At one point or another, those of us in business are called upon to do some public speaking. The way we present ourselves is important because it is representative of who we are, our competencies, and how people will view our businesses.
In doing speech-coaching I find that most people are initially concerned with adding things to their presentations, such as props or humor, or in developing techniques such as hand gestures.
The truth be known, the majority of people can improve their speaking skills dramatically simply by focusing on eliminating the negatives from their speaking before even thinking about adding anything else.
That said, here are some simple rules to help you improve your speaking skills and give you better presentations, and thus, better results in your business.
1. Keep it simple
Speak naturally
Make eye contact
Don't do crazy things with your hands
2. Be impassioned.
No matter what you speak about, people want to know that you are excited about it. Now, don't fake it, but let you passion for your business or product come through!
3. Balance the format of your information.
Don't try to cram too much into the presentation. Instead, when speaking, cover the basics and leave the details to a handouts that can be read later. Use a powerpoint slide or a few but don't overdo it.
4. Manage the relationships beforehand.
If at all possible, get to know the people who will be listening to you prior to your presentation. This will give them a built-in trust of you and what you have to say.
5. Show, don't tell.
Show them with stories, examples and personal experience. Don't just list facts.
6. Get rid of distracting idiosyncrasies.
Ummms and Ahhhs have got to go. So does jingling coins in your pockets.
Wednesday, December 21, 2011
Monday, December 19, 2011
WHO'S YOUR MENTOR?
Who shows you the ropes, teaches you the tricks and
encourages you when things go wrong? Who shows you the way?
This week I had several people contact me about coaching,
which is a very good thing. But, I also had several
conversations with people who "don't need a coach" and don't
seem to have any mentors. I noticed they didn't seem as
happy, as fulfilled or as clear about their goals as the
people who do have mentors. Is that you?
Over and over again, I'm struck that the real winners in
life always stand on the shoulders of those who went ahead
of them. Winners ALWAYS have mentors! They learn from the
experts and benefit from the success of others.
Sometimes they have a personal coach--and I think that's a
good thing! But often they have informal relationships with
men and women who are willing to teach them. Sometimes, they
have mentors who aren’t even alive anymore--they read
biographies and learn vital lessons from men and women who
preceded us and left clues along the way.
One of my most valuable sources of information are the
seminars, workshops and lectures I attend every year. I
remember hearing a colleague say he wouldn't attend anymore
seminars "because they cut the budget and (his employer)
won't pay for it anymore." How terribly short-sighted!
The cost of workshops is nothing! The cost of travel,
tuition and hotels is trivial if you learn one new idea or
avoid one mistake. The chance to rub shoulders with the best
and brightest in your field is priceless! In 2012, "just do
it!"
Double (or triple!) your budget for books and seminars, for
coaching and teaching. Call the most successful people you
know and buy them lunch at the best restaurant in town so
you can pick their brains. If appropriate, hire a coach.
(Isn’t it about time you had your own coach?!) Are there
seminars you "might" attend next year? Register now! Make it
a Christmas present or use any excuse you have to, but get
the "helping hand" you need to make 2012 your best year
EVER!
encourages you when things go wrong? Who shows you the way?
This week I had several people contact me about coaching,
which is a very good thing. But, I also had several
conversations with people who "don't need a coach" and don't
seem to have any mentors. I noticed they didn't seem as
happy, as fulfilled or as clear about their goals as the
people who do have mentors. Is that you?
Over and over again, I'm struck that the real winners in
life always stand on the shoulders of those who went ahead
of them. Winners ALWAYS have mentors! They learn from the
experts and benefit from the success of others.
Sometimes they have a personal coach--and I think that's a
good thing! But often they have informal relationships with
men and women who are willing to teach them. Sometimes, they
have mentors who aren’t even alive anymore--they read
biographies and learn vital lessons from men and women who
preceded us and left clues along the way.
One of my most valuable sources of information are the
seminars, workshops and lectures I attend every year. I
remember hearing a colleague say he wouldn't attend anymore
seminars "because they cut the budget and (his employer)
won't pay for it anymore." How terribly short-sighted!
The cost of workshops is nothing! The cost of travel,
tuition and hotels is trivial if you learn one new idea or
avoid one mistake. The chance to rub shoulders with the best
and brightest in your field is priceless! In 2012, "just do
it!"
Double (or triple!) your budget for books and seminars, for
coaching and teaching. Call the most successful people you
know and buy them lunch at the best restaurant in town so
you can pick their brains. If appropriate, hire a coach.
(Isn’t it about time you had your own coach?!) Are there
seminars you "might" attend next year? Register now! Make it
a Christmas present or use any excuse you have to, but get
the "helping hand" you need to make 2012 your best year
EVER!
Friday, December 9, 2011
10 SECRETS OF MARKETING SUCCESS
In today's competitive world, there are many different beliefs about how to market a product or service. Regardless of approach, however, there are some core concepts that are found in every successful marketing program, effort and plan. By incorporating these traits into your marketing activities, you will increase the effectiveness of your marketing communications.
Commitment: No matter what your produce or service is, a solid commitment to the marketing process is required for success. Fervency, passion and dedication are all essential.
Investment: Famous author and critic of his day, Mark Twain once wrote that if you can't afford to advertise, place one last ad saying "Going Out of Business." Rather than thinking how much you "have to" spend on marketing, consider "what investment" you want to make to ensure your organization's future.
Consistency: Keeping in front of your customer's eyes and in their ears ensures you're also in their minds. Marketing is not effective when it is here today and gone tomorrow. A constant stream of messages increases top of mind consumer awareness.
Quality: Ensure your marketing is top quality. Your ads, newsletters, brochures-whatever you do-sends a message about your organization, product and service. If the visuals are poor, so will be the reader's perception. Your marketing must confidently go head-to-head with your competitors.
Patience: The rapid rate of technological advancement has tricked us into thinking that our marketing must be an instant and huge success. On the contrary, since our marketing is building a relationship and perception in people's minds, success comes much more slowly.
Assortment: Effective marketing uses a variety of tools to get the job done. There are many traditional mediums everyone uses, so sometimes doing something a little bit different may provide you the edge you need. Don't get fooled into believing that one size fits all.
Adaptive: Because our world is changing on a daily basis, so must our marketing efforts. Stay away from the "We've always done it that way" mentality and constantly ensure your marketing efforts are focused on today's customers-not last years.
Convenience: Elaborate and complex marketing programs or efforts tire people out. Make sure your communications or programs are simple and easy for the recipient to use or read. Successful marketing and red-tape don't mix.
Amazement: Seek to astound, amaze and surprise through your marketing efforts. Today, successful marketing is about differentiating yourself by the experience you provide your customers. Don't just try to satisfy, but amaze!
Measure: Successful marketing employs clear evaluative tools and check points to measure its efforts. Most everything we do in business has clear goals and evaluation processes tied to it. Measuring our marketing allows us to make course corrections as needed and provides confidence in the investment made.
Commitment: No matter what your produce or service is, a solid commitment to the marketing process is required for success. Fervency, passion and dedication are all essential.
Investment: Famous author and critic of his day, Mark Twain once wrote that if you can't afford to advertise, place one last ad saying "Going Out of Business." Rather than thinking how much you "have to" spend on marketing, consider "what investment" you want to make to ensure your organization's future.
Consistency: Keeping in front of your customer's eyes and in their ears ensures you're also in their minds. Marketing is not effective when it is here today and gone tomorrow. A constant stream of messages increases top of mind consumer awareness.
Quality: Ensure your marketing is top quality. Your ads, newsletters, brochures-whatever you do-sends a message about your organization, product and service. If the visuals are poor, so will be the reader's perception. Your marketing must confidently go head-to-head with your competitors.
Patience: The rapid rate of technological advancement has tricked us into thinking that our marketing must be an instant and huge success. On the contrary, since our marketing is building a relationship and perception in people's minds, success comes much more slowly.
Assortment: Effective marketing uses a variety of tools to get the job done. There are many traditional mediums everyone uses, so sometimes doing something a little bit different may provide you the edge you need. Don't get fooled into believing that one size fits all.
Adaptive: Because our world is changing on a daily basis, so must our marketing efforts. Stay away from the "We've always done it that way" mentality and constantly ensure your marketing efforts are focused on today's customers-not last years.
Convenience: Elaborate and complex marketing programs or efforts tire people out. Make sure your communications or programs are simple and easy for the recipient to use or read. Successful marketing and red-tape don't mix.
Amazement: Seek to astound, amaze and surprise through your marketing efforts. Today, successful marketing is about differentiating yourself by the experience you provide your customers. Don't just try to satisfy, but amaze!
Measure: Successful marketing employs clear evaluative tools and check points to measure its efforts. Most everything we do in business has clear goals and evaluation processes tied to it. Measuring our marketing allows us to make course corrections as needed and provides confidence in the investment made.
Monday, December 5, 2011
LET THE TAX MAN HELP YOU
Every year about this time I remind business owners and
CFO's (financial officers) to review their business
deductions for the year. If you use the calendar year as
your tax year (like most of us do), December 31st is a very
important date. And this year, with the potential for major
tax increases starting January 1st (in the U.S.), working
with your tax professional is more important than ever!
Here are two important facts:
1. Depending on where you live and your tax rate, about 40%
of everything you make will go to the Government, and the
final accounting for most businesses comes on December 31st.
The more you make, the more your "partner" will take in
taxes.
2. Conversely, any legitimate business expenses you incur
in the next few weeks are deducted directly from that tax
bill. In the U.S., that means "Uncle Sam" is willing to chip
in and pay for about 40% of whatever you buy for business
purposes! Take advantage of that!
If you need new office equipment, a new computer, or routine
office supplies, take action! It's like getting "40% off!"
If you can pre-pay some regular business expenses
(insurance, rent, supplies or fees) by the end of December,
they come directly off your "bottom line" which means lower
taxes in April.
Now, obviously, the expenses must be for legitimate business
purposes, and there are some limitations. And obviously you
should check with your accountant or tax advisor for
specific advice in your particular situation. No cheating!
(It never pays.) But remember that a few months from now you
will pay taxes on every dollar you make this year and if you
can legally reduce that amount by stocking up now, that's to
your advantage. Think about it!
CFO's (financial officers) to review their business
deductions for the year. If you use the calendar year as
your tax year (like most of us do), December 31st is a very
important date. And this year, with the potential for major
tax increases starting January 1st (in the U.S.), working
with your tax professional is more important than ever!
Here are two important facts:
1. Depending on where you live and your tax rate, about 40%
of everything you make will go to the Government, and the
final accounting for most businesses comes on December 31st.
The more you make, the more your "partner" will take in
taxes.
2. Conversely, any legitimate business expenses you incur
in the next few weeks are deducted directly from that tax
bill. In the U.S., that means "Uncle Sam" is willing to chip
in and pay for about 40% of whatever you buy for business
purposes! Take advantage of that!
If you need new office equipment, a new computer, or routine
office supplies, take action! It's like getting "40% off!"
If you can pre-pay some regular business expenses
(insurance, rent, supplies or fees) by the end of December,
they come directly off your "bottom line" which means lower
taxes in April.
Now, obviously, the expenses must be for legitimate business
purposes, and there are some limitations. And obviously you
should check with your accountant or tax advisor for
specific advice in your particular situation. No cheating!
(It never pays.) But remember that a few months from now you
will pay taxes on every dollar you make this year and if you
can legally reduce that amount by stocking up now, that's to
your advantage. Think about it!
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