As a long time professional speaker, speech coach, and someone who advises other professional speakers on what they can charge, I thought it was a good idea to check with Mike Frank. Mike is the president of Speakers Unlimited.
Frank On Fees
by Mike Frank
I’m a big believer in setting a fee structure and sticking with it 99 percent of the time. If you’re doing chambers of commerce programs in your home state and start charging different fees from one chamber to another, it’s going to get back to you—if not haunt you.
I’m not suggesting having the same fee for everybody, any place, any time, any length, but what I am saying is that you need to come up with a structure that has tiers based upon geography, length, and possibly type of client.
If two clients talk to each other and start to wonder why one paid half as much as the other, it needs to be clear as to why… and you can be assured that if you can’t honestly and ethical justify the situation, you will get in deeper and deeper as you start to explain.
I am not naïve to the reality that speakers negotiate, but I do believe much of that can be eliminated by carefully setting up a fee schedule that fits you.
Mike Frank, CSP, CPAE, is a past president of the National Speakers Association, Cavett Award winner, and the president of Speakers Unlimited. For information on his speakers bureau services and his book, FOR PROFESSIONAL SPEAKERS ONLY visit SpeakersUnlimited.com.
Thank you Mike for you honesty and commitment to the National Speakers Association. An extra big thank you for launching my speaking career and always being an honest sounding board!
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