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by Dottie and Lilly Walters,
from the 2nd edition of Speak and Grow Rich
(c) 1996, 1997 Dottie
& Lilly Walters,
(DO NOT DUPLICATE WITHOUT PERMISSION)
If you can make a match with a bureau, you have secured a wonderful business
partnership. If you can work up a team of twenty non-exclusive bureaus who will
book you just 6 times a year each, at $2,500 per program, you will gross $20,000
monthly. That makes a gross annual income of $240,000, which is even more
wonderful.
Whenever a speaker ask us, "Tell which ones are the good
bureaus?", we must suppress a grin. How can you tell which are the
"good" bureaus? The answer is obvious. A good bureau is one that gets
you bookings, and sees that you get paid for them! Now, getting them to book you
is what this section is about:
- To first look at the speaking business through their eyes
- What tools you will need before bureaus will consider booking you
- How to make your first introduction to a bureau: mail or call?
- Unusual ways to get noticed by bureaus
- Finding out why the real reason they are not booking you.
- What to say, and not to say to bureaus
- The results from our bureau survey about what has impressed them (or not)
about speakers
Look At The Business Through Their Eyes
You will have the greatest success in any sales situation if you try to
understand who you are selling to.
A speakers bureau's greatest worry is the possibility of losing a regular
on-going client, one who books speakers through them on a regular basis. A
bureau could lose this important source of income just by booking one
speaker who is not what the client wanted or who does not give a program that
lives up to promises. If the speaker bombs, the meeting will be a disaster. The
meeting planner who accepted the speakers bureau's recommendation will not be a
hero to the association or corporation who pays their salary. In fact, their job
might be in question.
Thus, the reputations of both the speakers bureau and the meeting planner are on
the line with every speaker. The meeting planner wants a great program, plus a
pleasant, cooperative speaker. The speakers bureau wants satisfied clients. This
is why bureaus not only search for the most talented speakers they can find, but
they also watch closely for speakers who possess two other qualities: the
ability to be client pleasers and team players.
Therefore, you should not be surprised when a bureau says ... (for more see
"2nd Edition of Speak and Grow Rich")
(c) 1996, 1997 Walters Speakers Services, Inc.
(DO NOT DUPLICATE WITHOUT PERMISSION)
from the "2nd Edition of "Speak and Grow Rich" (Prentice-Hall
Simon Schuster) - Book by Lilly and Dottie Walters, considered the Handbook of
the Professional Speaking Business.
The first edition was a best seller, ad was selected in an industry wide
survey - by over 200% - as THE most valuable book ever written for
professional speakers. In the "2nd Edition of Speak and Grow Rich"
releases in Fall of 1997 and includes the results on many, many industry wide
surveys, up to date information on how speakers can market on the WEB, use Fax
on Demand, video conferencing, mail bot, virtual seminars, email newsletters,
etc. For more see the 2nd edition of "Speak
and Grow Rich" (Prentice-Hall Simon Schuster), by Dottie and Lilly
Walters
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