Showing posts with label Presentation Training. Show all posts
Showing posts with label Presentation Training. Show all posts
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
Business presentations Presentation skills training Sales presentations,
Communication,
Facilitating meetings,
Leadership,
Presentation Training
by effectivecommunication.com.au
Friday, October 3, 2014
HOW TO WOW DURING YOUR ONE-ON-ONE MEETINGS
One-on-one meetings can often be intense. Obviously, it is important to showcase your best self as a person who is confident and committed to his or her ideas.
Your body language says it all. To deliver your message and wow, consider the following suggestions:
Lean In
When you are sitting across the table, remember your posture. It can easily look too relaxed. If you have something important to share, be sure to lean in. When required put your feet under the table and your hands on the table. This will force your body forward. This will trigger the perception that what you are about to say is definitely significant. Also, this posture demonstrates that you are paying close attention to the conversation.
Sustain Eye Contact
People assess honesty and credibility through eye contact.
Normally, eye contact in a one-on-one meeting is not a problem. However, it can be compromised by note taking and reading from slides.
Through sustained eye contact, you can also read the other person's reaction to your ideas. A word of caution- eye contact can be intimidating if it is too long. When you finish a couple of sentences, look aside for a moment. Then resume eye contact.
Use Meaningful Gestures
Gestures help your listener to see your passion, your commitment to your position or recommendation.
Do not overlook using your hands since they create a picture for your listener. When sitting, gestures will be smaller. They will typically come from the elbow versus the shoulders.
Some gestures, such as pointing or the back of your hand should be avoided. Your listener will notice if you play with your ring, your hair or your glasses. Make sure to gesture with an open hand and definitely not with a fist.
Be Expressive
Your face should match your words. Avoid being too intense. Smile freely. It will put your listener at ease and demonstrate your confidence. Also, don't forget that when you smile, your listener will typically smile back. It will relax both of you.
Sound Friendly. Be Enthusiastic
When we are nervous or unprepared, we have a lot of "filler" words or "ums and ahs." We also speak quickly, and this often results in a voice being monotone.
Make sure your sentences come to a definite end. Be careful of over-connecting with "and," "but" or "so." If you smile, your voice will sound warmer and you will be perceived as friendlier.
Pause Between Your Points
Allow your listener time to digest your ideas to pose a question. Remember, the more you pause, the more the other person gets and the more you can think about what you want to say next.
One-on-ones are an opportunity for you to shine. If you do a good job, you wow. You impress. If you do a poor or mediocre job, you leave your listener wondering if you are the right person!
Body language will be noticed. Make sure you look, sound and act confident and convicted.
.
All the best with your meetings!
Posted in
Presentation skills training,
Presentation Training,
presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Monday, May 5, 2014
LEADERSHIP - 5 QUESTIONS YOU MUST ASK ABOUT YOUR GOALS
Why do many leaders set goals too low???
The easy answer is because there’s no sense in setting goals that are impossible to achieve.
If that’s the case, then why don’t leaders set tomorrow’s goals as merely waking up and getting out of bed?
What are your goals and are they truly going to stretching you?
If a person sets goals which they know can easily be achieved, then that person might need to change the word “goal” to “milestone.”
Goals are designed to stretch you.
Goals are designed to get you to achieve results you did not think were possible.
Look at your goals. Are they more like milestones or are they truly goals that are going to stretch you in ways you did not think possible?
The reason for addressing this topic today is because amongst the thousands of business people we serve at EffectiveCommunication.com.au (EC), we meet many people who having worked with them we ask, “Are their goals really going to push and stretch them?”
Now, we know that setting outlandish goals just for the sake of setting them is a waste of time. We are also aware that goals seen as unachievable can demotivate more than motivate.
What we are talking about are goals with a mindset that truly redefine who you are and what you want to be in your life and career.
What is your BIG goal + additional goals you need to look at and possibly reset?
Here are the 5 questions you need to ask yourself to help set goals that will push and stretch you to where you need to be and that you are truly capable of::
1. What are the outcomes that will occur from achieving my goals?
2. Who are the people I need to leverage to help me achieve my goals?
3. What are the habits / activities I either need to stop doing, do more of, or start doing to help me achieve my goals?
4. What do I need to change about my mindset?
5. Who can help hold me accountable and provide support, motivation, and coaching along the way?
Think about your goals and ask yourself the 5 questions above to quickly determine if you need to redefine.
All the best with your leadership!
The easy answer is because there’s no sense in setting goals that are impossible to achieve.
If that’s the case, then why don’t leaders set tomorrow’s goals as merely waking up and getting out of bed?
What are your goals and are they truly going to stretching you?
If a person sets goals which they know can easily be achieved, then that person might need to change the word “goal” to “milestone.”
Goals are designed to stretch you.
Goals are designed to get you to achieve results you did not think were possible.
Look at your goals. Are they more like milestones or are they truly goals that are going to stretch you in ways you did not think possible?
The reason for addressing this topic today is because amongst the thousands of business people we serve at EffectiveCommunication.com.au (EC), we meet many people who having worked with them we ask, “Are their goals really going to push and stretch them?”
Now, we know that setting outlandish goals just for the sake of setting them is a waste of time. We are also aware that goals seen as unachievable can demotivate more than motivate.
What we are talking about are goals with a mindset that truly redefine who you are and what you want to be in your life and career.
What is your BIG goal + additional goals you need to look at and possibly reset?
Here are the 5 questions you need to ask yourself to help set goals that will push and stretch you to where you need to be and that you are truly capable of::
1. What are the outcomes that will occur from achieving my goals?
2. Who are the people I need to leverage to help me achieve my goals?
3. What are the habits / activities I either need to stop doing, do more of, or start doing to help me achieve my goals?
4. What do I need to change about my mindset?
5. Who can help hold me accountable and provide support, motivation, and coaching along the way?
Think about your goals and ask yourself the 5 questions above to quickly determine if you need to redefine.
All the best with your leadership!
Posted in
Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations,
Presentation Training
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
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
Posted in
communication coaching,
Communication Training,
Leadership,
Leadership coaching,
presentation coaching,
Presentation Training,
public speaking training,
sales coaching,
Sales Training,
Training
by effectivecommunication.com.au
Monday, July 1, 2013
What Is Your Flight Plan For Business Growth - Part 3
How To
Increase The Value Of Each Transaction With Your Clients
Car companies will always advertise a new car for a 'base' amount, yet how many times have you paid just the advertised price when buying a new car?
Maybe like the
majority of people buying a new car you purchased a few or many extra items
like air conditioning, automatic sun roof, rust protection, scratch protection,
upgraded security, upgraded music system, extended
warranty, financing etc... The list goes on.
Maybe when
going to dinner with a budget in mind you increase the value of transaction
when presented with a better wine than you first considered or when the waiter
tempts you with the dreaded (but tasty) desert menu.
When the
global toy company named Matel gets you to buy a Barbie Doll, the Barbie comes
with only one outfit. How many parents have made additional Barbie purchases
including, more clothes, car, house, the Ken Doll etc. And surprise, the Ken
Doll comes with only one outfit.
Telecommunication
companies offer much more than a standard phone line. They additionally offer
you phones, Internet, fax, call waiting, voice mail, cable T.V, automatic
callback, additional lines for computers, security systems etc.
No telecoms
company holds a gun to their prospects and clients. Instead, they are typically
very effective at offering 'add-ons' and 'upgrades', then people purchase these
because of the better performance and results they offer.
You might be
selling yourself as an employee knowing that increased salary is a by-product
of your management's perception of your value to their business. Therefore,
find something that no other employee across your company is doing (or doing
well) and voluntary add to your current responsibilities.
Every time a
person or company purchases from your business, you have an immediate
opportunity to increase the value of that transaction!
Your motive
must be benevolent and not self serving. This
strategy is not just to add to your short term profit. Instead, this is about
helping your client to gain the optimal number of benefits and outcomes from
your products / services.
During the
1930's the Kraft company tried to market and sell a low priced cheese powder,
but the public were not interested and sales were a failure.
One of Kraft's
sales reps from North America thought 'outside the box' towards unloading his
allotment of powdered cheese. His simple, yet brilliant and profitable solution
was he added individual packets of cheese powder into the boxes of Kraft
macaroni which were selling successfully.
The
salesperson then convinced grocery retailers to sell their customers the
concept of the 'Kraft Dinner'. This concept became so successful the Kraft
company added this 'all in one' dinner to their product line.
How did this
simple solution work in the long term? Recent research shows that more than 55%
of main meals in homes across the United State of America are per-produced.
You have both
the opportunity and responsibility to introduce your prospects and clients to
every option that relate to the benefits and outcomes they hope for.
Introduce your
prospects and clients to 'add-ons' (aka - cross selling) and 'upgrades' to help
them graduate to a more sophisticated or superior option to better serve their
goals with your product / service. They don't have to buy 'add-ons' or
'upgrades', yet you have an obligation to introduce and demonstrate the
improved performance and outcomes.
It's as simple
as incentivising your prospects and clients to trade up!!!
If you do your
part well, then in addition to your client be more impressed and satisfied with
the preference and outcomes the better product / service gives them, your
business makes more profit!!!
Evidently
there are many additional ways to increase the value of your client
transactions and so, look out for our next newsletters.
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
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
Posted in
Communication Training,
Leadership,
Presentation Training,
Sales Training,
Training
by effectivecommunication.com.au
Wednesday, June 19, 2013
WHAT IS YOUR FLIGHT PLAN FOR BUSINESS GROWTH? - Part 2
How To
Increase Your Number Of Clients
It is interesting how many companies when income curves become stagnant tend to whip sales & account management teams to do more of the same, when better incentives might be the simple solution.
For example, a company experiencing income stagnation applied a compensation program that paid the sales person 10% of the profit per sale. So when a $1,000 sale was made the company retained $900 whilst the sales person was compensated with $100.
Upon consultation the company calculated the following 3 simple questions:
- Average worth of
first purchase from new client?
- Average number of
times new client will purchase in the first year?
- Average number of
years client will continue to purchase?
The company responded...
- Average profit of
$200 for each new client first purchase of which the company kept $180
& compensated the salesperson with $20
- Average number of
purchases per year was 5
- Average number of
years new client continued to purchase was 3
Based on this the company accumulated approximately $3,000 profit over the average lifetime of a new client of which the company kept $2,700 and compensated the salesperson with $300.
Upon further consultation, the company was advised to:
- Compensate the salesperson with
100% of the profit from every first sale they produce
- Compensate salesperson with 10%
of every ongoing purchase from new client
- 10% ongoing compensation to
continue ONLY if salesperson maintained new client to continue average
purchases (5 x per year over 3 years)
What do you think happened?
First, the salesperson was compensated $200 instead of $20 for every new clients sale therefore, the sales team was 9 x more motivated
Second, the life time value of each new client was worth approximately $3,000 therefore, with this strategy the company now keeps $2,520 and compensates the salesperson with $480
Ultimately, with the sales team greater motivated, the company TRIPLED it's number of new clients in only 9 months!!!
Evidently there are many additional ways to increase your number of clients and so, look out for our next newsletters.
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
Posted in
communication coaching,
Communication Training,
Leadership,
Leadership coaching,
presentation coaching,
Presentation Training,
sales coaching,
Sales Training,
Training
by effectivecommunication.com.au
