So, you need a speaker. It's not a big meeting. In fact, you only need someone for 45 minutes and they could do their regular stuff - not much preparation needed. And, people in the audience are likely to be looking for speakers in the future. A showcase, that's what it would be. Any speaker would jump at the chance for exposure like this. Finding a speaker should be a quick check off your to-do list.

You go to the NSA Web site (www.nsaspeaker.org), pick a few names and start calling. After an engaging conversation, it hits you. This speaker is reluctant to say yes to this wonderful opportunity. Maybe you haven't explained the situation well enough. You'll do better on the next call - really stress the preview opportunity. You dial and it happens again. You wonder, what's the matter? Don't speakers want to speak?

Perhaps the following four insights will help you understand what's happening from the speaker's point of view.
1. Exposure at a free presentation tends to lead to opportunities to give more free speeches. When participants discover that the speaker agreed to speak at your meeting without a fee, there is an expectation that he or she will be willing to do the same for their group.

2. Like doctors, lawyers, and accountants, speakers sell their expertise by blocks of time on their calendar. When they agree to do a presentation for you, they have eliminated that time from their inventory and can't do any other revenue-producing activities. When they say yes to you, they're putting themselves in the position of having to say no to someone else who may be looking for their expertise and is willing to pay for it.

3. Free presentations take the same amount of preparation as paid presentations. As professionals, most NSA members don't differentiate the kind of homework they do before a speech. For each presentation they need to learn about the audience and their particular challenges and then integrate this information into their speech.

4. Think of your request as asking for a donation. Just as you might build a business case when you ask a hotel to donate a portion of your meeting costs, consider asking the speaker to donate his or her speech to your group. If you can explain why this would be a meaningful donation from the speaker's point of view, you'll be doing two things. First, you're telling the speaker that you understand s/he is running a business and that you're aware of what you're really asking. Second, you're recognizing that the food for thought provided by the speaker is as valuable, if not more valuable, than the meal you are planning to serve the people attending your meeting.

Speakers love to speak and are often willing to help out meeting planners who find themselves budget challenged. Don't be reluctant to call one of us with your request. Just keep in mind that the unspoken dialogue going on in our heads might be different than the one in yours!

Speaker Savvy Take Away
Professional speakers are often willing to help a budget- challenged planner. But keep in mind:

1. It will take them just as long to prepare as a paid speech.

2. They may be more open if you consider the speech a "donation," not a freebie.

° Certified Professional Speaker Chris Clarke-Epstein is a speaker, consultant, and author who challenges leaders who want to lead more than they manage and coaches teams who want to have fun while they're learning to be more effective. Learn more about Chris at www.ChrisClarke-Epstein.comor contact her at Chris@ChrisClarke-Epstein.com.