Frippicism: The key to career success is to learn to sell yourself and your ideas to your senior management.

It’s no secret. The higher up the corporate ladder you go, the more important your public speaking skills become

If you have your sights set on increased responsibility with the position and the salary that goes with it, you will need to position yourself ahead of the crowd. At all stages of your career, it’s vital to sell yourself, your ideas, your value, and your ability. To position yourself for promotion, you need to learn what it takes to sell yourself and your ideas to senior management. That requires high-level public speaking skills. Learn from these presentation tips and techniques.

Perhaps you’re already speaking up in team meetings and getting your ideas across effectively. If so, how do you feel about facing a room full or even just five of senior management around a boardroom table, all staring at you? The same feelings apply to virtual meetings.

What is different? Simply, the stakes are higher.

All business communications are important; however, with senior management as your audience, you are in the hot seat. They are going to accept or reject the recommendations on which you, your department, or your team have worked so hard.

Weeks or months of your team’s or committee’s work depend on your few minutes. Who wouldn’t be nervous?

Don’t worry. You are human. That is a perfectly natural way to feel.

Remember, they can’t see how you feel, only how you look and act.

You want your senior leaders to focus on and consider your proposals, not your anxiety. You’ll look cool and collected when you follow these suggestions for dealing with senior management.

Seven Fripp Dos

  1. Open with your recommendation. Don’t make your senior-level audience wait to find out the purpose of your presentation.
  2. Describe the benefits of adopting your recommendation. Make these benefits seem vivid and obtainable.
  3. Describe the costs, and frame them in a positive manner. If possible, show how not following your recommendations will cost even more.
  4. List your specific recommendations, and keep them on target. Wandering generalities will lose their interest. You must focus on the bottom line. Report on the deals, not the details. Naturally, any questions they ask you will have the specifics they need.
  5. Deliver with piece-of-the-pie eye contact. You will be more persuasive and believable. It is fine to have notes. In person or virtually, however, you cannot make good eye contact if you are reading your notes rather than just referring to them.
  6. Be brief. The fewer words you use to get your message across, the better. Jerry Seinfeld says, “I will invest an hour taking an eight-word sentence down to five.” That’s because he knows it would be funnier. In your case, shorter is more memorable and repeatable. You will always receive appreciation for being clear, concise, and finishing ahead of time.
  7. Practice. A report to senior managers is not a conversation; it must, however, sound conversational. Once you have your notes, practice with an associate or your team members. Especially if you are reporting on a team project. Rehearse by yourself when you are driving to work, taking a walk, or, at my favorite place to rehearse, on the treadmill. Make sure you are familiar with what you intend to say. You do not have to be perfect. Your goal is to be personable. Remember, they do not know what you intended to say, so if your remarks do not come out exactly as you rehearsed, do not worry.

Remember, as Oscar-winner Sir Michael Caine said, “Rehearsal is the work; performance is the relaxation.”

Four Fripp Don’ts

Report to Senior Management
Confidently Report to Senior Management
  1. Don’t begin with creating with your PowerPoint®. If you use slides, create them after your presentation is created on a whiteboard or flip chart. Add your initial scripting, and go through your presentation out loud.
  2. Don’t try to memorize the whole presentation. Memorize your opening, key points, and conclusion. Practice enough so you “know it so well you can forget it.” This helps retain your spontaneity.
  3. Never, never read your presentation, not from a script and not from PowerPoint® slides. Your audience will go to sleep. It is fine to have bullet points to keep you on track. When you invest more time creating your content and delivery and less on working on the PowerPoint®, you will feel more comfortable and confident.
  4. Don’t wave or hop. For live presentations, don’t let nervousness or enthusiasm make you too animated. Don’t distract from your own message with unnecessary movement. In a virtual meeting, make sure your background is tidy and does not distract. If you are using a virtual background, make sure you have a green screen, or parts of your body will disappear when you move.

Where to Begin?

  1. What is the topic or subject of your report? Be clear about your premise, central theme, or biggest idea and recommendation. How can you introduce it in one sentence? Make sure all your talking points reinforce your premise. Be clear in your mind and with your audience about what action, approval, or budget you want from them.
  2. Why is your topic important enough to be on the busy agenda of senior-level managers? The clearer you are, the simpler you can explain your idea or recommendation, the more they will be clear. Remember, a confused mind says “No.”
  3. What questions will your executive audience need answers to? Can you anticipate your leaders’ probable questions? If so, build the answers to their questions into your presentation. Most executives will feel comfortable interrupting any time they want clarification. Don’t get flustered. Just smile and answer. Or say, “The answer will be clarified if you can give me five more minutes.”
  4. Present your recommendations. When addressing senior management, be aware they are charged with increasing sales, reducing costs, expanding markets, becoming more competitive, reinforcing core values, retaining top talent, and increasing shareholder value. Where will your recommendation fit?

How does this investment compare to other investments we have already made? “As a comparison, the initial cost of the pilot for all three offices is 2% of what we spend on plant maintenance in the Executive Briefing Center.”

Senior leaders do not know how you feel. They see how you act.

Frippicism: Act as if you are confident, and you will be confident.

To get ahead in your career FrippVT Powerful, Persuasive Presentations online learning is your best friend.

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I’m frequently asked, “Patricia, what mistakes do speakers make?”

Always Make Friends with The Stage.

If you’re speaking at a convention, go walk the stage the night before or early in the morning before anyone else is there.

Make sure you know where you will be moving and transitioning.

Look around, and make eye contact with the empty chairs. In show business, they call it “making friends with the stage.”

You want every aspect that you can possibly control to feel comfortable and familiar.

Remember, this is second nature to actors and it will add to your comfort and confidence.

What Does it Take to Make Your Presentation Introductions Exciting?

If you need help, FrippVT Powerful, Persuasive Presentations will help.

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I am frequently asked, “What are the mistakes that speakers make?”

One mistake is thinking that once you have prepared your content and have your PowerPoint ready, you’re done.

No, you’re halfway done. Once you know exactly what you want to say and have it organized, and the visual presentation is prepared, get your presentation into your body. This is probably the biggest mistake that executives make.

I recommend to my speech coaching clients that they need to know their presentations so well they can forget them.

I consider this internalized rather than memorized. Imagine your spouse elbowed you in the middle of the night, waking you from a deep sleep. Could you deliver the opening of your upcoming speech?

As Oscar-winner Michael Caine says, “Rehearsal is the work; performance is the relaxation.” Remember, when you think you’re done, you’re halfway there.

Powerful and persuasive presentations take preparation.

Take advantage of the early bird special $3.99 and $25 bonus.

My new eBook How’s that Presentation Coming? just launched!!

We are kicking off an Amazon review campaign and I am asking you if you would write a review to help gain visibility and traction. This is written for those professionals who want help…now!

Imagine an overworked person getting an email or text from their boss and seeing the message, “How’s that presentation coming?” and realizing they totally forgot.

On your Kindle, iPhone, or computer you can read the advice I give them.

Here is a link to the book on Amazon: https://amzn.to/3kvTlgw

How's that Presentation Coming?
How’s that Presentation Coming?

 

Your honest review will greatly aid in the success of this book.

Below you will find a few tips for writing reviews. Amazon is quite picky on what reviews they will accept or reject. These tips will help ensure your review is verified in the eyes of Amazon.

Start by purchasing the Book using your normal Amazon account. To validate the review, your Amazon account should have a purchase history of $30 in recent months.

We have dropped the price to $3.99 until May 25.

Once you have done this send me an email at pfripp@fripp.com and in the subject line write How’s that Presentation Coming? Gift

We will then send you my Presentation Skills and Sales Training Value Pack.

Six MP3s featuring me, Daren LaCroix, Ed Tate, my brother Robert Fripp and negotiation expert David Palmer. $25.00 value

https://fripp.com/product/mp3-value-pack/

Thanks in advance. P.S. Could you please submit your review by 5/25?

Need help?

Fripp Virtual Training, FrippVT

Whether you are a beginner or a professional speaker, you can dramatically improve the quality of your presentations with Fripp Virtual Training. Get results on your own schedule.

FrippVT is a state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Presentation Expert and Executive Speech Coach Patricia Fripp is sitting in front of you. FrippVT is designed to be immediately engaging and makes it fun to learn. If you are a novice presenter or a seasoned professional, you will find the content both practical and relevant.

“I highly recommend FrippVT to everyone who speaks in public. It just doesn’t make sense to be without 24/7 access to the wisdom and experience of the master of professional speaking that Patricia Fripp is. FrippVT is a must-have resource for all professionals.”–Pat Lynch, President, Business Alignment Strategies

“FrippVT is an exhilarating way to learn.” –Ursula Bell, Broker, Manion Bell Insurance Brokers

“I am enjoying FrippVT very much! It is a great way to train with master speech coach Patricia Fripp at any time.” –Bill Fleischhauer, Gold Star Father

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I’m frequently asked, “What are the mistakes that speakers make?”

One is thinking they have to write out their complete speech.

What I recommend you do instead is follow a logical presentation preparation process.

Think, what is the big idea of your speech, your premise, or your central theme?

What are the talking points? What are the stories and examples you’ll use? Add these ideas to a whiteboard, a flip chart, or a yellow pad. You might come up with some initial scripting for your opening and closing. Next, stand up and talk through the framework of your presentation. Finally, have it transcribed.

Then if you want a script, take it from what you said.

Save time and improve your presentations.

It is difficult to write conversationally. From your conversational script, tighten and clean up what you said. Add specificity. Remove fuzzy language and non-words. When you rehearse, you will find this process will make it much easier to remember.

Try it for your next presentation. If you need help, FrippVT Powerful, Persuasive Presentations will help.

“FrippVT is an exhilarating way to learn.” –Ursula Bell, Broker, Manion Bell Insurance Brokers

“I am enjoying FrippVT very much! It is a great way to train with master speech coach Patricia Fripp at any time.” –Bill Fleischhauer, Gold Star Father

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Great Advice…Act As Your Own Warm-Up Act

I’m frequently asked, “Patricia, what are some of the mistakes that many speakers make?” One is not to act as your own warm-up act. Whenever it is appropriate, walk around and speak to the audience before you’re introduced and on stage.

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The Fripp Speech Structure
All great speeches begin with good structure.

Give a Speech!

Frippicism: People do business with people they know.

Every service club and community group is looking for a free speaker next Thursday at lunchtime. Okay, it could be Wednesday morning at breakfast or even in Zoom. You get the point! If that is you, do not overlook a magnificent marketing opportunity.

Here is a roadmap of everything you need to know about preparing your first speech or presentation. You may find this advice will serve you for an entire career. This insight comes from a time when my hairstyling clients invited me to speak to their Rotary, Kiwanis, and Breakfast Clubs. After two talks I realized, “This is the most fun and inexpensive way I can build my business.”

How Do You Get Invited?

Tell everyone you know you are willing and available to speak. Understand this is not a sales pitch for your company. Your message must be of interest and value. Your introduction, which you write yourself, gives the audience your credentials. Your name, company, mini bio, and speech title will be advertised to their members. Take advantage of the networking opportunity, and you can invite guests––perhaps friends, supporters, or happy clients.

Preparing Your Speech. What Do I Talk About?

Talk about what you know. Your experiences. What you have learned from your industry that could be of interest to the audience.

Begin by asking yourself these three questions:

  • Who is my audience?
  • What do I know about the background or collective personality of the group? Every service club has their own community, priority, or charity they support.
  • What do I know that can benefit them?

How long will I speak? They will tell you. Most likely 30 minutes.

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I’m frequently asked, “What mistakes do most speakers make?”

One mistake is thinking that because you are a seasoned speaker, you can wing it.

I am not saying your presentation won’t be good, but how do you know if your timing is right if you aren’t prepared?

How do you know if your points are clear, well-developed, and obvious to your audience?

Have you respected the audience enough to find out why they care?

What are some examples in your presentation that will resonate with them?

My message is, “Don’t wing it.”

Even if it’s only a 15-minute presentation, ask yourself, what is the big idea I want to get across?

What is a good way to open, to grab the audience’s attention and interest?

What am I asking the audience to do as a result of hearing this information, and why would they care?

Powerful and persuasive presentations take preparation.

Need help?

Fripp Virtual Training, FrippVT

Whether you are a beginner or a professional speaker, you can dramatically improve the quality of your presentations with Fripp Virtual Training. Get results on your own schedule.

FrippVT is a state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Presentation Expert and Executive Speech Coach Patricia Fripp is sitting in front of you. FrippVT is designed to be immediately engaging and makes it fun to learn. If you are a novice presenter or a seasoned professional, you will find the content both practical and relevant.

“I highly recommend FrippVT to everyone who speaks in public. It just doesn’t make sense to be without 24/7 access to the wisdom and experience of the master of professional speaking that Patricia Fripp is. FrippVT is a must-have resource for all professionals.”–Pat Lynch, President, Business Alignment Strategies

“FrippVT is an exhilarating way to learn.” –Ursula Bell, Broker, Manion Bell Insurance Brokers

“I am enjoying FrippVT very much! It is a great way to train with master speech coach Patricia Fripp at any time.” –Bill Fleischhauer, Gold Star Father

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How much time do you invest in improving your sales presentations?

Sales presentation skills expert Patricia Fripp has provided a sales sampler from her FrippVT.com web-based training. Enjoy!

“Back in 2018, we invited you to help us with an important sales presentation, which we won. You will be as excited to know, that it continues to reap dividends! Last year, we were awarded $1.6 million in business with them. We just received a $2.8 million order from them already this year and it is still January. Your advice and coaching are awesome. What an ROI!” Michael E. Stryczek, President & CEO, AB&R® (American Barcode and RFID)

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To win over your audience, you must connect emotionally.

With well-chosen words, you can open your presentation and establish an immediate emotional bond. As a presentation skills coach, when I work with a group, I’ll invite individuals to come to the front and deliver their opening lines. On one occasion, up walked Stephen. He began to tell the facts of his experience of living with deafness since birth. After he spoke, the audience was sympathetic; however, he had not made a connection. He was also missing an opportunity.

I took him aside and suggested he try a different approach. Stephen spoke again saying, “Imagine how my parents felt as the doctor walked into the waiting room and said, ‘I am so sorry to tell you this, but your beautiful boy is deaf.’” He painted a vivid picture of this pivotal moment in his parents’ lives. Whether or not audience members were parents themselves, they were able to emotionally connect with the situation. You could feel a change in the room.

You have many theatrical choices in how you open your presentation.

Remember, to foster true engagement, always let your audience know you have their best interests at heart.

Too often, presenters will start with, “I am going to talk about…” or, “What I would like to do first is….” The reality is, nobody cares about what a speaker plans or wants to do. Your audience cares about whether or not your message is relevant to their own interests and concerns.

Craft your opening to establish an immediate emotional connection with your audience.

You can turn the “I want to…” and “I am going to…” statements around. Start with your powerful opening to create emotional connection, and then follow this with you-focused language. For example, “In the next forty-five minutes, you will learn four specific ways that you can transform your organization.”

I recommend that you record your presentation and have it transcribed.

Present Powerful Presentations

What we think we say, and what we actually say, can be very different. When you review your presentation, consider it objectively from your audience’s perspective. Or, even better, ask others to give you an objective evaluation, as I did when I coached Stephen. He had a wonderful story to tell, yet it took an outside observer to help him tell his story in a way that would immediately connect with his audience.

Powerful and persuasive presentations connect with an audience on both an intellectual and emotional level.

Fripp Virtual Training, FrippVT

Whether you are a beginner or a professional speaker, you can dramatically improve the quality of your presentations with Fripp Virtual Training. Get results on your own schedule.

FrippVT is a state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Presentation Expert and Executive Speech Coach Patricia Fripp is sitting in front of you. FrippVT is designed to be immediately engaging and makes it fun to learn. If you are a novice presenter or a seasoned professional, you will find the content both practical and relevant.

“I highly recommend FrippVT to everyone who speaks in public. It just doesn’t make sense to be without 24/7 access to the wisdom and experience of the master of professional speaking that Patricia Fripp is. FrippVT is a must-have resource for all professionals.”

–Pat Lynch, President, Business Alignment Strategies

“FrippVT is an exhilarating way to learn.”

–Ursula Bell, Broker, Manion Bell Insurance Brokers

“I am enjoying FrippVT very much! It is a great way to train with master speech coach Patricia Fripp at any time.”

–Bill Fleischhauer, Professional Speaker and Coach

Sign up for your complimentary trial, and discover how FrippVT can transform you and your team. Take advantage of your free trial. www.FrippVT.com

Sign up for your complimentary trial and discover how FrippVT can transform you and your team. Take advantage of your free trial.

Three Ways to Emotionally Connect with Your Audience” are just a few more of the complementary resources on Fripp.com to help you improve your openings and your ability to connect with your audience.

Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp works with individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.

Frippicisms for your blog posts, speeches, and articles.

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When you open your presentation, you have just thirty seconds to command your audience’s attention.

Don’t waste your opening words. Prepare a winning opening and give it extra attention as you rehearse your presentation.

A relevant and compelling quote is one way to open a presentation and engage your audience. General Eisenhower said, “Leadership is the ability to decide what has to be done and then to get people to want to do it.” When I talk on leadership, I often begin with that quote. I’m also a believer in quoting others besides dead white men­­––although many of them have made wonderful, inspiring, and educational comments.

Consider quoting live individuals. When I’m talking about getting and keeping customers, I say, “As Bill Gates said, ‘When you lose a customer, you lose two ways. First, you don’t get their money. And second, your competitor does.’” I pantomime stabbing myself in the heart, which usually gets a laugh.

Quotes can be both informative and surprising.

As the great philosopher, Raquel Welch said, “Style is being yourself, but on purpose.”

I add, “Every time you stand up to address an audience, you have to be yourself, but slightly larger than life. In other words, on purpose.”

Relate to your audience.

A great source for quotes is the very audience you are addressing or people they are familiar with.

At a four-day Texas Instruments conference, I told the audience, “I’m here to tell you how to future-proof your careers.” Two days earlier, I had heard their chairman use the phrase “future-proof” when discussing their strategy and the results they expect for the company.

He said, “Our strategy is to future-proof the shareholders’ investment.” I borrowed his words to connect with the audience, as they were his associates, not investors. The phrase already had the company stamp of approval. What made that engagement a great success was the fact I quoted every single person who had spoken on the program before me over the prior three days.

Any important or recent quote related to the industry or organization you are addressing can get you immediate attention and establish a connection between you and your listeners. I often quote something from my client’s most recent corporate report.

Clients tell me, “We’re so glad you quoted our chairman. We always send the report to our associates, and we don’t think they ever read it.”

Interesting quotes can be used throughout your talk.

Unfortunately, speakers often go with predictable quotes from sports stars, writers, texts, and celebrities. Don’t bore your audience with familiar and tired quotes.

Get creative. Get ready to take notes. Make a list from your own sources as you ask yourself, “What quote, memorable saying, keen insight, or witticism can I take from…”

My father, mother, siblings, grandmother, grandfather?

My teacher or coach?

My first boss or manager who inspired me?

My successful or even brilliant clients?

Myself?!!

Here are some of my responses to this exercise that you may use if you like­­––just give me credit!

From my father, A. H. Fripp:

“Don’t concentrate on making a lot of money, but rather concentrate on becoming the type of person people want to do business with, and you most likely will make a lot of money.”

From my mother, Edie Fripp:

“Of course, it is the inner you that counts, but dress up and look good so you can attract people so they can find out how nice you are, how smart you are, and how valuable you can be to them.”

From my brother, the legendary guitarist, Robert Fripp:

“Discipline is not an end in itself, but a means to an end.”

From my client, the brilliant businessman, Manny Lozano:

“Keep promoting––even when your appointment calendar is full. You need to resell to the clients you already have that this is still the place they want to come.”

A personal favorite from Jerry Seinfeld:

“I will spend an hour editing an eight-word sentence into five.”

From me, Patricia Fripp:

“All I ever wanted in business is an unfair advantage.”

“Don’t celebrate closing a sale, celebrate opening a relationship.”

“The answer is no if you don’t ask.”

When your quotes are new to your audience, your entire message will sound fresh and original.

For hundreds of Patricia Fripp and family Frippicisms that you can use in your speeches, articles, PowerPoint, and tweets––as long as full credit is given. www.fripp.com/about-patricia-fripp/frippicisms/

FrippVT is a state-of-the-art, web-based training platform that emulates live training and coaching. It is almost as if Presentation Expert and Executive Speech Coach Patricia Fripp is sitting in front of you. FrippVT is designed to be immediately engaging and makes it fun to learn. If you are a novice presenter or a seasoned professional, you will find the content both practical and relevant.

Sign up for your complimentary trial and discover how FrippVT can transform you and your team. Take advantage of your free trial. www.FrippVT.com

Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp works with individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.

Enjoy this segment from FrippVT online learning platform.

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