We at motivational-speaker-success.com make it a point to instill in the mind of all the speakers we train and who eventually become part of our company’s roster of speakers one thing – they are first & foremost entrepreneurs. We remind them that they are their own business and that their message or presentation is their product. Like every business, if a motivational speaker wants to become successful, it is necessary to market himself well to prospective clients.
All great motivational speakers are also great salesmen and women. Aside from creating relevant and meaningful presentations with a message that resonates to the core of people. They also have the ability to package their product and market it effectively to clients.
How do the best motivational speakers make client choose them to speak at their events?
Read on below for a few pro tips that can give you the same results.
a. Focus on promotion – When it comes to managing your time as a motivational speaker, this formula should be the rule: 15% message or product creation and 85% self-promotion to future clients, although making sure you have a great product or message to sell more time should be spent promoting it to your market rather than developing it. If you spend 2 hours every day creating and developing your presentation then 8 hours or more of that day should be spent making sure your client or the world knows about it. If clients know you are out there, they will take notice and consider booking you for an event.
b. The rule of seven in sales stipulates that a sale only occurs after the buyer and the seller have communicated with each other seven times. Make sure you are always top of mind of your future clients by getting in touch with them often. You can send regular emails informing them of your activities, your website, or sharing published articles you have written.
One promotional activity our speakers engage in here at motivational-speaker-success.com is sending samples of our work to our clients. Clients love receiving books, podcasts, videos of a motivational speaker’s work. It is the best way for them to understand who they are and how they work. It works as an effective calling card for many successful motivational speakers.
c. Much like any business, especially if you are seeing growth. Let’s say you’re getting frequent speaking engagements, or the book you have published became a bestseller book. The regular podcast is gaining serious following and you now have name recall with client. The next step would be to get a small sales team together to manage the demands of your brand, which is on a growth trajectory. Some of the more courageous motivational speakers at motivational-speaker-success.com don’t even wait for growth signs to happen. They create the sales team to make the growth happen.
d. The best part about having a sales team is you can spread your reach farther than if you were doing it on your own. The sales team can be given quotas to aim for so that you can make income projections for your business. It is a great motivation for your team to market and sell your product by booking speaking engagements, increasing published work sales, and everything else in between.
e. Marketing, instead of advertising, is a practical way of engaging future clients. Investing in an ad campaign to reach your market is expensive. Unless you have the money to fund it, it is always better to write a column or article for key business magazines or journals to reach future clients. This way, they can see firsthand the quality of your work and it will not cost you a cent.
f. At motivational-speaker-success.com, we always encourage new motivational speakers, those who are just starting in the trade, to keep their day job. Expect the beginning to be bumpy. There will be seasons of abundance and there will be seasons of lack. The reason for this is new motivational speakers are just beginning to build their brand. This stage of the business is the toughest and often the longest. Make sure you have a regular source of income that can tide you through. Do not quit your day job until your career as a motivational speaker is set and you can engage in the building of it full time.
g. Know your worth. When it comes to negotiating your fee for each speaking engagement, have a number in mind already. Whatever you do, let the client tell you their budget then negotiate from there. Never let the client know your fee first. Always know your maximum fee and ask about the hour long speaking engagement. Always have a minimum fee, which is the minimum amount you will be willing to do the speaking engagement for and are willing to walk away from unless client is willing to give said minimum amount.
All great motivational speakers at motivational-speaker-success.com have experienced success because they understood that they are their own business. In order for client to choose them as their motivational speaker, they have to make sure that the client knows who they are. They achieve this by creating an effective sales and marketing program for their brand.