http://www.lifebeyondcode.com/2005/02/21/hourly-rate-vs-value-rate/ Personal and professional development for technology professionals. Sat, 20 Mar 2010 12:35:59 +0000 http://wordpress.org/?v=2.9.2 hourly 1 http://www.lifebeyondcode.com/2005/02/21/hourly-rate-vs-value-rate/comment-page-1/#comment-6 Anonymous Sun, 11 Jun 2006 22:55:52 +0000 http://www.blog.lifebeyondcode.com/2005/02/21/hourly-rate-vs-value-rate/#comment-6 Rajesh: There is a fabulous book that talks about providing value as a speaker and to think about what you can offer the buyer (the person who hires the speaker and cuts the check). Too many speakers market themselves by a set rate leading potential buyers to think they are paying by the hour rather than the value. For example, if you charge $2500 for a talk, you need to be sure value is added to make it worthwhile for the buyer to have you there as a speaker. For instance, say you want to speak for an hour on a certain topic. What else can you provide over and above this? Perhaps say an extra hour to mingle with the audience instead of rushing off to the next speaking engagement? Perhaps set up a table where you can autograph books? Perhaps offer a breakout session later in the afternoon? What about offering a solution that the buyer never thought of? While there is nothing new under the sun these days, we can add value if we just think about it. Discuss with the buyer what's important for them to achieve by having you there. Will the organization be better after having you there? Will your expertise lend more lasting value long after you're gone from the platform? As you can see, there are a multitude of things a speaker can do that will add value. The book I'm referring to is called "Money Talks...How to Make a Million as a Speaker" by Alan Weiss. Great book, I highly recommend it. Stephen Hopson http://adversityuniversity.blogspot.com/ Rajesh:
There is a fabulous book that talks about providing value as a speaker and to think about what you can offer the buyer (the person who hires the speaker and cuts the check).
Too many speakers market themselves by a set rate leading potential buyers to think they are paying by the hour rather than the value. For example, if you charge $2500 for a talk, you need to be sure value is added to make it worthwhile for the buyer to have you there as a speaker.
For instance, say you want to speak for an hour on a certain topic. What else can you provide over and above this? Perhaps say an extra hour to mingle with the audience instead of rushing off to the next speaking engagement? Perhaps set up a table where you can autograph books? Perhaps offer a breakout session later in the afternoon? What about offering a solution that the buyer never thought of?
While there is nothing new under the sun these days, we can add value if we just think about it. Discuss with the buyer what’s important for them to achieve by having you there. Will the organization be better after having you there? Will your expertise lend more lasting value long after you’re gone from the platform? As you can see, there are a multitude of things a speaker can do that will add value.
The book I’m referring to is called “Money Talks…How to Make a Million as a Speaker” by Alan Weiss. Great book, I highly recommend it.
Stephen Hopson
http://adversityuniversity.blogspot.com/

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