Public Speaking – Why Rehearse?

11 Deadly Presentation Sins by Rob Biesenbach
11 Deadly Presentation Sins by Rob Biesenbach

If you want to deliver a successful presentation, you will spend a lot more time preparing for your presentation than you will speaking. Even highly experienced speakers must devote time to preparation, including rehearsal. My friend and colleague, Rob Biesenbach names inadequate rehearsal as one of the “11 Deadly Presentation Sins.” In his recent book with this title, Rob explains why we must include rehearsal in our preparation for any presentation:

Woe to the audience whose speaker decides to just wing it, for they shall be trapped in the pit of despair. Why do people think they can just get up there and perform on the fly?

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Advice on Improving Sales

Executive Speech Coach & Sales Presentation Expert Patricia Fripp, CSP, CPAE
Executive Speech Coach & Sales Presentation Expert, Patricia Fripp, CSP, CPAE

Life is a series of sales situations, and the answer is always “no” if you don’t ask.  Even Wayne Gretzky, the legendary hockey player agrees – “You miss 100% of the shots you don’t take.”

There are, however, two additional parts of the equation. The first is this: The real sale comes after the sale, reselling your customers on why they chose your product or service. (Real estate salespeople and about-to-be-married couples aren’t the only ones who deal with cold feet.) You’re still the person the client wants to do business with. The process of reminding the client of why they’ve made the right decision is, of course, a more subtle effort than winning them over in the first place, but every bit as important. Positioning yourself as a consultant, partner, and resource – rather than salesperson – is a strategy that can be very effective in cultivating a lasting relationship with your customer.

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Preparation Is Crucial in Crisis Communication

Executive Speech Coach, Patricia Fripp, CSP, CPAE
Executive Speech Coach, Patricia Fripp, CSP, CPAE

In the event of a crisis, your organization might be overwhelmed by the media or by the disaster itself; it could become nearly impossible to provide thoughtful responses and accurate information without a crisis communication plan already in place.  In light of the recent and tragic loss of Malaysia Airlines flight MH370, I share this from Ragan Communications:

Never believe that any crisis is too big or too complicated to prepare for. You can prepare a crisis communications plan that will address every scenario you may face. Your crisis communications plan can have an addendum of pre-written news releases and media advisories for even an extended crisis like Malaysian Airlines. You can test your crisis communication team, your crisis management team, and your spokesmen with a crisis communications drill annually. You can conduct media training annually for everyone who may have to serve as a spokesman.

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Opportunity Does Not Knock Once

Screenshot from Fripp Virtual Training
Executive Speech Coach, Patricia Fripp, CSP, CPAE

Opportunity does not knock once, it knocks all the time. The trick is, we don’t always recognize the sound. The key to becoming more successful is to find opportunity in everyday life – not just wait for that life-altering, retire-in-the-Caribbean bolt from the blue.

Here’s how to start: Each day this month, you’re going to take a good, hard look at one aspect of your job, business, or presentation…and improve it.

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Leadership – It’s Not about Who Has The Best Ideas

Laura Stack
Laura Stack, MBA, CSP

My friend and colleague, Laura Stack’s newest book, Execution IS the Strategy was released today. Laura has been working with leaders in the areas of strategy execution, employee productivity, and team performance for 22 yeas; she is a true expert in her field. In Execution IS the Strategy, Laura explains that a leader’s biggest challenge isn’t creating the strategy—it’s executing the strategy. It’s not about who has the best ideas—it’s who executes their ideas the best. Laura shows us how to quickly drive strategic initiatives and get results from our teams. She shares her L-E-A-D Formula™ with us; consider whether you have the necessary elements in place for successful strategy execution and identify the areas that need improvement:

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How to Close Your Presentation – Expert Presentation Advice

The first and last thirty seconds of your speech have the most impact on your audience. Last words linger. Unfortunately, there are some common mistakes you can make in closing your presentation that will actually undermine your message. Learn how to craft the closing of your presentation so that it reinforces your message. In this brief video sample from FrippVT, I explain what you should not say at the close of your presentation and share some strategies to help you close your presentation with power.

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Story Strategy to Improve Your Sales Presentations – Part 2

Sales Presentation Expert, Patricia Fripp
Sales Presentation Expert, Patricia Fripp

In the first part of this series of story strategies for sales presentations, we walked through the first formula for a good story well told:  Situation, Solution, Success. This second formula will help you learn how to create a story your potential buyers can relate to.

Whenever you are telling a story to a prospect, make sure it is populated with flesh and blood characters, just like the people you are talking to. Craft your story so that your listeners identify with both the people and the situation you present.

Formula 2 – Character, Dialogue, Dramatic Lesson Learned

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Are Business Cards Dead? Make What You Do Obvious

Two People Sharing Business Card
When you receive a card, honor it by looking at it and looking at the person who has given it to you.

“Hello” can lead to a conversation. A conversation can lead to a relationship. A relationship can lead to profitable business. My friend and colleague, Susan RoAne is an expert in turning small talk into big business.  Her book, How to Work a Room, is a bestseller. In a recent television interview, Susan explained that success in business comes from being able to make connections – both online and in person.  I like to remind people that even a conversation in an elevator or at the water cooler can do as much to boost your career as delivering a formal presentation. As you form new relationships at business events, use your words and your business cards to make what you do obvious.  Here are ten of Susan’s helpful tips to help you benefit from business cards:

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Story Strategy to Improve Your Sales Presentations – Part 1

Sales Presentation Expert and Executive Speech Coach - Patricia Fripp CSP, CPAE
Sales Presentation Expert & Executive Speech Coach, Patricia Fripp, CSP, CPAE

Even the most hardened prospect can’t resist a good story – when it is well told. The reason you must tell stories is because your prospects will not remember everything you say; they will, however, remember what they see in their minds and feel in their hearts while they listen to you share a story within your sales presentation. I give you the first of three story formulas to help you improve the effectiveness of your sales presentations:

Formula 1 – Situation, Solution, Success

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Eight Great Strategies for “Working” Any Room

Handshake
The key to connection is conversation.

The key to connection is conversation, and the secret to successful conversations is asking good questions. My brother (the legendary guitarist, Robert Fripp) has often said to me, “Sister, you ask people such personal questions!” Though this is true, nobody has ever said to me, “That’s none of your damn business.” People love talking about themselves. A conversation may lead to a relationship, and a relationship may lead to new business. A business relationship when nurtured can and will lead to long term success.

If shyness prevents you from meeting and conversing with new people, you may be missing important business and career opportunities.  My friend, bestselling author and professional speaker, Susan RoAne is known as the The Mingling Maven® for her savvy socializing techniques for business growth. I share these tips from Susan:

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