| Wouldn't it be great if your speaking calendar was | | | | company does not prospect or solicit for |
| full of paid speaking engagements that others | | | | engagements. |
| generated for you? | | | | 4. Agencies - I call these speaker boutiques. They |
| If you are one of very few speakers who get all | | | | are usually closed to others and represent the |
| of your engagements from bureaus, web inquiries | | | | interests of only a few speakers. One example is |
| or call-ins, do what ever it takes to keep those | | | | actually the office of nine motivational speakers |
| coming. But even those fortunate high-profile few | | | | who refer each other and have all of their |
| need to stay current, sharp and proactive to | | | | administrative needs handled at one location. |
| generate continued interest from bureaus. If | | | | 5. Independent agents - They're great if you can |
| you're a general who won the war, your paid | | | | find one, but there aren't many. I used to call my |
| engagements will decrease after the next war. If | | | | company "an agency of selected speakers." I |
| your bestseller is new, enjoy it while it lasts! Out | | | | represented three speakers exclusively and |
| of sight; out of mind. | | | | intermittently placed others. Some independent |
| The majority of prospective, new and even | | | | agents grow into bureaus. Some independent |
| seasoned speakers have to create and continue | | | | agents represent only one speaker. |
| marketing campaigns through either direct mail | | | | 6. Employees as representatives - If you have |
| campaigns, the media, internet marketing or | | | | the space to have a desk, computer and phone, |
| prospecting. | | | | this is a great way to ensure that someone |
| Here are eight (8) sources for bookings: | | | | represents you in the manner you desire. These |
| 1. Speaker bureaus - The most prominent ones | | | | employees may be either in the office of a |
| belong to a worldwide trade association of | | | | speaker or may operate virtually. |
| speaker agencies and bureaus called, The | | | | 7. Your significant other - Many speakers are |
| International Association of Speakers Bureaus. | | | | fortunate enough to have someone in their lives |
| There are approximately 110 member bureaus | | | | who believe in them to the degree that they |
| listed at the time of this writing. Check them out | | | | begin to help in some capacity in organizing and |
| at Iasbweb.org. | | | | managing the business. Who better understands |
| 2. Special interests bureaus - These are | | | | your expertise? Your significant other may have |
| sometimes called agencies. They may be either | | | | even fallen in love with you because of your public |
| small or large but they usually represent speakers | | | | stature, reputation and passion for what you do. |
| in the same industry such as the health care field | | | | 8. Yourself - It's a great way to learn what works |
| who have full time medical careers and are asked | | | | and what doesn't. It will also keep you humble. But |
| to speak only occasionally. You may find those | | | | unfortunately, this is where many speakers' |
| that support certain religious beliefs or the | | | | dreams die. Because the process hasn't been |
| interests of other special groups. | | | | systematized, disappointing results, rejection and |
| 3. Speaker management company - A speaker | | | | financial demands dilute prospecting and positioning |
| management company generally handles all | | | | efforts. You'll have more than one dividend to |
| inquiries and bookings exclusively for speakers, | | | | putting in the hours daily position yourself and |
| meaning they answer incoming calls, web inquiries, | | | | prospect. When you can no longer do it, hire |
| e-mails and letters regarding a speaker. No matter | | | | someone to qualify leads for you. Gradually |
| where the lead originates, they get a percentage | | | | delegate additional booking responsibilities. |
| of that speaker's speaking fee or in some cases | | | | Most speakers begin by booking themselves. My |
| a monthly retainer for their administrative support. | | | | recommendation is that you identify an in-house |
| This is great for professionals who are still | | | | candidate, script her/him, hold her/him accountable |
| involved in their field of expertise (such as medical | | | | and pay a commission for performance. |
| personnel, politicians and journalists still on the job) | | | | Even if you have a great public relations campaign |
| and do not want to be bothered by answering | | | | or a viral marketing campaign, do not wait for |
| inquiries. But generally speaking the management | | | | your phone to ring. Take action now! |