By Linda Swindling, CSP, CPAE
Speakers often want to know what items are negotiable and how much to charge. Not asking for what is available can be a rational concern. That said, there are lists of concessions and items to request. However, many speakers ignore the wants, needs and even fears of the busy professionals who hire us.
At lunch last week, two meeting professionals shared what they consider worthy, as well as cringe-worthy, actions by speakers. To protect the innocent and not-so-innocent, no names will be used. A few of their suggestions seem to be “no brainers.” However, are any of their comments surprising?
- Don’t waste meeting professionals’ time. Prepare before calling.
“Don’t be afraid to ask the organizer for information, but don’t expect them to do all your research for you. Many times, individuals call me to speak, and they had no idea whatsoever what our organization did. We’re busy. Know who you’re calling before you call.”
- Speaking is a partnership. If you ask for information about the organization or to speak with members, use the information to customize.
“We have a partnership with speakers. For them to be successful, I provide information to help them to understand our audience and industry. That creates a win-win for everyone involved: for the attendees, for the organization, and for the speaker. However, don’t ignore what we provide. Familiarize yourself with our terms and industry concerns.”
- Provide us exactly what you need in the way of equipment upfront.
“Adding requests later may be expensive or even impossible. Asking after we’ve ordered all the AV is not going to help set you up for success.”
- Watch what you call customization.
“Don’t take pictures of our attendees without their permission. We have photographers. Speakers don’t have authority to take images without speaking with us. Read your contract. The conference host normally will have something about not taking photos and videos in your sessions without written permission. Also, if you want to be considered for a media or press pass, you will have to pre-qualify and prove your credentials beforehand.”
- Watch the “suit casing.” During tradeshows, vendors who do not invest in a booth are not allowed to go to participants or exhibitors and sell their services or wares.
“Speakers are welcome in the tradeshow to view what our exhibitors do and ask them questions. However, asking for business or putting your card into a drawing for a prize, is not welcome. You are taking up our vendors’ time in a space they paid for and keeping them from being able to sell to others.”
- Use common sense. Wear appropriate clothing.
“Women consider the height of the stage and the length of your dress. The people in the front row are looking up at you. Let the AV team know to put you on mute or remember to turn your microphone off in the bathroom.”
- Be nice. Deliver as promised and don’t offend others.
“Work with the AV Team, the hotel staff, the onsite professionals, and the volunteers. If you fail to deliver or don’t connect with an audience, it’s just one speech. However, if your program doesn’t deliver as promised or you offend an audience member, a meeting professional may lose a job. Meeting professionals talk about speakers they like and who to avoid.”
Your reputation is your best asset in a negotiation. Be the speaker with integrity. Negotiating better opportunities and future events is nearly impossible if meeting planners don’t want to deal with you. Go Negotiate!
About Linda Swindling, JD, CSP, CPAE:
Linda empowers you to Go Negotiate everything. Author and/or co-author of several books including, Ask Outrageously! and Stop Complainers & Energy Drainers, Linda was named as a Top 30 Global Gurus in Negotiation.
A Certified Speaking Professional and “recovering” attorney, Linda is a past-president and proud member of NSA-North Texas, a Jos. J. Charbonneau recipient and a past national officer & director of the National Speakers Association, a former trustee for the NSA Foundation, past editor of Speak magazine, and past chair of NSA’s Speaker Academy. Contact Linda through her website: www.LindaSwindling.com.
