Turning Unpaid Speaking Engagements into CASH
You’ve been saying yes to speaking gigs because you “love to share and serve.” But here’s the truth: your expertise is valuable, and if you’re constantly speaking for free, you’re training audiences to see you as inspiring—not investable.
The good news? With a little positioning, even unpaid speaking gigs can become revenue-generating opportunities that lead to $10k–$100k consulting contracts.
Here’s how.
Step 1: Always Ask for the Budget (Even If You’re Willing to Speak for Free)
Whether you are offering to speak or applying to speak after answering a request for proposals, if someone is interested in you speaking, it’s always appropriate to ask “What budget have you set aside for speakers this year?”
This does two things:
✔ Positions you as a professional, not a hobbyist
✔ Often gets you paid (organizations with budgets will find the money for experts)
Even if they say, “We don’t have a budget,” you’ve already planted the seed that your time has value. In that instance you can still choose to move forward if the engagement aligns with your revenue plan by including your target market in the audience. When I started speaking professionally, I was often in the breakout session rooms, and not the keynote, for state, regional and national association conferences. They rarely paid, but I could easily be in front of 5-10 dozen counselors, social workers and admin for school districts. This cost me an hour or more of my time, but a Facebook ad to reach that same amount of people would have cost me much more.
Step 2: Negotiate the Value (When They Truly Can’t Pay)
If there’s genuinely no budget, don’t just say yes—ask for something valuable in return:
A list of attendees or permission to follow up directly
A prime speaking slot (not 7 a.m. or right before lunch)
Permission to make an offer from the stage
A video recording of your talk to use in your marketing
Remember this, conference producers need you. If you’re giving your time, make sure you leave with leverage.
Step 3: Speak to the Decision Makers, Not Just the Audience
When you’re on stage, talk about outcomes that matter to the people who write checks.
If you’re speaking to staff, reference how your methods reduce turnover, increase retention, or improve outcomes.
Make sure you’re framed as someone who solves organizational problems—not just someone who gives motivational talks.
Step 4: Sell the Audience on Consulting, Not Just “More Speaking”
At the end of your talk, position yourself for ongoing work. Example:
“Today, we scratched the surface of how you can help your staff manage burnout. In my consulting work, I help organizations implement these strategies long-term so they see measurable results.”
You’re not selling another talk, you’re selling a solution.
You can collect email addresses or offer a free consultation to keep the conversation going.
Step 5: Follow Up Like a Consultant, Not a Guest Speaker
Within 48 hours:
Send a thank-you email with 1–2 insights you noticed from their group
Offer a follow-up call to discuss how you can help them reach a measurable goal in the future
Keep the focus on their outcomes, not your availability
Your speaking isn’t just about filling time, it’s a preview of what it’s like to work with you at a higher level. If you’re ready to stop leaving money on the table and start landing consulting contracts that pay you like the expert you are, let’s build your strategy.
Sign up for a Private Practice Strategy session TODAY and let me help. I’ll take the techniques that have helped us provide over 20,000 sessions and apply them to your mission and for a limited time, get 25% off using the code BLOG25.