Meeting industry media is abuzz on two things: the economy’s impact on events and how folks can keep their jobs. Watch for a glut of what I’m calling false positives. Here’s how it works: job fearing meeting planners make themselves indispensable by cutting costs of meetings. How do they do that? By talking you into reducing or waiving your speaking fee. And how do they talk you into reducing and waiving your speaking fee? With flattery. By telling you all those great things about your speaking, how much they would like to work with you, etc., these buyers (who answer to the “real” buyers) let you believe that doing them this favor will create a “relationship” with them in the future.
Tread carefully here. There are niches that it’s worth foregoing your fee for. The problem: niches in this economy are a moving target, and every group thinks exposure to them is profitable. If you can hammer out a plan of ongoing exposure (via the website, any publications, etc.), then it might be worth reducing your fee. If the group is a false positive, I would politely decline. This is the time to target, not be everywhere someone else wants you to be. I’m going to be discussing niches in depth during the upcoming Here’s the Deal call on Recession-Proof niches on March 10th. Click here for details and to register.
Tags: Here's the Deal, meetings, niche, Speaking, strategy, Vickie Sullivan
Vicki this is great advice. The carrot is always \you will get exposure and opportunity when things turn around.\ If you adjust your fee’s you position yourself at your lower price and most of the time (for many reasons) you don’t get the second chance that was promised.
Vicki: I disagree with you here. I’m that meeting planner that has been required to cut my budget three times because 60% of our attendees cannot come this year. Why can’t they attend? Because their company has put in new regulations that keep them from traveling, attending events at a nice or “perceived nice” hotel or they’ve received TARP money and can’t attend a meeting or event. So my budget for speakers is almost nil. Am I going to promise anything to my speakers like “speak for free for me and you’ll get more biz?” No way.
However, as a nonprofit meeting planner, trainer and educator myself, I’ve paid many speakers and done more than my fair share of promoting them to get more biz. So, if they don’t want to help me in these down times, you bet I will not go back knocking on their door when I do have a budget and can hire them.
I’m not the only meeting planner in this situation. Plus, Twitter is a buzz with many of good speakers that are willing to speak for free this year to keep their names in front of people. When I have speaker bureaus calling me and offering me $15K-$25K speakers for travel and expenses, you bet I’m going to take them up on that offer.
Go ahead and tell all those professional speakers not to do the free gigs. There are plenty more speakers and new speakers coming through the ranks that will speak for free or reduced fees and I’ll contract them. I know how to pick a good speaker regardless of their fee.
Jeff, take a breath here. I didn’t say never speak for free. I said “tread carefully.” And I also pointed out that there are niches worth foregoing your fee for. Sounds like you have plenty of free speakers that serve your needs. It’s clear that there’s no reason for you to pay speaking fees. Go for it.
Speakers have waived their fees for decades — that will never change. My point is this: for every meeting planner who sincerely exchanges their help in exchange for a reduced speaking fee, there is a planner who talks a good game and doesn’t lift a finger to help. I’ve seen these folks in action and I’ve heard the horror stories.
Everyone needs a fair exchange of value to sustain themselves in these tough times. This economy is no excuse for not providing that. The bottom line: have a clear plan that both parties buy into and it will all come out in the wash.