Posts Tagged ‘sales training’

Marketing on a Budget

 

Clutching at straws to make a marketing budget?

Following the crowd may work for some things, but not for marketing.  People flock to the “latest and greatest” and the price goes up as the market demand goes up.  Unfortunately, the results do not necessarily follow the upward trend of the prices. Be creative and ahead of the pack.

 

If everyone is doing it, it must be a good idea.

 

Warren Buffett, an American business magnate, investor and philanthropist, is widely considered to be the most successful investor of the 20th century.  He is reported to have said that if everyone is doing something, do the opposite.  If it was a good idea, it is not a good idea any longer.

 

Even though Warren was speaking of investing, this works for marketing as well.  When pay-per-click first came out, it was “the new shiny idea.”  Prices were cheap and results were good.  Soon it became very expensive to obtain any positive results. When email first became popular, it was unique and effective.  If your inbox is like mine, it is now clogged with a few hundred emails a day.  Unfortunately, far too many of those are junk.

 

The world is going mobile.  Text is more current than email.  Mobile GPS works better than pay-per-click.  Stay with the curve or ahead of it.

 

What is the best idea for 2013 marketing? 

 

Business logic has remained constant for decades.  The methods, trends and implementation have changed but business principles are just that, solid principles.

 

Business magnates have subscribed to a philosophy of using the proven as their main focus while testing a new idea as their secret to success since the beginning of time.

 

Proven Successful Marketing Principles

 

Define your target audience.  Exactly who is your product designed to benefit?  Who will pay to receive the solution your product offers?

 

An anti-wrinkle face cream would probably be targeted to women age 30 – 60 living in middle to upper class neighborhoods in a metropolitan area.  Narrowing down your target market may seem limiting but it actually helps you focus your advertising on exactly the message that audience would want to hear.

 

What message would they want to hear?  They want proven results.  They want testimonials of people they know and trust who have used the cream and received positive results.  They want to know how long it will take to receive their desired result.

 

Determine when your customers want your product.  Starbucks coffee ads would be highly effective in the morning.  Selling a comfortable mattress would be well timed in the evening or early morning; having people view the ad when they are ready for a good night’s sleep or did not have a restful night.

 

In a ski resort, marketing ads would be most effective in late summer when the property management companies are placing all of their marketing for the upcoming ski season.

 

Catch the potential customer at the time they are ready to purchase or immediately before they are making a buying decision.

 

Make it easy to find you

 

Google is a wonderful tool for research, but unless your business pops up quickly on a smartphone, you may be lost in cyberspace.  Our world is mobile.  Include your address, a map to locate you and your main focus as a keyword. If they are hungry for a pizza, be certain that your name and location pops up on their phone.

 

If you don’t pop up when they are ready, it is as if you do not exist.

 

It does not cost you any more to include a few key details like your address and phone.  Make wise use of your marketing dollars.

 

Know your target market.  Know the message they want to hear and make it easy for them to find you.

Empathy or . . .

Do you have empathy or sympathy?  Your mind may be questioning why this is important or what it has to

Be approahable

People do more for those they know, like and trust.

do with business.  Why do you need either one in your career?

Sympathy is feeling for someone.  You might sympathize with a co-worker who has the flu or even a more serious illness.  You could sympathize with someone who experienced a traumatic car accident.  You feel for the person but you cannot totally relate to exactly how that other person may feel.  You have sympathy but not empathy.

Empathy is feeling with the person.  If you have personally experienced a major illness or suffered a serious automobile accident, you may be able to feel with the person.  You know more about how they may be feeling because you experienced a similar situation.  Empathy is feeling with the person.

What does this have to do with business?  Placing yourself in the mindset of your customer will help you know what they may need in a given situation.

When the economy took a sharp nosedive in 2008, retirement portfolios were adversely affected for far too many people.  If you were one of those whose 401 K became a 41K, you can certainly empathize.

Doing your best to put yourself in your prospect’s situation or your employee’s situation can ease the tension.  People always do more for those they know, like and trust.  It is so much easier to know, like and trust someone you feel understands you and cares about you.

That does not mean a mutual pity party; it means you both relate to the situation so you can search for mutual positive solutions.  You can empathize with each other and help each other pull up and out of a tough situation.  “Thanks for understanding” builds much more goodwill and positive energy than “You don’t know what it’s like.  You have no idea what it feels like to be in my situation.”  Heavy doses of sympathy will not bridge that gap.  Only empathy will truly ease the chasm between you.

Strive to empathize not sympathize and your relationships will significantly improve.

If you desire to improve your life, build your personal and professional relationships.

For more information on relationships, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com.

Relationship Thermometer

If your relationships were on a thermometer, would they register “warm and happy” or “cold and distant?”

Improving relationships and peace

Key to better relationships

The recent issue of Success magazine cd featured an interview depicting our relationships primarily as either a victim or a competitor role.  It went on to say that many of our communication issues and thus communication problems stem from both parties choosing to occupy the victim role at the same time.  “You did this to me.”  “No, I am the one who is wronged.  You need to apologize.”  If both parties are locked into a “I’m right and you are wrong” mindset, how can we possibly resolve conflicts?

It was once said that all wars would end in lightning speed if the politicians who were pontificating were squared off on the front line against each other with live weapons instead of sending our innocent young soldiers to the front lines.  The danger of live bullets instead of sharp words could make a significant difference in the willingness to listen, understand the opposing view and reach a resolution.

This same willingness to listen, care about the feelings and opinions of the other party, and find a mutually agreeable solution could solve innumerable personal and professional misunderstandings as well.

Where are your relationships on the temperature scale?  Are you locked into your position with a closed mind or are you attentively listening to the opposing view with an attempt to understand.

What good could possibly come from stepping out of the “I’m right.  You’re wrong” or “I’m the victim” role and listening with genuine interest and curiosity to the other person?  Fewer unhappy marriages?  Fewer lawsuits? Fewer business conflicts?  Perhaps we would even have more happy, productive employees.  What a concept – healing relationships rather than intensifying conflict.

Unless you enjoy being miserable or making others unhappy, it is certainly a valid thought.  Just for the exercise today, even if it is only for an hour, resolve to listen and understand rather than lash out.  You may be delighted with the outcome.

Raise your relationship temperature into the warm and happy zone on the thermometer.  Listen and attempt to understand the other party   You may actually end the day with a smile instead of a frown and know that you did the same for the other party.

For more information on relationships, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com

Relationships

Elaine Love, author of Emotional Ice Water

If you are ready to get out of your own way, you owe it to yourself to read this book

In the book Emotional Ice Water, the tag line reminds us that it is not about what others say and do but what we think, feel and do.  These words of wisdom relate to all aspects of our relationships.  Yes, your reputation may revolve around the opinions of others, but our self-image and our self-esteem must be solidly rooted in a healthy self-confidence and belief in our self-worth.

If we do not believe in ourselves and the value we bring to our relationships, how can we possibly expect others to believe in us?

Picture a salesman walking in to a meeting where his job requires him to effectively present his product.  If he does not believe in himself or his product, it would take a small miracle for him to be able to present with confidence and conviction.  Image the salesman’s inner dialogue.  If he is saying, “This product is far too expensive for their budget.” Or perhaps his or her thoughts are “I wish I had my sales manager here to demonstrate this product.  They do a much better job of describing the features and benefits than I do.”  These self-doubts and lack of confidence in the potential positive outcome of the presentation absolutely transmit to the customer.  Consciously or unconsciously, the doubts manifest; even a semi-aware customer picks up on the negative vibration.

It took me eight months to make my first sale in a high end network marketing company.  Was it the product?  No.  Was it the fault of the company?  No.  Perhaps the blame rests at the feet of my enroller (upline).  No.  The problem centered solidly on my shoulders.  At that point, I did not have confidence in myself and my sales ability.  I was not building a relationship with the prospect.  My lack of confidence in my abilities provided more of a hesitation than an incentive to purchase.

After serious study and personal development, eventually the sales flowed in abundance.  At one point, the results were over $57,000 per month.  What made the difference?  The difference maker was learning to build relationships.

So are your minds asking, “How do I build relationships?  Tell me, I want that level of income.”

Relationships are built by focusing on the prospect.  What do they need?  What is important to them?  How will the product or service benefit them?

When the attention is focused on the benefit to the other party rather than on an attitude of “What is in this for me,” the relationship builds.  When the relationship solidifies, the resistance lowers.

Relationship building is essential in every aspect of life.  Personal relationships deepen when you care more about the other person than you do about yourself.  Do you enjoy having the people you care about demonstrate that they care about you?  Of course you do.

Business relationships work the same way.  Do you enjoy being sold, pressured or manipulated to buy?  No.  People always buy more from those they know, like and trust.  A trusting relationship encourages more interaction.  The tendency is frequently to run from those we do not like or trust.

 

If you desire to improve your life, build your personal and professional relationships.

For more information on relationships, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com

Deer Lessons

What do you do when you have a challenging or a lonely day?

 

If you are like me, you do something active.  Living in beautiful Colorado offers so many options.  My favorite daily activity is a ten mile walk.  Little Red Riding Hood walked through the woods to grandmother’s house.  During her walk she encountered the big bad wolf.  In my Colorado neighborhood, the wildlife is more likely to be Bambi’s cousins.  Several days in a row a doe and her tiny spotted fawn would be munching on the bushes next to the trail or gliding gracefully across in front of me.

 

Just the sight of the big brown eyes casually observing me would lift my spirits.  There were times I would stop and gaze quietly at her.  She would stop eating and look back without the slightest fear.  Deer must have amazing powers of perception to know when they are not in any possible danger.

 

What does an encounter with deer have to do with lifting your spirits?  First it is the gentle meeting with another living being.  For some people it may be connecting with others on Facebook to extend a greeting, offer a word of encouragement or post a funny picture.  Perhaps make a phone call to a friend you have not spoken to for awhile.  What about the lost art of writing a cursive note to say thank you. (Cursive is such a lost art that my Microsoft Word Thesaurus did not recognize the word.)  When you do something good to make someone else feel acknowledged, appreciated or amused, you not only brighten their spirits but also your own.

 

Depending on your circumstances, getting outside in the fresh air, gentle breeze and soft grass can be refreshing.  Have you considered listening to your favorite music, reading a short inspiration or humorous passage or even reading a chapter in a book?

 

No matter what your preferred method of relief from a challenging or less than enthusiastic feeling, the answer is to do something.  A deep dive into a bowl of chocolate or the snack machine may feel good for a minute or two but the consequences on your waistline and hips last much longer.  Choose your individual preference, but do something.

 

“It is not about what they say or do.  It is about what you think, feel and do.”  This quote from the cover of Emotional Ice Water becomes either a gentle reminder or a kick into action.

 

For more information on maintaining a positive mental attitude, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com

Plan? What plan?

What is your plan?  Perhaps the first question is “Do you have a plan?”  Without a plan, you are probably changing directions frequently.  You are making about as much forward progress as a rocking chair.  You are in motion but not going anywhere.

Only one plan?  That works if everything goes perfectly.  How often in you life has everything gone perfectly as you ideally desired it to happen?  If you are like me, it certainly has not been 100% of the time.

Come with me to my service club.  In my role as President Elect Nominee, I expected to be invited to all board meetings and start preparing for my role as President in two years.  Even though I attended many educational events, learned as much as possible from more experienced members and involved myself in every possible club activity, the board meeting experience did not materialize.  No problem because I could always do all of that in the following year as President Elect.

Excitement filled the air as the members filed into the Country Club for the annual changing of the leadership party June 28.  The gavel passed from the current President to the new President.  The new President spoke and conveyed his vision for the upcoming year to the membership.  The new board of directors was duly installed which moved me from President Elect Nominee to President Elect.

As President Elect this would be the year to plan for my Presidency next year.  There would be board of director meetings, President Elect training and close involvement with the new President as well as prior Presidents.  That was plan A.  There was absolutely no reason to anticipate a need for Plan B.  Consequently, I did not have a plan B.

Through an unfortunate set of circumstances during the next seven days, both the Board Secretary and the new President resigned.  Oh no, that meant instead of a year to plan my Presidency, the situation was immediate.  Had there been a plan B already in place, the trauma and scramble would have been drastically reduced.

Plan B would be to move forward as President and learn on the job.  Oh but it gets better.  The Constitution requires that the President Elect have completed various requirements.  One of those requirements was to have attended President Elect Training.  PET (President Elect Training) classes are held once a year – probably in February.  This is July; February is seven months away.  The move from President Elect to President has hit a roadblock.  We now require a plan C.

You get the idea.  If the world functions perfectly and everything falls into place, plan A might work.  The odds of every little challenge falling into line like ducks in a row is a very slim possibility.  Details may work perfectly for a few situations but rarely will the majority of events line up nicely and quack in unison.  Plan B and Plan C are essential.

How do you decide on plans A, B and C?  Look at every situation and describe in detail the possible outcomes.

Plan A – Start a new business and everyone will flock to your door to purchase your product and service.  The advertising costs will remain low because every marketing campaign will produce high quality results.

Plan B – Several people are coming to your business but not everyone is purchasing.  The advertising costs are slightly higher than anticipated because not every marketing campaign is producing results.

Plan C – Some people are coming to your business but few are purchasing.  A few of the marketing campaigns produced results; however, only 20% of the campaigns were successful.  The advertising costs are significantly higher than anticipated and less effective than desired.  Truthfully, this is the more realistic scenario.

Dan Kennedy, marketing guru said he considers himself successful if one of eight marketing campaigns really hits the mark.  He recommends test, retest and keep testing.

Plans A, B and C all require different budgets, different customer strategy and different long range plans.

There have been times when my game plan evolved into plans D, E, F and G.  Just like marketing, you test, retest and keep tweaking until you discover the best plan.

Even then, there is little rest for the entrepreneur because business changes with the economy.

The exact formula works with speaking.  Test your message, tweak it, test it again and keep adjusting it for every different audience and every different situation encountered by that audience.  Test, retest and keep adjusting.  You will probably have a slightly different speech for every audience, in fact, having a customized speech for each audience is ideal for them and for the speaker.

Expect to have plan A, plan B, plan C and even plans D, E and F.  Consider each possible scenario and adjust your plan with “What if this happens?” and adjust for “What if that happens?”

For more information on planning, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com

Positive Impressions

Over 12.7 million people were counted as unemployed by the US Bureau of Labor Statistics on June 1, 2012.  5.4 million of those have been jobless for over 27 weeks and another 3.2 million are not counted because they did not search for work in May.  A large percentage of the 3.2 million are discouraged; they believe that no jobs were available for them…  Do the math.  12.7 million plus 3.2 million equals a staggering 15.9 million unemployed.

 

If you do not want to be a negative statistic, part of the 15.9 million unemployed, there are specific steps you can implement to improve your results.  You must create a positive impression on the gatekeeper and interviewer if you want to hear, “You’re Hired.”


It is a documented fact the National Speakers Association and the American Management Association, 2008, that you have 7 seconds for the interviewer to decide if they like you and 30 seconds to decide if they want to hear what you have to say.


When does your interview really start?  The interview starts with their first impression of you.  It may be your cover letter, resume or the package in which you present your resume and cover letter.  If your cover letter and resume do not make it past the HR gate keeper, you won’t have to worry about an interview – you won’t be called to interview.

Your cover letter is like a beautiful woman; it catches the eye, captivates the attention and awakens interest.  In writing a cover letter, resume or conducting an interview, the job of the first sentence is to entice you to read the second sentence.

 

Your resume must hold that attention and make them want to know more about you.  If it reads like a technical manual or a job description, you slip into the reject pile.  Design something attractive and interesting to read.  Just as the opening of a speech must be fun, interesting and out of the mundane, so must your cover letter and resume.

 

Once you make it past the gatekeeper with your cover letter and resume, the time has come for a personal appearance.

 

When it is time for the physical interview, you are the package.  You will be observed in detail by the gatekeeper from the moment you enter the reception area.

 

Appear relaxed, confident, well groomed and focused on the benefit to them.  They are Not hiring you.  They are hiring the result you will bring to them.  They are hiring the results which benefit them and the company.

 

Before you can provide the result, you need to determine what result the company is seeking.  How you ask?  Do your research.

 

Unless you prefer to remain as one of the 15.9 million unemployed, do your research and prepare for the interview.  Read their website, subscribe to their newsletter, Google the company, and go to Linked In to find current employees to interview.  Read blogs to determine current problems.  Have a prepared list of questions to probe even deeper into the problems to be solved.

 

Once you know the problem to be solved, be ready to present a story about how you solved a similar problem.  “Tell me a time when. . .” can lead you into your story file of successes or failures and lessons learned,

 

It is all about appearances:  Think of job hunting like a baseball diamond.  Your cover letter and resume propel you past first base, your personal appearance moves you past the second base and your words and delivery send you scurrying around third base and heading home.  If you want to hit a home run with your job search, remember to have your cover letter, resume and yourself suited up in your most attractive manner.


For more information on interviewing, stay tuned to www.Elaine4Success.com.  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com.

Not hiring You

Look like a professional

If you seek an executive position, look the part

Interview series

It is a documented fact that you have 7 seconds for the interviewer to decide if they like you and 30 seconds to decide if they want to hear what you have to say.

When does your interview really start? The interview starts with their first impression of you. It may be your cover letter, resume or the package in which you present your resume and cover letter.

When it is time for the physical interview, you are the package.

Today you will receive the 3 keys to crafting a message which draws employers and initially HR personnel to you rather than pushing them away. If you do not make it past the HR gate keeper, you are left sitting in the waiting room.

Mentally trade places with the interviewer. What position are you seeking? Look at yourself through the interviewer’s eyes. Dress up a notch above the expectation of the ideal attire for the position. Unless you are Steve Jobs, you are not going to make your best impression is a black t shirt, jeans and tennis shoes. Dressing up honors the company and position and says, “This is your company image. Your employees represent your company.” It is an old adage, “You never get a second chance to make a first impression.” (Some credit Oscar Wilde, others credit William Safire in his NY Times “On Language” and others say it was in a 1966 advertising campaign.) Why is this important? If you ever state a statistic or quotation, be prepared to document the source. Crediting the source makes you look well read, well researched and honest. Not crediting could make them doubt other statements in your resume or interview.

Just as you are observing them, they are observing you. I lived in Steamboat for 29 years and dressed up was clean jeans and formal was new jeans. Unless you are applying for a housekeeping or maintenance job, under dressing devalues the position and the company. Not saying to dress frumpy or blah but a nice suit or dress with a splash of color at the throat draws attention to your face and words. Dark colors minimize the body and draw attention up to your smile, eyes and words. No dangly, bangly earrings, guys.

Someone walked into my office recently and their pants were frayed at the hem on the back. Another lady walked in with shoes which were in need of polish or repair on the back of the heel.

Appear relaxed, confident, well groomed and focused on the benefit to them. They are Not hiring you. They are hiring the result you will bring to them. They are hiring the results which benefit them and the company.

Do you have a smart phone? In our fast paced world, our communications are increasingly on our smart phones. You may use it for your email, calendar, gps, and you may even use it for a phone. Are you connecting or merely communicating?

You only have to connect with an interviewer if you want them to remember you and what you said.

Connecting is key.

For more information on debriefing, stay tuned to www.Elaine4Success.com. Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching. Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com.

Presentation Skills

Connect with the Audience

Connection Relaxes the Audience

Have you ever asked a question of the audience during a presentation and received . . . silence? Some presenters will jokingly say, “This is the audience participation part. It is ok to speak.” Other professionals have filled the silence with the Patricia Fripp, first female president of the National Speakers Association, method, “Asking the first question is sometimes difficult. May I pose it myself? (pause) “Perhaps you are wondering about fill in a frequently asked question about the main point of the message.

Other presenters may say, “Ok, no one seems to want to ask the first question. How about the second question?”

If silence still reigns, you might try the “This is an English speaking crowd, right?”

Either I have been extremely thorough and all of your questions are answered or you are totally confused. In either case, let’s change the game plan and do an exercise.

Let’s do a quick review. Briefly summarize the first main point you made in your presentation. “Now, look at your notes and record on your “ah ha” insights on your “Keepers” page. Record the most significant insights you received from covering that material. (Give them a couple of minutes to do that.) “Now turn to your neighbor and share your Keepers with them and then switch. You have 5 minutes total to share.” This will create a buzz in the room as they share with each other.

After the five minutes, ask who would like to share their Keepers. Remember that if you say it, they can doubt you but if they say it then it becomes truth. This exercise of “Think, Pair, Share” works consistently for me and many other speakers with all audiences.

At this point you should be able to ask for questions and they will relax and interact.

You can repeat this exercise for each main point or do it once after each main point. It is even used effectively at the end of the presentation as an overall wrap-up of the session.

Craig Valentine, 1999 World Champion of Public Speaking, finds the Discuss and Debrief Method as a guaranteed participation method. Ed Tate, the 2000 World Champion of Public Speaking, prefers the Think, Pair, Share method to induce audience participation.

The two systems are virtually identical except for the name given to the exercise. The fact is that the system of allowing the participants to think about what they have learned, share it with a neighbor and call it out to the group reinforces their knowledge, the knowledge of the group and validation to the speaker that the audience heard, remembered and responded.

It never hurts for the meeting planner to hear the happy interchange of information from the audience either.

For more information on effective presentation skills and exercises, stay tuned to www.Elaine4Success.com. Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching. Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com.

Business Success, Debrief #7

Debrief every meetingDebriefing a presentation is in essence a recap of the events placed under an evaluation microscope.

First we asked the participants how they felt. Did we touch them emotionally? You only have to reach the audience emotionally if you want them to remember you and your message. They may forget exactly what you said but they will not forget how you made them feel. Touching them emotionally is a measure of how well you connected with them.

Second was the premise, also known as the purpose, of the meeting. Until you are so clear about your main point that you can summarize it in one ten-word sentence, you are not clear. If you are not clear, your audience does not have a snowball’s chance on a hot stove of being clear. The purpose of the presentation may be to inform, entertain or inspire action. Until they are clear about your message how can they possibly be informed or motivated enough to take the desired action.

Third was the change in behavior of the audience. At the conclusion of the presentation were they sufficiently impacted to take the desired action and make positive behavior changes? Presenting a clear point and specific desired action increases the probability of a positive behavior change.

Fourth was the call to action. Did you end the presentation with a whimper and soft throw away words or a specific call to action? Did you achieve your purpose of conveying what you wanted the audience to know, feel and do after the presentation? Hopefully you started planning your presentation with a specific KFD (know, feel, do). How effectively did you achieve that KFD?

Fifth was touching all behavior types in the audience by making your statistics come alive. When statistics are related to people, they lose the cold, impersonal edge and become more human and relatable. If one of every three people will contract a certain malady, will it be the person seated on your right or left or yourself? Relating statistics to people makes them come alive and connect with the audience.

Sixth was the structure model chosen for the presentation. Even though there are several professionally recognized presentation structures, rambling or pontificating are not any of them. One of the best presentation structure models for taking an audience from what currently exists to what could be is detailing the positives and negatives of the current situation and painting a picture of what could be. The future can be painted as a total negative to discourage them from making a bad decision or a rosy picture to encourage them to make a different and more positive choice. Politicians are masters of painting rosy pictures of what they promise will happen if they are elected.

The seventh and final debrief of this series is audience participation. The goal of all presentations is to connect with the audience. Total lack of audience participation could indicate that they are bored, asleep or confused. As we indicated earlier, the confused or overwhelmed mind does nothing.

7. Audience participation or lack thereof could be the result of cramming so much information into a short period of time that the audience became lost.

Craig Valentine, the 1999 World Champion of Public Speaking said, “When you squeeze the information in, you squeeze your audience out.” Have you ever heard a presentation where the presenter said, “We have so much to cover that we are going to go through the material rather quickly.” This frequently happens toward the end of a presentation when the presenter suddenly realizes that he is running out of time. This can be avoided by setting time check points throughout the presentation and keeping each section to its allotted time schedule. Have you ever attended a meeting which ran significantly later than scheduled? Have you ever given one?

Timing the material in advance to know precisely how long it will take to thoroughly cover each point and holding to that time requires planning and organization: such planning and implementation shows respect for the audience. The audience does not want to rush through some of the material in order to end on time or to run significantly late.

The easy way to prepare for efficient time scheduling is to prepare each main point to be delivered in ten minute segments. Frequently checking in with the audience to determine if they understand really helps. The audience participation keeps them feeling involved and allows the presenter to know if the audience is following and feeling connected or lost in a fog of overwhelm or confusion. If you see a glazed look in the eyes of the audience, change the pace by doing an exercise, opening for a brief review and question session or give them a quick break. Checking in with the audience frequently can keep the presentation on track.

A real estate professional recently stood up to give her presentation. She said, “This normally takes ninety minutes but I will try to fit it in the ten minute time slot.” How much do you think anyone absorbed, understood or remembered? Right – Nothing. What could she have done? Take one important section and thoroughly cover it. Indicate that there are also sections on the other important areas. Offer to set individual appointments or take questions after the meeting on the other areas of expertise.

Frequent checks with the audience during the presentation, asking for feedback sheets after the presentation and doing thorough honest debriefs after the presentation improve the productivity of each subsequent presentation. The goal is to enhance the enjoyment of each presentation at the moment and continue to improve the connection with the audience.

Debriefing after the presentation is fully as important as planning before the presentation and concentrating on the connection with the audience during the presentation.

Review the prior six sections of debriefing the meeting for more detail on each one…

For more information on debriefing, stay tuned to www.Elaine4Success.com. Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching. Go to www.Elaine4Success.com/Contact or www.MeetElaineLove.com.

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”Elaine spoke to our top leaders from 8 states, she gave us new and positive ways to connect with people
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-Tom Fajardo, State Farm