Monday, December 30, 2013
WOW YOUR AUDIENCES WHEN PRESENTING DURING 2014
Before
we step across from 2013 to 2014, here are some simple tips for you that
great presenters use when communicating to any audience… The power of a
strong opening and close!
If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
HAPPY
NEW YEAR TO YOU AND THANKS FOR YOUR READERSHIP & SUPPORT DURING
2013!!!If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
Posted in
Business presentations Presentation skills training Sales presentations,
communication coaching,
Conference presentations Presentation skills training Sales presentations,
Leadership
by effectivecommunication.com.au
What Are You Really Selling?
You might have encountered many sales
people who focus mainly on the functions of what their product or service does.
Beware of this trap!
What your product or service may do is
very interesting, and it may even convince the prospect that you know your
business and understand the functions of your product. However, functions
probably won’t cause a prospect to give you their money. That will happen when
and only when you persuade them to take action by clearly articulating and
painting a picture in their minds of What’s In It For Them (WIIFT).
When you show an interested prospect the
overriding advantages and outcomes they will gain and experience from your
product or service, you are truly selling.
The successful sales professional talks
about and demonstrates features and benefits leading to advantages and
outcomes.
Personalise the advantages and outcomes
for the prospect. You can only do so by asking enough relevant questions of the
audience to understand their interest level + if and how your product / service
suits + tier level of urgency. Then wisely paint the prospect into the picture
driving that luxury car, receiving compliments on the beautifully designed
dress or suit, looking at the sunset on the lake where the new home has been
constructed, or sitting in the comfortable retirement environment provided by
the investment being made.
Paint the picture so your prospect sees
themselves personally gaining are turn on their investment by purchasing the
advantages and outcomes your product or service offers.
You might not think of award-winning
actor, writer, director, and producer Alan Alda as being a salesman, but in a
speech he made to a medical school, Alan gave doctors And salespeople some good
advice. He said, “The head bone is connected to the heart bone. Don’t let them
come apart.”
From a sales perspective, Alan is
telling professional salespeople that when we demonstrate or explain the
advantages and outcomes of our product / service in a clear and logical manner,
we must also involve the prospect emotionally. We must let the prospective
client know how it will FEEL to experience, enjoy and own the product or
service.
We need to add the bridge. The bridge is
a phrase preparing the prospect to hear the advantage and outcome. The
phrase shouts, “Look out, here comes the reason for you to invest!!!.” Sample
bridges might include:
“The advantage to you, Mr. Prospect,
is...”
“You will enjoy this because...”
The benefit to you, Ms. Prospect, is...”
Try this advice to see prospect
confusion decrease and sales go up.
All the best with your ongoing sales!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication,
Communication Training,
Facilitating meetings
by effectivecommunication.com.au
Wednesday, December 4, 2013
Leadership - Strategies for Keeping Your Key Team Members
When a key team member bolts for another
job, many leaders assume that the reason behind their departure rests mainly on
making more money.
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
The best means for
leaders to build a retention wall around key team members is to grow and
develop them.
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
People want to know what is going on in an
organization. Moreover, they want to hear it first-hand, from their leader or
from C-Level decision-makers.
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Posted in
communication coaching,
Communication Training,
presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Sunday, November 24, 2013
7 Signs You Need A Strategic Sales Plan
Let's face it,
strategic sales planning doesn't sound fun...
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
1. EXPENSES vs. OUTCOMES
If you look at your expense report and you cannot trace each expense to a desired outcome, you need a plan.
Having a strategic sales plan ensures that you determine ahead of time what you'll be spending money on and that all expenses are aligned with a specific purpose for your sales. With a plan you will stop wasting money in the wrong places.
2. YES vs. NO
If you look at your calendar and to do list then feel overwhelmed, you need a sales plan.
Sales planning is really just a process of deciding what you most want and laying out specific steps to achievement.
A good plan will tell you what to say "no" to as well as what to say "yes" to. Having a strategic sales plan will eliminate wasted time on low-value tasks and focus you on the things that drive real sales and value.
3. CONFIDENT DECISIONS
If you ever wonder if you're making the "right" decisions on a day-to-day basis, you need a sales plan.
A strategic sales plan will allow you to prioritise each action in your day to ensure you know right decisions from poor decisions not just in the short-term but in the long-term as well.
With a good sales plan, "wondering" is replaced with "knowing" what to do.
4. BLUEPRINT
If you've wanted to hire someone to help you do the small things so you can focus on the big things, you need a sales plan.
Imagine you are a general contractor and you have a team of subcontractors
building a house for you. Could they do it without a blueprint and a punch
list? Of course not! If you want to hire someone, they need to know exactly
what to do to grow your business.
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
Posted in
Business presentations Presentation skills training Sales presentations,
Communication Training,
Conference presentations,
Leadership,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Tuesday, November 12, 2013
EC ON TV - GEOMETRIC BUSINESS GROWTH
Simple ideas & connections to help your business growth plans during 2014...
Recently John Rayner the Founder of EffectiveCommunication.com.au (EC) was invited to be interviewed by another Americas television program to talk about business growth.
John shared some simple ideas and connections which have helped many companies to date
This television program was recorded in South America and reaches 21 Spanish speaking countries via 800 networks. And for your convenience the entire interview was conducted with a professional interpreter in both Spanish & English.
To view this short 20 minute interview you are welcome to click on this link
To view John's profile you are welcome to visit this link
All the best with your future business growth!
Posted in
Communication Training,
Facilitating meetings,
Leadership,
Melbourne,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Monday, November 4, 2013
Become an Extraordinary Business Communicator
People who are
extraordinary communicators and presenters don't start out that way!!!
These people work at getting better. They take communicating effectively seriously. They practice. They learn the When, Where, How & Why to improving the way they communicate.
WHEN
People who are fabulous communicators and presenters do what Tiger Woods does with golf - they work at perfecting their core communication game on a daily basis. They are always practicing or modifying some skill. They never say "I am good enough."
WHERE
Great communicators and presenters use every opportunity to practice their communication skills. They practice first in low stakes situations, like in emails, reports, round table meetings, trade shows, ‘lunch & learns,’ or conversations with one's peers.
They also practice off the job- in restaurants, at parties, at weddings or around the kitchen table. They don't wait for formal presentations. By the time a high stakes presentation comes up, they feel ready because they have been practicing all along.
HOW
First, serious learners get feedback, either from a communication's coach, their manager, or their peers.
Some join organisations, like Toastmasters or take a communication / presentation skills course with the express purpose of understanding what they do well and what needs improvement. Once they understand their strengths and weaknesses, they set realistic goals. Then, they tackle one skill at a time until it becomes second nature for them. They do not try to correct everything at once.
Maxwell Maltz says it takes “21 days to change a habit”. A lot of what we do when communicating is based on habit. Since some habits negatively affect people's perception of a speaker's credibility, it is important to change those things that undercut one's impact and to work on improvement on a daily, even hourly basis, for 21 days or longer.
To be perceived as a powerful business communicator and presenter a speaker must demonstrate both composure and energy. The skills for composure are:
- Posture
- Eye Contact
- Pausing
The skills for energy are:
- Movement
- Gestures
- Vocal Variety
- Facial Animation
To practice the composure skill of posture, notice your posture whenever you see
yourself in a mirror. If one shoulder is higher than another, you are not
balancing your weight. Also, notice your arms when at rest. Do they rest at
your sides, in your pockets or on your hips? Are they crossed on your chest?
The goal with posture is to look confident, but also approachable.
Each time you walk in front of a mirror or see your reflection in a window, correct your posture until you feel people will see you in a positive light. This is the first way you communicate with your audience.
Eye contact is easy to practice since you can do it anywhere. The thing to remember is that you want the eye contact to be sustained, not fleeting. You want people to feel you are talking just to them so practice by looking at an individual for a full sentence or thought. Do not try to include everyone at once by giving people a quick glance.
You can keep tabs on how you are pausing through your own voice mail system. Play back messages before you send them. Listen for non-words, speed and diction. Pay attention to how clearly and concisely you stated your message.
When you present an idea to people, their expectation is that you truly believe in it and are excited to share what you know.
To convey enthusiasm, it is important that a speaker gesture to emphasize ideas and help listeners to "see" it. If the speaker has the opportunity to stand up, movement sends an additional message as to how important the idea is.
When a speaker is moving and gesturing, he becomes real and demonstrates conviction. Moreover, when the speaker is gesturing and moving, the face lights up and the voice has a certain sparkle.
The best way for speakers to get feedback on the energy skills is by periodically videotaping themselves and noticing what they observe when reviewing the tape. Are the gestures repetitive, overdone, or too controlled? Does the movement seem purposeful and tied to a pair of eyes? Is the voice interesting or flat?
WHY
The answer to why one should get better at communicating is simple. It is the number one skill for business people today. It is essential for anyone who wants to move up the corporate ladder.
To be considered a good leader, one must be able to communicate effectively with senior level managers, one's peers and one's direct reports. Without clearly communicating the message, projects get scuttled, opportunities are overlooked and wrong decisions are made, costing the company market shares and profits. With "ordinary" communication skills, one's career stagnates.
Bottom line... To join the ranks of extraordinary communicators and presenters, be a continuous learner. Dedicate yourself to perfection. Pay attention to the many opportunities you have for growth.
Each time you walk in front of a mirror or see your reflection in a window, correct your posture until you feel people will see you in a positive light. This is the first way you communicate with your audience.
Eye contact is easy to practice since you can do it anywhere. The thing to remember is that you want the eye contact to be sustained, not fleeting. You want people to feel you are talking just to them so practice by looking at an individual for a full sentence or thought. Do not try to include everyone at once by giving people a quick glance.
You can keep tabs on how you are pausing through your own voice mail system. Play back messages before you send them. Listen for non-words, speed and diction. Pay attention to how clearly and concisely you stated your message.
When you present an idea to people, their expectation is that you truly believe in it and are excited to share what you know.
To convey enthusiasm, it is important that a speaker gesture to emphasize ideas and help listeners to "see" it. If the speaker has the opportunity to stand up, movement sends an additional message as to how important the idea is.
When a speaker is moving and gesturing, he becomes real and demonstrates conviction. Moreover, when the speaker is gesturing and moving, the face lights up and the voice has a certain sparkle.
The best way for speakers to get feedback on the energy skills is by periodically videotaping themselves and noticing what they observe when reviewing the tape. Are the gestures repetitive, overdone, or too controlled? Does the movement seem purposeful and tied to a pair of eyes? Is the voice interesting or flat?
WHY
The answer to why one should get better at communicating is simple. It is the number one skill for business people today. It is essential for anyone who wants to move up the corporate ladder.
To be considered a good leader, one must be able to communicate effectively with senior level managers, one's peers and one's direct reports. Without clearly communicating the message, projects get scuttled, opportunities are overlooked and wrong decisions are made, costing the company market shares and profits. With "ordinary" communication skills, one's career stagnates.
Bottom line... To join the ranks of extraordinary communicators and presenters, be a continuous learner. Dedicate yourself to perfection. Pay attention to the many opportunities you have for growth.
All the best with your future business communications
Posted in
Presentation Training,
Public speaking,
public speaking training,
sales coaching,
Sales presentations,
Sales Training
by effectivecommunication.com.au
Monday, October 28, 2013
Seven Secrets Of Powerful Storytelling
Having worked with thousands of people to better communicate in business plus witnessed even more business presentations to date, we at EffectiveCommunication.com.au firmly believe that presentation effectiveness is achieved by doing more than just sharing intellectual statistics, data, facts, figures etc.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
1. NEVER COMPETE WITH YOUR AUDIENCE
One of the biggest mistakes that people make when presenting in front of a busy audience is getting louder in an effort to match the crowd. Rather than elevating one’s volume and level of excitement, we recommend turning it down and relaxing the delivery.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
2. KEEP IT SIMPLE
The preferred model of presenting a story is a simple one. Don’t rely too heavily on props. Instead, ensure plenty of heart and soul poured into a story in an effort to bring it life.
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
3. HAVE ENTHUSIASM
So, how can one be effective without any props or related stage items? One secret to storytelling success is enthusiasm. Despite what some might think, everyone in the world has the capability to be a good storyteller.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
4. BE RELATABLE
Another secret to success is relating to the audience. Whether its public speaking or a simple business presentation, creating a relationship with those you’re addressing is important. While mastering this might sound complicated, it’s actually quite simple.
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
5. KNOW YOUR STORY
One of the most common pitfalls for anyone looking to deliver a business presentation or speech is a failure to properly prepare. Not only should you know the details of your tale, but one of the secrets to success is practice.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
6. USE DETAILS
One of the biggest secrets of telling a good story is showing and not just telling. By this, we mean bringing the readers into the story rather than simply glossing over some of the finer details.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
7. HAVE NO INHIBITIONS
Nerves are natural, but purposefully put them to the side and own the tales you tell. It’s important to have no inhibitions. Don’t be afraid of your own storytelling.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Communication,
communication coaching,
Communication Training,
Conference presentations,
Leadership
by effectivecommunication.com.au
Saturday, September 7, 2013
How To Engage Your Audience When Presenting
Studies vary
on the length of human attention spans, but one study recently concluded that
the average attention span is eight seconds. Yes, 8 seconds!!!
Whatever the actual time might be, people have trouble paying attention, especially when listening to a presenter. Inattention is even more likely if it’s a technically-oriented presentation.
You know the audience is going to leave you several times in a 30-minute presentation. In essence, one of the major goals of any presenter should be to bring the audience back to pay attention to his or her content. No matter how effective the message is, the human mind cannot focus for very long.
Here are some ways of combating this consistent challenge.
Whatever the actual time might be, people have trouble paying attention, especially when listening to a presenter. Inattention is even more likely if it’s a technically-oriented presentation.
You know the audience is going to leave you several times in a 30-minute presentation. In essence, one of the major goals of any presenter should be to bring the audience back to pay attention to his or her content. No matter how effective the message is, the human mind cannot focus for very long.
Here are some ways of combating this consistent challenge.
1. Let the audience know early that you
have only 1, 2 or 3 points to make - When you begin by saying, “I plan to cover
seven different ideas,” your audience will be quick to shut down mentally.
2. Include an example every few minutes - The listener responds quickly to “Let me give you an example… “ We remember what it was like when we were young for an adult to start reading a story that began with “Once upon a time…” The example hook is the adult version of this technique.
3. Include at least one transition that encourages the audience to come back to you and your speech - The best one is probably, “You may forget everything else I say today, but remember this one idea.” Be sure this transition does lead to the most important idea; don’t use it as a gimmick to make them listen again. Be reminded that you can only use this once in a presentation. Another is “This may be something you know but have not been putting into use.” (Mental response: Me? Do I already know this?)
4. Include a “wow” factor every eight to ten minutes - This is simply a phrase, statistic, comparison, picture, or quotation that makes the audience member respond with “Wow! I did not know that.”
5. Change your delivery style - Soften your voice if you have been pretty loud. Move a step or two with purpose when making an important point. Movement attracts attention. Speed up or slow down your rate of speech.
6. Tighten the organisation of your presentation - If the audience feels that you are disorganised and finds it difficult to follow you, they will soon leave you - and may never come back. In preparation, check to see that each point relates to the other main points and that each piece of supporting material connects back to the point. Early in your presentation, preview your main points and stick to that structure.
Even the most effective presenter will lose his or her audience occasionally. These techniques, however, will at least make it less likely for the audience member to leave you for the duration.
All the best with your future business communications!!!
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Monday, August 19, 2013
What Is Your Flight Plan For Business Growth? - Part 6
The Law
Of Preeminence
In this generation, it is difficult to find people a hundred times smarter than everyone else. And, few corporations today have access to superior technical advantages over their competitors. Nor does any one company have superior access to manufacturing, distribution or labour edge.
So why do
certain super achieves gain levels of success so much higher than others?
Super achieves
typically have a better philosophical strategy. They approach everyone they
deal with in a totally different and more effective way than most other people
do.
Super achieves
philosophy is simple, yet so many business practitioners fail to adopt and
apply. A super achiever's focus is less about self and more about others. This
is true when a super achiever owns their own business or is employed by a
corporation.
By simply
focusing on others more than oneself is the most powerful business (and
personal) strategy any person can employ.
This strategy
is known by some as the 'Law of Preeminence', which when used will more times
than not stand out as superior in the minds and hearts of your clients,
employer, employees, colleagues, suppliers etc.
The Law of
Preeminence is simply the ability to always put your client’s needs ahead of
your own. When mastered, your success will naturally follow.
Based on the
tendency of human nature to be typically selfish, it's understandable that it
seems backward to put your client’s best interests ahead of your own. In fact,
that is the reason so many businesses and people in business are unremarkable,
unmemorable and ultimately unsuccessful.
It's
frightening how many people representing companies will say and do whatever
they believe to gain a one-time sale (transactional thinking) rather than
investing the time and interest to understand the client's desired need(s) and
outcome(s).
By approaching
each prospect and client with their best in mind is the best way to demonstrate
credibility, likeability, believability and ultimately trust!!!
The strategy
of preeminence is about the mindset you have towards others. For example, some
people in business think about customers, whilst others think about clients.
What's the
difference?
CUSTOMER: A dictionary definition is... A person who purchases a commodity or service
CUSTOMER: A dictionary definition is... A person who purchases a commodity or service
CLIENT: A dictionary definition is... A person who is under the
protection of another.
The business
person with a customer mindset typically focuses on transactional sales, whilst
the client minded focuses on long term partnership and service.
If your
company uses the word customers, that's fine. But always think of them as
clients. And when you start to serve clients rather than sell customers, the
limits on your business success will quickly disappear.
What exactly
does "under your protection" mean? In this case it means you do not
sell the person a product or service just so you can make the largest one-time
profit possible. You must understand and appreciate exactly what they need -
even if they are unable to clearly articulate the exact result(s) themselves.
Once you know the final outcome they need, lead them to that outcome. You
become a trusted advisor who protects them. Now, you've given them reason to
return to you when necessary and become a long term loyal client.
The strategy
of preeminence doesn't apply only to selling clients your products and
services. This strategy is of equal importance to anyone, in any type of
business situation. If you're in administration, legal, accounting, shipping -
any department - you should use this strategy of preeminence as a basis for
dealing with everyone.
Be a problem
solver, not a problem bringer. Add value to every responsibility you undertake
on behalf of the business you represent.
Whatever you
do, if you focus on giving value and advice instead of manipulating and
maneuvering, you will win over many more prospects, clients, employers,
employees, colleagues, vendors etc.
Unfortunately
many people in business think, "What do I have to say to get people to
buy?" Instead you should think, "How can I best understand and serve
this person. Plus, what benefit(s) do I have to give?"
Selling
yourself or your business has nothing to do with sales trickery or schemes. It
has everything to do with what benefits you give your clients. The more value
you give others, the more value and reasons for doing business with you is
generated.
See yourself
as an agent of positive change. A creator of value. A value contributor.
The strategy
of preeminence is a powerful yet simple strategy that almost single-handedly
can positively transform your business or career.
This strategy makes people enthusiastic to do business with you instead of your competitors. It will give you an uncanny insight into what people want, and why people react and act various ways. It will help you to understand the true needs of your prospects, clients, employers, employees, colleagues and vendors. Plus how to approach them in a way that results in their complete satisfaction and their long-term loyalty to you.
This strategy makes people enthusiastic to do business with you instead of your competitors. It will give you an uncanny insight into what people want, and why people react and act various ways. It will help you to understand the true needs of your prospects, clients, employers, employees, colleagues and vendors. Plus how to approach them in a way that results in their complete satisfaction and their long-term loyalty to you.
All the best
with your business!!!.
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
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Sunday, August 4, 2013
COMMUNICATE EMOTION – YOUR FAST LANE TO MOTIVATE BUSINESS ACTION
Can you remember a time when you attended a meeting, only to be lulled into an occasional listening mode because of one dull fact after another?
Just like you, your audience during a presentation will tune out quickly if you don't capture and hold their attention. After all, most business professionals have a lot on their minds.
Presenters who want their ideas remembered must electrify their audience by moving them emotionally throughout their presentation. It is the fast lane to motivation and action. So how do we accomplish this?
1. Verbal Images
Create enough detailed images for your audience to assemble a mental picture of what is being described. For example, if you want to change a policy or procedure, help people to see the dire consequences for not making the change or conversely, the positive responses customers will have to a new process.
Draw word pictures, but remember that the word pictures you have created must be powerful enough for your audience to see the same thing you envision in their mind's eye.
2. Strong Language
Create enough detailed images for your audience to assemble a mental picture of what is being described. For example, if you want to change a policy or procedure, help people to see the dire consequences for not making the change or conversely, the positive responses customers will have to a new process.
Draw word pictures, but remember that the word pictures you have created must be powerful enough for your audience to see the same thing you envision in their mind's eye.
3. Tell Stories Tied to Business Point(s)
People get very involved with stories, particularly personal stories. Sharing your emergency room experience of the ER doctor's inability to access your recent x-rays, would really highlight the need for new technology. Your wild travel story or your child's soccer goal will be remembered long after the fact as long as it is tied to a business point.
Although not personal, client or customer stories or examples are also winning. They explain a lot more than just the numbers. They put a face on the client or customer and motivate people to correct issues affecting people's lives and businesses.
4. Visual Aids & Demonstration
Not to be overlooked are Visual Aids and Demonstrations. Nobody dreams about bullet point lists, but pictures speak louder than words. Easy access to the web means that all of us have the ability to insert powerful images into our presentations.
In terms of demonstrations, imagine the power of holding up a stapler to make a point about the pain associated with testing for diabetes or a large ball of rubber bands to indicate how a client's network is in dire need of an update.
Most people would say they make decisions based on facts, but the reality is emotion is proven to be a stronger and hidden motivator. Vivid images stir the soul to action.
As you plan and review your content for your next meeting or presentation, ask yourself, "Have I moved people emotionally?" “Have I created what I want them to imagine?
All the best with your future business communications!!!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
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WHAT IS YOUR FLIGHT PLAN FOR BUSINESS GROWTH? - Part 5
Are You Looking Outside The Box?
It is incredible how many companies have avoided many costly learning curves plus accelerated progress and success by looking outside the box.
These companies are well aware the majority of companies competing within the same industry are operating very similar (if not, the same) as their direct competition.
These successful companies look outside of their own standard practices and look outside of what their industry typically does in order to borrow success practices from other industries.
Many people you meet and work with have spent years, even decades in one basic business or industry. And, whilst this is not wrong, such a person typically knows only the success practices of just their industry. For example, how marketing, advertising, promotions and selling are conducted within one company or industry.
Industrial manufacturers typically use a field sales force.
Retailers typically place ads in local newspapers and the Yellow Pages etc.
Stockbrokers do virtually all their business by telephone and email.
Doctors, dentists, vets and lawyers rely almost exclusively on referrals.
And so on…
When any business is limited to doing things the same way as industry competition, progress is typically incremental and modest at best. Or worst, the company can lose ground and market share.
By looking outside the box to learn the most effective and powerful breakthrough approaches, you are able to pick and choose approaches that, which might be as common as dirt in one industry, yet can have the power and impact of an atomic bomb in your unrelated industry.
Since, you'll probably be one of the few, if not the only competitor using new breakthrough approaches, your business results can benefit and positively multiply quickly.
Here are some examples of strategies successfully copied from other industries:
Federal Express applied the banking industries method of clearing cheques overnight to the overnight delivery of packages. Banks would send all cheques to a central processing point, and then out to the appropriate branch. FedEx adopted this hub-and-spoke concept, where every package went to a central location (Memphis, Tennessee) before package was flown to its final destination.
A man named George Thomas was searching for an effective way for people to apply liquid based deodorant. He was highly frustrated whilst researching for a solution until he realised the solution was in his own hand... The Ball Point Pen.
Dave Liniger, the founder of RE/MAX Real Estate, grew his company to a billion dollars in sales by using the '100% Solution'. This meant David allowed his salespeople to keep 100% of their commission while charging his salespeople a fee for office facilities and equipment. David's salespeople made so much money, they hardly left RE/MAX.
The story is told that one day David went into his regular three chair Barber Shop. The owner was complaining how hard it was to keep good barbers as they would typically leave to set up business of their own (competition!!!). David explained how his real estate business retained talent using the 100% solution. The barber nodded politely.
At a later date David revisited the barber when upon reaching in his wallet to pay, the barber said, "This one is on me... I took your advice and now we are a 100% solution barber business.”
Depending on any long term or industry standard approach can be a disaster waiting to happen.
A simple analogy: If you are fishing using one pole or the same bait on your hook as other people fishing near you, you will only catch limited fish. But if you use more poles with different baits at the same time, your fishing potential will significantly increase!
All the best with your business.
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
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Tuesday, July 23, 2013
What Is Your Flight Plan For Business Growth - Part 4
How To
Increase Your Number Of Sales Per Client
Stock Brokers offer occasional initial public offerings (IPOs) to select clients.
Clothing
stores offer "by invitation only" events for preferred clients
Auction houses
offer "by invitation only" events for preferred clients
Jewelry stores
offer "by invitation only" events for preferred clients
Airlines offer
frequent flyer points reflecting the number of times traveled or distances
traveled with them.
Miles
Laboratories published a small cookbook filled exclusively with spicy recipes,
and then gave the book away for free. Why? Miles Laboratories is the maker of
Alka-Seltzer, an antacid digestive pain reliever.
How many
consumer retail stores now offer loyalty cards i.e. 'Buy 9 and gain your 10th
free" etc.
These are not
just random, unrelated business-increasing anecdotes. Each example represents a
well thought out, documented, income increasing principle or leveraging
strategy.
Now you might
be thinking, "My business responsibilities don't include clients and
selling. I'm in the accounting / human resource / quality control / production
department".
Think again
because the fact is, everyone is in sales!!!
Whatever area
you work in and are responsible for, you do have "clients" and you do
need to influence and "sell".
Think within
your organisation. Typically referred to as internal clients / stakeholders,
who might include the head of your department who you might need to influence
and sell towards your project, your proposal, your promotion, your perspective,
your value, or your pay rise.
Your internal
clients might also be those who work under you, and you need to influence and
sell them towards giving their best, meeting a deadline, thinking out of the box
etc.
Your internal
clients might also be people in other departments who could aid you etc.
Think external
to your organisation. How many vendors, complimentary companies or future
employees do you have to influence and sell to?
When you read
the phrase "selling your product or service", don't just think in
terms of products and services your company sells. In addition, think of your
individual and intangible personal product or service, yes - YOU!!!
You will need
to influence and sell to others your ideas in order to advance your career,
gain more respect and increase your success and income.
All the
success strategies EffectiveCommunication.com.au
shares with you are designed to raise you above your competition. If you work
for a company, you have your company's competition to contend with. You also
have your personal competition - the person down the corridor who you are
competing with for your next big promotion. Or the person who just sent their
resume to Human Resources because they want your job.
Look out for
our future success strategies, which will help you to better influence and make
that sale.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
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