Speaker Negotiations: Offer a "Plain-Wrap" Version of Yourself, Too
But he wanted to pay less than my prevailing rate for a performance.
I mentioned that the 75-90 minute event that he had in mind would require far more than 75-90 minutes for me to craft and to deliver.
Not only is there set-up time on the day of the event, to make sure the computer equipment, sound levels, and screens are working correctly, but there is decompression time after being on stage, albeit an electronic one, for that sort of sustained period.
Plus, that day simply cannot be sold to anyone else who is willing to pay full price for it.
Moreover, to do a suitable job requires pre-work in the form of research and customizing the talk to the audience, and reducing it to Powerpoint notes, so it can be tracked on the screen while I speak.
Anyway, he wasn't biting.
Then, I told him about my background and how by being a best-selling author in the subject area I had already created awareness among millions of people of my credibility and unique ideas and he could promote these strengths and attractive qualities.
He seemed indifferent to my marquis value, pretending he was only interested in a generic talking head who could deliver 75-90 minutes of baffling banter.
So, I made him this offer.
I would consider doing the program for close to his budget providing he (1) Sell my audios and videos, so I can recoup my investment; or (2) If he agrees to not use my name or any reference to me in promoting his event.
In other words, if he wants a discounted "plain wrap speaker," somewhat like that store brand of ketchup or mayonnaise we see in markets that costs less than the household name, then he can bargain for that.
Just don't tell your clients they're getting Kraft or Best Foods or Heinz.
From a negotiation standpoint, this separates the wheat from the chaff. If they really want YOU, then they should pay your prevailing rate because they'll be getting the full benefit, including your marquis value, your reputation, credibility, and drawing power.
But if they truly don't care, you can give them something less pricey, but they can't advertise you as the national or international brand that you are.
There are famous actors who appear in small, independent films, in "un-credited roles." They're in the pictures, to be sure, but their names don't appear in the credits. This is because they have donated their time or worked for far less than their customary contract value, so producers cannot tout their presence as they sell their films to distributors and to the public.
Try this gambit of "plain-wrapping" yourself when you're negotiating, and then see where you stand!
Related Tags: sales, negotiation, keynote, conference, convention, ucla, speaker negotiations, sales meeting speaker, usc
Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: firstname.lastname@example.org. Your Article Search Directory : Find in Articles
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