Converting More Speaker Enquiries into Bookings – Best Questions to Ask
BEST QUESTIONS for Speakers to Ask to Convert more Speaker Enquiries
How do you convert more speaker enquiries into bookings? – Ask BETTER QUESTIONS, Provide Proof and build a relationship
By David Staughton CSP CCEO, Professional Speaker and Small Business Consultant
Would you like to improve your conversion of Speaker Enquiries to Bookings?
Want to know what questions to ask when you get an Enquiry for a gig?
Need to maximise your opportunities from every conversation?
This Blog contains the Best Questions to ask Speaker Buyers and some great resources to improve conversion.
Speakers & Bureau Consultants and their office team handle lots of enquiries about booking speakers and people organising events. Here are some GREAT QUESTIONS to ask prospective new enquiries to help you find out whether you can help.
Pick just a few new favourites to add to your current enquiry calls!
You will get much better results if you create an enquiry sheet with a few topics and prompting questions.
BE FRIENDLY – Always Get in the MOOD for Sales First
Put Your phone voice on and answer with a smile!
Adopt a Winners Mindset – positive attitude, high energy, optimistic about life
Use appreciation and be grateful – great, fantastic, wow!, awesome
Ask some relationship building questions – find any connections/ things in common
Listen and repeat back their Key Event information – ask for clarification and more info
Prospects buy with emotions and justify later with logic. They are buying YOU.
Ask BIG PICTURE Questions First to convert more speaker enquiries
What have you got in mind?
Wow! Tell me more about your event
What sort of thing do you want?
Tell me more about that…
Help me to understand more about your…
ALWAYS Find Out the SOURCE of the Enquiry
Have you used us before?
Do you mind if I ask how you found out about me/us?
Past Experience Booking Speakers/Running Events
Have you used paid professional speakers before?
Which speakers have you used in the past?
Who has been the best speaker you’ve had?
Have you used a Speakers Bureau before?
Have you done this event in the past?
Who have you used in the past?
Questions about their Buying Process to convert more speaker enquiries
When do you begin to plan the meeting?
Where are you up to in the planning?
Where are you up to in your journey?
How far down the track are you?
Why have you chosen now to contact us?
Consideration Set – Other Bureaus/Speakers being Considered for the event
Who else are you already talking to?
Have you organised any other speakers?
Which Speaker Bureaus have you been to?
Have you gone to any other speakers or bureaus?
Speaker Selection
Who has already been proposed?
Have you seen any other speakers you liked?
What specifically do you know about that speaker?
What are you looking for in a speaker for your event?
Where will the meeting be held? – local, interstate, international?
What sort of audience? How big?
Tell me more about the venue.
How long is the whole event?
The Event Theme
What’s the most important message you want communicated at the event?
Is there a theme or focus to the meeting?
How did you decide on that particular theme?
Offering Extras and Add-Ons?
Ask questions about extra offerings that you might be able to help with
Multiple presentations on different topics at the event
Break out workshops
Master of Ceremonies for the event
Guest Panel facilitation
After dinner speaker
Entertainment
VIP or sponsor lunch
Your products or books – budget for L&D materials?
Post event follow-up – like webinars or materials
Extras Questions for Speaker Enquiries
Who is going to do the MC work, boosting the energy and helping it run on time?
Are you thinking of having any panels – do you need a facilitator for that?
Need any entertainment/comedians?
THE Budget
Let’s have a quick chat about your budget
Are you happy to share about your budget?
Is there a budget I should be aware of?
Any idea of indicative price?
Planning and Decision Process
How and when is the decision being made?
How is the decision made regarding speakers?
Is there a committee or CEO approving this?
When are you going to make a decision?
What do you require from me to help the committee/CEO make a better decision?
Who, apart from yourself, is involved in making a final decision?
How soon will you be making a final decision on your choice of speakers?
Event Success Criteria
Anything else I should know to make this event a real success?
Is there anything that I haven’t asked you that you would really like me to know about your meeting?
Next Steps Questions for Speaker Enquiries
What are the next steps moving to forward on this?
When would you like to speak again?
When shall we speak again?
Plant the Seed to Get More Referrals
Any other colleagues need a hand with speakers?
Recommended Resources for Speaker Bureau Consultants and Speakers Handling Inbound Enquiries to convert more speaker enquiries
Bookmorebusiness.com by Lois Creamer – Business Manager for one of America’s best speakers – Shep Hyken. Great Website and book full of tips!
Laurie Guest – NSA National Speakers Association USA
7 months ago
David Staughton CSP CEO B.Sc(Hons)
David Staughton is a Speaker and Business Consultant. He is an Award-winning Certified Speaking Professional (CSP) with over 15 years of professional speaking & consulting experience. David is on the board of E-Speakers, is a past board member of Professional Speakers Australia and was an advisor to a large Australian Speakers Bureau.
Speaker Advisor is a useful resource website for Speakers and Event Organisers. If you have ideas for things to add to this website – please contact me