At a networking meeting, a young woman was getting ready to do her 10-minute BNI presentation on her business. She had done her homework, and was well prepared.  Previously, she had confided in me that she dreaded public speaking, but knew it was a “necessary evil” if she wanted to grow her business through networking.

She had heard me doing a persuasion speech on sales, and she said she was going to apply that strategy to public speaking. This was the crux of the strategy:

Before the sales appointment, you must CARE enough to research your prospect, and prepare for questions and roadblocks. However, during your presentation, you must not feel you NEED this particular piece of business. You must know that life goes on either way. You must feel that you would like the business, but you will be fine either way. Sales guru Carl Harvey shared this philosophy with me, and it works. It frees you to simply relax, establish a relationship, and enjoy the process.  It makes you feel and appear more confident, and subtly communicate that you offer something they need. You also avoid looking like the desperate salesperson.

This woman applied that philosophy to her speech. She had, in essence, over prepared, but moments before she was on, she adopted an attitude that this presentation would neither make or break her; so she might as well have fun.

Her presentation exceeded even her own expectations. She was natural, funny, and on target.

What happened? The problem is that presenters get nervous because they care TOO MUCH about how they appear before their audiences. By “too much” I mean that the pressure actually hurts their natural ability to communicate.  It makes them shaky, stiff and monotone. Most presenters’ main roadblock is their own psychology. By adopting the attitude “this presentation will not really change my life in any significant way,” you mitigate the exaggerated pressure you have fabricated.

What a great application of a sales strategy to public speaking!

» Share this entry:

Why should networkers engage in public speaking?  How can you start building your business through public speaking now?  Are there ways to feel more comfortable doing it?  Enjoy this video interview, hosted by the famous marketing expert Laura Briere, CEO of Vision Advertising.  A special thank you to Laura, whose team of experts not only designed our site but also developed our highly-effective social media strategy.  Also, thank you to Steve-O from Point Breeze for filming!

» Share this entry:

Undoubtedly, you’ve attended networking events at which a sponsor was afforded five minutes to speak publicly about his company.  How often do you remember what the sponsor says?  In most cases it’s not that you don’t remember, it’s that you were not listening in the first place.  Not your fault.

I recently attended a Chamber event honoring high-achieving high school students.  The sponsor stood behind the podium and disseminated his information about his company.  That’s all he did.  He transmitted, but few received.  He did not connect with and communicate to his target audience.  How do I know?  I observed the audience members’ roaming eyes.  What this meant for him was that he squandered a paid opportunity to be memorable.  Lack of public speaking skills = waste of time and money.

He did, however, have a nice idea for giveaways.  They were matchbox cars sporting his logo, and inside one of the boxes was a $20 bill.  At the end of the presentation, you can bet everyone was looking inside their boxes.

Here are two simple things he could have done to have greatly enhanced memorability through public speaking:

1) Step out from behind the podium and into the audience.  This would have recaptured the attention of the audience. They would have LOOKED at him.

2) Announce at the open that one of the the audience members would be randomly selected at the end of his presentation.  All the person would have to do to win a crisp $20 bill would be to answer a SIMPLE question about his company.  Now they would have LISTENED to him; not really for the $20, but more because they wouldn’t want to be publicly embarrassed by not being able to answer a SIMPLE question.

When public speaking at a networking event, little things mean a lot.  Most people simply transmit information to very few tuned-in receivers.  But, by mastering public speaking skills, you can connect with and communicate to an audience that will REMEMBER you and your company.  Isn’t that what it’s all about?

Share your comments and questions here . . .

» Share this entry:

When you engage in public speaking at a networking event, there are certain techniques that can set you apart.  One is to tell an interesting story about how your product/service helped save someone (similar to your audience members) from losing money, time, peace of mind, etc.

Here is an insider tip one of the pros shared with me.  He pointed out that at networking events, the better public speakers tend to tell stories about how they helped their clients, and how great their clients felt about the experience.

My friend pointed out that this technique was stellar when the speaker was trying to sell directly to his audience members.  However, in many cases, the speaker is not shooting for a direct sale to audience members but rather a referral to someone the audience member knows.

In this case, he argued, it is better to tell as story about how “Bob” referred you to his client.  Talk about how you solved the problem for Bob’s client and how you saved him money.  Then talk about how Bob looked like the hero to his client, which solidified HIS relationship of trust with HIS client.

For those who present at networking events, this is a compelling argument.  Now, instead of an audience member thinking “yeah, but I don’t need a home inspector”, you have her thinking “I think my client John mentioned he is moving back to MA, I wonder whether he’d need a home inspector?”

The difference between the good and great is found in nuances such as these.

Next time you have the opportunity to speak publicly at a networking event, keep this subtlety in mind.

I’m sure you’ve heard some fatal and fantastic public speaking at networking events.  Share your experiences here!

Watch my video on public speaking and story telling.

» Share this entry:

Here is a quick tip for those who network and engage in public speaking:

In many networking situations you have the opportunity to stand up, introduce yourself and communicate what you do.  Let’s take a typical group of 30 networkers in the room and assume that they do not know one another.  Here is the likely scenario:  About five members of the audience will diligently take notes, another ten will listen pretty intently, and the rest will be thinking about what they are going to say when it’s their turn.

This means that you have an opportunity to be memorable to an audience of fifteen.  Since these people will likely leave with your card in hand, it is vital that they can match up the name on the card with your face.

Here is the biggest mistake even excellent public speakers make when networking:

AS they are standing up, they begin one long sentence that sounds something like this: Goodmorning I’mFrankDameliofromTargetIntellect and I help people . . . 

The problem: even the notetakers have a hard time picking up your name and company.  I see it happen all the time – people whisper “what did he say his name was?”

The solution: stand up, pause a moment, say “good morning” and pause.  Sometimes nobody will answer, in which case you say it again with a smile and pause.  The pause will cause everyone to look at your face. 

Now that they are looking at your face, say your name and company a bit more slowly and more articulately than you normally would. “My name is FRANK DAMELIO and my company is TARGET INTELLECT.

Implementing these subtle changes will instantly move you from forgettable to memorable.

Next time you have the opportunity to watch people public speaking in a networking scenario, take note of how many squander the opportunity to have others hear and internalize their name and company.

Share your examples of either strong or weak openers right here . . .

» Share this entry:

Did you know that the most challenging part of your presentation is the first minute?  Research shows that nerves spike the highest in the first minute followed by a steady calming until the wrap-up, at which point nerves spike again.

Even if you are not an entrepreneur or networker, if you want to truly improve your comfort level with public speaking, join a networking group.  Why?  In a typical BNI (Business Network International) you will have to do a sixty-second presentation about your business every meeting.

While it sounds easy, keep in mind that the first minute is really the most challenging part of any presentation.  By doing a formal one-minute presentation at every meeting, you are continually honing your skills in that one most challenging area.

If you’re not sold on this idea yet . . . wait!  Perhaps of equal value, you will learn by watching.  It is amazing how many people are not really listening to the presenter.  Only the great presenters capture the attention of the majority.  How do you know who these “great presenters” are?  Watch the eyes of the audience while each speaker presents.  On the rare occasion that you see everyone in rapt attention, take note of what qualities that presenter exhibits.  You’ll likely see: 1) strong voice projection 2) enthusiasm 3) purposeful movement 4) powerful pauses 5) moving and relevant stories 6) relevant humor 7) eye contact with one person at a time rather than scanning . . . and much more.

There you have it, networking not only helps you make valuable connections, it also sharpens your skill in facing that first minute in any presentation.

We’d love to hear any tips you have on public speaking for networkers.

» Share this entry:

Here is a tip for networkers to maximize their time investment in public speaking.

After presenting to a group about your expertise, each member of your audience should have your business card and you should have theirs.  How do you accomplish this?

1. Provide a hand out that bullets the main points of your presentation.  Use a paperclip or a dab of re-stickable glue to attach your business card.

2. Do a drawing that requires collection of their business card.  The prize should relate to your topic: best to give away your own product; or if you don’t sell your own, buy a book about your topic.  This will ensure that you’re not collecting junk contacts for your database.  Most of the people who enter the drawing will have an interest in your topic.  Tip: have blank business-card size pieces of paper for the people who “forgot” their business cards.

Upon arrival to the office, immediately enter the cards into your database and email each person a thank you for attending PLUS at least one of the following: 1) join me on Linked in; 2) sign up for my blog updates; 3) sign up for our newsletter; 4) you are invited to our next presentation.  The important point is to have a call to action.

Networkers understand that public speaking opportunities are an inexpensive way to reach out to many people in one shot.  What many do not realize is that if you don’t walk away with a stack of contacts that have an interest in your area of expertise, and if you don’t immediately take action, then much of your time investment is squandered.

There you have it, one tip that will more than double your ROI when using public speaking to network.

What other tricks of the trade have you seen successfully employed?  Please share.

» Share this entry:

We usually talk about the importance of the first impression, but let’s remember that the last impression is . . .well . . .lasting.   I recall seeing a phenomenal 10-minute presentation at a local BNI.  The presenter was a great public speaker and had us wanting to know more.  I was truly surprised when he ended his excellent presentation with the dreaded “and . . . that’s about it”.  Wow! How many people do that?  Just pay attention to the closers you hear in the coming weeks and I think you’ll be surprised.

 Why does this happen?  Research shows that nerves spike highest seconds before you’re on, the first 30 seconds and the last 30 seconds.  People feel very uncomfortable closing their presentations.  There is no magic secret here; it’s simple preparation.  Use one of the  power-opener techniques for a power close and, if appropriate, add a call to action.  Here is an example from a sales presentation on financial planning:

 “Getting from point A to point B won’t happen by chance.  This simple process of defining, paying yourself first and assessing ensures that you have the best opportunity to reach your retirement goals.  Please raise your hand if you see the value of beginning your own three-step plan today.  (Count them by pointing). Excellent, then I’d ask each of you to fill out the forms in your booklet now and then to see one of us so that we may help you get started.”

What exceptional closers have you heard?  Please share.

» Share this entry:

It’s cheap and delivers results!  Many entrepreneurs don’t have budget for radio, TV and print advertising; so they invest in networking.  There are tons of great networking organizations that are affordable and effective.  Everything comes at a price, though, and in this case – networking consumes a great deal of time.

How do you ensure you get a good ROI?  Take every opportunity to present before networking and civic organizations such as Chamber of Commerce, BNI (Business Network International), Lyons Clubs, Rotary, Kiwanis, etc.

Public speaking alone, however, is not enough to ensure results.  Entrepreneurs need to have strong presentation skills.  Here’s why: When an entrepreneur speaks publicly, the audience assumes a relationship between the speaker’s ability to deliver a great product/service and his ability to deliver a presentation with confidence.  Many in the audience assume that if the presenter does not speak with confidence, he may not be competent in his core expertise. Conversely, if an entrepreneur speaks to the audience’s challenges and aspirations, and he does so with confidence and enthusiasm, many will assume that he delivers not just great presentations, but also great products/services.  While this is an unfair assumption, we all know the power of perception.  

Getting back to ROI, in many networking situations, you will spend hours of time to earn a few minutes to stand before a group.  We have already discussed some tips for maximizing those minutes.

Here are your Top Five Public Speaking for Entrepreneurs Tips

1) Build confidence by memorizing your opener and closer.

2) Power openers:

a) Pause for seven seconds.  They’ll pay attention.

b) Give them a starling fact.  You may then ask for a show of hands “how many believe that?”

c) Avoid rhetorical questions: “How many people here would like to save money?”

3) Relate what you do with a relevant story.  Show them how you helped someone like them to overcome a challenge or achieve her goals. For better or worse, most people are more moved by stories that stats.  

4) In your power closer, have a call-to-action.  ”Show of hands: how many people here would benefit from 10 more tips on . . . ?  Great, those of you with your hands up, please take out your business card and pass it along to me.”

5) When other entrepreneurs are speaking, look at the audience.  How many people are really listening?  If the speaker is “average” it is probable that very few are really paying attention.  If the speaker is stellar, then many will be engaged.  When you see an audience engaged with the presenter, note what she is doing that others fail to do.  Every time you network you will be learning more secrets to being that stellar speaker and earning a great return on the hours you invest to speak for a few minutes.

There you have it.  Five simple tips for entrepreneurs to maximize public speaking opportunities.

For the networkers reading this entry, we’d love to hear your stories of great or abysmal entrepreneurial performances you’ve witnessed.

» Share this entry: