Advertising
Advertising

How to Capture an Expert’s Value: 12 Tips

How to Capture an Expert’s Value: 12 Tips


    In bringing Managing with Aloha to the world of business I speak a lot; everything from 20-minute keynotes to week-long seminars and retreats. This week I’ve wrapped up 2005 with some terrific speaking gigs before ending my year with a 3-week holiday hiatus, a tradition in my leadership coaching company. These gigs were terrific because my clients were terrific, and I felt I wasn’t just a hired gun; we collaborated on the design of my presentation, and they gave me the opportunity to give more than just another speech.

    Advertising

    With my very last presentation I had the pleasure of staying in a magnificent hotel, and part of my fee included an extra night’s stay so that I could end my time with them much more leisurely than I normally have the opportunity to do. Their offer was irresistible to me and I took advantage of it. Smartly, so did they; it was win for both of us. They helped me create a defining moment for them and their company.

    The entire experience caused me to reflect back on all my speaking over the last year, and I thought of all the clients associated with them — the good, the bad, and fortunately none I would call the ugly! In this, my last Thursday column for Lifehack.org for 2005 (I’ll be back after that hiatus I mentioned) I thought I’d share with you my best clients’ smarts.

    Advertising

    There have been those clients who took full advantage of our engagement knowing how I am more coach than consultant by nature, and I think they were exceptionally clever. By the time our project was over they had received oodles of free coaching from me, and I didn’t mind one bit. In fact, they usually left me wishing that all my clients were just like them. This is how they did it.

    1. First, I didn’t intimidate them. All of 5’1” and soft spoken when I’m off-stage I’m not an intimidating person, however they didn’t let my “expert” and “author” aura and reputation hold them back either. They took the time to have telephone conversations with me and get to know me. They shared their objectives with me, and the stories of why they called me in the first place. In short, they got me to know them, like them, and want to help them as new friends who had a vision and mission similar to mine.
    2. If I was traveling to see them, they played meeting planner and travel agent, booking as much of my “free time” as possible, before I filled in the blanks myself. As managers and leaders, they’d get my free advice over morning coffee the day of my seminar, or because they picked me up from the airport instead of sending a driver for me. They entertained me and gave me the niceties of “VIP service” so that I’d “pay” them for it with my knowledge and my free coaching.
    3. They got me to use their products and services during my stay, whatever they were. They asked me to test them, and offer suggestions. My “thing” is management and leadership in business, and I travel a lot. I get welcomed into a lot of different companies, perhaps including their competitors, and others they should benchmark. I am not going to disclose anything I shouldn’t. Still, knowing my frame of reference, they considered me a living, breathing, opinionated “guest comment card” for what they offer.
    4. They understood that those of us who speak are always looking for new stories and new examples to pepper our presentations with personalization (say that quickly 3 times!) and they took me on plant/ property/ company tours, and introduced me to many of the people who would be in my audience both before and after my presentation so we’d make a personal connection.
    5. Along those same lines, they deliberately set out to be my newest fresh-in-mind and memorable “great story,” the one I would take to future speeches in future places, giving them fantastic, highly favorable free press in the process. Knowing I speak to thousands and thousands of your prospective customers each year, and that people ask me for my recommendations all the time, what would you like me to say to them about you?
    6. Most speakers, me included, are eager learners, always on the prowl for opportunities to meet the visionaries, movers and shakers in an organization. We love to interview the big shots and get inside their heads. My best clients, the ones determined to make MWA part of their culture going forward, used me to secure their boss’s buy-in because they put me in the golden opportunity to discuss vision and mission with them.
    7. If I were just one speaker in their conference, they invited me to the entire conference so that I would be available to their participants both on stage and off. You can bet this strategy also made me pretty competitive, and determined to be their best speaker, and the one sharing the most aloha with their people.
    8. They understood that they’d be flushing their money down the drain if my presentation needs were not taken care of (audio-visual, lighting, desired room logistics) and I was not well seen, heard, and experienced by the audience.
    9. They had read my book, or at least had skimmed it pretty thoroughly and read the book reviews. They were very familiar with my blog and website. They distributed an article I’d written to their audience ahead of time in a newsletter, announcement, or email blitz to create some anticipation and excitement, and so they’d start thinking of questions.
    10. They asked me to help them with my introduction before my presentation, i.e. What part of your bio should I mention? and — the part most people miss — they asked how they should end it, i.e. if they were offering my book at a special price, my website links for continuing MWA education, if I was sticking around for the remainder of their conference etc. Speakers don’t like to end presentations with a sales pitch — even free resources sound like less than a good deal. When the organizer does it, they get the credibility for negotiating that free e-book out of me exclusively for their audience.
    11. If they have asked me to include a Q&A time, they planted people with good questions to start us off with, questions on things they wanted me to cover briefly anyway. Better than a Q&A time, they scheduled round-table discussions immediately after my presentation, asking their groups to come up with Next Action idea lists connected it, and asking me to remain and walk the room as speaker turned coach — what I do best!
    12. They scheduled a post event debrief with me. The more involved and longer my presentation, and the more of your people I meet, the more feedback I am going to have for you. Will you secure your opportunity to get it out of me, or are you letting me escape with it as you politely say thank you and goodbye? They ask the critical question in this debrief: What is your advice on how I inculcate this into our organizational culture, so the learning sticks?

    Think about these things the next time you hire any consultant or expert — get your money’s worth. All you speakers out there in cyberland and blogsville, please chime in the comments here if you feel I’ve missed something.

    Advertising

    Mele Kalikimaka, Hau‘oli Makahiki Hou: A wonderful and blessed holiday season to all of you. I’ll be back with my next Thursday column for Leon on January 12th of 2006.

    Rosa Say, author of Managing with Aloha, Bringing Hawaii’s Universal Values to the Art of Business and the Talking Story blog. Rosa is founder and head coach of Say Leadership Coaching, a company dedicated to bringing nobility to the working arts of management and leadership. She loves speaking: click here for more on her speaking engagements.

    Advertising

    Rosa’s Previous Thursday Column was: Holiday Gifts for Working Stiffs.

    (Photo credit: Word “Expert” via Shutterstock)

    More by this author

    Rosa Say

    Rosa is an author and blogger who dedicates to helping people thrive in the work and live with purpose.

    12 Rules for Self-Management The Six Basic Needs of Customers What’s the difference between Mission and Vision? 7 Steps for Resolving Customer Complaints Reap Joy from this Thanks – Giving Holiday

    Trending in Lifehack

    1 7 Helpful Reminders When You Want to Make Big Life Changes 2 Why Do I Procrastinate? 5 Root Causes & How to Tackle Them 3 9 Powerful Questions That Can Improve Your Quality of Life 4 How to Plan Your Life Goals and Actually Achieve Them 5 20 Time Management Tips to Super Boost Your Productivity

    Read Next

    Advertising
    Advertising
    Advertising

    Last Updated on September 15, 2020

    7 Helpful Reminders When You Want to Make Big Life Changes

    7 Helpful Reminders When You Want to Make Big Life Changes

    Overcoming fear and making life changes is hard. It’s even harder when it’s a big change—breaking up with someone you love, leaving your old job, starting your own business, or hundreds of other difficult choices.

    Even if it’s obvious that making a big change will be beneficial, it can be tough. Our mind wants to stay where it’s comfortable, which means doing the same things we’ve always done[1].

    We worry: how do we know if we’re making the right decision? We wish we knew more. How do we make a decision without all of the necessary information?

    We feel stuck. How do we get past fear and move forward with that thing we want to do?

    Well, I certainly don’t have all the answers, but here are 7 things to remember when you want to move forward and make positive life changes.

    1. You’ll Never Have All the Information

    We often avoid making important decisions because we want more information before we make a tough call.

    Yes, it’s certainly true that you need to do your research, but if you’re waiting for the crystal clear answer to come to you, then you’re going to be waiting a long time. As humans, we are curious creatures, and our need for information can be paralyzing.

    Life is a series of guesses, mistakes, and revisions. Make the best decision you can at the time and continue to move forward. This also means learning to listen to and trust your intuition. Here’s how.

    Advertising

    2. Have the Courage to Trust Yourself

    We make all sorts of excuses for not making important life changes, but the limiting belief that often underlies many of them is that we don’t trust ourselves to do the right thing.

    We think that if we get into a new situation, we won’t know what to do or how to react. We’re worried that the uncharted territory of the future will be too much for us to handle.

    Give yourself more credit than that.

    You’ve dealt with unexpected changes before, right? And when your car got a flat tire on the way to work, how did that end up? Or when you were unexpectedly dumped?

    In the end, you were fine.

    Humans are amazingly adaptable, and your whole life has been helping you develop skills to face unexpected challenges.

    Have enough courage to trust yourself. No matter what happens, you’ll figure out a way to make it work.

    3. What’s the Worst That Could Happen?

    Like jealousy, most of your fears are created in your own head.

    Advertising

    When you actually sit down and think about the worst case scenario, you’ll realize that there are actually very few risks that you can’t recover from.

    Ask yourself, “What’s the worst that could happen?” Once you realize the worst isn’t that bad, you’ll be ready to crush it.

    When you’re preparing to make a big life change, write down all of the things you’re afraid of. Are you afraid of failing? Of looking silly? Of losing money? Of being unhappy?

    Then, address each fear by writing down ways you can overcome them. For example, if you’re afraid of losing money, can you take a few months to save up a safety net?

    4. It’s Just as Much About the Process as It Is About the Result

    We’re so wrapped up in results when we think about major life changes. We worry that if we start out towards a big goal, then we might not make it to the finish line.

    However, you’re allowed to change your mind. And failing will only help you learn what not to do next time.

    Furthermore, just because you don’t reach the final goal doesn’t mean you failed. You chose the goal in the first place, but you’re allowed to alter it if you find that the goal isn’t working out the way you hoped. Failure is not a destination, and neither is success.

    Enjoy the process of moving forward[2].

    Advertising

    5. Continue to Pursue Opportunity

    If you’re on the fence about a big decision, then you might be worried about getting locked into a position that you can’t escape from.

    Think about it a different way. New choices rarely limit your options.

    In fact, new pursuits often open up even more opportunities. One of the best things about going after important goals with passion is that they open up chances and options that you never could have expected in the beginning.

    If you pursue the interesting opportunities that arise along the path to your goal, then you can be sure that you’ll always have choices.

    6. Effort Matters, So Use It

    It sounds simple, but one of the big reasons we don’t make life changes is because we don’t try. And we don’t try because then it’s easy to make excuses for why we don’t get what we want.

    Flunked that test? Are you stupid? “Of course I’m not stupid. I just didn’t study. I would have gotten an A if I actually studied.”

    Stuck in a job you hate? Why haven’t you found a new job yet? “Well, I haven’t really tried to get a new job. I could totally ace that interview if I wanted.”

    Why do we make excuses like these to ourselves? It’s because if we try and fail, then we just failed. But if we don’t try, we can chalk it up to laziness.

    Advertising

    Get over it. Failure happens to everyone.

    And the funny thing is, if you actually try—because it’s pretty clear that most people aren’t trying—then you’ll win a lot more than you think.

    7. Start With Something Manageable

    You can’t climb Everest if you don’t try hiking beforehand.

    Maybe applying for your dream job seems intimidating right now. What can you start with today?

    Can you talk to someone who already has that position and see what they think makes them successful? Can you improve your skills so you meet one of the qualifications? Can you take a free online course to expand your resume?

    Maybe you’re not quite ready for a long-term relationship, but you know you want to start dating. Could you try asking out a mutual friend? Can you go out more with friends to practice your communication skills and meet new people?

    You don’t need to be a world changer today; you just need to make small life changes in your own world.

    More Tips to Help You Make Life Changes

    Featured photo credit: Victor Rodriguez via unsplash.com

    Reference

    Read Next