Tuesday, November 18, 2014
PRESENTATION - CAPTIVATE, MOTIVATE & EDUCATE YOUR AUDIENCE
Creating a “knock your socks off” business presentation can seem overwhelming
Regardless of whether you’re making a formal presentation at a conference or sitting across the table with a client or your boss, there are 3 key things to remember:
Captivate
Motivate
Educate
Many presenters assume their only responsibility is to educate. Educating is just part of the equation. People get bored easily. We also need to captivate our listeners, otherwise attention will drift. After all, they have a lot going on in their personal and business lives, and this affects how well they will listen. Right from the get-go, we have to bring them into our world. With attention, we get retention. So how do we do that?
Captivate
Your introduction should pack a punch. As you set context for the meeting, be sure it sparks interest.
Strong verbs and descriptive words are just the thing. For example, an opening statement, such as, “We are bleeding customers,” would definitely make heads rise. Personal stories and startling statistics also command attention. If your listeners feel what you say shows value, you will hook them.
Motivate
Another way of starting strong is to be very energetic. Passion is contagious! Move towards your listeners if you are standing. Don’t stay tethered to your laptop. Sustain eye contact. Do big, meaningful gestures and smile. Poker faces make people uncomfortable. The more dynamic you seem, the more engaged they will become.
Educate
It is easy to assume that people will know what they should do as a result of listening to you. They don’t! We have to motivate them to take action.
Upfront, tell them your position or feeling on the subject, product or service. If they see you as the subject matter expert, your position can be very motivating. Additionally, clearly state what action you want them to consider and the benefits.
Be sure to stress the benefits; otherwise, they may not connect the dots. If you are clear on your position, any recommended actions and the payoff, you focus your listeners and motivate them to pay attention to what follows.
There is no doubt that we have to educate our listeners. Your listeners need to understand your message from start to finish. In the simplest language possible, explain your ideas. Back up your assertions with proof. Provide examples. Examples are essential when influencing. Be careful of going into unnecessary detail or discussing too many points. Three main ideas are ideal. Always, always consider the knowledge level and needs of your listeners.
Captivating, motivating and educating are critical elements in any presentation. They need equal consideration. As you review your presentation, evaluate how effectively you have considered these 3 keys.
Remember, it is a disservice to bore busy people.
All the best with your future presentations!!!
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by effectivecommunication.com.au
Thursday, November 6, 2014
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES (Part 2)
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
6. Training ManiaThere is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
There are a number of positive reasons to enable professional training. We will highlight five.
The first is that workplace training increases the quality of output.
The second is that well-trained team members are more productive.
The third is that better trained teams have more bandwidth and a great ability to take on more complicated initiatives.
The fourth reason is that bench strength is increased, which can lead to better succession planning and less drama if turnover is experienced.
The final reason is that training is an essential retention tool for keeping high-performers
7. Match Décor with Culture
The physical environment in which people work can greatly influence their demeanor and contributions.
Choose colors, desks, signs, and lighting that amplify your organisation’s culture (or desired culture). In other words, if you want an ultra-professional team, have a professional environment. If you want a high-energy team, notch up those colors and get modern with your furniture.
8. Coach Top Performers
A leader’s time is precious. As such, give it to the most deserving people on your team.
This means focusing on your top performers and high-potential team members. From a humanistic standpoint we gravitate toward helping (and spending a boatload of time with) our poorest performers. They also tend to be the squeaky wheels in the office.
This may sound harsh, but it is time to free yourself from using the majority of your coaching and development time on poor performers.
The time that leaders spend with low performers typically delivers a lousy return-on-investment. Instead, invest your precious time on your most valuable resources – your best performers and your future top talent. In the process, your added attention will motivate your best people and help the overall team to soar even higher.
9. Be a Visionary Leader
This ties back to “communicate like crazy” (part 1) from the aspect of sharing important information with your team.
The critical information in this instance involves three components: Where your organisation is going; why your organisation is going there; and how each team member fits into your organisation’s journey.
While many good leaders communicate the first two items, the best leaders share all three (i.e., the where, the why, and the how).
If you want to work with the most motivated group of people possible, help them to clearly understand the direction of the organisation, the logic behind the strategic direction, and just how they will significantly contribute to the team’s ultimate success.
10. Celebrate Wins
Famed ‘UCLA’ American Football coach Red Sanders was fond of saying: “Winning isn’t everything, it’s the only thing!”
We all like to win, yet frequently leaders only notice losses and errors. The odds are good that your team members are doing a LOT more right than they are wrong. Catch those right moves.
Figure out a way to celebrate wins and positive contributions. Better yet, ask your team how they want to celebrate. Their suggestions may surprise you.
Celebration lifts the human spirit. It also builds team morale and sets a positive tone in the workplace.
Our strong recommendation is celebrate more. You may just find a more motivated team as a result of your celebratory actions.
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations.
In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
All the best with your leadership!
Posted in
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Communication,
Facilitating meetings,
Leadership,
Presentation Training
by effectivecommunication.com.au
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
1. Expect A Lot
The best leaders we know have very high expectations for team members. They expect them to work smart, get along with their colleagues, and produce world-class results.
High performing team members are inspired by this type of leader and this type of atmosphere. If you want a mediocre team, have laisse-faire goals and be self-centered.
If you want a motivated and successful team, share your expectations frequently and always expect excellence.
2. Lavish Praise
Have you ever seen a six year old light up because someone told them they just did something wonderful? It is a beautiful sight. Now, we are not implying that you work with a bunch of six year olds. What we are asking is this: Since we have grown up, have we really changed that much with regard to what energises us? We think not. Therefore, recognise the Herculean efforts of your people and lavish praise upon them. Are they just doing their jobs? Well, if your employees are doing it right, let them know you appreciate it. And share your praise in an authentic and appreciative way.
3. Delegate Tasty Projects
Nothing motives team members (particularly high performers) quite like entrusting them with an important initiative. The trust and confidence that is built when delegating something important is priceless. Not only does effective delegation motivate employees, but it serves as a great mechanism for developing their skills.
When delegating, make certain to communicate the specific time frame in which you expect completion. Also, if you want to receive an update, ask for one.
Effective delegators clearly state what resources are available and if they have any availability to help out along the way.
4. Communicate Like Crazy
Leaders who clearly communicate “The State of The Workplace” on a frequent basis effectively kill the grapevine. That’s right, the more you communicate what is going on, the less gossip will be experienced in your organisation. This is a good thing because gossip and the garbage that it spreads creates distractions and de-motivation. By crushing the grapevine, you motivate your team and effectively increase productivity.
5. Demand Innovation
Do not just encourage innovation, demand it. We live in a quickly changing work world. The more forward-thinking your team members, the better your organisation will be served. So many of the innovative answers you seek are right under your nose. Dust off that suggestion box and encourage people to share ideas. Do not make fun of the crazy ideas you come across. Nurture the individual and collective creativity that your team members possess.
A million dollar idea awaits. It is the leader’s job to coax innovation into the open
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations. In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
Look out for our next newsletter for the next five (5) tips
All the best with your leadership!
Posted in
Conference presentations Presentation skills training Sales presentations,
Leadership,
Leadership coaching
by effectivecommunication.com.au
SALES - TEN BEST TIPS FOR EFFECTIVE SELLING
These quick tips are based on decades of collective sales experience plus working with to train thousands of salespeople.
1. Be Consistent.
Nothing will create more success than consistently taking one step forward each day. Schedule time on a regular basis to prospect. Don’t prospect only when you have time or business is bad. Keeping the pipeline full requires daily attention.
2. Follow-Up Quickly
More sales are lost due to salespeople failing to follow up than probably any another single thing. Fast follow-up is essential at every phase of the selling process from prospecting to completing the sale.
3. Uncover the Outcomes the Client Wants
It’s not about your product features. It’s about what the client needs to succeed. The sooner you can get the client to share with you what outcomes they desire, the sooner you can make that the focus of how you can help them.
4. Use Voicemail Prudently
This means messages that are focused and concise. Be confident, and most of all, make the message about the recipient, not you or your business.
5. Believe in Yourself
If you don’t believe in yourself, how do you expect anyone else to believe in you. The rule still applies — people buy you first before your product/service.
6. State Your Price with Confidence
More discounts are given away because the salesperson doesn’t believe in their own price than due to the demands of the client. When giving your price, make sure you have solid body language, a strong voice and good eye contact, and you then must remain silent.
7. Know How to Use Your Own Time
The most valuable asset you have as a salesperson is not what you sell; it’s your own time. Far too much time is wasted preparing to sell, thinking about selling, getting ready to sell, etc. You have one objective — spend as much of your time in direct contact with prospects and clients as possible.
8. Don’t Spend Time with People Who Are Not
Motivated Buyers
It might be a prospect who is nothing more than a suspect or someone who is merely easy to talk to, but the issue is the same — wasted effort. The sooner you qualify the person you’re talking with, the better off both you and other person will be.
9. Accept Full Responsibility. Never Make Excuses
Only unsuccessful salespeople make excuses. Yet, whilst they are doing so and looking for another excuse, someone else in their industry is making a sale.
10. Be Goal Driven & Personally Motivated
Don’t wait for others to motivate you. They can’t. Only you can motivate yourself, and one of the easiest ways is by setting goals you know you can achieve and allowing your success to propel you to more success.
Choose TODAY to strengthen your selling skills and outcomes with these tips.
All the best with your sales!
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Business presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
