Mastering the Art of Saying Yes or No to Below Full Fee Offers

By Laurie Guest, CSP, CPAE |

As a professional speaker, one of the trickiest decisions you’ll face is whether to accept a “below full fee” booking. While it might be tempting to say yes to every opportunity, doing so can lead to fatigue, undervaluation of your skills, and missed chances for more lucrative engagements.

That’s where I bring a wealth of experience to the table. My innovative concept of a triage flow sheet comes in handy. This tool helps you systematically evaluate whether to give the nod to a booking or take a pass, ensuring you make decisions that benefit your career in the long run. Here’s how you can use it to your advantage:

Step 1: Develop Your Booking Strategy

When using a triage flowsheet, it’s essential to have a clear booking strategy. Are you inclined to say yes to every request because you seek a calendar filled to capacity? Or, do you prefer to hold out, and give a nod only to requests that fit a certain fee level risking the dates stay empty?

Over two decades ago I implemented a “quota-based booking” approach where we set a specific amount of gross income for each month. Not all months are equal, meaning some months may have higher or lower targets based on demand and availability and at the same time, allowing room for my personal goal of taking two full months per year off from the road.

Once a month hits its quota, it is closed to more business unless a very special circumstance arises. This approach ensures a balanced workload, helps manage time effectively, and prevents overbooking, allowing me to maintain high-quality performance and avoid exhaustion. Also, being home to help raise our two children was a key factor in my booking strategy. I love coloring the dates green on the calendar, but I did not like missing the milestone moments of parenting. This strategy helped me a great deal to take emotion out of the sales call.

Step 2: Define Your Non-Negotiables

Before diving into any decision-making process, it’s crucial to identify your non-negotiables. These are the criteria that must be met for you to consider a booking. Ask yourself:

• Does the booking align with my brand and expertise?
• Is this audience a perfect match for what I offer?

Having clear non-negotiables helps you stay true to your professional goals and ensures you’re not compromising on what’s important to you.

Step 3: Assess the Opportunity Cost

Opportunity cost is a vital factor in your decision making. When you say yes to one engagement, you’re effectively saying no to another potential opportunity. Consider the following:

• Will accepting this low-fee gig prevent you from pursuing higher-paying opportunities or personal commitments?
• Can you get “in and out” of the location quickly and painlessly?  (Or will it take two planes, a bus, and a mule to get to the site.)

Weighing the opportunity cost helps you see the bigger picture and make more informed decisions.

Step 4: Evaluate the Benefits Beyond the Fee

We all know that the value of a booking isn’t solely in the fee. Creating a customized triage flow sheet encourages you to look beyond the monetary aspect and consider additional benefits such as:

• Learning and growth: Does this engagement offer a chance to hone your skills, learn something new, or gain experience in a different setting?
• Marketing and PR: Can you use this booking to boost your marketing efforts, gain media exposure, or enhance your portfolio?
• Can you acquire high level video footage or other important assets?

By evaluating the broader benefits, you can make a more holistic decision.

Step 5: Analyze the Client Relationship

Building and maintaining strong client relationships is key to a successful speaking career. When considering a negotiated fee booking, analyze the potential for a long-term relationship with the client:

• Does the client have a history of hiring speakers for higher fees in the future? Will this engagement serve as an audition for other work?
• Are they well-connected within your industry, offering potential referrals and introductions?
• Is this an opportunity to establish a strong partnership that could lead to more engagements?

A promising client relationship can sometimes outweigh the immediate financial gain.

Step 6: Trust Your Gut

While the triage flow sheet provides a structured approach, your gut feeling plays a crucial role in decision-making. Reflect on:

• How do you feel about the booking overall?
• Does it excite you or cause stress?
• Are there any red flags or signs that you should be wary of?

Trusting your intuition, combined with the logical framework of the triage flow sheet, ensures you make decisions that feel right both professionally and personally.

Practical Tips for Implementing the Triage Flow Sheet

To make the most of my triage flow sheet, here are some practical tips:

• Create a physical or digital version: Having a tangible flow sheet that you can refer to for each booking decision keeps you consistent and organized.
• Customize to fit your needs: Adapt the flow sheet to include any specific criteria or considerations unique to your career and goals.
• Review and refine: Periodically review and update your flow sheet to reflect any changes in your career objectives or market conditions.
• Share with your team: If you have a team or a manager, share the flow sheet with them to ensure everyone is on the same page when evaluating opportunities.

Conclusion

Remember, saying no to the wrong opportunities is just as important as saying yes to the right ones. Use the triage flow sheet to make empowered decisions that propel your career forward, one booking at a time.

**Download Laurie’s flowsheet as a starting point to customize your own!