10 Tips on Negotiating Fees When Hiring Presenters, Speakers, Motivational Keynoters, Trainers, or Seminar Leaders

Some planners are convinced that they should never pay the speaker the 'asking price'. This attitude has developed with good reason...............the scenario goes like this:

Planner: What is your fee?"

Speaker: "$5,000"

Planner: "Gosh, we only have $2,000!"

Speaker: "SOLD!"

Some speakers play games with their fees, trying to see how high you will go, before they'll quote you a fee. In my business we call these the "used car speakers."
Professional speakers know what they are worth and stick to it. Those speakers that have survived in our business for any length, as a "professional speaker" will submit a price schedule for your review.

Once you are sure the quoted amount is the real fee, you might be surprised that you still have some leverage to 'get a better deal' for your group.

In any negotiation, don't try to 'get the price down.' Instead, find a way to exchange value for value. The speaker wants $5,000, you have $2,000 for the presentation, what do you have that is worth $3,000 to the speaker in exchange for their services?

1. Offer several dates
Are you buying for several meetings this year? For how many would this speaker be appropriate? Speakers are thrilled to lower the price for a guarantee of several dates.

2. Several functions at same event
Can your keynoter also do a seminar? Sit in on a panel? Spouse program? Publicity spots? If you have a budget for any of these other events, the speaker will often throw in one or more of these extra events free, for his 'standard' fee.
Example: you have $2,000 to spend for the keynote, $1,500 for the spouse program and $2,000 for a workshop, a total of $5,500. You have a speaker you want to use that costs $5,000 for a keynote. Offer your speaker $5,500 to do all three events. In addition, you save on airfare and other expenses.

3. Another service for sponsoring company
Many speakers are also consultants, trainers, etc. Is the host group working with an outside trainer/consultant back at home? Are these people good at keynotes? Seminars? Workshops? These types are usually willing to give their existing clients 'extra special' prices to keep them happy.

4. Barter
What do you have to trade? Obviously an aerospace association is hardly going to trade a trip on the next space shuttle. However, what about advertising space in that same aerospace company newsletter/magazine? A year of free advertising in exchange for that extra $3,000 you need to hire the speaker you liked best.
Most speakers have products they would love to advertise to your group. One long- distance telephone company doubles the speakers fee, but pays it all in long distance usage!

5. Allow speaker to sell products
Most speakers will come down quite a bit on the fee if you allow them to sell their books, cassettes, albums, etc.
BE CAREFUL! A few very unprofessional speakers will 'push' their products from the platform. This is embarrassing and ugly for your attendees. Many speakers handle product sales with grace and dignity. A special treat for your attendees. Something nice to take home to remember a meeting and speaker they really loved.

6. Buy speaker's educational materials
Often an extra budget is allowed for 'educational materials.' If they are appropriate for your audience, use books, workbooks or other materials that the speaker has available. If your speaker is making extra income on the educational materials that he provides, he will often give you a 'package deal.'

7. Use local speakers
If the speaker can do your program, and still spend the night at home, in their own bed, they'll be thrilled to do it for less. Often the fee is half of what it costs when he must get on a plane to get to you, and you don't need to pay airfare! The sad truth is that at least 80% of the time, speakers are brought from the 'other side' of the country-each side of the continent seems convinced that the other side has better speakers! Ah well, 'a Profit in his own land..........'

8. Use speakers when they are already in your area - co-op
Contact the convention bureau at your destination. Who else is coming to town? Call those planners and co-op with them on those speaker you could both use.

9. Use a reputable broker
Find a bureau or agent that will not add their commission on to the speakers standard fee (Most broker/bureaus/agents don't do this anymore, but ask to be on the safe side). A good middleman knows who is willing to negotiate .... who has a summer home in Florida and would negotiate to get there .... who has a new grandson in Des Moines and wants an excuse to visit there ..... etc.
Many times a speaker will negotiate fees with a bureau before they will with a planner. Planners will usually only use the same speaker once every few years. A bureau or agency might use the same speaker several times a month.

10. This year's rates
Prices go up each year. Hire your speaker this year, for next years event, and this year fees. Pay the deposit, usually 25 - 50% of the fee and secure the date in advance at the lower rate! Some speakers may give you a discount for a 50% deposit.



Before you begin to negotiate, remember …
1. Are you working with a "used car speaker," or a real professional who is serious about the fees they quote you?
2. Ask other planners, your bureau or agent, how much this speaker charges for similar services.
3. Don't try to "get the price down"-- instead, trade "value for value."

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