By: Jim Cathcart
What If The Client Wants An Extra Speech Without Additional Fees?
A speech is not just words. If it were, an article or a phone call would do the job and we could all stay at home. A speech is a targeted performance. It is the delivery of not only information but also of impact on the listeners. Good information delivered poorly is wasted. Each performance takes special preparation, enormous creative energy and added effort from the speaker.
Most speakers have a speech fee, half day fee, and full day fee. The speech fee typically includes all the costs of research, preparation, travel time, etc. A second speech to the same audience at the same location requires less preparation, no extra travel time and minimal added research. Half day fees reflect that. They are often dramatically less than two keynote speech fees. Full day fees are similar, set with the initial hour carrying the main weight. Ask any person -- if you work several hours for your employer how many of those hours do you expect to be paid for? They'll say "All of them!" and rightly so.
So, tell your clients that an extra speech requires an extra fee. Barter is sometimes worth considering too, but all of these should be considered as retail against retail; the full value of the presentation versus the full retail value of the compensation. Then, figure out an appropriate way for the bureau to receive its additional compensation equivalent to their portion of the speaker's compensation. But be flexible, after all, these are on top of an already-booked speech.
"Let World Class Speakers & Entertainers enhance your next event by providing the appropriate speaker or entertainer to fit your program and budget requirements."
- Joseph I. Kessler, President
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