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In Part 1 of this article, we looked at the reasons why we too quickly assume new clients aren’t a good fit. Here, let’s look at a few tactics you can use to stay open minded during those initial talks.

I always tell myself not to underestimate event organizers or their ability to pay… 

But it’s a mistake that still rears its ugly head from time to time.

Recently I underestimated and dismissed a potential lead thinking they didn’t have the budget to hire me.  I just kind of quoted my fee and assumed I wouldn’t ever hear from them. 

Turns out, they were very excited and had plenty of budget to bring me to their event.

(Yay… and phew!)

I was reminded once again of the need to be very careful in judging leads before I know what they’re all about.

To that end, here are three practical techniques I use to help myself avoid making this mistake more often.

Don’t ASS-U-ME

I bet you’ve heard that famous quote...

It’s dangerous to ASSUME, because it makes an ASS out of U and ME.

Yup… it’s a classic.  

And when you apply that rule to your speaking business, you’ll stop yourself from ruling out wonderful clients who have the ability to hire you.

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This might take a little bit of practice before it comes naturally. Constantly remind yourself that – no matter who you meet, where they’re from, or what brand they represent – they might be a perfectly legitimate client with the ability to pay your fees.

How can some simple logic help?  Well, let’s look at this second idea…

Track It To Crack It!

Lately, this has become somewhat of a mantra in my world…

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