For many speakers, negotiating fees can be one of the most intimidating aspects of the job. Accepting lowball offers often feels like the only way to secure work, especially when just starting out. But consistently settling for less not only undervalues your skills but also limits your career potential.
Dr. Danisha Keating has transformed the way speakers approach negotiations. By teaching them how to advocate for their worth, frame their value, and approach conversations with confidence, she helps her clients secure higher-paying engagements and build sustainable careers.
The Cost of Undervaluing Yourself
One of the biggest mistakes speakers make is accepting low offers without negotiation. “When you say yes to less than you’re worth, you’re setting a precedent,” Dr. Keating explains. “It tells event organizers that your value is negotiable, which can undermine your future opportunities.”
She emphasizes that undervaluing yourself can have long-term consequences, both financially and professionally. Clients who once settled for $200 gigs under her guidance learned how to negotiate, securing engagements worth $5,000 and beyond.
One client, initially reluctant to push back on low offers, implemented Dr. Keating’s techniques and experienced a complete career transformation. “The difference wasn’t in their talent—it was in how they communicated their value,” she says.
Understanding Your Worth
The foundation of effective negotiation lies in understanding and articulating your worth. Dr. Keating helps her clients recognize the unique skills, expertise, and outcomes they bring to each engagement.
“Event organizers aren’t just paying for your time—they’re paying for your knowledge, preparation, and the impact you have on their audience,” she explains.
Her coaching includes practical exercises to help speakers define their value proposition. By identifying key strengths and aligning them with the needs of event organizers, her clients become better equipped to present themselves as indispensable.
One client, who struggled to justify higher fees, worked with Dr. Keating to craft a value-driven pitch. The result? They negotiated a $10,000 engagement that solidified their confidence and reputation as a professional speaker.
Asking the Right Questions
Successful negotiation isn’t just about stating your price—it’s about having a conversation. Dr. Keating teaches her clients how to ask strategic questions that uncover the event organizer’s priorities and budget.
“What is your budget?” is a core question in her approach, helping speakers gain insight into the flexibility of an offer. From there, her clients learn how to frame their expertise as essential to the event’s success.
One of her clients, who previously accepted offers without question, used this approach to negotiate a 300% increase in their fee. “It’s about understanding their needs and positioning yourself as the solution,” Dr. Keating emphasizes.
Crafting Win-Win Proposals
Dr. Keating’s method goes beyond advocating for higher fees—it’s about creating value for both parties. She teaches her clients how to structure proposals that highlight the mutual benefits of working together.
Her strategies include adding bonus deliverables, such as follow-up workshops or promotional content, to justify higher fees. By framing these extras as value-adds, her clients not only secure better compensation but also build stronger relationships with event organizers.
One client, for instance, negotiated a package deal for a speaking engagement and a post-event workshop. This not only doubled their fee but also opened doors to additional opportunities within the organization.
Building Confidence in Negotiation
Confidence plays a critical role in negotiation success. Many speakers struggle with imposter syndrome or fear rejection, which can lead to hesitation or accepting less than they deserve. Dr. Keating helps her clients overcome these barriers by focusing on preparation and mindset.
“Confidence isn’t about being aggressive—it’s about being prepared,” she explains. “When you know your value and have a clear strategy, you can approach negotiations with assurance.”
Her clients practice negotiation scenarios during coaching sessions, gaining the skills and confidence needed to navigate challenging conversations. As a result, they feel empowered to advocate for themselves and achieve better outcomes.
Turning Negotiations Into Opportunities
Dr. Danisha Keating’s negotiation strategies have helped countless speakers command higher fees and build thriving careers. By understanding their worth, asking the right questions, and crafting win-win proposals, her clients create opportunities that reflect their value and professionalism.
Her approach proves that successful negotiation isn’t just about money—it’s about respect, collaboration, and long-term growth. For speakers ready to stop settling and start thriving, Dr. Keating offers the guidance and tools to make it happen.
