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Page de couverture de Keynote Speaker Fees – How to Set, Raise and Negotiate Your Keynote Speaking Fees #SUP208

Keynote Speaker Fees – How to Set, Raise and Negotiate Your Keynote Speaking Fees #SUP208

Keynote Speaker Fees – How to Set, Raise and Negotiate Your Keynote Speaking Fees #SUP208

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 In this episode of the SpeakersU Podcast, James Taylor and Maria Franzoni tackle one of the biggest questions every professional speaker faces: how much should I charge? Drawing on decades of experience as a bureau owner, Maria explains how to set your keynote fee, when to raise it, and why you should never discount. James shares insights from his own speaking business — including how he tests price levels, manages international vs. virtual fees, and negotiates without losing value. Together they explore the psychology, strategy, and market realities of pricing yourself in the global speaking industry. Whether you're just starting out or ready to move into a higher fee bracket, this episode is packed with real-world advice on finding your sweet spot, building fee integrity, and communicating your value with confidence. Key Takeaways Value, not time – Your fee reflects outcomes and expertise, not minutes on stage. Know your market – Corporate, education, and government sectors have very different budgets. Location matters – Fees vary across regions; the U.S. and Middle East typically pay more than the U.K. Profile sets price – Seniority, credibility, and positioning determine perceived value. Don't publish your fees – Keep flexibility to tailor pricing per client and market. Raise fees when there's no pushback – If you're closing 75% of inquiries, your fee is too low. Virtual vs. in-person – Treat virtual strategically; it can be equal or higher depending on effort and impact. Never discount — negotiate – Exchange value (video footage, PR, introductions) instead of lowering price. Fee integrity matters – Keep consistency across bureaus and direct clients to avoid confusion. Strategic pricing evolves – Adjust fees as your demand, reputation, and market position grow. Memorable Quotes "Your fee isn't for 45 minutes on stage — it's for everything that got you there." – Maria Franzoni "If 75% of people are saying yes, your fee's too low." – James Taylor "Never discount. Negotiate." – Maria Franzoni "Make your website look like a $10,000 speaker even if you charge $5,000." – Maria Franzoni "Relevance, reliability, and results — that's what earns higher fees." – James Taylor Episode Timestamps 00:00 – Welcome and catching up (dogs, weather, and winter settings) 02:41 – Why fee setting is like finding your temperature sweet spot 03:30 – What determines your starting keynote fee 05:08 – Industry and market differences in speaker pricing 06:59 – Global markets: U.S., U.K., Europe, Middle East, and Australia 07:49 – Profile, credibility, and client type as key price drivers 08:45 – Which industries pay best (and which don't) 10:10 – Using event clues (like hotel choice) to gauge budget 11:25 – Should you publish your fees online? 13:12 – Pricing psychology: how travel, time, and opportunity cost affect value 14:05 – Website positioning and showreel strategy 16:07 – When and how to raise your fees confidently 17:23 – The "75% rule" and psychological pricing mindset 18:31 – Fee communication and working with bureaus 20:23 – Virtual vs. in-person fees: strategy, value, and structure 23:45 – Hybrid models: longer, interactive virtual formats 25:49 – International pricing strategies and personal preferences 27:24 – The post-pandemic fee landscape 28:22 – Net vs. gross fees and bureau commissions 31:01 – Why the "D-word" (discount) is banned forever 31:45 – How to negotiate extra value instead of discounting 33:24 – Creative negotiations: travel perks, intros, and even gambling chips 33:57 – Final tips: researching competitors and bureau listings 34:35 – James' Blue Ocean strategy for finding pricing gaps 35:48 – Wrap-up and next episode preview Have a question or topic suggestion for James and Maria? Email hello@speakersu.com
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