February 11-14 the National Speakers Association held a terrfic Winter Conference. They honored me by inviting me to present a three hour program on presentation skills. Here you can read more information on one of the key ideas. Enjoy!
Read More...How to Build Your Organization’s Reputation and Yours
Even if you are NOT the CEO of your company, every time you open your mouth at a networking event, call a client’s company, or speak up at your own meetings, you are enhancing—or diminishing—both your own reputation and that of your company.
Read More...Publicity: The Dos and Don’ts of Dealing with the Media
The Dos and Don’ts of Dealing with the Media
By Patricia Fripp THE Executive Speech Coach's PR agent Pam Lontos
As a speaker, you probably know how important publicity is to the success of your business. But the truth is, many speakers, high-level executives and even marketing and public relations managers (and maybe you’re one of them) make crucial mistakes when dealing with the media – and then they end up on reporter’s block call or spam e-mail lists. The good news is, by being aware of the more common dos and don’ts of dealing with reporters and editors, there are many steps you can take to avoid these pitfalls!
Reporters, editors and producers are deluged with requests from hopeful business owners, corporate public-relations professionals, authors and other people seeking coverage. Their days are spent meeting impossible deadlines while doing copious amounts of work, all the while constantly communicating with all of those publicity-seekers.
So, if you’re ready to get the publicity your business deserves, here are 15 tried-and-true ways to get the most out of your media contacts, and ensure reporters, editors and producers answer your calls and respond to your e-mails:
DO remember that reporters deal with multiple sources and many different subject matters. Immediately identify yourself by name or by topic before launching into the purpose of your call – even if you spoke to the same journalist the week before.
DO make sure your subject matter appeals to the media’s target audience. If you are calling an editor at Better Homes & Gardens Magazine, make sure you’re pitching an article that fits with the homey, consumer-oriented material the magazine specializes in. Read the magazines you want to be quoted in; watch the interview shows where you want to be a guest.
DO make sure to share actual information with viewers or readers. Give value-added tips, advice or information so that you will help improve people’s lives, offer insights or entertain. If you can achieve that goal every time, the media will always make time for you or even actively pursue you for interviews and articles.
DO provide follow-up contact information and offer to be available to clarify any confusing points or answer additional questions. Offer to help the writer check facts or review small sections of the article for accuracy.
DON’T say, “The answer is in my book/the products on my Web site/the report we sell, etc” rather than giving out the information during radio, TV or print media interviews. Don’t be seduced by the thought that people should pay the price of the book to learn what you think. View your interview as a way to show how valuable you and your thoughts and ideas are. That’s the best advertising you could possibly do to sell your business!
DON’T ever nag the reporter. Space out your calls so you do not become a pest. Use e-mail rather than expecting to connect every time by phone – many journalists rely on e-mail as a way to get work done quickly, and many let most calls go to voicemail anyway.
DON’T delay when returning calls from reporters or fact-checkers. Understand journalists are on deadline and need to speak with you now. If you snooze, you may lose the chance for an interview.
DON’T call a magazine a week before a big holiday, such as Valentine’s Day or Thanksgiving, with your holiday-themed idea. Remember that magazines put out holiday issues four or five months in advance. Time your pitches well.
Work these do and don’t practices into your behavior when dealing with the news media, and soon have the media relationships you’d always hoped for. Exercise a little courtesy and common sense, and you’ll have the reporters and producers seeking you out time after time.
Pam Lontos is president of PR/PR, a public relations firm based in Orlando, Fla. that specializes in speakers, authors and experts. She is author of "I See Your Name Everywhere: Leverage the Power of the Media to Grow Your Fame, Wealth and Success" and is a former vice president of sales for Disney's Shamrock Broadcasting. PR/PR has placed clients in publications such as USA Today, Entrepreneur, Time, Reader's Digest and Cosmopolitan. For a free publicity consultation, e-mail Pa*@pr**.net or call 407-299-6128. To receive free publicity tips, go to www.prpr.net and register for the monthly e-newsletter, PR/PR Pulse!
Public Relations: The Fifteen Most Common Publicity Mistakes
The Fifteen Most Common Publicity Mistakes Businesses Make
By Patricia Fripp's PR agent Pam Lontos
As a business owner, you probably know that publicity is important to your success. But many businesses (and maybe you’re one of them) make crucial mistakes in their publicity campaigns. While some of the mistakes are more detrimental than others, the actual costs can be staggering.
For example, saying the wrong thing to a reporter may only cost you a quote in a national magazine. But in advertising dollars, that quote could have been worth thousands. And you never really know who would have read the interview. Maybe a reporter for USA Today or maybe Oprah’s producer (or maybe even Oprah herself). Plus, what about all the time, money, and effort you spent in getting that reporter on the phone?
It’s true; everyone makes mistakes. By being aware of the more common ones, at least you can take action to avoid them. If you want to make the most of every publicity opportunity that comes your way, consider the following mistakes that businesses commonly make in their publicity campaigns:
1. Thinking hundreds of customers will walk through their door from one hit.
Fame and name recognition take time and repetition to build. In fact, a person will need to see your name and logo around six or seven times before they actually remember it. So regardless of what you’ve heard, there’s no such thing as an overnight success.
2. Not being unique in their approach.
No one wants to hear the same old message over and over again. So develop a hook, or unique angle that sets your business apart from others. For example, if you own a restaurant, consider what’s unique about it. What’s unique about your menu? Has the restaurant been family-owned and operated for generations? Do you offer vegetarian cuisine? The more you can make your message unique or different from the “old way,” the more attention you’ll attract.
3. Thinking they can’t get into a large publication.
Many small business owners feel intimidated by the big name publications. They envision high-powered magazine editors schmoozing with big company CEOs and lining up interviews with well-known figureheads for the next six months. In reality, editors scramble daily to find people to interview who have knowledge on the latest trends and topics. Realize too that editors must find new and exciting people to interview either weekly or monthly, so the more knowledgeable people they can add to their database, the better. Make yourself stand out as a reliable information source and you will get the media’s attention.
4. Thinking small publications don’t matter.
Even big name businesses had to build their expertise and name recognition by starting in small publications and trade journals. Although they aren’t sold on newsstands, you never know who’s reading them. So don’t overlook small publications as a foundation for your publicity.
5. Thinking their ideas are wonderful.
Touting your experience and explaining all the reasons why your business is wonderful to an editor is not an effective way to pitch your ideas. In fact, this is an immediate turn-off. Realize that an editor or reporter only cares about one thing: their readers. So instead of telling them all about your ideas and your business, first learn about their readers and what they want.
6. Pitching themselves, instead of a story for the audience.
Always pitch a publication or program by highlighting the benefits your business can offer their particular audience. Consider what uniqueness you can offer and why their readers or viewers will be interested in what you have to say.
7. Pitching the wrong person.
Besides wasting your time, pitching your ideas to the wrong media person will likely frustrate them. If you have an article you’d like to publish, you need to talk to an editor. But if you want to score an interview, you need a reporter.
8. Not finding out what reporters really want.
As you present your idea to a reporter, ask questions about what they’re looking for and what their audience is looking for. Then make changes to your initial idea based on their responses. Don’t try to “sell” your idea if it isn’t a good fit; instead, promote alternate ideas and emphasize your ability to address a variety of issues.
9. Not answering the reporter’s questions.
Always let the reporter or interviewer lead the conversation, because they most likely have an agenda for the story’s development already in mind. Don’t attempt to take over the conversation or talk about points the reporter doesn’t want to cover. They simply won’t include you in the final story.
10. Not getting to the point.
Audiences and readers love to hear firsthand accounts of experiences relating to the topic because it helps them know you on a more personal level. But don’t overload the reporter with unnecessary information that isn’t directly related to the story, and don’t ramble. If you can’t convey your message in a short amount of time, then your answer won’t be used.
11. Not respecting the reporter’s time.
Reporters work on time sensitive deadlines, and nothing will irritate them more than you being inconsiderate. So before you start pitching your ideas, always ask if they are on deadline. If yes, ask for a more convenient call back time.
12. Not gearing their pitch to the specific publication.
If you get a “no” response from an editor, reporter, or producer, always ask, “What don’t you like?” Then adapt your presentation on the spot. The more you learn about their needs and customize your message for their specific audience, the more likely you’ll be featured in their publication or on their show.
13. Making it an advertisement for their product or service.
Authors spend a large portion of their time selling their books because the profession simply demands it. But interviews and articles are not the right place to go on and on about your expertise and knowledge. You must let your information speak for itself. By giving solid, useable information, audiences will automatically know how great your book is.
14. Not providing their publicist with material and information in a timely manner.
Business owners are busy—that’s a given. But so are publicists, editors, and reporters. In order for your information to get into the right people’s hands, you need to give your publicist the requested information in a timely manner. Your publicist can’t pitch you and your book unless he or she has the most relevant information about you that showcases all you have to offer in a positive way. And if you make your publicist wait for information to send an editor or reporter, you may miss your chance to get interviewed or featured in your desired media outlet.
15. Not understanding the importance of frequency of publicity.
While it takes a long time to build your name recognition in the marketplace, it takes no time at all for people to forget about you. So you have to maintain the frequency of your publicity throughout the life of your business, especially when your competition maintains the frequency of theirs. Otherwise, you become old news.
Better Publicity in the Future
Just like everyone makes mistakes, everyone can avoid them by being aware of the common ones. When you make yourself aware of these fifteen most common mistakes that business owners make in their publicity campaigns, you can make the most of every opportunity and achieve a greater level of success in your business.
About the Author:
Pam Lontos is president of PR/PR, a public relations firm based in Orlando, Fla. She is author of "I See Your Name Everywhere" and is a former vice president of sales for Disney's Shamrock Broadcasting. PR/PR has placed clients in publications such as USA Today, Entrepreneur, Time, Reader's Digest and Cosmopolitan. PR/PR works with established businesses, as well as entrepreneurs who are just launching their company. For a free publicity consultation, e-mail Pa*@pr**.net or call 407-299-6128.
Public Speaking Tips from Joey’s Dog Balou: Who Knew?
Public Speaking Tips from my Dog Balou
By Joey Asher, President Speechworks
My dog Balou is a 60-pound, black-lab mix that we adopted at a PetSmart rescue day last year in Sandy Springs, Ga. And if he could only talk and write on a flip chart, I’m sure he’d be a great public speaker. That’s because he understands how to connect with people better than most humans.
It’s about connection not perfection
First, Balou understands that you can do a lot wrong if you establish great rapport.
Balou makes lots of mistakes. He eats the insoles out of shoes. He chewed the upholstery on our nice living room sofa. When he vomits on the kitchen floor, it’s truly disturbing. And I won’t bother describing the foul and prodigious “gift” he left for us in the basement on Thanksgiving morning last year. I guess we forgot to let him out the night before.
But we forgive Balou’s mistakes because we love him. When I’m working at the kitchen table, he sits at my feet. When my kids come home from school, he runs to the window and starts barking for joy. And he does this hilarious thing with this ratty stuffed panda where . . . Well you get the idea.
Like Balou, great public speakers understand that you can overcome mistakes with connection. They’re not worried about forgetting a point, using an awkward phrase, or having their hair out of place. They don’t worry if the projector breaks. They know that if they connect with the audience with energy, eye contact and stories, all will be forgiven.
My Dog Displays Lot of Passion
If Balou were a public speaker, his best trait would be his passion. Balou has no trouble expressing his excitement. When I’m about to take him for a walk and he sees me grab his leash, he goes berserk. He leaps, twirls, and sneezes repeatedly (Sneezing is how Balou shows excitement). That excitement is contagious and endearing.
Great speakers also show passion. I worked with an attorney that gave a presentation on how women attorneys can balance work and family. As she spoke, her face lit up, her voice became intense, and her arms moved wildly. Her passion was obvious and I was riveted.
Balou Makes Great Eye Contact
Balou knows that to connect with people, you need great eye contact. If I say, “Hey Balou”, he looks up at me. If he wants to go outside, he looks at me and barks. When I come home from work, he shows he’s happy to see me by looking right at me and wagging his tail.
Similarly, great speakers understand that eye contact is critical. I worked with a project manager recently who had great energy but looked at his feet when he spoke. We helped him by making him hold the eye contact for three to five seconds with individual listeners.
Balou just loves you
Finally, Balou understands that you win affection by showing affection. We love Balou because he loves us and shows us in dozens of ways.
The same is true with great speakers. They show their affection for their audience by addressing their key concerns rather than giving a generic speech. They leave plenty of time for questions. They then answer those questions with a helpful, sincere tone. Audiences return the love that you give.
I guess I shouldn’t be too surprised that Balou knows how to sell himself so well. His livelihood depends on it.
Joey Asher is President of Speechworks, a selling and communication skills coaching company in Atlanta. His new book “How to Win a Pitch: The Five Fundamentals That Will Distinguish You from the Competition”. He is the author of “Selling and Communication Skills for Lawyers” and “Even A Geek Can Speak.” jo**@sp*********.net.
Jim Cathcart’s 101 Prosperity Series Patricia Fripp event
Jim Cathart in his 101 Prosperity Series is bringing the country's best speakers to address his Southern California business invited. You may be interested in some of his keepers. To see his compete write up with a photo of us with Gene Perret, Bob Hope's head comedy writer link.
The amazing Miss Fripp not only taught, but also practiced the techniques and strategies that have allowed her to reach the absolute top of the field of professional speaking. She is:
•Past President of the National Speakers Association and its first female president,
•a regular presenter on many of the most prestigious programs in the country
•a speech & sales presentation trainer to celebrities, politicians, and corporate executives around the world.
Some of her key points, as remembered by the attendees, include:
Focus on what the audience will get, not on what you will tell them.
Reduce your “I” count, talk about them not about you.
Structure Frees you, it doesn’t “freeze” you. Organize your information into a logical flow.
Use your technology, don’t let it use you. Learn how to use PowerPoint and your other tools well.
The packed audience was engaged from beginning to end of this 3 hour program. Host Jim Cathcart, president of the 101 Leaders Institute and also a past president of the National Speakers Association, said, “I’ve known Patricia Fripp for over 30 years and, of the thousands of speakers I know NOBODY is a more dedicated student of their craft than Patricia. She is amazingly dedicated to learning: story telling, script writing, speech craft, stage techniques, choreography, voice control, writing techniques, comedy, acting and performance. There is no better presentation skills coach on Earth! And I defy you to prove me wrong.”
The next seminar is scheduled for February 25th at Westlake Village Inn. The featured speaker is Don Hutson, coauthor of The One Minute Entrepreneur, one of the nation’s leading sales trainers. His topic is “Selling Value over Price”.
Read More...Winning Sales Presentations: 5 Lessons That Add To The Sale
Debbie Mayo-Smith wrote about winning sales presentations and the techniques she learned from me!Thanks Debbie…
Creating a great sales presentation isn’t very different to crafting a great speech. You want to keep attention. Motivate. Convince. Move to action. Here is a formula that I follow (learnt from the Maestro Patricia Fripp) that should help you to vastly improve your success when putting together and delivering a sales presentation.
1.To whom are you speaking? Be prepared before you go in and know as much about your audience as possible. Age, attitude, industry and gender will all have a bearing on how you present your points. Men and women have different senses of humour. Younger audiences will be more impatient than older, C level executives don’t need the details. Your presentation style and content must fit their perspective.
2.You are not the hero What is the ratio of your PowerPoint slides (or written material) devoted to your company vs. the potential client? It stands to reason if you are invited to pitch, you have already passed the preliminary vetting. The convincing is done. Wow them, stand out from your competition by focusing on them – not stories of you, your company, achievements or accolades. Do you like listening to egotistical sales people? Share the glory with sales teams. Ensure you put the prospective company in the lime light.
3.I-You Ratio Likewise look through your sales presentations and count how many I’s, we’s and us’s you have. Make certain your slides and stories are about them, not you. Change the perspective at every opportunity possible. Wrong: Our company is number one in Right: You benefit from our number one standing because
4.Questions Don’t end with questions, rather take them before you review so you can close on a high note.
5.Review If possible use a story again – outlining a client that benefited in all the ways you highlight they will benefit.
Debbie Mayo-Smith (CSP; BSc Hons Econ) is an International Speaker, best selling author and expert in showing how you can free up time
Read More...Public Speaking: Stand and Deliver. An interview with Patricia Fripp
Stand and Deliver
Improve your presentation skills for class assignments and beyond.
By Cheryl McEvoy
You research, analyze and conclude. Then you have to present. It's an oft-dreaded part of the curriculum, when classmates become critics and teachers seem poised to mark any "um" or "ah" off your presentation grade.
Even after 34 years of public speaking, executive speech coach Patricia Fripp, CSP, CPAE, said she still feels "apprehensive" before walking on stage. "It's nerve-wracking," she admitted.
At the same time, there are plenty of ways to prepare that will ensure a smooth presentation. Here, Fripp shares her tips, from preliminary prep to the finishing touch.
Before the Presentation
■Think logically. Before you start putting the presentation together, take a moment to look over your research and decide the major point you want to make. Once you identify that, pick talking points that support that case. "If you spend time on that so you have logical, organized remarks … a lot of the delivery will take care of itself," Fripp said.
■Identify trigger terms. Once you've determined the most important points to include, pick a few words that will remind you of each one, and list those on a paper for quick reference during the presentation. Fripp suggested printing the keywords in large font on card stock paper instead of using small index cards. That way, there are fewer items to hold or mix up.
■Use visuals wisely. Speakers commonly make the mistake of using PowerPoint to construct their presentation; the slideshow should be one of the last things created, after the presentation has been outlined, Fripp said. She advised students to organize their presentations on paper, and then determine where visuals would help classmates understand a specific point. "Remember, they're called 'visual aides,' not 'scripting aides,'" Fripp said.
■Rehearse. It may feel silly, but nothing beats rehearsing. And it doesn't have to be boring, either. Practice while doing another activity, like running on a treadmill. "When you're walking around, your left brain and right brain are triggered, so you see structure as well as the fluency of the words," Fripp said.
If it's an important presentation, recruit a few friends to serve as an audience. You'll get used to speaking in front of people, and they can offer feedback. If your delivery starts to feel robotic, look at your script and retool any areas that feel awkward. However you rehearse, make sure you do it more than once, twice or even three times, Fripp said.
During the Presentation
■Relax. It's normal to be nervous when you're in the spotlight, but if you've practiced enough, your confidence should shake some of those jitters. Just remember to breathe, Fripp said. "Conserve your energy, focus on the presentation and don't get distracted," she advised.
■Expect the unexpected. Technological difficulties happen, but if something goes haywire during your presentation, it's best to keep your cool. "The audience won't be bothered as long as you're not flustered," Fripp said. "They're sympathetic; they're on your side." Use a filler line, such as "I've always been told I'm better without PowerPoint. Let's give it a try." Then rely on your paper with trigger points to get through the presentation.
In Closing
■Invite questions. If it's appropriate, be open to peer remarks. Before you close, tell classmates you'll respond to their questions, but encourage them to be short and specific.
■Have the last word. Even if you allow questions, make sure to close with your own statement. Classmates could bring up a negative or irrelevant point, so you'll want to get the presentation back on track and "end on a high," Fripp said. "Your last words linger," she explained, "and you want them to be yours."
Cheryl McEvoy is an assistant editor with ADVANCE.
Read More...
Public Speaking: Ways to engage with THE Executive Speech Coach
No matter what your budget if you are looking for public speaking and presentation skills advice, tips or training Patricia Fripp can help you. You can find all the information on the content rich Patricia Fripp website.
For free: Blog, articles, newsletters, podcasts, newsletter, special reports
Low investment: World Champions Edge coaching community, Webinars
Small investment: Digital downloads, DVDs, CDs, Books, eBooks
Slightly larger investment: Speaking schools, Coaching Camps, Lady and the Champs, The Odd Couple Marketing Seminar, telephone coaching
Larger investment: One on one coaching, executive coaching, team coaching.
Publicity: The Fifteen Most Common Publicity Mistakes Businesses Make
The Fifteen Most Common Publicity Mistakes Businesses Make
By Patricia Fripp’s PR agent Pam Lontos
As a business owner, you probably know that publicity is important to your success. But many businesses (and maybe you’re one of them) make crucial mistakes in their publicity campaigns. While some of the mistakes are more detrimental than others, the actual costs can be staggering.
Read More...
