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Archive for the ‘Sales Presentations’ Category

Has Westpac got it wrong?

Posted by Presentation Skills on November 11, 2009

Westpac Banking Corporation in Australia recently launched their TV advert campaign about how they have changed. The campaign highlights that they are now more customer focused. The only problem is, the ads are not saying that.

The key line in all the ads is ‘I am… We are…’ then they explain what that means. Their explanation includes being ‘Factor 30 sunscreen’, ‘not swimming for 30 minutes after eating’ (what ever that means!) and other lines aimed at getting Gen X & Y to remember the fun of their childhood.

But I don’t care about Westpac – I care about me, in the same was as you care about you.

Your thoughts please…….

Cheers

Darren Fleming

Posted in Business Presentations, Executive Speaking Skills, nervousness, Politics and speaking, PowerPoint, presentation skills, public speaking, public speaking tips, Sales Presentations, Understanding your audience, World Classs Business Presentations | Tagged: , , , , , , | 3 Comments »

The Solution

Posted by Presentation Skills on October 28, 2009

Often we have to present information that we don’t think our audience will understand or accept. This new information may be moving them away from what they have always believed or it may be stretching them to consider doing something completely different. It may simply be beyond their level of comprehension. The question is, ‘How do we get around it?’

The solution is always based on the problem. Here are the steps:

1. Tell the audience that you will be sharing something new (prepares for learning)
2. Tell them the benefits of what you are presenting (WIIFM)
3. Tell them who will be doing this in the future (third party endorsement)
4. Tell them that it may take a few explanations to get it – and that you want them to question it (shows strength of argument)
5. Tell them why industry leaders will be adopting your new ideas (gets the audience to self-select as industry leaders)
6. Tell them what your idea is.

Please share your thoughts below.

Cheers, Darren

Posted in Business Presentations, Executive Speaking Skills, nervousness, Network Marketing, presentation skills, public speaking, Public Speaking books, public speaking tips, Sales Presentations, Understanding your audience, World Classs Business Presentations | Leave a Comment »

PowerPoint and your Logo – an unhealthy relationship

Posted by Presentation Skills on October 21, 2009

Ever since PowerPoint invaded the world 10+ years ago, the marketing department has insisted that the company logo must be on ALL the slides. It’s now time to move on from that and here’s why:

1. Clients don’t really care about your logo. Let’s face it, do you care about another companies logo and want to see it all the time?
2. You don’t need your logo for branding during the presentation. If the audience cannot remember where you are from during your presentation you’ve got work to do and your logo wont fix it.
3. How excited are you to see Channel 7 put the Olympic logo up 12 months out from the Olympics – annoying isn’t it
4. More often than not, the logo will detract from pictures on the screen. The last thing you want is your logo standing out as something that doesn’t fit in.

Next time, Go Zen – less is more.

Cheers

Darren Fleming
Australia’s Corporate Speech Coach

Posted in Business Presentations, Executive Speaking Skills, nervousness, PowerPoint, presentation skills, public speaking, public speaking courses, Sales Presentations, Understanding your audience, World Classs Business Presentations | 1 Comment »

World Class PowerPoint

Posted by Presentation Skills on October 16, 2009

The next time you have to give any sort of presentation using PowerPoint, try this:
1. Decide what your main points will be.
2. Visit http://www.istockphoto.com
3. Search for a picture that conveys your idea. For example, if your main point is about performance, look for a picture that shows performance. This could range anywhere from a picture of Formula 1 racing car through to a couple competing in Ballroom dancing. It all depends on the type of performance you are after.
4. Buy the picture (typically about $2-$5)
5. Make the picture as big as the screen.
6. Place minimal text on the slide.
7. Leave the 1 slide up for the whole time you are speaking about that main point (could 10 minutes!)

I guarantee that your audience will not have seen this type of business presentaiton before, and you will be remembered for it….and after all that is what you want!

What is your opinion on this?

Cheers

Darren Fleming
Australia’s Corporate Speech Coach

Posted in Business Presentations, Executive Speaking Skills, nervousness, PowerPoint, presentation skills, public speaking, Sales Presentations, World Classs Business Presentations | Tagged: , | 5 Comments »

What are You Saying?

Posted by Presentation Skills on October 8, 2009

There are 3 meanings that can be attributed to any message. The meanings change depending on our thoughts.

The fist meaning is the meaning that you attribute to the message. eg ‘Can you come here when you get a chance’ to you means ‘Can you come here now’

The second meaning is the meaning that the other person hears. eg. ‘Can you come here when you get a chance’ to them means, ‘No hurry, but I want to show you something if you want to see it’

The final meaning is the literal interpretation. ‘Can you come here when you get a chance’ means ‘You decide if you want to come and when you want to come.’

Next time someone misunderstands your message, or does not do what you want them to do, consider if they got the message as you intended them too.

Posted in Business Presentations, Executive Speaking Skills, nervousness, presentation skills, public speaking, public speaking tips, Sales Presentations, World Classs Business Presentations | Tagged: , , , , , | 3 Comments »

Social Media Has Changed Us

Posted by Presentation Skills on September 21, 2009

Facebook, LinkedIn and Twitter and other have changed the way that we communicate. Like it or not, we need to conform to get through.

This does not mean that you have to start tweeting, playing Mafia wars on Facebook or put your resume up on LinkedIn. It means that we have to reduce our message to it’s bear essentials so people will give us a chance. Twitter only allows 144 characters to get your message across. Today, a long messages that takes ages to to be delivered will be ignored, even if delivered face-to-face. People just have too much information that they are trying to sort through to wait around for you to get to the point.

Are your sales presentations getting to the point? Or do you use slides filled with bullet point after bullet point after bullet point?

%name%, communication has changed. Have you changed with it?

Posted in Executive Speaking Skills, PowerPoint, presentation skills, public speaking, public speaking tips, Sales Presentations, Understanding your audience, World Classs Business Presentations | Tagged: , , , , | 4 Comments »

How to Give World Class Business Presentaions

Posted by Presentation Skills on June 4, 2009

When you are speaking, you are selling.

You could be selling your latest widget to your next customer, your ideas to your staff, or selling yourself in your annual performance review. What ever it is, you are selling.

But the reality is the results that you achieve will be a direct result of how well you present your ideas, as opposed to how good your ideas are. The world is full of bad ideas that were sold correctly, while the good ideas die with their creator.

If you want to sell more products, if you want your staff to listen to you, or if you want to be able to get that pay rise, you need to be able to sell your ideas, and sell them well.

Recorded in front of a live audience, in this audio will give you the reasons why you need to:

  • Include stories in your next presentation
  • Control the room from the moment you enter it
  • Why you need to make your very first word interesting
  • Why PowerPoint fails more often than it succeeds…and

The one thing you must remember at the start of every presentation so your audience will listen to you

At just $15, this could just be the best investment you make in your next Business Presentation.

Get it now

Posted in Business Presentations, Executive Speaking Skills, Executive Speaking Video, humour in presentations, Martketing your speaking skills, Network Marketing, presentation skills, public speaking, public speaking courses, public speaking humour, public speaking tips, Sales Presentations, Toastmasters, Understanding your audience, World Classs Business Presentations | Tagged: , , | 3 Comments »

The New Baby and You

Posted by Presentation Skills on June 1, 2009

Last week I was speaking with a new client and arranging some dates for coaching. I asked how his diary was for early June. He replied, ‘It’s full. My wife is expecting our first baby and I will be very busy. Can we look at a bit later down the track?’

Now being the proud Dad of the 2 most beautiful little girls in the world, I asked him if he knew what he was going to have. He nervously said he didn’t and was feeling anxious about it all. I assurred him, ‘Mark, you are in for the best ride of your life! It’s going to be a lot of hard work, but it will be the best journey that you can possible go on. I hope you have a little girl as they are the BEST presents a Dad can ever have!’

His response to that surprised me. He said that he was glad I had told him that as most people just said that his life as he knew it was going to end. He’d been told that in 20 years he might see some money again – if he could get the kid to move out! He’d been told that all his fun was going to end and was not sure if he really was ready for that. He’d heard this from a number of people.

Now we have all been guilty of spreading this sort of stereotype and generalisations – me included. But have you ever stopped to consider what the impact of this ‘standard response’ is on your audience? Do they fully understand your mindset and background when we pass this type of comment?

When we share our ideas, we do not always know where our audience is and what they are thinking. Potential fears and anxieties (all very natural just before a new baby arrives!) will shape how your message is heard and interpreted. Humour will often fall flat and be totally ignored!

Where possible, learn a little about what is important to your audience and frame your message so they will understand what you are saying. This will give you a greater chance of delivering your mesage in a way that your audience takes it on board and adopts it as their own.

I have not heard if the baby has arrived yet, but will let you know as soon as it comes along.

Cheers

Darren

Posted in humour in presentations, nervousness, presentation skills, public speaking, public speaking humour, public speaking tips, Sales Presentations, Understanding your audience | Tagged: | 1 Comment »

Free Marketing in Todays Economy

Posted by Presentation Skills on April 19, 2009

With today’s economy in a constant state of flux, it is important to get the biggest bang for your buck – marketing bucks included. You have to spend your money wisely.

The good news is, that you can get a lot of high quality, well targeted and free marketing if you want it … and this is how you do it.

Each night, literally hundreds of professional associations have meetings. These events are generally networking events for the industry and they are well attended. At these meetings, there is some ‘general business’ that the members need to hear. After this, there is the guest speaker who is there to share their knowledge on a particular topic. These guest speakers have a captive audience for 30 minutes and can set themself up as THE exert. Would you like to be that expert?

Here is an example of how it works:

You are a lawyer wanting to generate business in the Energy sector (gas, electricity etc). First, you need to find the hottest topic that the sector should know about – in this case it would be the governments Carbon Trading system. Then find the industry association that the decision makers belong too. You then simply call the associations’ President and ask if their members would be interested in an information session explaining the implications of the new legislation. It really is that simple. As most professional associations need to have a focus on member education and development, you are ideal for their needs.

Now, on the night, you are not selling anything. Obviously the name of your firm would be mentioned, and you may have some information sheets for people to take away, but that is it. You do not stand up and say how good you and your firm are. If you do this, it will kill any potential for business that you could generate.

Instead, what you do is generate lots and lots of questions in your audiences’ mind so they will want to talk to you after your presentation. Once you are talking, you can ask for their number and follow them up over the next few days. It really is that easy.

What are the benefits of this approach?

The content should not be too hard for you to come up with; after all you are speaking about what you do for a living. You are speaking to a self-selected audience who want to hear you. And because you are standing in front of the room, you are automatically seen as the expert. This is what you want.

I guarantee that this approach will work for any professional who knows their target market. The only cost to you will be your time … and you may just get a free drink out of it!

Give it a go, and let me know how you get on.

Cheers

Darren

Australia’s Public Speaking Coach

Posted in Martketing your speaking skills, Network Marketing, Politics and speaking, presentation skills, public speaking, Sales Presentations, Understanding your audience | Tagged: , , | 3 Comments »

How Do I Speak Without Sounding like a ‘Know-it-all’?

Posted by Presentation Skills on August 11, 2008

A client recently asked me, ‘How do I share my successes without looking like a know it all?’

 

This was a fair question. Peter had taken a business from near bankruptcy to one of the best performing businesses in his industry. Out of 1300 businesses, he was ranked 27th and is the only business that was growing while all others were shrinking. He was concerned that if he stood up and said ‘this is what we have achieved and this is how I did it’ he would sound like a know-it-all. And would be right.

 

How could he overcome this problem?

 

One of the best ways to overcome this problem is to change the focus of your message. Don’t focus on what you did, but rather focus on the process you implemented and what it achieved; make the process the hero.

 

Let me explain.

 

Peters’ industry had a massive legislation change that caused a big drop (15-18%) in revenue across all businesses except his. He experienced 10% growth. The reason he had the growth was he set himself up for the growth and told his team to expect it.

 

But if he stood up at his industry meetings and spoke about his successes he would be seen as lucky or a know-it-all.

 

So Peter and I worked on making the processes the hero and not him. We identified the processes he set up that enabled his success. He then spoke about the success that process had. This change – though subtle – was enough to take the focus off him. It was still clear that he instigated and drove the process but it was not about him being the hero. The process was now the hero.

 

How can you apply this in your work? Instead of telling others what you have done, tell them what the processes you implemented have achieved. Tell the benefits that have been gained by using the process. This will take the focus away from you being the hero and enable you to share your successes with out being a know it all.

 

Cheers

 

Darren Fleming

Australia’s Public Speaking Coach

Speak Motivate and Lead: How Real Leaders inspire others to follow

Posted in Martketing your speaking skills, nervousness, presentation skills, public speaking, public speaking tips, Sales Presentations, Understanding your audience | Tagged: , , | 2 Comments »