Saturday, February 06, 2010

ON AN “A” SPEAKER

Since 1982, I have been working with professional speakers and business professionals who make presentations to audiences nationally and internationally. The following are some special traits of an “A” grade speaker.

•Every day they have something magnificent to do.
•They are passionate because they believe what they have to say is significant.
•They care about their audiences.
•They further their success with great products.
•They have “savoir-faire.”

The Coach sez . . . “A” speakers are the same off the platform as they are on the platform!





(C)2010 www.schrift.com

Saturday, January 16, 2010

ON FOLLOWING UP

A study by the Association of Sales Executives revealed that 81% of all sales happen on or after the fifth contact. If you are a business owner and making only one or two follow-ups, imagine all the business you're losing. Not following up with your prospects and customers is the same as filling up your bathtub without first putting the stopper in the drain! (David Frey) A follow-up allows you to ask good questions to learn about your potential client's needs and challenges. A good opportunity for you to present some possible solutions. That is how someone decides if they want what you have to offer. That's attractive. Build the relationship and "the sale" will come. This takes time, like any relationship. Be patient, be persistent.

The Coach asks . . . what are you doing today to turn your warm/cold leads in to well served clients?





(C)2010 www.schrift.com

Tuesday, January 05, 2010

ON THE SPEAKER INTRODUCTION

We’ve all been there: listening to someone totally botch our introduction to an audience. Now is a time to revisit your approach to your speaker introduction and how you support your introducer. Here are tips compiled (by speaker Jeff Davidson)over the years from various masters:

Recognize that a good introduction must both set the stage and put the audience at ease. A bad introduction can diminish your impact.

When writing up your introduction, include your speech title, who you are, what you’ve accomplished, and why you are qualified. Be accurate and make sure that your name is the last word that the audience hears before you go on.

Keep your introduction short — one minute, or approximately two paragraphs, is more than enough. Let your actual presentation speak loudest about your abilities.

Help your introducer by employing a large point size on a 6x9 inch index card (which stays rigid). At the top include the message: “Dear Introducer: your role today is crucial and will set the stage for my opening lines. Please be upbeat and affirming.People won’t likely recall what you say, but they’ll remember how you said it.”

Nod, gesture, or otherwise thanks the introducer as you approach the stage or lectern.

Start strong and be brilliant!

The Coach suggests . . . bring an extra copy of your intro in case the introducer cannot find his/her copy.



(C)2009 www.schrift.com

Tuesday, December 22, 2009

ON LETTING GO

This is a good time of year to do a “baggage check.” What do you own that is dated and useless? What do you hang on to that is hurtful and defeating? Do you worry about future events that have or may no happen? Do you agonize over losses? Do you keep reliving past hurts and traumas? Dr. Lloyd Thomas suggests that to “let go” takes love. To “let go” is to acknowledge that which I cannot change, and pursue that which I can. To “let go” is not to care for, but to care about. To “let go” is not to fix, but to be supportive. To “let go” is not to deny, but to accept.

The Coach asks . . . are you ready to join me in fearing less and loving more in 2010?



(c)2009 WWW.SCHRIFT.COM

Sunday, December 20, 2009

ON THE POINT OF THE STORY

Over the years, while listening to professional speakers, I notice that the best story tellers deliver a speech with severalstories that are accented by their points. They understand that itisn't just providing content that impacts their audience, but their story. A way to inspire, motivate and get people to take some action, think differently. To make the emotional connection with your audience, try Pareto's Principle: 80% story and 20% content. You must reach their hearts and their souls.

The Coach sez . . . people need to know as well as feel to be inspired to make a change.



(C)2009 www.schrift.com