Do You Know Why Your Customers Choose You?

As a motivational speaker, I spend a lot of time motivating people to better their lives- and even more time motivating people to book me as their speaker. And much of the work is done when the potential client visits my website – in that time when I am only allowed to speak through pictures, videos, and words – and if it’s not done effectively, they will never bother picking up the phone and giving me a chance to sell myself in person. So allowing my website to pitch me effectively is crucial. Which is why I’ve started asking those potential clients who do pick up the phone to call me – What made you choose me? What made you decide from my site that I might be a good fit?

Their answers are enlightening and consistent – and teach me what it is about me that makes me appealing – and it’s often not what I think. It shows me what areas of my “pitch” are hooking them – what’s working and what’s not. It’s a simple question that has turned into an extremely valuable tool to help me get business.

So I’m sharing it with you, in the hopes that it will help you get business too. Start asking your customers: Why did you choose me?

You might be surprised by their answer.


Motivational Speaker Kelly Swanson - called one of North Carolina's funniest women by Our State Magazine. Kelly lifts the spirits of audiences from coast-to-coast using humor, storytelling, and lives of the characters from Prides Hollow - Kelly's make believe small town. This unique approach to motivational speaking allows Kelly to break through communications barriers and connect directly to the audience's imagination.
Her powerful stories and wacky wit will make you laugh, remind you that you matter, show you how to see beyond your obstacles, and teach you how to stand up and stick out in a crowded market.
To book motivational speaker Kelly Swanson:
Motivational speaker Kelly Swanson's website

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  1. This line of questioning may also help reinforce with the prospect the positive reasons they chose you, and to cement the sale. You may have stumbled into a technique that will make your customers more committed to their decision to choose you. 

  2. Kelly this is a great!  I had a colleague tell me she got a big speaking deal by someone seeing her videos on YouTube.  It’s always good to ask so we all know what we need to keep working on.  And, with motivational speakers being such a competitive market, we need all the help we can get!

  3. Yes, Marilyn, I have experienced the same thing with YouTube videos. Some clients have found me because of YouTube and it resulted in a sale – or they found me and I led them to YouTube where they watched my videos and it led to a sale. As a motivational speaker, my clients keep telling me they are choosing me because:

    • they saw the videos and got a good feel for what I do
    • they found a tribute I did for their industry
    • they saw testimonials from people in their own industry
    • they noticed in the testimonials that clients talked about how I customized
    • they liked the layout of the site
    • they felt like they knew me before they even called me
    • they could tell I was funny – I didn’t tell them I was funny, I showed them 
  4. Absolute truth! The answers are certainly telling as to why someone or thing is chosen. For me, most of the time it’s because someone saw me so the potential client had a referral which creates both credibility and peace of mind. That’s what is great about all you YouTube Videos Kelly — they know who they are getting upfront….and how fortunate they are.

  5. Such a valuable share Kelly!  Being fairly new to this motivational speakers industry, your advice is golden!  

  6. Thanks so much for this invaluable post Kelly!  I’ve started doing this too on my motivational speaker site, but not quite like you are.  I will from now on!  I did ask one client who found me on the internet, “Do you happen to remember what keywords you searched?”  Now THAT was golden information, too!

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