Making The Right Offer to The Right Room

Speaking is all about opportunity

And opportunity requires a unique understanding of your audience.

In some rooms, you may want to invite participants to work with you because what they require is real-time results . In other rooms, you may be looking to have the participants join your email list. Sometimes (rarely), making an offer may not be appropriate at all. This article is all about determining what kind of offer is appropriate for each type of room.

First let’s distinguish between different types of offers you can make to an audience. Check out this list below:

  • Free Offer: A free offer is an opportunity to provide value in return for information. It requires no monetary exchange between the speaker and the audience member. There is an exchange, however – the audience member will provide their contact information in return.
  • Low-Ticket Offer: A low-ticket offer is an offer priced between $1 and $500 during your talk or as soon as you finish your talk. It is almost always paid in full when you take the credit card. It should be easy for those in the audience to purchase (in other words, it shouldn’t break the bank).
  • Mid-Range Offer: A mid-range offer is an offer priced between $500 and $5,000. It’s not as simple to purchase as a low-ticket offer, but the value of it is made clear enough during the talk for the price point to not work as an obstacle to purchasing.
  • High-Ticket Offer: A large paid offer is priced at $5,000 and above. This is of course the widest range of the ones we’re distinguishing. We’ve seen offers from the stage between $50,000 and $120,000 – it all depends on the room.

Some basic etiquette tips…

Is it your stage or are you a guest?

  • You need to know the rules of other people’s stages and play by them.
  • You need to establish rules for your own stage that you should expect others to play by.

How much time do you have?

  • Don’t take time that hasn’t been given to you and/or that you haven’t paid for.
  • By now, you know speaking is the fastest way to grow a business. You want to work inside the parameters of any opportunity so you both honor the event host and are asked back or onto others’ stages.

Again, speaking is all about opportunity, and you have to work that opportunity appropriately.

It requires listening and paying attention to the room. You have to discover what the room wants and be prepared to pivot on a dime. The people who do this most successfully are the ones who are most prepared, and it’s one of those mountains you climb that has no top.

Meaning, you can always learn and do better when it comes to speaking.

Tune in to a future blog to get more tips on speaking etiquette.

Have you ever made an offer at a speaking gig? Interested in making offers? Post your stories and questions below!

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