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Two Ways to Build a Business

In building your business, whether you are a sales person, CEO, VP Sales, Entrepreneur, Provider of Professional, etc, you have two options. A) Start from scratch and spend lots to time and money in achieving your results, or B) Acquire the knowledge you need by learning from the mistakes of others and using proven techniques to shorten your ramp up.

These two options are similar to what executives and CEO’s deal with in deciding on whether or not to bring in an outside expert to speak at their conferences or use internal experts. Experience shows that outside speakers generate different and sometimes better results than internal speakers.
Internal speakers gain instant credibility as the audience already feels they understand their environment and needs. They already have a relationship developed and can help fill the gaps. But that is as far as they can go.

The downside of using an internal speaker is limiting the viewpoints and strategies to a certain way of thinking. Outside speakers bring a new viewpoint and best practices from other organizations and industries that provide invaluable insight into new ways of thinking.

Some internal speakers are quite good in their ability to speak and move an audience. Yet, for them, it is a part time job as they only do it when asked. Professional speakers hone their craft on a daily basis with a variety of audiences. They know how to move an audience to action. They bring new ideas through personal stories complete with examples of implementation.

There are three phases to adult education: Awareness, transference of skills and measurement of results. External experts/speakers not only provide their audiences with awareness, but they also help them with implementation through powerful examples of how their ideas are transferred into action. The value of a professional speaker is the ability to tell these stories in a motivational and powerful manner to not only keep the audience’s attention but to move them to action.

The challenge for professional speakers today is that there is no patience on the part of audiences for generic presentations that do not take into account the clients environment. There are greater expectations on the part of clients for professional speakers/outside experts to tailor their content to the needs of the client. Professional speakers need to research the client’s environment, goals and obstacles. They need to prove to the audience from the first word that they do understand their world. When a professional speaker tailors her content to the needs and environment of the audience, there is no better presentation available to the client.

So when you plan your next conference, please don’t just look at the budget. While there may be an expense to hiring a professional speaker, you can easily see that by hiring the right professional speaker, the fee for their services is miniscule as compared to the time and money you save by acquiring the right content that will move your audience to action and achieve their goals. Plus, getting an outside perspective brings a sense of reality to the organization and breaks the cycle of limited thinking.

When it comes to building your organization, do you want an apprentice or a pro?

To FIND OUT how a professional speaker/trainer can help you market your products/services, invite Ron Karr to work with your team and/or read his CEO Bestselling Book Lead, Sell or Get Out of the Way.  Find out why people are achieving immediate results after listening to Ron Karr.

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1 comments
Owen Greaves
Owen Greaves

Hi Ron,

I agree with your point of view, especially on the topic of generic speakers where, and I quote, 'The challenge for professional speakers today is that there is no patience on the part of audiences for generic presentations that do not take into account the clients environment".

I have spoken on many occasion and most audiences are looking for some silver bullet or the golden egg rather than the Norman Vincent Peal Think & Grow Rich approach. Most want something for nothing, the generations behind us don't or won't do the same things we did to acquire success.

Like anything, it's always best to know who you are dealing with, who you are talking to, so doing your homework becomes critical. Having said that, sometimes it's necessary to have a blue sky speaker come in and open the lid on those who attend. That tends to be my style, I show you the future, then help you create idea's to adopt it.

Thanks for the post,

Owen



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