Resources  >> Speakers + Incentive Meetings

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  November 12, 2015

Speakers + Incentive Meetings

My last post discussed why new speakers have a hard time breaking in. Let’s continue the conversation on speaking with new trends about a very lucrative market segment: financial and insurance incentive meetings.

For the uninitiated, incentive meetings are getaways for those who met sales or other goals. Considered a working vacation by many speakers, these meetings are great work if you can get it. My favorite findings:

  • 83% report that business sessions are included in the agenda. That’s good news for us. Keep in mind that the sessions also include team-building activities. In this segment, your biggest competitor is the experience-based event. Being interactive is an understatement.
  • 36% depend on DMC (destination management companies) for speaker selection and management. My take: buyers want to use low-cost local talent to save on budget. (See point below.) Be prepared to negotiate hard for these invites.

 

Related post: Why it’s gonna get harder to get your speaking fees in 2015.

 

  • Budgets and timelines are tight. Increasing travel costs eat up any budget increase. And many buyers hold off committing to a destination (and therefore speakers) until they know who and how many are going.

 

The inside track here: use leverage. If you already have a following in the industry, go to your advocates with something new and interactive. Find out the agenda for the event and look at games and role-playing to get your message across. These events are still great fun — we just have to work harder to get these opportunities.

 

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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.