But What’s The Return on My Investment?
Aren’t motivational speakers just fluff?
I had a sales call the other day that went really well. And the client said something that caught my attention. He said, “Wow. I was thinking of going in another direction until we spoke on the phone, and you told me everything you were bringing to the table.You bring so much more value than your website led me to believe.” What a gift he gave me! Not the gift of affirming that I have value (though that feels good), but the gift of revealing a major disconnect in my business – translating the return on investment for my customer through my website. My website has been showing people the experience they will receive – the laughter, the motivation, the message. But it hasn’t been clear at showing the true value beyond that temporary experience.
“But how can I do that, when every program I create is specific to the customer and what they have told me they need on the phone?” I complained to myself. I was able to listen to his needs and hear what he was trying to accomplish, what his audience’s needs were, and what gifts of mine would help serve them best. My creative brain was creating in the moment – just for him. How in the world do I sell that on the front end in a stagnant website? My website is already cluttered beyond recognition. And every customer receives something different from me. How do I translate that in one paragraph? Shoot, I can’t even say hello in one paragraph! (I’m working on it.) We motivational speakers can be wordy at times.
So all I know to do for now, is just speak to you from the heart – which is why I created this page. I’ll give you a window seat into my conversation with him – to show you how I took his needs and responded with my appropriate gifts. I’ll share with you the brainstorming sheet I prepared in advance of his call. And by sharing what I did with him, I trust that you will see value in what I do – the return on your investment.
What I knew and did before the call…….the value that motivational speakers bring
I knew the company name, the nature of the event, the makeup of the audience, the size of the group, the location of the event, and the purpose of the event. Those are important details to me, because I will not structure a program for administrative staff in the same way I would for sales people. I knew the company and was able to go on the internet and research what they do and what they value. What they value is important to me, because I want to make sure that my language and principles mirror theirs so as not to work against their company culture, but in accordance with it. I want to work in conjunction with the event – not as a nice little side note. In this case, everybody in the room would have something in common – besides working for the same company they would all be top producers, but in different capacities within the corporation. This allowed me to guess that their common “issue” or “place where they are stuck” could be the risk of becoming complacent in times of success. I also guessed that they could benefit with a message of appreciation for the time and energy they have invested. And I guessed that perhaps this was a group that could benefit from a reminder of how all the pieces work together for a common brand – and maybe a reminder of that brand would be cool if it had real “teeth” to it. ( I love taking mission statements and breathing life into them – in other words, telling your story in a way that makes you own it.) And I guessed that this audience would love one of my customized tributes to them and their profession, and how it impacts the community – because whenever you show people how their job has a bigger purpose, they become more passionate about it. Wrapped in a bigger message that says motivational speakers don’t motivate you – they teach you to motivate yourself.
Am I a good fit?
What are my gifts and areas of expertise? What do motivational speakers know?
Believe it or not, I am not convinced that I can do every job out there. I have learned the hard way that I’m not a good fit for every audience. And I never want to put myself in front of a group that will not appreciate what I have to offer. Try to be everything, and you won’t really be good at anything. So the first question I ask myself about this group is, “Do I have gifts to share that will help this meeting planner put on a phenomenal event – and that will benefit my audience beyond the hour of laughter and motivation?” Will they benefit from what a motivational speaker brings to the table?
My delivery style is:
- Lots of clean appropriate laughter, start to finish
- Powerful stories
- Content delivered in the form of a show
- High energy
- Audience participation as time permits
- Come to my town and meet my wacky southern characters
- A surprise at every turn
- My customized tributes that are always a hit
How I make them feel:
- Encouraged and Empowered
- Appreciated and Respected
- Determined to go make a change
I can help them to:
- Deal with stress and change, and difficult people
- See obstacles as opportunities
- Change negative mindsets and create positive ones
- Create workable action plans and attitudes of persistence
- Understand the power of stories in business – how to find, write, and tell our story
- Come out of their comfort zone – resist complacency, dare to try something new, the importance of being different
- Connect with people using the six secrets that I discovered as a motivational speaker
- Use humor because funny sells
- Tap into a higher level of creativity which is imperative when coming out of comfort zones and dealing with change
And the question becomes – what do they need – and does it connect to any of these gifts I have?
The Actual Phone Call
Good Motivational Speakers Listen and Create
Knowing I was going to be on the phone with a group, I decided they would benefit from having my notes in advance, rather than scramble to take down what I was saying. So I sent them my notes before the call. Turns out they really appreciated that.
Once the call started, despite my ever-present urge to talk, I didn’t. I did what sales people are supposed to do. (And for motivational speakers is really hard!) I shut up and listened. Not listened while planning what I was going to say. But I listened with my head and my heart – to really hear them. And I waited until all of them were through. And instead of just spouting off my list of features and benefits – that they already had in front of them anyway – I started to match my gifts to their needs. I began to take topics on my list of gifts, and see how they creatively might be structured to fit their group. We talked about what story meant to those people – and how that related to their specific need to get their employees to create their own personal brand. They talked about how they wished their employees reached out to share information more – and I related that to what I know about motivating with a servant’s heart based on the idea that we are stronger together. I mentioned the tribute – and they told me how they could get their people involved in helping me make it spectacular. I wasn’t telling them what I would do – we were working together to create a program that would knock it out of the park. And in the process we were getting really excited as we began to see it take shape.
And what we created does not match any program listed on my programs page. Because we made it about them. And THAT’S what I want to do with you. So I’m sorry if this website doesn’t do a good enough job relaying my value. We are working on that. Until then, this message from my heart will have to do.
Am I good fit for you? Maybe. Maybe not. Let’s talk.Share!