Speaking for free is a normal part of building experience as a thought leader, but how do you make the transition to paid gigs? If you’re ready to get paid to speak, it’s not always clear how to take this big step. How do you build a sustainable business as a professional speaker in your field?
While you might be able to land one or two speaking gigs on a paid basis, how do you translate this into a sustainable career? The cold, hard truth is that there is no one-size-fits-all magic formula. It’s true you need to be an engaging, expert speaker, but it’s also more than that. You also need to have an understanding of the business of speaking. This is what separates casual side-gig speakers from full-time pros.
A quick internet search reveals countless online courses promising a get-rich-quick strategy for making it as a speaker. Like most things in life, if it sounds too good to be true, it probably is. While there might be a few important takeaways from these courses, they’re ultimately peddling snake oil. Real professional speakers know there are no quick fixes. It takes time, energy, dedication, and the ability to market yourself.
With that in mind, how do you get paid to speak? Beyond creating a strong resume, you need to practice what you preach. You need to build real-world trust in your speaking skills and expertise. In this guide, we’ll uncover the hard work and actionable steps behind the business of speaking. There are no shortcuts in this industry, and that means you need to start with a strong foundation. Are you ready to get started? 🎤
When To Speak For Free
First, understand when it’s worthwhile to speak for free. If you want to get paid to speak, you have to start somewhere. Focus on speaking for free when you’re first getting started. By doing this, you gain speaking experience, get comfortable on stage, build a list of past events, and learn what works for you. If you’re just getting started, it will take a few tries to understand your speaking material, style, audience, and all of that important jazz.
It’s not uncommon for professional speakers to speak for free for years. Sometimes, this spans an entire career. This is especially true if the speaker already has a job in their focus industry. Speaking professionally has a lot of other benefits aside from the fee. For example, you gain exposure, build trust as a thought leader, and grow your network. All of these things are valuable and translate to more monetization opportunities in the future.
However, speaking for free isn’t always a long-term option. As we all know, exposure doesn’t pay your bills. There might come a time when you decide it’s no longer worthwhile to speak for free, and that’s perfectly normal. This means you’re ready to transition to the world of paid speaking.
When To Transition To Paid Speaking
After speaking for free, there comes a time when you might be ready to take on paid gigs. It’s important to note that you never have to make this transition. Some actually prefer speaking for free, and this could be a great way to give back to your industry or community. For example, you might do non-profit speaking gigs for causes that are important to you.
If you do decide you want to get paid to speak, consider your timing. This isn’t something that will likely happen overnight. Instead, it usually takes place over several years as you continue to build a marketable speaking business. It’s not smart to quit your paid day job right away and expect to start making the big bucks. While making speaking your full-time job might be the end-goal, recognize that this can be a lengthy transition.
However, you don’t need anything fancy to begin getting paid to speak. If you’re a strong speaker, have an understanding of the business of speaking, and have some existing sales skills, you’re ready to get paid to speak. There’s no specific experience you must have to start earning money for your speaking skills, so don’t let that mental block hold you back.
How To Get Paid To Speak
If you’ve decided it’s time to make your transition to paid speaking gigs, take action. There is no one-size-fits-all approach, but a strong marketing foundation makes all the difference. Here’s how to get paid to speak in just a few clear steps.
Invest in your marketing materials.
First, you need to invest in your marketing materials. Your marketing materials include things like your branding elements, speaker kit, program description one-sheets, website, social profiles, lead magnets, and more. Essentially, it’s anything you can use to bring in leads, show your value, and attract an audience.
While you might have some of these things already, it’s time to get serious. Take inventory of the things you already have, and look for ways to upgrade. For example, you might hire a graphic designer to refresh your branding or your website. These small details make you appear more trustworthy and professional.
In this space, first impressions matter. It takes less than half a second for people to form an opinion about your website. This means you need to invest in these first impressions. Your marketing materials are easy to overlook, but they create the way your audience looks at your content. If you’re not careful, you might be sending the wrong message.
Invest in your sales systems and technology.
Next, you need to invest in your sales system and technology. This begins with a powerful, speaker-focused CRM tool, but it doesn’t end there. You need to have a strong sales process so you can stay on top of your existing opportunities while prospecting new ones. You’ll be competing with speaker agencies and big-name pros, so the more you can sell yourself, the better.
Recognize that your sales system and tech tools don’t have to be one-and-done. This is something you should evolve and optimize over time, adapting to new challenges and needs. When you find what works for you, your entire process becomes more streamlined. As the saying goes, you should always work smarter, not harder.
Share original content for your target audience.
Another important way to get paid to speak is to have a range of original content at your disposal. Content is a way to demonstrate your value to your audience, and it can also be a powerful marketing tool. What types of content can you try? Consider these ideas:
- Blog posts
- Social media graphics
- Helpful infographics
- Ebooks
- User-generated content
- Live streams
- Downloadable guides
- Podcasts
- Videos
- Email newsletters
Depending on your audience, different types of content might be more beneficial. For example, video marketing has never been more powerful. A reported 66% of people would prefer to watch a short video vs. consume non-video content. Consider the ways your audience finds information and adapt your plan accordingly. Don’t be afraid to try something new and to explore a new type of content. The goal is to always have ways to provide value to your audience.
Build your client list (and your list of reviews).
Similarly, you need a list of clients to begin selling to. Without a network, you can’t expect to get paid to speak. Along with this goes a list of reviews or past feedback. People trust other people. While you can sing your own praises all day, this doesn’t mean much in a sales pitch. In fact, referral leads have a 30% higher conversion rate, showing the power of word-of-mouth.
Begin seeking your ideal client and collecting contact details. Make sure these client lists are the right fit for your expertise. Again, it’s all about aligning your values with the right brands and professionals. When you do work with clients, be sure to ask for feedback and testimonials. While it’s easy to overlook this process, many clients are more than willing to give testimonials. Customer testimonials have the highest effectiveness rating when it comes to content marketing at a striking 89%. That’s a stat you can’t ignore!
Balance your benefits with those of your clients.
Lastly, you need to balance your benefits with those of your clients. This means you make it clear the value you’ll provide before, during, and after the event itself. You need to show your worth if you expect to get paid to speak. When you demonstrate a strong value, you can command a higher rate for your time.
As you build your offerings over time (and gain experience), you can continue to charge more. The experience matters more than you think. Believe it or not, 86% of buyers will pay more for a greater experience overall. This means that the more you refine your expertise and sales skills, the easier it becomes to get paid to speak. Your rate shouldn’t be a concrete, never-changing thing. In reality, it grows and adapts to meet the needs of specific engagements, your expertise, and the value you’re providing for a specific gig.
Frequently Asked Questions About Paid Speaking
If this is your first time diving into the world of paid speaking gigs, it’s normal to have questions. Below, you’ll find some of the most frequently asked questions about paid speaking—and their answers. In this industry, it’s normal to learn as you go. Still, you need the right guidance to start strong.
How do you calculate your speaker fee?
One of the biggest questions about speaking is how to calculate your fee. There is no one-size-fits-all answer. What one speaker charges might be completely different than another with similar expertise. To clarify, your speaker fee depends on these factors:
- Level of speaking experience
- Industry experience
- Location of the event
- Travel costs
- Additional services provided
Additionally, your sales experience can impact your speaker fee. If you’re a strong seller, you’re likely to earn a higher fee based on your skills alone. Need more help with what to charge as a speaker? Check out our ultimate guide to speaker fees for a full breakdown. It’s important to find a number you’re comfortable with. Remember, exposure doesn’t pay the bills.
How do I find paid speaking opportunities?
With that in mind, how do you find opportunities to get paid to speak? These don’t appear out of thin air, and you’ll likely need to do some prospecting. There are a few different ways to find the right opportunities. You might join associations within your focus industry, look for referrals from past clients, and seek repeat business.
The fastest way to find speaking gigs is through a curated search engine. The Speaker Intel Engine is the leading tool for finding high-paying speaking gigs in seconds. Through this engine, you can access open calls for speakers, explore planner professionals in specific industries, and find prospect information. As you gain more footing in this space, you’ll discover the best ways to find gigs.
In the “money conversation,” how do I argue for a fee?
Next, if the “money conversation” comes up (and it will), how do you argue for a fair fee? This can be the most intimidating part of the process, especially if you’re new to sales. The best way to combat this is through preparedness. Consider your fee ahead of time so you know what to present. Think out the scope of the commitment, travel arrangements, and more. It can also help to talk to other speakers to understand their fee when they were first starting to get paid to speak.
As the saying goes, fake it till you make it. Act as though you’ve always charged for events and let your confidence lead the way. Create an outline of the benefits you’re providing with your service to use as support for your fee. Most of all, practice this conversation ahead of time with a loved one or trusted fellow speaker. There’s a strong community of speakers out there ready to help, so don’t feel like you’re in this alone.
I have a tight budget. What marketing materials should I invest in first?
If you’re working with a tight budget, what marketing materials should you prioritize? You know you need the right marketing materials to get paid to speak, but where do you begin? There are a lot of things that will serve your business in the long run. Here’s what you should start with:
- Social media: First, focus on building your social media presence. Not only is this free, but it’s a platform for sharing your own content. You can start with 2-3 social channels at first, and grow as needed.
- Website: It’s possible to build a free or low-cost speaker website with a tool like Wix or Squarespace, saving you money when you first start. In the future, you can upgrade to something more comprehensive like WordPress or Webflow.
- Branded speaking materials: Lastly, invest some time (and possibly money) into branded speaking materials. You don’t need to be an experienced graphic designer to get started with the basics. Canva is a wonderful design tool with easy templates for logos and more. Similarly, you can hire an affordable designer on 99Designs.
Don’t fall for the pressure to “do it all” right away. You don’t want to overdo it and spread your budget too thin too soon. Instead, focus on the things above and grow naturally over time.
Can I charge more for a gig if I have a book (or books, plural)?
Lastly, can you charge more for a gig if you have books under your belt? In short, yes. Having a book, especially a professionally published book, builds confidence in your speaking material. However, this doesn’t mean you can’t get paid to speak without a book. Again, it’s about providing value for clients. While books are a great source of value, they’re not the only source.
You can think of a book as a “Do It Yourself” value. Your clients need to take the initiative to read these yourself, and this might not fit into their busy schedule. On the other hand, other “Done for You” value like workshops, consulting, and coaching can be high-value without the same commitment from clients. Books can be a powerful selling tool, but they’re not the only tool in your kit.
Sell Your Expertise and Get Paid to Speak
Ultimately, anyone can start getting paid to speak if they’re ready to put in the work to take this big step. With so many free speaking resources out there, now is the best time to make a name for yourself. While you need expertise, industry experience, and past speaking engagements to get started, there are no other barriers to entry. The key is to find the right audience that aligns with your value and story. This is how you deliver real results for your clients.
If you want to get paid to speak, you need to have confidence in your worth. There is a time and a place for speaking for free, and this is a great marketing tool. However, for many, speaking for free isn’t the end goal. If you’re ready to take your speaking career to the next level, let this guide lead the way.
