I remember when I got my first paid speaking gig and was asked, “what is your fee?” I didn’t have the answer and didn’t even know there was such a thing as a fee. In fact I had to leave my day-job and take leave just to go do the speaking gig.
20 plus years later, speaking on stages all over the world with Deepak Chopra, Seth Godin, Gary Vaynerchuk and so many others, I’m a paid speaker and so happy.
It’s been a journey.
Professional speaking can be a lucrative career path for those who master both the art of communication and the business of speaking. This quick guide will walk you through some things you need to know to start getting paid for your expertise on stage.
The Foundation: Becoming an Exceptional Speaker
The cornerstone of a successful speaking career is being truly exceptional at your craft. This isn’t just about being good – you need to be memorable. Great speakers master several key elements:
Stage Presence and Delivery
- Command of body language and purposeful hand movements
- Strategic use of voice modulation and inflection
- Masterful breath control for pacing and emphasis
- Confident stage movement and audience engagement
- Natural transitions between points
But technical skills alone aren’t enough. What truly sets paid speakers apart is their ability to deliver transformation.
Crafting Your Message
The Power of Transformation
Every compelling talk must answer one critical question: What transformation will your audience experience? Your talk should take them from point A to point B, leaving them changed in some meaningful way.
Your Signature Story
Transform your personal experiences into a powerful narrative that resonates. This isn’t about simply telling a story – it’s about crafting a journey that audiences can see themselves in, leading to insights they can apply to their own lives.
Understanding Your Market
Know Your Audience
Deep audience understanding is crucial. Research their:
- Demographics and psychographics
- Pain points and aspirations
- Industry context and challenges
- Current knowledge level
- Expected outcomes
Event Planner Psychology
Event planners are your primary clients. They care about:
- Audience satisfaction and transformation
- Event ticket sales and attendance
- Speaker reliability and professionalism
- Return on investment
- Smooth logistics and easy collaboration
The Business of Speaking
Fee Structures
Speaking fees typically range from:
- $1,000-$5,000: Beginning professional speakers
- $5,000-$15,000: Established experts
- $15,000-$50,000+: Industry leaders and celebrities
Your fee depends on:
- Your ability to drive event attendance
- Expertise and credibility in your field
- Speaking track record
- Market demand for your topic
- Geographical reach
Alternative Revenue Models
Speaking doesn’t always mean direct payment. Consider:
- Free speaking with product sales
- Workshop upsells
- Consulting opportunities
- Book sales
- Online course promotions
Selling from Stage
The Art of Ethical Sales
Selling from stage is a delicate balance. The key is providing value first and making offers that naturally extend the audience’s transformation journey.
Effective stage selling involves:
- Building genuine connection
- Demonstrating clear value
- Making relevant offers
- Using soft transitions
- Respecting audience boundaries
Poor stage selling includes:
- Aggressive pressure tactics
- Irrelevant offers
- Insufficient value delivery
- Manipulative language
- Disregarding audience needs
Remember: Selling is service when you truly believe in your solution’s ability to help others.
Building Your Speaking Platform
Professional Presence
Develop strong marketing assets:
- Professional speaker website
- Compelling speaker reel
- High-quality promotional photos
- Case studies and testimonials
- Clear speaking topics and outcomes
Social Proof
Document and share your speaking journey:
- Post event highlights and behind-the-scenes content
- Share audience testimonials
- Showcase event diversity
- Demonstrate audience impact
- Engage with industry conversations
Getting Started
- Perfect your signature talk
- Film professional speaking samples
- Create your speaker marketing materials
- Network with event planners
- Start with local and industry events
- Gather testimonials and case studies
- Gradually increase your fees
- Expand your geographical reach
The Path to Growth
Success in professional speaking requires continuous improvement:
- Regularly update your content
- Study audience feedback
- Network with other speakers
- Invest in speaking coaching
- Stay current with industry trends
Remember, becoming a paid speaker is a journey. Focus first on delivering exceptional value and transformation. The money will follow as you build your reputation for creating meaningful audience impact.
