Walls of Belief Speeches

Walls of Belief Speeches are simply different from any other speeches you might book for your company or association. That is because it is your best Raving Fans who become the stars of these presentations. Other speakers, including myself, have prided themselves on customizing talks, but no other speaker can bring you such a customized talk as this one. No other speaker will put your own Raving Fans right on stage with him during his talk.

Why is that so important? It is simple. In most cases, you bring in an outside speaker to share fresh new ideas that can help your organization grow. But there is always a "translation problem." How do you take this guy's ideas and integrate them into what your specific group does? I do not claim to be an expert in sales or customer service. I will not come into your group and propose that I know better than you do what you should do to increase sales or improve service. I don't have to.

Instead of bringing in my own ideas, I will bring in the ideas of those who matter most to any organization - your Raving Fans! You see, your Raving Fans know what you do best. They know how they like to be sold and catered to. Of course, sometimes, you are so good at what you do that they don't even know how exactly you do it.

Then what? I also do interviews with your best sales and customer service folks. Why is that so important? In a recent sales training study I read they stated that research showed that the old Paretto Principle - the old 80-20 rule of sales had changed. Now they say that 90% of your sales come from only 10% of your sales force. If only there was a way to really capture what that 10% was doing that the others in your company are not.

Well now there is! If we interview your Raving Fans and the top 10% of your sales people who create them, we will discover what both sides do to create Raving Fan relationships. We can then create such incredible Unshakable Walls of Belief in you, your products and services, that no other competitor stands a chance.

It is simple. Those other folks talk to your customers, and then they synthesize what they heard and present their version of reality to you. There is nothing, I mean nothing, as powerful as hearing the story from the horse's mouth - from the passionate customers and employees who create these Raving Fan relationships. For make no mistake about it - it takes BOTH - to make Raving Fans - great employees and great customers! If you doubt me, just click on the interview with Larry Hake, Vice President of Sales for Aramark Uniform Services. He has seen the power of these testimonies first hand with his sales people!

Let me give you some examples of how I might create your Walls of Belief speech for different kinds of meetings:

• Corporate Sales Meeting
• Business to Business Association Annual Meeting
• Technology Provider's User's Group
• Professional Member Association Groups
• Churches and Other Not-For-Profit Groups

Corporate Sales Meeting

This can be quite powerful when combined with a consulting engagement to really dig down into your organization to discover how it really works. However, even if you only want me to interview 2-3 customers and 2-3 sales and/or customer service folks, this is guaranteed to be one of the most eye-opening presentations you have ever had at a meeting. All those things you have been trying for years to tell your employees to do will now be presented by people they will really listen to - your best customers - Your Raving Fans!

Just imagine the power of this event. You know what it is normally like at these events. The same people get up every year, having won top sales honors. Meanwhile, the rest of the crew sit in the audience wondering what the devil it is that those winners do to sell so much. Now the mystery will be revealed! This will lift all your sales people higher. In addition, this will be incredible recognition for your top sales people. And when they hear how other top sales people use techniques that maybe they had not thought of yet, then those top sales people get better too. Why will they listen? Because the advice is coming from other top sales people in your own organization who have demonstrated success that has been confirmed by their best customers. It is a truly powerful combination.

Business to Business Association Annual Meeting

Does your association focus on the business to business market? Members love recognition! Imagine if I interview some of the Raving Fans of a few of your members to help all members learn how to improve sales. That is just what I did with the interview for ABF Trucking with Daniel Love that is under the Client's Raving Fan link (click here to view it). I was speaking to the National Motor Freight Traffic Association to help them see how they could use new technology to capture Raving Fan stories to help them market.

I hold nothing back in these programs. Although I could obviously be engaged to capture stories for the audience members, I do not focus on that. I give freely of all the information they need to do this themselves. I suggest the best questions to ask Raving Fans, how to get permission to use endorsements, how to use technology to record and edit, how to distribute the message by CD, web, or even email. I also show them what they can learn about their companies as they capture these stories and how they can turn this learning into internal training programs.

Bottom-line - You have never had a program offered to your members that is more customized and offers more sales, marketing, and customer service value than this program. And the content will be spot on, as the Brits say, because it will come right from the people who know the answers - your members Raving Fans.

Technology Provider's User's Group

Let's face it. When you do Users' Group meetings, you have two goals: to get Users to use your current technology most effectively and to sell your new solutions. It is very hard to get people to buy more when they have yet to master the 1.0 version.

You also know that Users tend to believe their own colleagues about your products more easily than they believe you. They know they are being sold. You might have Users give presentations to your members about the best practices of using your technology. But can these people sell you? When you give presentation, they know you are selling as well.

But when I come into your Users Group meeting and share the stories of what I discovered from your Raving Fans, when I can also easily include the software demos right in my speech, when I am able to help position the use of technology from my 12 years as the Nation's TechnoMotivator™, then it will have a great impact on your attendees!

Click on Telling the Client's Stories, and then check out the "Get It Right" movie. This movie was designed to help this client sell their really powerful software. But then we added to this story by interviewing some of their Raving Fan users. Check out Client's Raving Fans, and then click on "Get It Right - A Technology Users Story" to see a full motion interview I did with one of my client's Raving Fans. If you like the way I helped to tell this client's story, you will love what I do in your meeting!

Professional Member Association Groups

Marketing has never been more important or more difficult for individual professionals, whether they work for themselves or have a corporate gig. A collection of Raving Fan stories for every professional is critical.

For Corporate Professionals - Are you really going to base your career or your hopes of getting a new job on a 2-page paper resume? Most people don't think about marketing their career, yet in all likelihood, a 20-something graduating today is likely to have 10-15 positions during his or her 50+ year career. Marketing oneself in an economy that no longer has a job for life is essential. Just check out the example of John DeBrocke's electronic resume in the Telling the Client's Story section. Then check out the Raving Fan interviews we captured from John's sales clients in the Client's Raving Fans section. Then ask yourself, "Do my members know how to market themselves for their careers? Do they know how to market their own projects internally so that they succeed?

This program will empower your member to capture their stories. And just as in the above example for B2B Association audiences - "I hold nothing back in these programs. Although I could obviously be engaged to capture stories for the audience members, I do not focus on that. I give freely of all the information they need to do this themselves. I suggest the best questions to ask Raving Fans, how to get permission to use endorsements, how to use technology to record and edit, how to distribute the message by CD, web, or even email."

I also show your members what they can learn about themselves as they capture these stories and how they can turn this learning into better positioning in the job market. Your members are more than their resumes! Let me show them how to capture that truth!

For Independent Contractors - Now this makes even more sense than for corporate folks who often don't think about marketing. The simple fact is that so many professionals, myself included, are so often really good at what they do, but are crappy marketers. I hate to say this so bluntly, but most of my fellow professionals in several different fields have not gotten out of their profession because they could not get work, or they weren't good enough, or they couldn't close business. They got out because they could not close consistent business. When they were working on projects they were not marketing so they went from feast to famine. I know. I have been there, done that, and got the raggedy tee-shirt! But I can now say that a site like this is marketing for me. My story is being told the way I want it to be told and my clients sing my praises better than anything I can say.

I can come help your members learn how to do this themselves! Save a professional! Book me to speak at your meeting now!

Churches and Other Not-For-Profit Groups

Most not-for-profit organizations have wonderful stories to tell. But very few of them tell those stories well. They spend a lot of time telling people what they do. But they offer little or no way for their members or the people who benefit from their services to tell their stories.

If you click on Telling the Client's Story, you will discover some wonderful examples that help illustrate what I mean.

For religious organizations, check out the story of Kari Olsen. This is such a touching and powerful story of this woman's incredible journey of faith. Just imagine if your church members - everyday regular folks like you and me - could be sharing their stories on your organization's web site. I can come to your organization's meeting and teach you how to make this possible and transform the lives of your members through their own stories!

For charity organizations, check out the story of Troll Books. Now I realize that this was actually done for a for-profit organization, but my client's ultimate goal was to put 80 million dollars worth of children's books into the hands of needy children. Listen to the story (which was shot with full-motion video) and imagine if this was the story of your organization. Listen to the Muriel's story for Personal Coaches on the Client's Raving Fans page. This was, of course, done for a personal coach, Candy Gellineau. But it could have been for an organization that helps women overcome adversity, get started in business, rebuild their lives. Think about how much stronger your Board of Directors Recruiting could be if some of your board members shared why they became board members.

For families & senior citizen organizations, check out theses stories on the Telling the Client's Story page: Mom's First Camping Trip, Patricia's 50th Birthday, and Wally's War Story. Each of these stories show how these same tools that can market and promote an organization can be used by families to capture and share their stories. What group do you know that needs to hear this message? We are losing an entire generation as the Boomer's parents pass from our ranks, do let these stories go unheard!