Keynote Speaker Fees – How to Set, Raise and Negotiate Your Keynote Speaking Fees #SUP208

In this episode of the SpeakersU Podcast, James Taylor and Maria Franzoni tackle one of the biggest questions every professional speaker faces: how much should I charge?

Drawing on decades of experience as a bureau owner, Maria explains how to set your keynote fee, when to raise it, and why you should never discount. James shares insights from his own speaking business — including how he tests price levels, manages international vs. virtual fees, and negotiates without losing value. Together they explore the psychology, strategy, and market realities of pricing yourself in the global speaking industry.

Whether you're just starting out or ready to move into a higher fee bracket, this episode is packed with real-world advice on finding your sweet spot, building fee integrity, and communicating your value with confidence.

 

 

Key Takeaways

• Value, not time – Your fee reflects outcomes and expertise, not minutes on stage.

• Know your market – Corporate, education, and government sectors have very different budgets.

• Location matters – Fees vary across regions; the U.S. and Middle East typically pay more than the U.K.

• Profile sets price – Seniority, credibility, and positioning determine perceived value.

• Don't publish your fees – Keep flexibility to tailor pricing per client and market.

• Raise fees when there's no pushback – If you're closing 75% of inquiries, your fee is too low.

• Virtual vs. in-person – Treat virtual strategically; it can be equal or higher depending on effort and impact.

• Never discount — negotiate – Exchange value (video footage, PR, introductions) instead of lowering price.

• Fee integrity matters – Keep consistency across bureaus and direct clients to avoid confusion.

• Strategic pricing evolves – Adjust fees as your demand, reputation, and market position grow.

 

 

Memorable Quotes

• "Your fee isn't for 45 minutes on stage — it's for everything that got you there." – Maria Franzoni

• "If 75% of people are saying yes, your fee's too low." – James Taylor

• "Never discount. Negotiate." – Maria Franzoni

• "Make your website look like a $10,000 speaker even if you charge $5,000." – Maria Franzoni

• "Relevance, reliability, and results — that's what earns higher fees." – James Taylor

 

 

Episode Timestamps

• 00:00 – Welcome and catching up (dogs, weather, and winter settings)

• 02:41 – Why fee setting is like finding your temperature sweet spot

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