Over the last two years I've been asked to do many presentation and speaking engagements for local groups of all sizes on the topics of either social media marketing or public relations. I get approached every now and then to either be the sole presenter at a seminar or luncheon, or to serve as a panelist on a panel discussion.
I was flattered by these invitations and accepted all of them readily in the early days of the agency. Most were for nonprofit organizations so I did not expect to get paid and only did once. The presumption was that by doing the presentation I would get my name out in the Lehigh Valley business community; I would be able to promote my agency and the services it offers; and I would secure work from attending businesses.
While the first two certainly happened, none of the presentations I did ever turned into paying client work. Perhaps that is a failing on my part for not selling myself better or not closing the deal, or perhaps it was just never going to happen to begin with. To be honest, I had realistic expectations going into these presentations and never expected them to result in clients or paid work no matter how well the potential opportunity was sold to me by the person inviting me to speak.
While I had already assembled my PowerPoint slide shows on public relations 101 and social media 101, each presentation was slightly different than the last resulting in spending time tweaking my presentations before delivering them. In addition to the prep time was the driving time to and from the location of the event, the time out of the office, the mileage, the time giving the presentation - all time for which I couldn't bill a client or get compensated. At one point I was doing presentations every week and it was getting to be too much.
(I might also add that most of them didn't even present me with a thank you gift. I'm also not able to write off as a tax deductible donation my time to do these unpaid presentations for local nonprofits.)
After conferring with a fellow local PR pro about how she handles such requests, she suggested setting a monthly limit as to how many free presentations I would be willing to give. Any requests beyond that should be turned down or asked for some amount of compensation. That made sense to me and I decided to adopt it.
The requests for presentations have dropped off quite a bit lately so I never had to put that approach into practice. However about two months ago I was approached by a local printed publication (not a nonprofit agency) to serve on a panel for a social media seminar they were planning to give. They wanted me to present as well as to serve on the panel for a Q&A session. I told them I was interested if they could compensate me for my time at the event. Since they were charging $25 event admission for attendees I felt this was a reasonable request. They said they'd think about it and let me know.
Needless to say they never called me back and have gone with a panel of four other presenters. I can only assume that all of them are doing it for free and for the exposure they hope the event will give them. Or perhaps I am wrong.
Do you think it's wrong to ask to be compensated in some way for these presentations? Should I just be grateful for the opportunities to promote my business and do the presentations without pay as I've been doing? Or is it fair to want to be paid for my time and expertise, especially if the host is charging attendees to be there? What do you think?
Not only do I think it is fair to expect compensation, I think it is wise for the NPO to compensate you to ensure that you are on your game and that they are getting what they set out to receive. Let's face it: you get what you pay for. While I doubt you would ever tank a presentation, knowing that I paid for your services entitles me to a certain level of professionalism, even if the rate is grately reduce or nominal. It's my way of saying, "I value what you have to say and am willing to hold you accountable."
ReplyDeleteGeoff Brace
Thanks Geoff. I can tell that you really "get" the question and have similar expectations to my own. I know that you have done TONS of speaking engagements!
ReplyDeleteI guess I just grow weary of the assumption that professionals in any industry or expertise will do "freebies" in the hopes of gaining exposure for themselves and/or their agency and thereby making sales. It just doesn't work that way in my experience and time is money, especially when you are self employed.
So it would be appreciated if others didn't see us as free seminars but rather professionals who get paid for their time and talents. That is, the people doing the asking and arranging the presentation/seminar are usually getting paid by their own employer to do so. So why shouldn't I get compensated too?
I agree with you whole-heartedly, Tracey, but I find that the "freebies" can be cultivated in one way or another. It's true, you shouldn't sell yourself short or do too many events "por gratis" but don't forget that these seminars can add value to your reputation/business.
ReplyDeleteI'm with you on this. Good thinking to set a limit on the amount of free presentations you give. Your knowledge and time is valuable. Period! The people who understand that, and are happily willing to compensate you, will! I think you're right on with your limits and demands.
ReplyDeleteRyan - thanks for relating. I am still willing to do the occasional pro bono presentation. I just can't continue to do as many of them as I have done in the past and not be compensated for my time.
ReplyDeleteAnonymous - I see your point that doing the presentations raises not only my personal profile with potential clients but also the profile of my business. That was actually the reason I started doing them in the first place. And while creating and raising awareness is certainly important, it has yet to result in actual business for me which is why I am dismayed. I'll still do them every now and then, but not as often as I had been doing them without some form of compensation or even sponsorship trade.
Glad to see you writing again, sorry I have been quite busy and sitting here catching up. What I have learned is freebies should only be to those causes that you choose to donate to. So it is going to them and saying I would like to donate my time by _________. Or to something that will get you noticed and bring you into a new market etc. but NEVER on a promise of future work.
ReplyDeleteHave you done your homework on your day and half day rate? That is the minimum you should be charging and it leads to a different conversation. Rather than saying I charge $XX you start into an assumption. Example:
Company: we would love for you to do a presentation on ______, would you be interested?
You: Why yes thank you for thinking of me and realizing the VALUE in my work and how I can help. (Continue to ask the when why and where and how many and how much they are charging).
Company: (they will explain the details and as such you should be tallying how many hours/ days you need to prepare, get there and give the presentation. If there charging I would tack on a percentage of the ticket sales as well.)
You: ok I will need a half day to prepare as well as a half day to travel and give the presentation, my day rate is $XX and since you are charging for this and I am your only speaker I require X% of the ticket sales as well.
Company: Oh I will need an approval for that.
You: Were not planning to pay someone?
Company: We thought you would do it free (or for $xx.)
You: well I could accommodation you for that, Which part of the presentation would you like me to leave out. (if it is free tell them you are willing to give the presentation at home in front of the bathroom mirror) ;)
Now on the other hand if it is a non-profit you want to help out then give your price AND tell them I would also like to make a donation of (equal to what they paid you)...
now it is a legitimate tax write off.