These perceptions must be woven into every part of the speech. Somehow the message that my client is a professional speaker did not register. The audience needs to learn that you have other services without your selling them. Your introduction is key here. Then carry that idea forward by mentioning other audiences or clients in the context of your work.
Many audience members say.
The audience must see this 2nd perception. When this happens, they are transformed into allies, on a personal mission to get you into their organization or meeting. That will switch the focus from teaching your material, to applying it to their work environment. They still learn, but also see the application. If folks think they can do your work on their own, then your material was too abundant.