Sell-Yourself Tips for Consultants

by Patricia Fripp, CSP, CPAE

As a consultant, you are continually selling yourself to a committee or Board of Directors. Present the best product you can.

Rehearse your opening. You have only thirty seconds to grab the interest of your audience. Don't waste it.

Wrong: "Ladies and gentlemen, thank you for the opportunity…"

Right: "In the next ten minutes you will be convinced you that the best decision you can make is to invest in the services of Fripp Associates."

Focus on the bottom line. Stress the results you will get for them.

Don't offer backup information unless or until you are asked for it. It can interfere with the "big picture."

Be "up." Low energy and monotony will kill any presentation. Show genuine enthusiasm.

Be visual. People remember what they "see" in their imaginations. Paint a vivid picture in story form of how things will be when you have the job.

"…six months from now, when your business has increased 15%, your market share is 5% higher, and your sales teams are in harmony for the first time…".

Have a strong closing. For example, "Your next decision is not whether to hire me, but whether can you afford not to!"

More information on marketing yourself as a speaker, seminar leader or consultant is
https://fripp.com/sales_training.html

If you want help with your marketing why not check out The Odd Couple with Alan Weiss. This is our yearly seminar on marketing and strategy for consultants and speakers in Las Vegas. Check out our copy.

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Prospecting Tips for a Slow Economy
by Patricia Fripp, CSP, CPAE

Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you.

1. Don’t overlook the obvious. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve.

2. If you used to work in another industry, update your satisfied clients that you can still serve them in this different capacity.

3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.

4. One of my friends in the advertising specialty business had a very creative office decor. Anyone who had seen it raved about it. Going up in the elevator of his building of 22 floors I had a conversation with a fellow passenger. I asked, “Do you work in this building or are you visiting?” He mentioned he had worked there for 2 years. I inquired if he had ever heard of my friend Jonathan and his unique and memorable office. He said “No.” My recommendation to my friend and everyone else who works in a large building is to every few months go from floor to floor, office to office, and introduce yourself to your neighbors. You could well quadruple your business close to home.

5. Don’t forget to work on your sales presentation skills!

Why not learn sales presentation skills from Patricia Fripp and Negotiation Skills from David Palmer, PhD on CD and DVD?’
Need more help in sales, presentation skills, marketing, promoting yourself? Patricia Fripp has hundreds of articles for you. Yes, no charge. fripp.com/articleslist.html

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Power Pitching: Get the Personal Edge
by Patricia Fripp, CSP, CPAE

Whenever and whatever you're pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? Try these tips.

•Focus and be sincere. If you appear nervous or unsure, you may seem devious or incompetent. If your sales presentation does not respond to their concerns and you just grind on with a prepared pitch, they will decide you don't care about them and their problems. Look people right in the eyes and convince them that you stand 100% behind the ideas, products, or services that you want to sell them. Pick up on their concerns, and address them.

•"Divide and conquer." If you're doing a sales presentation, shake hands with everyone as they enter the room. Connect with them so you see them as individuals, and you become more memorable to them too. (People are usually more shy of groups of strangers than in one-on-one contacts.)

•Use technology to enhance your sales presentation, not drown it. PowerPoint can keep you on track, but it can't establish trust.

•Keep it simple and memorable! When your prospects have a debriefing afterwards, you want them to remember what you said more than anything your competitors pitched to them. Break your talking points into snappy sound bites that are easy to write down and remember. Make them interesting and repeatable.

•Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there's anything they don't understand, it's too complicated.

•Tell great stories. People are trained to resist a sales pitch, but no one can resist a good story. Let's say you're trying to get money to fund your software company. Tell a story about how the prospective investor's life will change when you bring the product to market: "Imagine that a year from now you'll come to work and use this software to do in 5 minutes what now takes you 45 minutes. I don't know what that would do to your life, but in all our test markets or pilot programs, people tell us…" Then add more stories.

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At this weekend 's Speaking and Presentation Skills School we are focusing on how to improve your sales presentation skills.

Prospecting Tips for a Slow Economy
by Patricia Fripp, CSP, CPAE

Frippicisim: It is not your clients' and prospects' job to remember you. It is your obligation and responsibility to make sure they don't forget you.

1. Don't overlook the obvious. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve.

2. If you used to work in another industry, update your satisfied clients that you can still serve them in this different capacity.

3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.

4. One of my friends in the advertising specialty business had a very creative office decor. Anyone who had seen it raved about it. Going up in the elevator of his building of 22 floors I had a conversation with a fellow passenger. I asked, "Do you work in this building or are you visiting?" He mentioned he had worked there for 2 years. I inquired if he had ever heard of my friend Jonathan and his unique and memorable office. He said "No." My recommendation to my friend and everyone else who works in a large building is to every few months go from floor to floor, office to office, and introduce yourself to your neighbors. You could well quadruple your business close to home.

5. Don't forget to work on your sales presentation skills!

If you want to consider improving sales presentation skills why not give me a call?
We can discuss how improving your team's presentation skills  can close more business.

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Four Do’s in Selling Your Ideas to Senior Management
By Patricia Fripp, Expert in Business Communications

Just getting ready for my Speaking School. Communicating to executives is one of the topics that we will discuss.

It’s no secret… the higher up the corporate ladder you go the more important your public speaking skills become. If you have your sites set on increased responsibility and the position and salary that go with them you will need to position yourself ahead of the crowd in advance. At all stages of your career you need 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 learning high level public speaking skills; learn from these public speaking tips

1. Open with your conclusions. Don’t make your senior level audience wait to find out why you are there.
2. Describe the benefits if your recommendation is adopted. 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 recommendation will cost even more…
4. List your specific recommendations, and keep it on target. Wandering generalities will lose their interest. You must focus on the bottom line. Report on the deals, not the details.

Want to learn more? Why not attend a Patricia Fripp Speaking School or invest in Help I Have to Give a Speech!

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MOVIES AREN'T NOVELS

I have learned a lot about compelling speech creation from screen writing classes. Michael Hauge is one of my teachers who has become a friend. Hope you find his article as interesting as I do.
Take it away Michael….

MOVIES AREN'T NOVELS
Many fiction writers, at one point or another, consider adapting their own work into film.
Because both novelists and screenwriters use characters to tell fictional
stories, and since both wish to reach the widest possible audience with their
work, it may seem logical to assume the transition is a natural one. But before
you begin such a difficult and often disappointing endeavor, stop to consider
the wide gulf that separates these two forms of fiction.

MOVIES AREN'T NOVELS

Many fiction writers, at one point or another, consider adapting their own work into film. Because both novelists and screenwriters use characters to tell fictional stories, and since both wish to reach the widest possible audience with their work, it may seem logical to assume the transition is a natural one. But before you begin such a difficult and often disappointing endeavor, stop to consider the wide gulf that separates these two forms of fiction.

The next time you’re in a book store, look over the section marked “Cinema” and you’ll see that almost every successful motion picture based on an original screenplay has been “novelized,” but only a small percentage of successful novels have been adapted into film.

This situation exists because screenwriters must conform to very narrowly defined rules and parameters, while novelists have much greater latitude in the ways they can tell their stories. Novels may follow the structure that movies do, so the film to fiction transition is fairly straightforward. But movies must conform to a number of rules that novels don’t have to, so the adaptation process becomes very difficult, and the result is often a film that pleases neither the audience nor those who loved the original work.

Before you can adapt a novel into screenplay form, you must accept the fact that, no matter how much you love the original work, YOU MUST ELIMINATE ALL THOSE ELEMENTS WHICH DO NOT CONFORM TO THE RULES OF SCREENWRITING. This can be painfully hard, but the process is essential to creating a movie that will reach a mass audience.

The principles I outline below hold true for at least nine out of ten movies coming out of Hollywood. And while you will undoubtedly think of exceptions, film adaptations that depart from these guidelines usually fail at the box office (The Lovely Bones), are made outside the Hollywood system (Precious), or are made by well-established writers, directors and/or stars who are given a good deal of freedom to push the boundaries of film structure (Julie and Julia). (And by the way, these rules are essential to consider before adapting a TRUE story to film as well.)

1.    Commerciality is the major concern of film financiers. Though publishers are obviously in business to turn a profit as well, there are hundreds of publishing houses turning out thousands of titles a year, while only about 150 movies a year are produced by the major studios, with an average production and distribution budget in excess of $100 million a picture. Such a huge cost creates a demand for movies that will reach the widest possible audience.

2.    Movies must conform to a budget. When the Mongol hordes come sweeping over the mountains in your novel, all you’ve added is excitement. When the same thing happens in your screenplay, you’ve added $13,000,000 to the budget of the film.

3.    Genre is critical. While novels can portray characters in just about any time or place, there is a strong prejudice in Hollywood that favors action movies, thrillers and comedies over musicals, period pieces, Westerns and dramas.

4.    Movies have a prescribed length. While novels can range from the almost-a-novelette size of Animal Farm to the epic sprawl of War and Peace, most movies last between ninety minutes and two hours, and their corresponding screenplays between 105 and 119 pages.

5.    Movies portray a condensed period of time. Most Hollywood movies take place over a period of hours, days or weeks – rarely months or years. The epic saga may work fine in fiction, where a reader can return to a book as often as necessary, but when an audience is there for a single sitting, they don’t want to watch characters grow old together.

6.    The hero of a screenplay must pursue a single, visible goal with a clearly implied endpoint. When an audience sits in a movie theater, they want to root for the main character of the film to accomplish some compelling desire. Whether it’s stopping the killer, escaping the volcano, winning the big game or capturing the heart of the hero’s true love, we must SEE this pursuit, and we must be able to imagine what success will look like on the screen.

The reason most Hollywood movies are easy to describe in a single sentence is because the plots are defined by the hero’s specific desire: “Fargo is about a pregnant policewoman from a small town in Minnesota who wants to catch a group of killers.” As we watch this film, we may not know if the hero will succeed, but we can imagine what success will look like.

Novels can involve a series of characters (Hawaii), can focus primarily on inner motivation and character arc (Ordinary People), or can present heroes who meander though a whole series of events, desires and conflicts (The Shipping News, The Kite Runner, etc.). But in a screenplay, the reader must know what specific finish line the hero is hoping to cross.

7.    The conflicts a movie hero faces must also be visible. While the hero of a screenplay may also grapple with inner conflicts and flaws, the primary obstacles she faces must come from other characters or forces of nature that prevent her from achieving what she wants.

8.    Screenplays may only reveal what the audience will hear and see on the screen. Manuscripts can include illustrations, footnotes, maps, fancy fonts and chapter headings. They can offer asides from the author, reveal the characters’ thoughts and feelings, and give the reader any historical or background information the author considers helpful or interesting. None of these things can be included in a script, unless it is revealed through action or dialogue.

9.    Movies follow a strict structure. Novels sometimes sprawl, meander and jump back and forth in time, but screenplays must conform to a rigid formula for plotting the story.

Among the many structural principles and devices a screenplay must employ are these basic rules: the hero must be introduced by page ten, where he will encounter some new opportunity; the hero must begin pursuing the specific desire that defines the story concept at the 25% mark; some major setback must be experienced at the three-quarter point, and the climax must clearly resolve the hero’s desire in the last ten minutes of the film.

10.  When it comes to writing style, a screenwriter’s goal must be to create a movie in the reader’s mind that is as fast, easy and enjoyable to read as possible. So the qualities of style in the best literary fiction – an extensive vocabulary, rich, textured description, and the unique use of the language – should be AVOIDED when writing a script.

11.  Finally, when you write a screenplay, your work is not your own. The publishing world still seems to offer some respect to the writer’s original vision. But if you’re a screenwriter, sooner or later your creation will be changed, sometimes mercilessly, as other artists attempt to transform it into film.

I know this last item isn’t about a difference in the writing itself. I just want you to be prepared for what awaits you if you decide to take the plunge into adaptation.

Michael Hauge

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BBC “This Morning” video featuring my Uncle Bill “Alfie” Fripp, Britain’s oldest surviving and longest serving POW of WWII.

Alfie Fripp, a former squadron leader from Bournemouth, is is the oldest surviving and longest serving British POW. Held during World War II in the Nazi prisoner-of-war camp Stalag Luft III, Alfie Fripp is a Veteran of the Great Escape. He is “Uncle Bill” to Robert Fripp and Patricia Fripp.

Visit Patricia Fripp’s YouTube Channel for more videos of interviews with Alfie Fripp; view stories of his life, World War II, Nazi prisoner-of-war camp Stalag Luft III: http://www.youtube.com/watch?v=2L22CgxkiWY

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Enjoy this “newspaper clipping” from the CoventryTelegraph.net, February 19, 2010 about my sister-in-law, Toyah Willcox, pop music icon; it also talks about my brother, legendary guitarist Robert Fripp.

Pop Icon, Toyah Willcox Takes New Band on the Road

Toyah Willcox

THE lady in the thigh-high boots and flaming basque-cum-breastplate
is unmistakably Toyah Willcox – the stack-heeled wench with her back to
camera requires a tad more explanation.

“Ah yes,” says Toyah, “that’s John Wayne!

“He’s
actually a transvestite who owns a nightclub in Stoke-on-Trent – I met
him because he’s a Toyah impersonator and now he’s my PA.

“He was there when we were making our video and the director said ‘right John, get your gear on, we’re filming you’.”

Toyah
(the surname has been superfluous since It’s A Mystery provided her
breakthrough hit in 1981) supplies the information in a matter-of-fact
tone which confirms that the bizarre is perfectly normal in her world.

But
she becomes far more animated, genuinely excited, when she gets down to
details about the ‘we’ in question – The Humans, latest project in her
long, multifaceted and highly successful career.

The
band, who kick off a three-date UK tour at Leamington’s Assembly on
Monday, features Bill Rieflin – better known as REM’s drummer – Chris
Wong and, temporarily, Robert Fripp, founder of King Crimson and, since
1986, Mr Wilcox.

And, naturally enough, they were formed as a treat for the president of Estonia.

To
précis a long story: “The Estonian embassy was trying to get hold of my
husband but I got in touch with them and said ‘look I could be out
there with two international musicians in a couple of weeks – we can
write all the material in Estonia and play exclusively for the
president. And that’s exactly what happened – it went down a storm and
we ended up selling out their biggest rock venues.

“I totally blagged my way in, but then a lot of my life is about blagging. If you’re a woman you have to have that ability.”

Despite its improbably impromptu genesis, the band fulfils a longstanding ambition for Toyah.

“I
wanted to put together a band that could travel very easily and very
spontaneously,” she says. “That’s difficult these days because the
equipment is so bulky – you need lots of personnel, loads of
rehearsals. In the past 10 years I’ve been playing arenas on the ’80s
tours with audiences up to 60,000 but I wanted something that was
portable and immediate.

“And this is so exciting because it involves three people that I really admire and enjoy working with.”

Fripp’s
involvement in the current phase of The Humans’ development is a major
bonus for a couple whose career commitments mean that they spend long
periods apart, but Toyah stresses that he is a ‘guest star’.

“The idea is that we’ll have a different one for every tour,” she says. “Somebody doing something that they’re not known for.

“For
instance we’re hoping to get Steve Vai – everybody knows that he’s a
great guitarist but he also plays the harp. His wife is a harpist and
he does all her arrangements so that would be fascinating.”

Toyah Willcox

Artists can sometimes get decidedly sniffy if
interviewers attempt to pin down their sound, but Toyah, fortunately,
warms to the suggestion that there is a Brechtian feel to The Humans’
music.

“That’s a nice comparison,” she says.
“It’s not 100 per cent because there’s a lot of energy and we’ll be
playing some new stuff which is very Seattle grunge, but it is a
listening experience rather than the ‘come on everybody sing along’
when I’m out there as Toyah. And, yes, it is a bit dark and bleak – the
Humans’ world is permanently in winter!”

That being the case,
long-term fans expecting a quick chorus of Thunder In The Mountains or
Brave New World will be disappointed.

“We will be doing some
hits, but they’re not Toyah hits,” she says. “That’s not a possibility
because we are so peculiar – it’s not a band set-up – it’s two bass
players and a guitar and vocals.”

At a time when every week
seems to produce a new feisty female chart-topper, one wonders if Toyah
sees herself as a pioneer of rock emancipation.

“Not really,”
she says. “Take Florence & The Machine – we’ve got the same
performance genes, perhaps, and I can totally identify with the whole
thing where the emotion leads the vocal, but I don’t think I’ve
influenced her.

“I think if I’ve influenced anyone you’ve got
to look at artists who are deliberately 80s retro like La Roux. There
might be a little influence there but I really think that these kids
have just discovered themselves at a time when 80s is suddenly so hip.

“When
I started, women weren’t running the industry like they are now. It was
a real breakthrough time, exciting but really challenging because every
woman – myself, Hazel O’Connor, Kim Wilde – were always being compared
with each other because of the novelty value of being a woman.

“I
was strident and bombastic at a time when England was very
conservative, especially about women, so I definitely feel that I
helped push the boundaries. But there are so many women out there today
that we don’t need to compare them with each other.

“They’re
being taken seriously now, not just as performers but as women. And
that’s massively important because women were once treated as objects.
The prime example is Madonna – if she had been overweight with a hairy
face, she wouldn’t have been as successful as she was.

“There
are exceptions. If you’ve got a truly unique voice I don’t think it
matters what you look like, whichever sex you are, but most of the time
it really does help if you look good.

“It is about sexuality, but to be taken seriously on top of that is a remarkable step forward.”

Now 51, Toyah has been completely open about the surgical help she has employed to maintain her glamorous image.

“Sexual
attraction is part of the act – I went into showbusiness knowing that
was the case so it’s never been any other way. That’s my choice because
I know the powerful effect it has on my income.

“I’ve
had some surgery because it’s a well-developed science now, regulated
and relatively safe in this country, and I think I would have had it
done even if I hadn’t gone into showbusiness.

“What’s
interesting is that I work very hard to stay in shape and those around
me who don’t are quite threatened by it – particularly men.

“My
fellow band members are quite perplexed by my willpower which is a very
interesting situation – it seems to eat at their confidence.

“My husband is very open and honest and sometimes he says to me ‘I can’t compete with what you do’.

“Which is great, because I can’t play guitar!”

This was clipped from the CoventryTelegraph.net website:
http://www.coventrytelegraph.net/whats-on-coventry-warwickshire/music-news/rock-pop/2010/02/19/pop-icon-toyah-willcox-takes-new-band-on-the-road-92746-25870861/

Robert Fripp’s spoken word CDs are unique and enlightening: https://fripp.com/product/robert-fripp-mega-pack/

For more information on Robert Fripp and his speaking engagements in North America, visit:
http://robertfrippspeaks.com/

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A 1989 graduate of Georgetown University Law Center, Francine Denise Ward earned her undergraduate degree in 1986 from the City University of New York—Hunter College. Admitted to practice in both California and New York, her IP focus is on copyrights, trademarks, internet, and publishing law. Ms. Ward has carved out a niche working with eCommerce entrepreneurs, information marketers, authors, and professional speakers.

Not surprisingly, Francine loves working with entrepreneurs and authors–because she is one! She understands from firsthand experience the importance of safeguarding what she’s invested so much time and money creating, e.g, books, articles, web content, product, videos, her brand and the right to create these things.

For more information, visit www.francinewardblog.com and www.fwardattorney.com

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