• open panel

The Power of a Presentation: Developing Your Know-Like-Trust Factor


I arrived yesterday at the National Speakers Association convention #NSA11.  On my list of people I wanted to meet face to face was Roger Courville @1080Group, the guru of all things webinar.  As I walked into the Friday night pre-conference comedy event, who did I see sitting at one of the tables… Roger Courville!!!  “ROGER!” I exclaimed and gave him a big hug.  I felt like I already knew him!  Here’s how we “met.”

I some how got on the distribution list for a free webinar that Roger held where he gave some incredible advice about designing webinars.   He seemed like a super nice guy.  He had a great sense of humor.  He presented the information in a manner that made sense and I could follow.  I got excellent yet practical information.  I felt like I got to know him. He seemed like a likable guy and his advice could be trusted.

I started following Roger on Twitter.  I learned more cool things.  I got a few laughs.  I came to the conclusion that Roger was a pretty cool guy.

One day, as I was strategizing about business, I contacted Roger.  He graciously spent time with me, unscheduled, on the phone.  Helped me work through some thoughts (basically he talked me off a ledge… but that’s a subject for another post!) and we had a great conversation.  When we learned that we were both coming to convention, we made a pact to look for each other at #NSA11.  Then last night, we met for the first time in person and had a great conversation.  And it all started with that webinar presentation.

When Someone Hears You Present

When an audience is getting great value from a presentation, they’re feel like they’re getting to know the speaker as a person.  As they get to know the speaker, as the speaker gives them great value, the audiences is getting to like the speaker as a person.  And as the audience gets to know the speaker, like the speaker and see how the speaker thinks and how the speaker interacts, the audience gets to trust the speaker.  When that speaker is representing their business, that know–like–trust fact element of a presentation will have a positive impact on their business.  When that audience member decides to seek out someone in the speakers field, the audience will trust that presenter that they’ve seen and that they know, like and trust over a google search.  When asked by a friend for a recommendation, the audience member will remember that speaker who seemed like a good guy and provided valuable information.  That’s the power that a presentation has.

On Roger’s webinar, I felt like I got to know him.  I liked what he had to say, how he said it, and how he treated me as a member of his audience.  He further cultivated that know-like-trust factor in me by being the same person on Twitter and on the phone that I met in his webinar.  When we discovered that we were both coming to #NSA11, I couldn’t wait to get to meet him in real life.

How Are You Cultivating Your Relationship with the People in Your Audiences?

When you have the opportunity to speak in front of an audience that’s important to your business, are you giving them valuable information that will help them even if they’re not one of your customers?  Are you letting them get to know you as a person?  Are you building that know-like-trust factor?

Real Results

I have not become a customer of Roger’s.  I may not ever have a need for his service.  But we are in discussions now about having him come to speak to an audience that could potentially have a real need for his service.  We’ll see how that plays out.

In the meantime, the real results that I’ve felt are that I have a new friend and a new colleague someone I trust in and would be willing to recommend and help in whatever way I can.  If neither of us ever gets any business results from that, that’s probably OK too.  The world can use as much good karma as it can get!!

What’s Your Experience? 

How have you built the know-like-trust factor through a presentation?  How has it made a difference in your business?  Is Good Karma Good Enough?  I’d love to hear your thoughts and experiences!