How To Get Paid Every Time You Speak – REALLY!
By Maria Marsala
For many, speaking or training is a full time business. Yet
for other business owners, we use speaking/training as a way
to market a business and bring in extra income. No matter
which it is… all or part of your business gets paid!
Being paid means receiving money for the value you present.
So first off, find places that will pay you. Even Community
College Continuing Education programs pay the trainers by
However, sometimes it is customary for a group to NOT pay
you with $$ – like the Rotary, Elks Club, or many
associations. Other times, they won’t pay you for speaking
at an event, but will pay you to speak at a retreat or
conference. What do you do when there is no money? Determine
if the event is something that will give your business
value. Ask yourself:
- Will at least 95% of the audience be your ideal client –
i.e. your best fit, target market?
- What can they give you in return that will equal the value
they are receiving?
- What can you ask for in return for the value they are
- Do you really want to speak to this venue for free?
Remember, you can always say no!
There are many ways you can be paid when cash isn’t
available. First decide what should you be paid. Then find
ways to be paid that amount in full. How? Read on…
- Request that your business card or article you’ve written
be placed on each person’s chair who’s attending the event.
- Let the audience know that you are not being paid and in
return, you’re giving them an evaluation to complete. On
that evaluation, include things like: “I know a company or
organization looking for speakers” and “I want to receive
your ezine.” Etc. etc.
- Do they have a conference room? Ask about using it for “x”
hours in payment.
- Do they send their membership a newsletter? Request an ad,
maybe business card size.
- Ask to put a flyer in their newsletter.
- Make sure that a bio including an active link to your site
appears in their newsletter(s), any announcements they send,
or on their web site. Ask them to keep it active for at
least 6 months.
- When I speak for free, I give out the least amount of
notes as possible – if any. I have people take their own
notes AND tell them that the full notes can be found on a
specific page of my web site for download.
- Put the notes on a CD or disk and have them pay for them
(sell them in the back of the room, on a table between the
coffee and bathrooms!).
- Bring books, ebooks, booklets, CD and other materials to
sell in the back of the room. (Usually you do have to ask
for approval to do this.)
- Ask if they have “education money.” Sometimes they have
money for that, but not for speaking. Then they can purchase
a book for each person, and you’ll make some money that way!
- Think “out of the box” for ways to be paid to be in front
of your “ideal clients”.
© 2004 Maria Marsala, Confidant to CEOs and Presidents. Former Wall Street Trader
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