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Left, right: One foot forward

The next small step is more critical the ultimate goal. It goes for everything, including the process
Standing oration
Left, right: One foot forward
By Kristian from Speakers Loft • Issue #27 • View online
The next small step is more critical the ultimate goal. It goes for everything, including the process of winning a speaking opportunity.

According to Google Maps, it takes 912 hours to walk from New York to Los Angeles. It seems like an enormous distance, but (barring practicalities) you could achieve it in a year by walking 2,5 hours every day.
And after that, you’d have bragging rights for the rest of your life. It is a feat not accomplished by many.
I don’t want you to work across North America. I want to make a simile of negotiation and walking. It doesn’t need to be hard when broken down.
Just keep walking. Photo by Oziel Gomez.
Just keep walking. Photo by Oziel Gomez.
Anything can be accomplished if you can take it one small step at a time.
You are not going to be able to negotiate if you are unclear about your next small goal. A sales process usually have several interactions, and you don’t need to jump into bed with the meeting planner on your first date.
Set lots of small goals, instead of the big overarching book-paid-gigs one. Negotiations, where one or both negotiators enter the ring without knowing what they want, are not all that rare.
If you don’t start any interaction with a goal in mind, you can’t know what worked. So make smaller goals. Here are some ideas:

  • Find out if an organization or association hire speakers.
  • Get the name of the person who handles meeting planning in an organization.
  • Get them to tell you why they hire speakers.
  • Get them to tell you which speakers they have enjoyed having on stage.
  • Get them to tell you their concerns about hiring speakers.
  • Get to understand their concerns so well that you can repeat them back and get a ‘That’s right!’
Feel free to add your own.
A goal does not need to be large, like 'I want to walk away from this deal with a $5000 US contract’. If it is, you’re going to experience a lot of failing. And I don’t want that for you.
This little guy doesn't get stuck in the big picture. Photo by Vlad Tchompalov.
This little guy doesn't get stuck in the big picture. Photo by Vlad Tchompalov.
Set smaller goals, like getting your negotiation partner to talk a lot and reveal their desires and troubles. Or you could make it a goal that you managed to get them brainstorming on the perfect event.
Being able to do any of these is the building block of a long and prosperous career. We all got to get paid, but over-emphasizing the money at this early stage is a poor, short-term strategy.
Do it on your third interaction (or even later).
That’s all for now. I wish you tons of success in your business pursuits and remember that you have tons of speaker colleagues.
See you with a new edition in a week. Thank you for reading. Keep speaking.
Kristian
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Kristian from Speakers Loft

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