Speaking: Brand, Marketing, Advertising, PR, and More!

Yesterday I was speaking with a potential client who gets it! He gets how speaking helps him brand, market and advertise his company. He gets that the more he is out there talking about his company, their technology, and their growth, the more his company will grow. He has a strategy that every business person should consider.

He plans to speak as much as possible. He knows that he'll need practice to reach his ultimate goals. You see, he is planning the start small, develop his skills, and reach the top of the food chain. Starting small he is going to speak at Rotary groups, association chapters, luncheon meetings. From there the word will get out to his prospects so they will look into his company's services. The goal is to make his phone ring!

After he develops his presentation skills and becomes a power-presenter, he's ready to move up the ladder. He'll gather his "speaker packet" and send it to meeting planners of national conventions of his target market. Then he will speak in front of hundreds of his ideal prospects! It is a strategy that is easily attainable and yet highly overlooked.

But before you can reach that perfect target rich environment, you need to be a power-presenter. Developing your presentation skills is critical because meeting planners will ask for a demo video, and if you're not good, you don't get the gig.

Think about how this strategy can apply to you, your business, and your goals for branding, marketing, advertising, PR, and sales.

What to Do When You're Sick on the Day of a Presentation

This morning I woke up and was not feeling well (as a matter of fact, still not feeling well). As I was popping vitamin C, zinc, Airborne and any other pill that could help me feel better, I thought about the time when, on the day of a presentation, I was sick. As a professional speaker there was no way I was going to miss the speech. I'm sure anyone in business would try to feel better so they could make their important presentation. On this particular day, not only was I not feeling well, I had no voice! It was a good thing that I had previous vocal training and knew what to do in this situation. Here are a few Do's and Don't's for giving a presentation when you're sick.

1. Don't drink coffee! This is one of the worst things you could do on the day of a presentation. The caffeine in the coffee will dry out your throat. Our voices need a certain amount of lubrication for it to be healthy. Coffee, along with any other caffeine drinks, are a bad idea.
2. Do vocal exercises. If you have been trained in voice usage, it is a great idea to do your vocal exercises in the morning to warm up your voice. Remember, stay relaxed and don't push the voice past where it is able.
3. Don't eat or drink anything sweet. Having anything with sugar will be a problem. Sugar can cause extra mucus build up, which means it is harder for the voice to function at it's best.
4. Do drink hot tea (the best is green tea) with a little bit of honey in it. OR hot water with a little of lemon. The hot tea or water will soothe the throat. The honey, even though it has sugar content, has antibacterial traits and helps out the throat.
5. Don't apologize to your audience for being sick. If it's obvious your sick, they'll pick up on it. But if your just not feeling well and they can't tell, the show must go on! When have you seen a performance where the actors come out before the curtain rises and apologizes to the audience that this might not be their best performance because the two leads aren't feeling well? Never happens!
6. Do drink plenty of water. It is what your body needs.

Turning the IMPOSSIBLE to Achievable

I had a meeting over coffee this morning with a potential client. He and I had a good conversation about how presentations play a large role in his company. He said, "Right now everyone within the company is following the basic format for presentations...you know, boring. And I'm more interested in what we can do to inspire people and bring out their best. I need them to walk into a meeting thinking that we're going to talk about the impossible, and walk out of the meeting thinking it's achievable. Our presentations just aren't getting them to visualize the possible. If they can't visualize it, they're not going to accomplish it. "

How right he is. So, how do we get our audience to visualize the task at hand? We have to engage their imaginations. We do this through storytelling. If you are trying to get an audience to see the impossible as achievable, you need to help them see 2 things in their mind's eye: a previous example of accomplishment and a vision of future accomplishment.

Often people have a hard time deciding what types of stories to use. Now you know. Begin your presentation with a story about when your or someone you know accomplished a task that seemed impossible. Tell the story. Share the setting, the characters, and the moral. Then after explaining you plans for accomplishing a task, share the story of your vision. What will daily life look like? How will it benefit your audience? How will life be easier? And tie your vision to the accomplishment from your previous story.

Now you are able to inspire, motivate, and give a vision to your audience.

How the Body Speaks

Okay, we've heard it before: 7% of what we communicate is through our words and 93% is through our paralinguistic usage (i.e. body language, tone of voice, rhythm, etc.). When thinking about presentations, you see the importance of focusing on the way you say things rather than only what you're saying. It is important to focus on body language as a part of your preparations.

You body language should communicate confidence, likeability, and being grounded. Here are a few simple tips how to accomplish all of that.

Let's start with being grounded. People often ask me, "What should I do with my hands?" To which I reply, "You're thinking too high. You need to focus on your feet." All too often presenters are standing grounded. They shift back and forth. They roll on the balls of their feet. And they even will cross their feet and stand on one leg! This is a problem. We are unable to make gestures freely when our body is so off balance. Practice standing still, feet hip or shoulder width apart, when you're practicing. Make your gestures freely and don't let your feet move! Your body needs to get used to how that feels. Then, when you give your presentation, you will look grounded, and when you move, your body will know to come back to center.

Here's a few quick pointers on likeability. Keep your torso open. What do I mean by that? Don't cross your arms in front of you and make sure your shoulders are facing your audience and not turned to one side. You will seem open and welcoming. If appropriate, try to keep a small smile while you're talking ask well!

If you go through these small exercises, you will easily be able to communicate confidence. Being grounded and open is what confidence is all about!

So next time when you're working on your next presentation, remember it's not just what you say, it's how you say it.

Vocal Variety: Take a Tip from Actors and Models

One thing no presenter wants to be is monotone. We all know that if there is no vocal variety in your voice, then your audience will fall asleep. Here is one, easy to implement tip.

Actors and models know about this tip and now you can use it in your business presentations. When you're preparing for your business presentations, practice speaking with a smile in your cheeks. Yes, that's right, a smile in your cheeks. Not a full smile; you don't need to be shining your pearly whites through out the entire presentation. but something very interesting happens to your voice when you slightly lift up your cheeks when you speak.

You'll be surprised as to how your voice has more "flexibility". Having a small smile in your cheeks also helps with projection. Also, it sends a very strong message to your listeners. Remember, as much as 90% of what we communicate is through our body language and paralinguistic usage (tone of voice, rhythm, etc.). When you have a smile in your cheeks, your audience picks up on your confidence and a soothing tone in your voice. This is also very helpful for trial attorneys. When they have a smile in their cheeks, they become more likable to the jury. Actors, singers, and models all use this tip in a variety of formats. Now you can utilize it for your business presentations!

Your Communication Creates Your Company's Culture

Have you ever taken a moment to consider how your words create a culture within your company?

Presenting Matters is in the process of bringing on a new employee. While discussing expectations and processes, I told her that we'll have a staff meeting every Monday. We got to talking and we realized that we didn't want to have "staff meetings". As she keenly observed, "The term 'staff meeting' doesn't feel like Presenting Matters." And she's right. My company's culture is very fast paced, edgy, and always thinking big. So, we took the time to find the term that fit that culture.

When you run your meetings, how do your terms and phrases affect the culture? Is it a match or not? Do you have meetings that talk about creativity, but are run with military-like agendas?

How we give presentations in our company has a lasting effect through out the company's culture.

What Speaking can do for you....

I was having coffee with a colleague of mine not too long ago when she told me about some seminars that she puts together once a month. She brings in her clients and prospects for an educational seminar over lunch or dinner. Sometimes she is the presenter, but, more often than not, she brings in outside experts do present. I asked her who she brings in and why she chooses them, and her answer surprised me. I was surprised by, yet another example, of how the ability to speak well in front of others can bring in bigger and better business.

She told me that she generally brings in her suppliers to give the presentation. It makes sense and is good business. They come in to share their expertise and possibly pick up some business by presenting to her circle of clientele. "However," she said, "there are quite a few of my suppliers that I do not invite. Even though I use their products and would love to have them come and share their wisdom with my clients and prospects, they are bad speakers. I feel bad not bringing them in to present, but I have to bring in quality presenters to present to my clients."

Isn't it amazing how speaking can affect our businesses. These suppliers that she uses and would love to bring in to present are MISSING OPPORTUNITIES THEY DIDN'T EVEN KNOW THEY HAD. Since they haven't focused on becoming better speakers, she does not want to invite them to present at this wonderfully potential business growing seminar.

What opportunities might you be missing? This is why I truly believe, every time you speak it's an opportunity seized or lost.

Powerful PowerPoint!

I've been working with a client of mine for a series of speeches that he has to give. He has to use PowerPoint for the presentations and we've been working on making it a Powerful PowerPoint. He was pretty surprised by the process that I go through when developing a PowerPoint presentation.

To create a great PowerPoint you need to find the flow. That's right, I said it, the flow. Just as with any presentation, there needs to be a theme or a "through-line" in the PowerPoint slides. I'm not talking about the aesthetic look of the slides; I'm talking about the content.

Once we had decided what the theme of the entire presentation was (in ONE sentence of no more than 7 words), we then went through each slide and found the point of each slide (in one phrase of no more than 5 words). Then we double checked that each point of the slide coincided with the point of the entire presentation.

Why I'm a so specific about the number of words when finding "the point" to the slides and presentation? Because, as presenters, we need to practice being clear and succinct. If we have to babble on and on to make a point, we're not doing our job.

Also, going through this exercise helps with memorizing the entire presentation! How many times have we seen PowerPoints that have the speech written on the slides and all the presenter is doing is reading the slides?! People do this partially because they're afraid of forgetting portions of the presentation. When you go through and KNOW the POINT of each slide, the rest comes easily. Trust me. This small exercise will make a huge difference in your future PowerPoint presentations.

Learning the Difference Between the Spoken and Written Word

Speakers need to quickly realize the difference between the spoken and written word. There are different techniques for each to be effective. Just because something looks great in writing, doesn't mean it will make the same impact if read aloud.

Writing provides the reader with specific information and clues that the reader is able to interpret. They visually see the structure. Therefore they are processing the information visually. What looks great on the page needs to be revised for the stage.

Speeches are meant to be heard. The audience does not have the visual clues as they would reading. There is a reason why it is more difficult to read Shakespeare than it is to watch and listen to it. His works are meant to be read aloud.

Every Sunday I am reminded of how people have trouble realizing these differences. I go to church and listen to the priest give his homily. The priest stands at the pulpit reading the words off the page. It is easy to tell that this speech reads great on paper. He compares the three readings and provides a lesson from each. But his homily gets too complex in the comparisons and lessons. The listener has trouble following his train of thought.

When you're writing out your speech (which I recommend everyone do), you must read it aloud to make sure that it is easily understood. You'll hear the differences in rhythm and tone. Remember, what looks great for the page needs to be revised for the stage.

Re-framing....

Recently I watched "The Secret" again with a friend of mine. Through out the movie she and I were talking, sharing our thoughts. I told her how some people reacted negatively to the film saying "This is nothing new." It's true. Nothing in The Secret is revolutionary or brand new. It has been around for centuries (in fact they point that out in the movie). The message is simply re-framed, repackaged in a new way.

How might you be able to re-frame your speech. Are you coming at a story from a typical angle? Can you think about it from a different perspective? Think about how your speech, your story, your presentations might be able to be repackaged in a new way that stands out from the rest.

On the Spot Presentations

It happens to the best of us. You don't see it coming. You're going through your normal day, then POW!, you have to give an unexpected presentation! It happened to me today. In the middle of Pilates class, I got a phone call from The Journal Record.



The reporter was working on an article about workforce training and was looking for my expertise in training the workforce in presentations. He was on deadline and wanting to do the interview quickly. I wasn't even close to being prepared! I was in my gym clothes in Pilates class. But this interview was important to me and my business. What was I going to say? "No, I'm sorry, I can't do this interview at the moment, I'm not ready to inform you of what you're asking for." NO.



I had to collect myself, gather my thoughts, and give a killer interview. Thank goodness giving presentations is what I do for a living!



It dawned on me, once again, how often we are giving presentations. They are so crucial to or professional AND personal lives. We never know when an occasion will arrise when we need to immediately present ourselves to the best of our abilities. Presenting matters!

Memorable on a Daily Basis

Recently I was on the phone with a woman interested in my expertise. She mentioned to me that she has noticed that she is not standing out from her colleagues. In staff meetings, she may voice an idea, but it doesn't get recognized until someone else mentions the same idea.

This goes back to what I've been saying all along. We are always presenting. Any time you speak it's an opportunity seized or lost.

Since she is unable to convey confidence and be noticed, her ideas go ignore. When it's time for promotion, who do you think will be overlooked? The person who can speak out and be heard, or the person who blends in with the crowd?

Today, think about how you are presenting yourself. Do you get heard? Do people come to you to get your opinion on issues, or do they come to you to simply inform you of new changes and ideas?

Think about how you can become more noticeable. Can you strengthen your voice? Can you open up your body language so you seem more inviting? Can you clarify your thoughts into strong straightforward statements?

We are always presenting. Are you seizing or losing your opportunities?

Piecing the Speech Together - Literally

I believe that a professional speaker should never stop trying to enhance their speech. We are always looking for new stories, better ways to deliver, and powerful point. Recently I revisited my keynote. I decided to go through all of my notes from the years and get rid of the weak parts and piece together the strong points. I sort of fell into a process that I found to be very helpful, and it might be helpful for your future speeches!

Over the years I have typed my speeches, handwritten my speeches, jotted down notes and flashes of inspiration, collected research tidbits, and had all of these things filed away in different folders. Last weekend I pulled everything out and went through it all. I cut up my speeches and notes into stories, points, and ideas. If it was good, I found a place for it on the floor. If it was bad, it went to the trash. It helped me get rid of the "fat". I trimmed off stories that didn't connect with audiences, and it helped me clear up my notes. Sometimes I had the same story typed over and over again in each speech!

Once I sorted through it all, it was time to piece it together. I took the cut sections and started playing with the order. I implemented ideas I hadn't used before because they were hiding away in a file jotted down on a piece of scrap paper.

It was great! I think this process would be helpful for anyone who is more visual and/or tactile when it comes to organizing their thoughts.

Introducing My New Blog: Bravo! Encore!

Well folks, it was bound to happen sooner or later. Just one more way for you to learn tidbits and insights into the world of presentations. I'll be posting thoughts, questions, links, and deep philosophical remarks. You can't ask for much better than that! So get ready! Let the blogging begin......