I have been going back and forth, exchanging emails with a potential seminar sponsor a world away. And while its very possible that we may never do business, I wont give in to that initial perception. If Ive learned anything in a few decades of professional speaking, management consulting and publishing, its this: There is a way to make every deal! Dont get me wrong. If someone approaches me to do a program 12,000 miles away, and expects me to charge only for the single hour or day that the speech consumes, then Ill have to decline. But I wont really say no. I might say, Id love to do this program and help you out, but Im going to need more billable time once I arrive, to justify the four days that will be consumed in traveling to and from. So, if you can keep me busy with paid engagements for a number of days, lets see what we can put together! An outright declination leaves them only with a problem: Where are they going to find a capable presenter? But my response offers a solution. It entices my counterpart to think, How could we do that? In other words, it generates a win-win situation, instead of lose-lose. This has worked for me, and it has made my hosts very happy. So, try this out! |
