
Work out your fees based on these options:

• What is your time per hour and how many hours of Preparation, travel, presentation time will it take to deliver our service?  
• Is what you are delivering on going to save the client $1,000,000 – or help them generate an additional $100,000 in revenue?  Would you think your value is 1% or 10% o that?
• Per head – how many in the room, and what is their value or ROI based on the help you will give them?
• Mirror – look at yourself in the mirror and say what you are worth – do you feel comfortable with that amount?
• The Henry Ford principle – we’re paid for knowing what to say, how to say it and the courage to get up and say it.  Don’t undervalue your skills and ability to do this.
• Your fees are ok to be flexible if you have a range of offerings. 

Get paid work by picking up the phone and prospecting for business. Ask do they have regular training events or conventions?  If so – who could you speak with about this?   Find out the purpose of their next event, and who the decision makers are.  How does he decision get made?  If you can’t help them, offer someone you know who might be able to - this helps build trust and good relationships.
The best selling system is to Build a good relationship first, then establish client’s needs and wants, suggest the BEST solutions, and take a commitment to proceed – this is the BEST training systems formula, and it works for selling your services as a speaker or in any other capacity if you are selling solutions. 
You need to make more money from the platform than just getting paid to speak.  The three P’s are Product, Programs, and Professional services.  This is about extending the value of your presentation so that you help further embed the message and tools you use to help create behavioral change. 
Help get them to where they are going - this doesn’t end with the applause.
 
Catherine has THREE absolute essentials for business – Leadership, Selling, and Management.  And on her facebook page are three short videos explaining these.  Go to:  www.facebook.com/CPBspeaks  - the videos are on the Welcome page there.
 
As a very special offer – Catherine is making her membership site available for 6 months worth of E-Classes at $49 per month (AUD), usually this is $97 per month.   You can access this fee rate by emailing Maria@totalmediamagic.com and asking to be linked to Catherine for this – she will email you with the special access coupon. 
 
Catherine also had 6 HOT secrets for speaking success at the end of the webinar – and these are worth revisiting the webinar to listen to  again and again…

Catherine’s parting top piece of advice is to get help to do this.  You don’t have to figure it out by yourself.  Good mentors and coaches are hugely valuable to a great speaking career.