WHAT'S YOUR VALUE? Or, HOW LONG IS A PIECE OF STRING?

How much should you charge for what you have to say? When you're negotiating the price of something whose value is not set, bear on mind the following rule of thumb: the first one who mentions an actual $$ amount loses. Every time. So, answer, "how much do you charge?" with, "Before we talk money let's go over in a little more detail how I can help you?" In other words, establish your value in the mind of your potential client.

Another rule of thumb: if this gig isn't a fit, recommend someone else who is a fit and walk away- leave goodwill in your wake. You may fondly hope that you're God's very own answer to the speaking industry, but you're delusional if you think you and every speaking opportunity in the world represent a match made in heaven. Hey, sometimes the answer to a yes-no question is "no!"

Lincoln’s Wit/Wisdom 218

'The probability that we may fail in the struggle ought not to deter us from the support of a cause we believe to be just; it shall not deter me.'

- Abraham Lincoln

HOW TO CHOOSE A SPEECH COACH

If life is like in the movies, it'd be easy:

1.  Does he speak really well?

2.  Does he know how to coach?

3.  Who else, besides him/her, agrees with 1 and 2?

Then, since all the stars are in proper alignment, pay the guy's fee, do what (s)he says and laugh all the way to the bank!

The problem is, sometimes there's a hole in those first three criteria and you'll need to activate a 4th. In other words, if you're one of the thousands who need, but can't afford, The Best Speech Coach In The World, you might want to give the benefit of the doubt to the guy who charges a cup of Starbucks for the first hour of his time evaluating a video of your speech. Hey, everyone has to start somewhere, even the very best - even the guy you really need but can't afford!

Lincoln’s Wit/Wisdom 217

'The time comes upon every public man when it is best for him to keep his lips closed.'

- Abraham Lincoln

THE OVERWHELMING POWER OF DIALOG

A common mistake of inexperienced speakers is an over-use of narration instead of dialog. Think of narration as just standing there and holding forth, or “talking at them,” and you get the idea. Instead you score big with dialog. Consider this:

·      Dialog forces you to move on purpose, and your audience will of necessity be captivated watching, literally, a moving target. Maybe it’s just the turn of the head in the following: [slightly to the left] “Bill, did you remember to bring the money?” [then slightly to the right] “My God, was I supposed to bring it?” Or, when delivering dialog between an adult and a child, try looking down and to the left [adult to child], up and to the right [child to adult].

·      Dialog also cries out for both emotional content as well as economy of expression. So, instead of “Bill was really angry when he said he wasn’t going” say, “Bill said, ‘I’M NOT GOING!’” - and put the anger in both your voice and your body language.

An effective public speaker masters all the elements of communication such as economy of word choice, eye contact, vocal variety, appropriate audience involvement – and mastery of the power of dialog.

Lincoln’s Wit/Wisdom 216

'Am I not destroying my enemies when I make friends of them?'

- Abraham Lincoln