Professional speakers are now dropping their telemarketing efforts because they know that such prospecting doesn t work. They stop doing it, putting the unpleasant task of cold calling and fishing expedition RFP s at the bottom of the to-do list. No structure for leverage Getting the speaking engagement and confirming the speakers are just the first steps. Following through to get the benefits from the audience allows for specific results to be attributed to the bureau which helps at budget time. Again, many bureaus don t know how to leverage the opportunity, so no structure or process is in place.
Opportunities slip between the cracks while everyone is counting incoming calls.
Many bureaus are operated by administrative staff, who do what they do best respond to calls, send out information, and schedule speakers. Yes, it is important to be detail-oriented, but many don t have knowledge beyond logistical issues, nor any selling skills. These skill sets are polar opposites, and given a tight labor market, might be difficult to find in one person. Message not customized I was program chair for an international conference when a proposal came in from a PR firm representing a Fortune 100 company. I immediately rejected it.