How to get paid to speak
People wonder how getting paid to give lectures works. It’s not complicated. If you’re interested, here’s the simple truth:
(note: this is heavily modified version of my previous post, how to become a motivational speaker)
1. Create demand. The world has a surplus of people who think they can do a good job speaking to crowds. This means the market is a demand market, not a supply market. Unless your particular story has great appeal, say perhaps because you won five gold medals at a recent Olympics , or you’ve been on a spate of talk shows lately, there is no general demand for you. This has little to do with your ability. You might be the best speaker in this galaxy, but it will require many people seeing you speak many times for word of your talents to spread. This can take years. It did for me. Plan to put in the time.
2. To grow interest in your work start in your profession, your neighborhood, or anywhere you have credibility. You don’t instantly generate demand. You grow demand, starting with a niche where you are known and respected, and grow from there. This also means you won’t be paid for awhile. Pay comes with demand. If no one is asking you to speak anywhere, why would you expect to be paid? You have to do some selling before you can do any earning.
3. Seek out 3 events you are qualified to speak at and introduce yourself. Organizers need good speakers. If you pick events in your community, you may even know some of the organizers. Study their event. Look at the topics, styles and speakers they tend to have. Then pitch them on a specific talk that would fit their event, with a specific title and description. Briefly (one short paragraph) list why you are qualified to speak and include a short video of you speaking at a similar event. Make it easy for them to give you a chance (don’t skip the ‘study their event’ part). If you get turned down, ask what experience you’d need to be accepted next time. Look for Ignite or Pecha Kucha events, where many speakers are needed for a single event, as first chances may be easier to find.
If you can’t find events you think you could speak at, you have two choices: give up or start your own. The later is much more interesting. Create a a better event where talented people like you who don’t fit well elsewhere can shine.
4. Do whatever necessary to be an active speaker. The more often you speak, the more speakers and organizers you will meet. If you’re active, and good, they’ll start reaching out to you. If all else fails, post a ten minute lecture of yours on Youtube every week. There is no excuse for not being active and gaining more experience. Ask friends and speakers you admire for feedback and work to improve. The truth may be you are not as talented as you think. That’s ok. The sooner you sort this out the better.
5. In your field, how is your work known? If your work is well known, requests to speak will follow and be easier to ask for. I’ve written popular books, which has led to demand for me to appear and speak.
6. People are interested in speakers for reasons other than their speaking ability. Speakers are often hired because of their story, not because of their speaking talents. When someone wins the Nobel Prize, they’re asked to speak everywhere, even though the Nobel Prize is awarded for reasons that have nothing to do with eloquence. This is counterintuitive, as it means people are paid to speak not for their speaking skills, but for people’s interest in their knowledge or personality. It’s unfair, but we are not a rational species. More people will come to hear Lady-Ga-Ga give a talk about the life story of Scott Berkun, than will ever come to hear Scott Berkun talk about Scott Berkun. It’s how the world works.
7. Building an audience is easier than ever in history. Between a blog (free), a youtube account (free), facebook and twitter feeds (free) and cell phone with a video camera (free-ish as you already have one), you can start right now showing your abilities and building interest in your ideas and talents. How much are you investing in spreading word of your work? If its near zero, the world isn’t the problem – your lack of investment in your own talent is the problem. People can’t find you if you aren’t trying hard to be found. If you’re good, the time invested will pay off. Your best advantage is your community and network who, if properly motivated, can help spread word of your talents.
8. Your fees are based on the market. If no one is asking you to speak, don’t worry about rates. It’s irrelevant. If you are getting asked to speak, the pay range is anywhere from $0 to $100,000 for a single lecture. There are too many variables to give a simple number. Some events only pay travel costs or a free ticket to the event. For a select few truly famous people some events pay a years salary for the average American for a 60 minute lecture. Speakers, like many forms of talent, are paid for their value, not their time.
Others events pay all speakers the same fee, no matter how famous they are (TED does not pay its speakers, only covers travel). In the end, how much demand there is for you determines what fees you will feel ok walking away from. If you are thinking long term, the opportunity to speak to any big crowd, even if it’s for less than you want, is still a win.
For more on the business of public speaking, read Why Speakers earn $30,000 an hour, a free excerpt from my bestseller, Confessions of a Public Speaker.
Related posts:
Stupid things presenters do (and how to stop them)
How much to charge for speaking?
Why conferences have bad speakers
How to become a motivational speaker
Discount: The Economist Innovation Event, March 23/24
