Why Choose Chris Westfall?
What makes Chris so successful, with various groups? Executive leaders and MBA programs all benefit from his expertise – how can he reach such diverse audiences? It boils down to his presentation style. As a former executive in sales and marketing, he knows how to make what matters, matter. He has the expertise you need to help your company get to the next level, and a presentation style that is interactive, dynamic and compelling. But more than just being a great speaker and advisor, he unlocks the secrets that can deliver long after the presentation has ended.If you’re looking for a speaker who knows what audiences need, contact Chris Westfall here.
“Dynamic is the word that comes to mind when I think of Chris. I have seen him present in front of a variety of groups and each time the audience is riveted…” – J. O’Connor, WJHW
Speaker Materials for download
Audiences for Chris Westfall
- C-level executives
- Marketing and Sales Leaders, especially complex sales and high-dollar accounts
- Change Management
- Complex teams
You see, advice can be accepted, or rejected.
Sometimes, accepting advice (even if it’s good – and especially if it’s great) can be difficult, because it challenges the status quo. Obstacles are all around us; yet, the results we need require us to be more than what we are right now. Change and progress can be uncomfortable, and the path to new outcomes is not always clear. We all know that great ideas without action are just dreams. Putting your dreams into action is the path to new results, improved outcomes, and the kind of value realization that makes a difference for individuals and organizations.
Chris’ approach is based on creative solutions to the status quo – the kind of disruption that illustrates a new path in clear, concise and actionable ways. But – It’s not enough to know how to do something – you have to know why.
Chris Westfall has walked in your shoes.
He’s been a ‘corporate guy’, carried a bag, designed global marketing and branding strategies, and managed worldwide sales teams. He’s an entrepreneur and business owner, and also one of the best presenters around. Helping people to understand ‘why’ is the key to his success, and he helps groups to engage with their true talents in ways that others can’t, or won’t. Delivering results and great outcomes requires that an audience understands more than just good advice, or a “how-to” session. Creating authentic results is the secret to Chris Westfall’s unique and expert presentation skills.
Inside the Mind of Meeting Planners: What Do They Expect and Want from Speakers?
Reprinted from the National Speaker Association’s Professional Speaker magazine.
July/August 2004 Issue
with additions by Chris Westfall, MBA
What do meeting planners want from speakers? More importantly: What do I deliver?…Read on.
The Meeting Planner Profile
Meeting planners have a lot on their minds. Meeting planning can be compared to putting together a 1,000-piece jigsaw puzzle. Every piece must be in place or there won’t be a complete picture. If the planner forgets or does not adequately communicate a need at a seemingly small event — a coffee break for example — or predicting the number that will attend a banquet the ramifications can be huge. With angry attendees and questioning bosses, chances for failure lurk at every turn.
Meeting planners are 75% female. Successful planners tend to have good people skills as well as excellent attention to detail.
Their job hinges on the success of the meeting. Happy attendees and good evaluations are a part of how planners’ success is rated. Selecting speakers is often part of the job, but only a small part.
What Meeting Planners Expect:
- For You to “WOW” the Audience
Your role is to move the audience. This can be accomplished in a number of ways: through a visually dazzling performance, a soul-stirring program that lifts the audience or an insightful presentation that gives new meaning and clarity to a topic, for example.Delivering “WOW”: Each presentation is customized to the needs of the group, and coordinated with the client in mind. - Absolute Reliability
Once you are booked, planners need to count on the fact that you will be there as scheduled. Book your travel so that you have backup options in case a flight is cancelled or there is bad weather along your route. Be there early and be prepared. Plan for contingency backups for travel, A/V, course notes or anything else crucial to success. <DONE!>I always arrive the day before an out-of-town presentation (travel from Dallas, TX) and will make every effort to meet with you in person, if desired, prior to the event. - Absolute Integrity
This goes without saying. But to reinforce this, the meetings industry is very well networked. There are about 50,000 meeting planners in the U.S. and many belong to professional associations. And they talk. The word gets around quickly about suppliers with unscrupulous or unreliable business practices. I’m counting on your word of mouth for my livelihood. Exceeding your expectations is the cornerstone of my presentations; your success IS my business. - Make the Planner Look Good
The best way for a speaker to make the planner look good, of course, is to do a terrific job on the platform. <DONE!> But beyond this, nurture relationships with planners whenever you can. Let all of your actions with the meeting attendees shed a positive light on the planners. In the planning stages, the meeting planner will often appreciate your advice as an experienced speaking professional when it comes to how to structure your presentation, the timing and the events surrounding it. Send thank-you notes and praise their good work to supervisors if the opportunity allows. Never publicly criticize planners or their organizations — not only because it’s unprofessional but because planners often have a significant voice in whether to book speakers again. - Quick Responses
With so much on the meeting planners’ plates, a quick response is often the difference between getting the booking or not. One trend in the meetings industry is increasingly shorter lead times for meetings. We are all living in an age where FedEx is not fast enough. A quick response, preferably by e-mail within the day, or two days at the most, is what they expect. Either you or your staff, and preferably both, should have honed technology communications skills. 99% of calls are returned within 3 hours or less, unless I am on a plane or in front of an audience. Emails are usually returned the same day.
What Planners Want From Speakers:
- Be Flexible
Back to the jig-saw puzzle analogy. Things are crazy behind the scenes at many meetings – thousands of pieces are being put together. Schedules change. Stuff happens! Speakers who can roll with the changes and still get great evaluations are like gold to planners. - No Prima Donnas Please
Be easy to deal with! Unless you are on the very top echelon of the speaking circuit and can ask for just about anything, remember that you are just a piece of the puzzle, albeit a very important one. If you are a prima donna, your chances of being rebooked will decrease. If you are particularly difficult, your reputation will precede you. Check out my references, call anyone you wish – your success is my focus, not my ego. I’m in this business to create meaningful outcomes, not feed a negative reputation or desperate need for applause. Results are my focus…and “no prima donnas” sounds like a plan to me! - Have a Very Clear, Complete Contract
Planners often have contracts with hotels, speakers and other suppliers. The trend in the last few years is for lengthier contracts that cover all of the contingencies. Planners want clearly written, balanced and complete contracts/letters of agreements. No legalese, please. Particularly important, in addition to times, dates, rates and place are: details on cancellation (both sides); reciprocal act of God (force majeur) clauses; what travel charges will be covered; specifics on A/V if you use it; and emergency contact information. I also routinely include in my contract the information I know they will be asking for anyway, such as my bio, a link to online high-resolution publicity photos, the full course description (with learner objectives), and anything else I think they need. Contracts are simple agreements, when you work with Westfall and Associates. They are comprehensive and clear, without looking like a legal brief. Contact us today for rates and a sample proposal. - Provide Your Information Online
[ - deleted, because this article is from 2004. It says a speaker should be online. And, here we are...kinda redundant -] - Be Prompt and Very Clear with Your Billing
To use an old Broadway phrase, “if it ain’t on the page, it ain’t on the stage.” The implication is that any charges must be clearly detailed and agreed upon in your contract before you speak. There should be no surprises. My billing typically goes out no later than two days upon return to my office from the engagement. To speed delivery, I always send my bills via e-mail (as a formatted, attached Excel spreadsheet that looks like an official bill when printed out.) I also scan all receipts for expenses (.jpg format) and send them as attachments as well.
