DOTTIE WALTERS' SPEAK & GROW RICH
Monthly E-News

February 2004

For Professional Speakers, Authors, and Consultants
FROM THE PUBLISHERS OF SHARING IDEAS NEWSMAGAZINE
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In this issue...
1. Survey Results-Inside the Speakers Bureaus' Office - Dottie Walters, CSP
2. What's Next
3. Upcoming events with Dottie Walters
4. More resources for Speakers, Authors, and Consultants
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"Render more service than that for which you are paid and you will soon be paid for more than you render." - Napoleon Hill
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Inside the Speakers Bureaus' Office
FASCINATING SPEAKERS BUREAU SURVEY RESULTS
by Dottie Walters, CSP
President -Walters International Speakers Bureau - http://walters-intl.com
Founder - International Association of Speakers Bureaus (IASB) - http://iasbweb.org

We know you will find this survey from 50 of the top Speakers Bureau Owners of great interest.  Even though Bureau owners meet with each other at our IASB conventions, we often feel a bit isolated and wonder if other Bureaus feel as we do. So here are some questions we posed to Speakers Bureaus with their answers.

Q:   What is the most common speaking fee range (1 hour) that you are currently writing the majority of your business in?
32 % replied below $5,000
44%  replied  $7,500 to $10,000
16% replied $10,000 to $15,000
15%  replied above $15,000

Q: How do you prefer speakers to make first contact with your speakers bureau?
35% Via the bureaus website after reviewing speaker requirements posted.
30%  Speaker emailing a personal note to the bureau introducing themselves and describing their topic and fees.
26% Mailing a marketing package.
9% Via Phone

As you can see, each bureau handles this very differently. A speaker should always first visit the Bureaus website not only to review any speaker requirements but to also determine what sort of a match your topic will be for the bureau's clients. Many bureaus specialize in certain markets. Many bureaus are only looking for a specific type of speaker, Celebrities, Athletes, Mountain Climbers, Race Car Drivers, etc. It would be a waste of your valuable marketing time and effort as a speaker to market yourself to bureaus that are not a match for your area of expertise.

Q: With CD-Rom, DVD, and streaming video becoming more and more widely used, have you noticed your clients asking to view videos in these formats? Which formats seem to be most effective in helping close the sale?
17%  CD-ROM
14% DVD
17% Streaming Video on your bureau's website.
61% Still working with VHS for most prospective clients.

TIP: When producing your master, be sure it can be used easily to produce your demo in different formats without a lot of extra set up costs.

Q: What is the biggest mistake speakers can make when contacting your Bureau?

"Calls too frequently and sends too many emails."

"Not responding to the requirements for new speakers on our website"

"Beginning speakers, who want us to make their career. We do not do this. We work for meeting planners to find the perfect speaker."

"Using "BLAST" email/mailing and not doing their homework on us first. We
are a highly specialized bureau"

"Taking too much of my phone time."

"We only represent a specific type of speaker through our site (Mountain
Climbers) and we get calls every week from people from people who do not even look at our site to see if they fit. I would think they would want to investigate more about who they are working with before they call."

"Calling to solicit bookings and asking us to return the call on a non toll
free number."

"Assuming that I will accept less than what I ask for when submitting
materials for my review."

"Aggressive pursuit of bookings without establishing a working relationship.
How will they treat my clients."

Tips: How Can a Speaker Become the Bureaus First Choice in their topic category?

Do your homework - Approach bureaus that you are a match with. Working with Bureaus is a long-term Business Partnership. Be interested in the Bureau.
 
Ask for their business cards to give out at the event they booked you for. If you send a gift to the Bureau, make it something that can be shared with the whole staff.

Be a team player-the one who pulls on the oars WITH the bureau.  Send thank you notes when a bureau considers you even if it doesn't result in a
booking.
 
Praise the bureau to the client when you are at the event the bureau booked you for.

When you first speak to a Bureau tell them how LOYAL you are to the Bureaus who book you. How many "Spin-off" leads you generate at each engagement and send back to the bureau that booked you.

Speakers: If you are in the below $5,000 Fee range and want to move up:
 
1. Concentrate on markets with larger budgets.
 
2. Offer more than one program for each booking. This saves the Meeting
Planner transportation costs as well as many other expenses. Suggest to the Bureau or Meeting Planner that you are delighted to do multiple programs at the same event.
 
3. Put together an Educational Materials PACKAGE for each of your programs.
 
List these packages on your Fee menu. Your Bureaus will be very happy to add a large presale of your products to the contract.. This makes a big difference in the total amount you earn from this one engagement, and  means Bureau receives a much higher commission on this booking.
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Subscribe to Sharing Ideas Newsmagazine-Don't miss all the latest cutting edge information for today's speaking industry! Subscribe to Sharing Ideas the #1 Magazine for Professional Speakers Authors and Consultants. Subscription includes the latest DIRECTORY OF SPEAKERS BUREAUS and Dottie's 2 Hour Audio CD on How to be Booked By Speakers Bureaus! http://www.speakandgrowrich.com/sharing_ideas_overview.htm
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Do you have a valuable tip that you would like to share?
Email: Dottie@speakandgrowrich.com 
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Next month's Speak and Grow Rich eNews we will discuss how to make your book a best seller, valuable tips, guest articles and much MORE.
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Upcoming Events with Dottie Walters
Expand Your Brand! 9th annual Magnificent Marketing Symposium for experts, authors, speakers, and consultants. Featuring Tom Antion, Dottie Walters, Bruce Cameron, Jeff Herman, John Patrick Dolan, and the hottest lineup of today's industry experts, surprise guests, panels, and more! Only 75 seats available.
Mark your calendar now. This is the ONE event you must attend THIS year!
September 16-19, 2004 Universal Sheraton, Hollywood, CA USA. Special early bird registration rates available (626) 335-8069
http://speakandgrowrich.com/s2004_mm_overview.htm
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Next 2 Day Speak and Grow Rich Master Weekends will be held:
February 28-29, 2004 Glendora, CA USA (626) 335-8069
May 22-23, 2004 Glendora, CA USA (626) 335-8069
June 26-27, 2004 Watford, England UK (+44) 1923 248-200
http://speakandgrowrich.com/speaking_seminars_master_weekend.htm
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SPECIAL Condensed Speak and Grow Rich Workshops:
March 23, 2004 Tampa, FL Baywinds (813) 977-0996
April 14, 2004 Albuquerque, NM Sage Ways, LLC (505) 271-7029
April 15, 2004 Denver, CO Colorado Free University (303) 399-0093
April 18, 2004 Toronto, ONT Learning Annex of Canada (877) 277-1240
April 19, 2004 Minneapolis, MN Open U (612) 349-9273
April 20, 2004 Chicago, IL Discovery Center (773) 342-8120
April 24, 2004 Seattle, WA Discover U (206) 365-0400
http://speakandgrowrich.com/speaking_seminar_schedule.htm
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More resources for Speakers, Authors and Consultants
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http://www.douglaspublications.com or call us at 800-223-1797.
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Best wishes for your success!
Dottie Walters, CSP
International Speaker, Author, Consultant
Author Highest Rated book In THE Speaking WORLD, SPEAK & GROW RICH
Publisher/Editor: SHARING IDEAS newsmagazine, 25th year of publication
President/CEO, Walters International Speakers Bureau
Publisher, International Directory of Speakers Bureaus
Founder, International Association of Speakers Bureau Owners, IASB
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Don't miss all the latest cutting edge money making information for today's speaking industry!