You are never too old for a story!

story

After you called someone who was referred to you or gave you permission to contact them through social media (steer away from cold calls please), you describe what your company does and offer proof to your claims. One of the best and easiest ways to do this is through telling a story of how your company helped someone in a similar business to the person you called.  You want powerful results you can report.

What do you say? How do you organize it?  Keith Eades in The New Solution Selling  suggests telling a brief story describing the issue you tackled for a company like theirs, what was needed (which you provide) and the result obtained.

You want your prospect to admit pain. People buy more and faster due to pain than pleasure. You can pursue pleasure but solving pain is something acted upon immediately if framed in the correct way.  From here, write up for yourself ways to respond to the various common problems admitted by the prospect.  If you are prepared and wrote something powerful you can utilize when speaking, you have a chance at another phone call or in-person meeting.

Remember you must be interested in them and their company. It is often said that we do business with people we like, trust and respect”. Be that to your prospects and develop a relationship where they will stay with you long term.

Please write your comments below and what worked for you to get that initial appointment.

Would you rather get a tooth pulled than do public speaking?

tooth pulled public speaking

Many people prefer getting a tooth pulled in the dentists’ chair to the thought of public speaking.

Here are 10 short tips that could start you on the right path to enjoying your speaking engagement…

-First, do some quiet meditation or deep breathing.

-Have a raffle where they throw in their business card in a basket or complete a small piece of paper listing their first name/phone/email address (legibly) before you begin
so they are entered for a prize – often about 1/2-1 hour of your time to help them achieve what you are discussing, etc.

-Have your opening remarks memorized and get the audiences’ attention by asking a question or presenting a funny story.

-You must practice a lot – use your mirror, practice out loud with a tape recorder and video recorder, if possible, so you can listen and give yourself feedback as well as get suggestions from those you know.

-First try out your speech in a less threatening place, such as the Lions Club. They are very welcoming.

-Be aware that your audience wants to hear your message not criticize you. You will provide valuable information that will enhance their business and/or personal life.

-A half-hour speech should just focus on one salient point. If you have 60-90 minutes, give three points. Make it interactive. Your audience won’t remember the majority of what you say but know how you make them feel.

-If time allows, do address some questions/answers and perhaps do a role play.

-It’s often useful to provide a Power Point presentation or have some fun toys to lighten things up (throw a beach ball for people to answer questions and win a prize, if correct).

-Give a handout about a few points you made, how to contact you and information about other programs you provide and other organizations who might like you to speak.

 

What beginning public speaking tips have you found useful?  Please share them with this audience.

How do you generate interest in your presentations?

people at presentation

How do you increase interest and attentiveness during your presentations? One way to do this is by telling stories.  No, just any story won’t do. It needs to be related to your audiences’ needs and desires. You would know this by who is sitting in front of you or attending your webinar. They should be invited based on their challenges for which you will have a solution.

So how do you choose a story?  Your audience should be looking to you as an expert in a specific field. Often, people think they cannot be like you. You want them to relate to you.  You might have heard the expression, “people do business with someone they like, trust and respect”. That’s right on!  But you are on that stage and have expertise they might feel is beyond their reach. By telling a story in this manner, you build a connection and a feeling they can achieve this level of success too.

Start your story out with a few sentences about the high point in your career that is something they are interested in (example: “I now have a 6 figure business. I take vacations and enjoy time with my family. I work hard and play hard. (Then add the following sentence…) But it wasn’t always like that” (you then go into a few sentences about your struggle so they connect with you). Then end with a few sentences about the success you are currently experiencing stating you can do this as well. This is coming from the thought you did it and I’m where you were so I can achieve this level of success as well.

Often a story such as this is what people remember as time passes so make it memorable and attainable.  The bulk of your discussion might have faded.  Give this method a try. Let me know how it works for you or what you do that produces good results.