When I worked in the mining industry, I knew from month to month what my salary would be. There was a graded pay scale and, apart from hoping for an end-of-year bonus, I knew I would earn the same amount for the whole year. Things altered dramatically when I changed careers to become a keynote speaker and author. Suddenly, there was no guaranteed income. I had go out and sell myself and decide what I was going to charge for my services. So, what was I worth? The important thing I had to remind myself was that I chose this path because I am experienced in my field and know what I’m doing and because my expertise can inspire and motivate others. Also, I have a passion for what I do and I have an important message to share. All of these things are of value. I am value for money. Of course the nature of my engagements would vary widely. One week I might be giving a talk at a conference, in front of a large number of delegates and the next I might be addressing a group of workers in their business setting. Not only did I have to decide how to temper my talk to fit the group, adjust to the constraints of time allocation and make sure my content was meaningful and relevant, I also had to decide what I would charge. I have a scale to which I refer, as a general rule. But, I’ve learned the need to be flexible. Now, I know that most of you reading this will not be engaged in the speaking profession or have to go out and talk about your latest book, but you may be a freelance worker in some other field. Due to the nature of my business and the various themes of my talks, I do not have as many regular clients as some freelancers, but tend to attract new ones. For example, last month I was the after-dinner keynote speaker, my topic “Ordinary to Extraordinary”, at the Conference for the International Society for the Studying of the Lumbar Spine and a week later, I was presenting a workshop on “Goal Setting and Achievement” at a Rotary District Conference. For this reason, my fees can differ more widely. But, the point is, I’ve learned the value of what I have to offer. Also, I always ensure I will be reimbursed for my expenses, travel, food etc. and I look for the opportunity to sell my books. I will ask for a testimonial, which I can display on my website and take every opportunity to engage with delegates, other speakers and organizers. Networking is key if you are self-employed. If you have thought of becoming a freelancer, do your homework. Do you know your clientele? Do you have a feel for the market? Do you have something extra to offer? Going it alone can be scary and challenging, but it can also be exciting, rewarding and may help you fulfill a dream. Just make sure you value yourself and your expertise and enjoy your successes. © 2018 Martin Parnell [email protected] www.martinparnell.com
