Secrets to Selling Yourself As A Speaker with Brandon Edmonson
Feb 4, 2025
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Brandon Edmonson, Sales Director for Premier Speakers Bureau, shares his wealth of knowledge on booking speaking gigs. He emphasizes the need for speed in responding to inquiries to secure opportunities. Brandon talks about asking strategic questions to unlock client needs and expectations. He highlights the importance of building strong relationships with event planners and adding value in interactions. Additionally, he covers the nuances of setting consistent speaker fees and managing travel expenses effectively, all crucial for career growth in public speaking.
Quick response times to inquiries are crucial for securing speaking engagements, as they establish a positive first impression with event planners.
Building and nurturing relationships with event planners is essential for long-term success in the speaking industry, rather than just focusing on immediate sales.
Deep dives
Essential Marketing Asset for Speakers
A crucial marketing asset for speakers is highlighted, emphasizing its role in consistently booking paid speaking gigs. One speaker on the team successfully utilized this asset to secure over $36,000 in gigs before having a website, showcasing its effectiveness. This tool serves as a foundation for building visibility and credibility, making it easier for event planners to recognize and book speakers. Joining a free training that focuses on creating this asset is recommended for those eager to accelerate their speaking careers.
The Importance of Relationship Building
In the speaking industry, success is often compared to farming rather than hunting, as nurturing relationships is essential for securing gigs. Building relationships with event planners, decision-makers, and promoters can lead to long-term opportunities and referrals. The discussion stresses the significance of being patient and tending to connections, fostering genuine interactions rather than viewing every communication as a sales pitch. This approach not only enhances the chances of booking gigs but also enriches the speaker's network.
Speed and Professionalism in Sales Interactions
The conversation underscores the importance of speed in responding to booking inquiries to set a positive first impression. Quick follow-ups and demonstrating a professional demeanor can significantly impact the likelihood of securing bookings. Event planners appreciate speakers who respond promptly and provide necessary materials quickly, as it gives them confidence in the speaker's reliability. Establishing a precedent for ease of communication right from the first contact is crucial for a smooth booking process.
Understanding Client Needs and Flexibility
A strong focus on understanding client needs is critical in establishing how a speaker fits into an event's requirements. Key questions about past speakers, budget constraints, and the overall vision for the event allow speakers to tailor their pitches effectively. Flexibility in accommodating various client demands, such as suggesting alternatives or adjusting presentation formats, can enhance a speaker's appeal. The ability to navigate these discussions with honesty and integrity fosters trust and can lead to fruitful engagements in the future.
“Speed in this game is so important. It is typically the first speaker to reach back out…you have a really good chance of winning that business if you are the first.”
Navigating the intricate world of professional speaking requires not just talent but also a keen understanding of the business side of things. In this insightful episode, Grant Baldwin welcomes back his good friend Brandon Edmonson, Sales Director for Premier Speakers Bureau, for his fourth appearance on the podcast. Whether you're a seasoned speaker or just starting out, Brandon's expertise in the industry offers invaluable tips and strategies that can elevate your speaking career.
Brandon dives deep into the nitty-gritty of booking speaking gigs, sharing why it's critical to ask, "Who did you have last year?" This key question can unlock a wealth of information, from budget constraints to event expectations. Brandon emphasizes the importance of speed in the speaking business, urging speakers to respond quickly to inquiries to set a positive tone for future interactions.
Grant and Brandon also explore the art of balancing sales and relationships. Building rapport with event planners, understanding their needs, and positioning yourself as a solution to their problems are crucial steps in securing bookings. Brandon encourages speakers to add value in every interaction, whether it’s through well-timed follow-ups or personalized video messages.
Additionally, Brandon discusses how consistency in your rates fosters trust with clients, touching on the delicate balance of negotiation.
This episode offers a treasure trove of practical advice, from how to handle incoming leads to navigating the complexities of travel costs and geographical pricing variations. Don't miss out on this episode if you're looking to take your speaking business to the next level. Brandon’s wisdom could be the key to your next big speaking gig!
You’ll learn:
The importance of understanding event history
About the sales process for speakers
The role of speed in booking
Strategies for relationship building & outreach
Balancing sales & serving event planners
Handling inquiries & initial conversations
Key questions for gauging event seriousness
Negotiation tactics
And much, much more!
“Be honest, be genuine, be human in that process. Just how you would want to be.”