Robert Fripp Video & Guest Appearance

As much as my brother Robert Fripp is internationally-known for his brilliance with
the guitar… he is a superb and entertaining speaker. Brother Robert and I are in Washington DC speaking to the American Payroll Association’s Congress.  Enjoy:

This week Brother Robert and I are speaking to the American Payroll Association’s Congress.  Their theme is Pay Heroes. The opening speaker is Charlie Plumb. Charlie is an amazing speaker who talks about
his experiences in Vietnam. He does not consider himself a hero although everyone who hears his story would.
Adam West with his Batmobile will be there. Adam’s speech is “Not all Heroes Wear Tights.”
On Tuesday I have three sessions. The first is “Basic Speaking Skills,” then Robert and I are speaking about
“Position Yourself for Promotion: How to Be a Hero for More Than One Day.”
The third session with Brother making a guest appearance is “Advanced Presentation Skills.”

If you would like to learn more about engaging Robert Fripp to speak at your event visit:
http://robertfrippspeaks.com

Read More...

Terry Brock & Mingling Maven Susan RoAne

Terry Brock interviews Mingling Maven Susan RoAne

Technology expert Terry Brock leads the way. Here he is taking advantage of being with Susan RoAne when she was speaking in Orlando.

Have an Extra Edge at Networking Events –

Best Selling Author and THE Executive Speech Coach Shows You How to Network
by Patricia Fripp, CSP, CPAE

We all attend events promoted as the perfect format to make new contacts and develop potential business relationships. I never stop being amazed how many talented and well-educated people often do not know how to maximize these events.

Here are two easy ways you can make the most of networking events.

1. "TRAVEL WITH YOUR OWN PR AGENT" TECHNIQUE.

It's simple and cost free. Enlist a co-sales professional, friend, or fellow speaker to form a duo. My networking buddy in San Francisco is Susan RoAne, the best-selling author of How to Work A Room, Secrets of Savvy Networking, and What Do I Say Next? We attend many meetings together.

Here's what we do. When we arrive at an event, we alternately separate and come together. I'll walk up to Susan as she is talking to someone, and she'll say, "Larry, let me introduce you to Patricia Fripp. Patricia is truly one of the greatest speakers in the country." And, I will turn around and say, "Larry, I bet Susan is too modest to tell you she's the best-selling author of three books."

When you do this, just as RoAne and I do, you're saying great things about each other that you'd love your prospects to know, but modesty prevents you from telling them.

Suppose Natalie and Fred are secret partners. As Fred walks up, Natalie says to the person she's been talking to, "Jack, I'd like you to meet Fred. Fred has taught me nearly everything I know about sales and our product line. There has never been a sales contest in our company he hasn't won." Then, Fred can say, "Well, Natalie's being very generous. It's true; I've been with our company for sixteen years. But, Natalie's been here for only six months, and she's brought in more new business than any other person in the fifty-three year history of our firm, so she knows a couple of things too. I tell you, you couldn't do better than work with someone as enthusiastic as Natalie."

2. IF YOU ARE SHY VOLUNTEER YOURSELF A GREETER.

Much of the value of meetings can be lost if you are retiring or fundamentally shy. For many people, mingling with a room full of strangers can be an unpleasant or even scary experience. Seventy percent of the population rates themselves as at least "situationally shy," says Susan RoAne in her networking books.

I encourage you to focus on all those exciting new people and messages instead of the butterflies in your stomach offer to take a job that requires interacting with other attendees. For instance, when you wear a name tag with a ribbon that says "Greeter" you can issue name tags, sign up people for work shops, or just direct traffic: "How do you do? I'm Chris Carter. Nice to meet you. Name-tags are here. Food is there. How do you do? I'm Chris Carter. Nice to meet you." Soon you've met many new people and will get cheery nods of recognition throughout the event, making them more responsive and at ease.

A BONUS THOUGHT ABOUT CONNECTING

The key to connection is conversation. The secret of conversation is to ask questions. The quality of the information you receive depends on the quality of your questions. If you have a conversation it may lead to a relationship. A relationship could lead to new business. A business relationship when nurtured can and will lead to long term success.

SO WHAT ARE YOU WAITING FOR????

Put on your 'Sunday best' and go meet some new people!!!

Read More...

Robert Fripp and Fallen Fire Fighters Foundation

Robert Fripp of King Crimson fame gave me a great closing line for my program for the Fallen Fire Fighters Foundation. This morning I delivered a keynote called "How to Be a Hero for More Than One Day." In this program I show video clips of my brother speaking.

He played on David Bowie's Heroes album.
Then I delivered two speech coaching sessions. His line…"There is no tragedy in a life lived heroically. However, there is loss."

Brother also says, "It is not necessary to be cheerful.
It is not necessary to feel cheerful.
But look cheerful."

In two weeks we are speaking together at the American Payroll Association Congress. There theme is "Pay Heroes."

Read More...

THE Executive Speech Coach: To Edit or To Add?

THE Executive Speech Coach learns from author Eleanor Dugan: To Edit or To Add?

From author Eleanor Dugan, “Fripp, we have chatted in the past about the meaning of the word "edit" — which you interpreted as "cut out" and I explained actually means to polish by adding, deleting, or changing.

On the topic of the verb "to edit," I found the following explanation in today's Word-a-Day bulletin indicating that when one edits one actually gives — and thought of you:
“Which came first, editor or edit?”

This may sound like a chicken-and-egg question, but it's not. It's easy to assume that the word editor was formed from the verb edit. In reality, the word editor came first (from Latin edere: to give out). Then we formed the verb edit from it. Words such as babysit, vaccinate, donate, all were derived from their noun forms, not vice versa."

Cheers, Eleanor

Eleanor is also a quilter of renown. With her friends they have made and given away sleeping bags for the homeless.

Read More...

Executive Communications: Want Your Audiences to Remember What You Say?

THE Executive Speech Coach gives advice on Executive Communications

Want Your Audiences to Remember What You Say? Learn the Importance of Clear Structure
An article on public speaking by Patricia Fripp CSP, CPAE

When speaking in public, your message, no matter how important, will not be remembered if you don't recognize the importance of STRUCTURE. Here are some practical ideas that can immediately make you more effective.

Your Structure
Can you write the premise or objective of your talk in one sentence? If not, the chances are that your thinking isn't clear enough for the audience to understand your purpose. And if you don't organize your material so the audience can remember it easily, they'll have a hard time grasping your message. They may be dazzled by your pizzazz and laugh at your stories, but little will stay with them afterwards.

Your next structural imperative is to use statements that make your audience ask "How?" or "Why?" For example, during a talk on "Selling Yourself and Your Ideas to Upper Management," I say, "Everyone in your position can sell themselves and their ideas to upper management." Immediately, my audience is asking themselves, "HOW can I do that?" Or at another speech, I might say, "Every manager needs to develop employees who can think entrepreneurially." And the managers are all asking themselves, "WHY on earth do I need to do that?"

Your answers to their mental questions, your How's or Why's, become your "Points of Wisdom," the rationale for your premise or objective. Illustrate each Point with stories, examples, suggestions, practical advice, or recommendations. Allow about ten minutes for each Point of Wisdom, an average of three in a thirty minute presentation.

Finally, frame your premise and your Points of Wisdom with an attention-getting opening and a memorable closing. For example, I helped a scientist neighbor, Mike Powell, with a speech he was delivering to a general audience. I suggested that since most of us don't know what it is like to be a scientist, he should tell the audience. Mike captured everyone's attention by saying:

"Being a scientist is like doing a jigsaw puzzle… in a snowstorm…at night…when you don't have all the pieces…and you don't have the picture you are trying to create."

Your last thirty seconds must send people out energized and fulfilled. Ask for questions before you close so you don't diffuse the effect of your ending. Then finish with something inspirational that supports your theme and creates a "circle" with your opening. My scientist friend Mike closed by saying, "At the beginning of my talk, I told you of the frustration of being a scientist. Many people ask, 'So why do you do it?'"

Then Mike told them about the final speaker at a medical conference he attended. She walked to the lectern and said, "I am a thirty-two-year-old wife and mother of two. I have AIDS. Please work fast." Mike received a standing ovation for his speech. Even more important, several years later the audience still remembers what he said and can actually quote him!

If you want to improve your speaking skills why not check out my Las Vegas Speaking School in Las Vegas June 10, 11. While you are there why not stay for The Odd Couple Marketing & Strategy seminar?

Read More...

THE Executive Speech Coach, Great Advertising, Best Copywriter

Bob Bly is one of country's best copywriters. This is from his newsletter.
Gene Schwartz was one of the greatest advertising writers who
ever lived.

Yet he eschewed the so-called creativity of Madison Avenue, and
many of his ads were written using formulas.

Here are 10 of his favorite ad writing formulas:

1-Numbered lists.

Example: "The Seven Deadliest Crimes Against Yourself."

2-How-to headlines.

Example: "How to Make Anybody Like You!"

3-Secrets.

Example: "Secrets of Eastern Super-Men Revealed at Last!"

4-Question headlines.

Example: "Why Haven't TV Owners Been Told These Facts?"

5-Reason-why headlines.

Example: "Why Models Stay Young Till Sixty!"

6-Make a big promise.

Example: "I'll Make You a Mental Wizard as Easily as This!"

7-Reference to a foreign or exotic location.

Example: "Doctors in Sweden Say There is a Cure for Arthritis."

8-Put a time reference in the headline.

Example: "One Day with This Man Could Make You Rich!"

9-Use the word "now" in the headline.

Example: "Now-Run Your Car Without Spark Plugs!"

10-"Don't pay one penny."

Example: "Don't Pay One Penny Till This Course Turns You Into a
Human Computer!"

Note: once Schwartz found a formula that worked, he would adapt
it to many other ads for many different products.

Sincerely,

Bob Bly

P.S. You'll find more about Gene Schwartz and his great ads here:

www.100moneyblueprints.com 
  
Bob Bly
Copywriter / Consultant

More on copywriting from David Garfinkel.

https://fripp.com/articleoncopywriting.html

 

Read More...

Alan Weiss the Million Dollar Consultant: Increase and Protect Fees

Consulting Tips from the Million Dollar Consultant:
Forty Methods to Increase and/or Protect Fees
By Alan Weiss PhD and partner with Patricia Fripp in The Odd Couple Marketing Seminar.
Sign up by April 30 and save.

Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.

1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don't stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.
6.Engage the client in the diagnosis. Don't be prescriptive.
7.Never voluntarily offer options to reduce fees.
8.Add a premium if you personally "do it all."
9.If you're forced to consider fee reduction, reduce value first.
10.Provide options every time: the choice of "yeses."
11.Always provide an option that is comprehensive and over-budget.
12.As early as possible, ask the key scope question: "What are your objectives?"
13.Broaden objectives as appropriate to increase value.
14.Ensure that the client is aware of the full range of your services.
15.If something is not on your playing field, subcontract.
16.Always ask yourself, "Why me, why now, why in this manner?"
17.Determine how many options the buyer perceives other than you.
18.Use proposals as confirmations, not explorations.
19.When asked prematurely about fees, reply, "I don't know."
20.If you must lower fees, seek a quid pro quo from the buyer.
21.Do not accept troublesome, unpleasant, or suspicious business.
22.When collaborating or subcontracting, use objective apportionment.
23.Any highly-paid employee must bring in new business, not merely deliver.
24.Seek out new economic buyers laterally during your projects.
25.It is better to do something pro bono than to do it for a low fee.
26.Fees have nothing to do with supply and demand, only with value.
27.If you are unaware of current market fee ranges, you're undercharging.
28.Psychologically, higher fees create higher value in the buyer's mind.
29.Value can include subjective as well as objective measures.
30.Introduce new value to existing clients to raise fees in these accounts.
31.Do not accept referral business on the same basis (e.g., hourly) as the source.
32.When forced into phases, offer partial rebates to guarantee future business.
33.At least every two years, consider jettisoning the bottom 15% of business.
34.Start with payment terms maximally beneficial to you every time.
35.Offer incentives for one-time, full payments.
36.Never accept payment subject to conditions to be met upon completion.
37.Focus on improvement, not problem solving.
38.Provide proactive ideas, bench marking, best practices from experience.
39.Practice stating and explaining your fees.
40.Always be prepared to walk away from business.

The Odd Couple always receives rave reviews.

Read More...

Alan Weiss on “How to Deal with People Who Always Want A Deal”

Alan Weiss is the consultant’s consultant. Author of 33 books and my partner in The
Odd Couple Marketing & Strategy Seminar

Consulting Tips from the Million Dollar Consultant:
How to Deal with People Who Always Want A Deal

I’m constantly surprised at the amount of mail and calls I receive asking advice on how to deal with clients who constantly want to bargain. I’m surprised because many consultants apparently don’t understand that once you make a single concession on price, you’ve enabled a behavior which will inevitably cost you money and probably drive you crazy.

Read More...

Attend NSA Webinar Monday – Presentation Skills: Are You Improving or Reinforcing Bad Habits

Many top speakers say “Your speech is your best marketing.”

OK…be honest…are you spending more time Twittering than learning to improve your presentations?

Tweet this…To increase your performance impact AND your income, log into Fripp’s April 19 NSA U Webinar! From Patricia Fripp, you will learn little-known presentation techniques that come from screen-writing, comedy, and advanced speech coaching.

Learning Objectives:

  • Simplify your speech structure
  • Adapt two lessons from Jerry Seinfeld
  • Implement ideas from Hollywood screen writers
  • Intensify your delivery
  • Learn from Fripp’s favorite Las Vegas performers
  • Maximize your delivery impact and your audience buy-in.

NSA WEBINAR – MONDAY April 19, 2010
10:00am – 11:00am PST
1:00pm – 2:00pm EST
$39 NSA Members / $49 Non Members

CLICK HERE TO REGISTER NOW.

527 Hugo Street, San Francisco, CA 94122
(800)634-3035, (415)753-6556, Fax (415)753-0914
PF****@***pp.com, fripp.com
Read More...