I believe that one of the best presentation skills you can have is the ability to deliver “effective presentations”. These are the kind of presentation that don’t just inform, but involve, inspire and move people to action.
A core part of moving people to action is that you have to prove and back up your points and arguments. There are various presentation skills that will support you in this- use testimonials, quotes, stories and so on. But we all know that “STATISTICS DON’T LIE!”
So it’s a great idea to use statistics in your presentation. However this needs to be done with a certain level of skill and aplomb so here are some guidelines.
Statistics as a Presentation Skill
- Do not overwhelm people with all the statistics in one part of your presentation. There is such a thing as too much data! Try to restrict it to 3 stats at a time, and then some qualitative information, or stories.
- It’s a good idea to mention the source for data. We know that the more legitimate your sources are, the more credibility you will have; and therefore the more power your presentation will have.
- Back up statistics with personal stories or stories of clients that further demonstrate the point your statistics make. Generalizations are great and can hold power, but people will remember the specifics of stories.
- Make any numbers “real life”. This is one of the best presentation skills you can develop. For instance you might say “In the year 10,000 B.C., there were only 5 million people sharing 57,268,900 square miles of land- imagine that! The current population of Sydney spread out over the entire planet! My how we’ve grown!”
Don’t avoid statistics because you think they may be boring. They can be really influential and quite exciting if used in the right way. What’s more, when people “see the proof” they are more likely to act! And having people take action is the best presentation skill you can ever learn.
Today we’re talking about marketing and on the operating table I’ve placed a squeeze page (or lead capture page) for us to dissect. You must have heard the old internet marketing mantra that “the money is in the list” and the main role of a squeeze page is to build your list.
Here at Shift we prefer to call the list our ‘community’ because essentially it’s all about building a relationship between me and you. You may have joined our community via this blog, from one of my speaking engagements, or you may have opted-in to one of my squeeze pages.
Here are 2 examples of squeeze pages I use:
http://www.presentationprofitsblueprint.com/ – This page offers a free chapter from our speaker blueprint and grows our Shift Speaker Training Community
http://www.shiftlifestyle.com/laws – This free gift is 7 video tips on lifestyle design and is designed to grow our Shift Lifestyle Community
Note they are entirely different communities, both with separate needs, frustrations, desires and wants and so have 2 completely different gifts.
Tip: Take the time to check them out yourself and if you haven’t already got your free gift, why not opt in so you can dissect the email sequences we use too!
Should You Use A Squeeze Page?
Squeeze pages are used by internet savvy business owners, solo-entrepreneurs and anyone with a free online product they want to give away in return for building a list. This online community then represents a readymade and targeted audience for your paid products and courses so it’s a must-have if you are serious about creating financial success.
Tip: As a speaker, I 100% recommend a squeeze page because when you build your community you can then promote your speaking gigs to them. Did you know most of our speaking gigs are filled by our own community? You see when you create a good relationship with your community, a relationship based on value, they will love the opportunity to see you live.
The Anatomy Of A Squeeze Page
There are three components every squeeze page should possess:
1. An powerful and alluring headline that gets the prospects attention, promises great benefit and forms a connection with the target audience;
2. The benefits are outlined in a bulleted-list with a strong and compelling description which incites the reader to complete the opt-in form
3. A call to action where the reader provides their contact data in response to your initial promise and the relationship building process can commence.
Tip: When you are creating your own squeeze page, the more targeted the audience the better your conversion rate will be. As a giveaway, you might choose a free report, an ebook, a series of video tips, an interview with an expert etc. All too often I see people giving away free products that have NOTHING to do with their ongoing products! Make sure there is a connection between your free giveaway and your paid products.
How You Create A Squeeze Page
Even though the general structure of a squeeze page is quite simple, the copy-writing to prepare the headline, benefit bullets and even the call to action can have a huge influence on the conversion rate. Therefore before actually making a squeeze page, stop and consider:
1. Who are your target audience
2. What problem are you attempting to solve for them and how you can reflect this in your headline
3. Create at least four benefits to be offered via the bullet points
4. The nature of your offer when creating the call to action.
Finally . . .
Two final points to consider as you create your first lead capture page:
• Though many early lead capture pages were “text-oriented” there is a growing trend to use a video (usually between the headline and last two sections) with the author adding a personal message that is often far more compelling. Video lead capture pages usually have higher conversion rates. As a speaker you should be experts at this!
• Good copy writing is an art form. Everyone should study multiple examples of lead pages targeting a variety of niches. Don’t be afraid to “borrow” ideas, especially from pages believed to have higher conversion rates.
• If in doubt, hire a copywriter!
So now you know how to create the perfect squeeze page, I hope to see you starting your very own community soon! If you have anything you want to add to this, please drop me a comment below.
Oh my Gosh, if I had a cent (or a penny) for every time someone asked me ‘how’ to speak on stage . . . I’d be living in the Bahamas and swinging on my hammock on a daily basis.
(And perhaps supping the odd cocktail . . .)
So enough already!
Because get this – I’m not so concerned with the ‘how’ to speak but much more so with the ‘why’ to speak on stage.
And the absolute number one key to speaking on stage is . . .
Listen very carefully because this is probably the most powerful piece of advice I can give to new speakers – Follow Your Passions!
When I am stood up on stage I always try to speak from the heart and connect with the audience in this heart-felt way. And funnily enough, when I bring my heart into my speaking, it always follows that my sales increase!
But get this – I don’t speak from my heart to create more sales. That’s counter-intuitive. Selling more is just a byproduct of what happens when you are passionate about what you do.
Bring Your Heart Into Your Sales
Think about it. Children are some of the best sales people around, not because they know all the tips and tricks on creating a masterful close, but because they are undeniably passionate about their view point and their outcome. They will not take no for an answer and they are not afraid to show it.
Likewise your passion for your product, service or message will shine through over and above any techniques you learn. I’m not saying don’t learn the techniques: you must. But technique without passion is fruitless.
Passion on stage comes from being passionate about what you do in life.
The Attractor Factor
In the Attractor Factor, Dr. Joe Vitale cites a study where a group of 1500 people were given the option of joining two groups. Group A was a group of people who were going to pick a career they believed was going to be a practical way to make a lot of money and then they were going to follow their passions after they made enough money.
1255 people joined Group A.
Group B was a group of people who were going to pick a career that they were interested in and passionate about and just trust that the money would come. Only 245 people joined Group B.
20 years later there were 101 millionaires out of the 1500 people who signed up for the study. 100 of the millionaires came from group B, the group of people who followed their passions and just trusted that the money would come.
Only 1 out of the 1255 people who picked a career because they believed it was a practical way to make a living actually became a millionaire.
This study shows that you do not need to have a plan or know how you are going to make money by following your passion. All you need to do is to follow your passion. Remember the great Dr. Martin Luther King Jr. said,
“I have a dream! . . .”
He did not say:
“I have a plan.”
Discover what you are passionate about. You may already know this exactly. What is it that lights you up? How can you use this to inform your sales presentations? Try asking yourself some of the following questions to connect with your passion:
· What did you love to do as a child?
· What do you love about your product or service?
· Why do you want the world to know about it?
If there’s one thing that’s clear from this . . . it’s that living from your heart-felt passion will not only give you a sense of purpose in your career – and on stage – but it will also attract more abundance to you!
The thing is it takes courage to follow your passions and just trust that the money will come. But having been both a speaker and an audience member, believe me when I say, there’s no more compelling call to action from an audience’s perspective than watching someone come from a place of true authenticity, love and passion. You simply shine like a lighhouse and everyone wants to be in your beam.
So, forget about getting ‘it’ right next time you speak, just try connecting more with your passions in your next presentation and see the magical effect this has . . . .
Picture this. The phone rings and it’s a hotshot speaker on the other end. Not just that, but she’s someone you’ve admired for ages. And then . . . she asks YOU to be her MC!
Your heart palpitates and your mouth goes dry. Could this be true? You get to share the stage with someone as amazing as her?
Of course you say yes and then do a crazy silly dance around the room to celebrate.
Because being an MC is a great way to get noticed, build up your exposure and get asked back to other stages . . . . next time to speak!
So once the celebrations are over, you’ll be wanting to follow these golden MC rules:
Keep it Brief
Keep your introduction to around one or two minutes long, but not much more than that. The focus is on giving a succinct, punchy intro of the speaker.
I always think of myself as the host of the party. Remember to smile and come across as a warm person when introducing speakers.
Know Something About The Speaker’s Subject
Even if it’s something that’s new for you, you still need to understand it enough to be able to convey the information correctly.
Don’t Read Word For Word!
It’s going to sound really boring, really flat, unenthusiastic… and it can also give the impression that you don’t know what you’re talking about – that’s the last thing you want.
The Speaker’s Presentation
Make sure you get really clear on exactly what that is because people need to know what they can expect from the presentation.
Build Credibility Of The Speaker
If the speaker has appeared on television, in the press, or written a book, make sure you include that as part of your introduction. It will capture the attention of the audience. As a MC it’s your job is to boast about the things that the speaker might not boast about themselves.
Don’t Use Slides or Overheads
You need to remember that you’re not the speaker,
you are the facilitator. You’re not the leading act, so don’t try and upstage the speaker or don’t try to steal their thunder. It’s a fantastic idea to include a personal relevance about them that will have the audience receptive to the speaker before they have even got on stage.
Being Professional Is Key
An MC at speaking events is not an invitation to try any stand-up comedy routines! If you’re tying in little personal stories, make sure it’s relevant to the subject and to the audience and it needs to be inspirational, and to build the credibility of the speaker. Remember the big picture and make sure whatever you do or say serves the overall event.
Now It’s Your Turn, MC!
Now you have all the guidelines for being the most fantastic MC ever, why not go out there this week and try to book yourself as an MC. You never know what doors it might open…
Emcee or MC . . . However you choose to spell it isn't the important part.
The important part is getting the right MC to introduce you in a way which supports you correctly.
In fact, the role of the MC is actually a lot more important than most people would assume. . .
You see, knowing how to introduce a speaker is a learned skill and although it seems very simple and straightforward, there’s a lot more to it than meets the eye.
So if you are an MC in the making or if you are looking for an MC for your next presentation . . . read on!
The Purpose of Introductions
There are three main reasons to introduce a speaker correctly. The first is to grab hold of the audience’s attention, the second is to entice the audience to pay attention, and the third is to build up the credibility of the speaker. A successful MC will have the audience wanting to buy from this person even before they've stepped onstage.
Profiling The Audience
People who attend seminars come from diverse backgrounds, and have different purposes and reasons for being there. It’s the job of the MC or the person doing the introduction to pull the audience together to be present and focused.
Engaging The Audience
It’s important also to establish the credibility of the speaker. The MC needs to build the speaker up and make them look fabulous. It's their role to make the audience to be feeling really, really great and very blessed to have this particular person in front of them. The aim is to get an audience wanting to work closely with the speaker even before they go on stage
An MC also needs to build rapport with the audience to capture their attention. They need to let them know what’s coming and why they really should listen to this person.
Once the introductions are prepared, you don’t want the MC to just be reading out notes on stage necessarily. As an MC, you need to have the basics written down and an awareness of what key words the speaker wants you to use in their introduction. It’s that information the MC will be using to connect with the audience.
Tell The Audience Who You Are
I see this mistake a lot - the MC will get up and forget to introduce themselves. If you are the MC, it’s important to tell people who you are and why you’re up on the stage. The only exception to not telling the audience who you are is if it’s all ready been done.
Our Next Speaker Is...
If you're the MC, make sure before you go on stage that you know the speaker’s name by heart and you know how to pronounce it! There’s nothing worse than pronouncing a speaker’s name incorrectly.
Go On . . . It's Your Turn Now!
This week, why not pretend you are MC-ing for another speaker and see you can start to practice the above points. Or if you happen to be at a multi-speaker event check out the MC and see how good a job he/she is doing!
To be continued next week . . .
Erm. Hang on? Speak . . . speak in public you say?
Let me just swallow my fear and choke on my cornflakes. You want me to stand up in front of a group of strangers and talk to them? Like give them a presentation?!
Are you cuh-razy?
I can't speak in public!
No, I am not crazy. In fact . . . I am about to offer you the fastest ticket to success you could ever imagine. You know Willy Wonka and the Chocolate Factory and the Golden Tickets . . . well speaking is YOUR golden ticket to success.
Look, I know for most people there might be a few fears to get over (although for the rare few there are none) . .. but let's imagine you're the norm and not the exception and you do have a bit of stuff around speaking in public. That's ok. Maybe you have a lot of stuff around speaking in public! Because public speaking is (apparently) the number one fear that most people have.
Which is such a shame! There are so many benefits to becoming a speaker – for your business, your bank balance, for your lifestyle AND for your own personal confidence - I can't even cover them all in one mere blog post so I've highlighted the top 5 for you!
Read on . . .
The Top Five Benefits Of Public Speaking
1. Increased Self Confidence
Once you have mastered speaking in front on an audience, whether it be in front of a crowd of ten or a crowd of thousands, your confidence levels will go through the roof. Through the roof ok? Do this, and you can do anything. Honest.
2. Reach More People
Do you have a vision which is close to your heart, a vision which could shape the world, a vision which could heal? Yes? Well stop holding onto it and start sharing it.
Does it make more sense to talk to one person at a time, or a roomful of people? Which method will spread your vision faster? Remember, a vision flies when you stand on stage. You give it wings.
Allow yourself to fly.
3. Make More Sales
Regardless of what you are selling - your ebook, your 3-day seminar, your coaching or your membership site, you will multiply your sales and in far LESS time when you speak to a hundred people as opposed to selling one on one.
This is a MASSIVE benefit of public speaking – the opportunity to make more sales in one sitting. It's call leverage. And it can make you a lot of money. Fast.
4. Build Credibility
When you are on stage you become an authority in your field. People look up to you. Their opinion on you changes simply because you are standing on stage. Strange but true!
This credibility will open up more opportunities and earn you more recognition which in turn builds credibility and gets you more opportunities. It’s a winning cycle.
So time to get on it!
5. Make Big Money
I saved the best benefit for public speaking for last.
Public speaking is one of the easiest and best ways to make money. Big money. I’m not suggesting this will happen the first time round (although it can and it does all the time) but if you have researched your market, determined your niche, sent out a compelling message to this market, built a big-pack product and added tonnes of value to it, then why not?
Go On . . . Feel The Fear and Do It Anyway!
So, now you’ve seen the benefits of public speaking, why not go out there and stretch your comfort zone this week?
If you’ve never spoken at an event (but always secretly wanted to), is now the time to book your first one? It doesn't have to be huge! A few people is as good as start as any. Or if you’ve only ever spoken to smaller audiences, could now be the time to step up to the next level? Or if you’ve spoken to large audiences, what could you do differently that will stretch you this week?
There’s always another step out there. This week could just be the week to take it. I dare you.
It’s all in the mind this week.
Have you heard all heard the saying that success breeds success?
But where does success actually start?
I believe it starts with a willingness to step outside the comfort zone.
You see it doesn’t matter what level of game you are playing right now- there is always another level you can go to. And what usually holds you where you are is this thing called a “Comfort Zone”.
Have a read of this by Bob Riggs.
|“The Comfort Zone”|
|“Many of us have established a comfort zone in our lives. We’re just coasting along taking the path of least resistance, and just getting by.
This is a very common and understandable attitude. We’ve all worked hard to get where we are and it may seem a good place to be.
The problem with this is that once we stop reaching, stretching, seeking and risking, we actually stop growing. The comfort zone frame of mind is settling for what we are TODAY.
That may be fine today, but without continued growth, WE ARE NOW ALL WE ARE EVER GOING TO BE.
If you’re in a comfort zone, beware – the danger of a comfort zone is that it doesn’t hurt, and it may even feel good.”
Do Something Outside Your Comfort Zone
By taking yourself out of your comfort zone you begin to expand.
In that expansion comes self confidence . . .in self-confidence comes a more confident mindset . . .in that confident mindset comes success. . . . and in success there comes more success . . . and more confidence . . .and more success and so on!
You are currently inside your own comfort zone. So am I. But the good thing about a comfort zone is that every time you DO SOMETHING outside of your comfort zone, your comfort zone expands.
Picture a circle getting increasingly larger – each time you step out of your comfort zone, your circle expands. Now this something could be anything – say kayaking on the sea, a bungee jump, going on a singles holiday, walking into a bar by yourself . . . but here let’s apply it to speaking:
- So for you, speaking might currently be outside your comfort zone.
- Perhaps speaking is inside your comfort zone but selling from the stage is outside your comfort zone.
- Perhaps selling from stage is inside your comfort zone but hitting 30% conversions is outside your comfort zone.
Take a Mini Risk
It doesn’t matter what level you’re at in your speaking business, there’s always another level to go to. It’s just a matter of stretching your comfort zone. And you can do this by taking a series of little risks. Not huge risks, just little steps outside your comfort zone. As your comfort zone expands, so too does your definition of yourself.
The mini risks do not have to be related to speaking by the way. I have a friend who recently went camping for the very first time. This was a really big deal for her.
2 years ago camping was the last thing she would ever do as being clean and comfortable was far more appealing . . but recently she ‘got’ that to increase her financial success she needed to do more things outside of her comfort zone. That way her comfort zone around money would also expand . . .
. . . So off camping she went. Also during her holiday she was doing white water rafting, rock climbing and other ‘scary’ activities. It’s why I like the high ropes course so much . . . we push ourselves to take risks on the ropes and see what happens when we don’t fall.
Same with life.
Your Next Adventure?
So if you’re feeling comfortable right now – this week it’s time to expand yourself, and commit to something new. What mini-risk can you take this week to step outside of your comfort zone and start cultivating that successful mindset?
One of the best public speaking tips I can give you is this . . .
. . . always seek feedback!
Remember, when you’re speaking in public, either on stage or during a presentation, the aim is to not just to educate but also to leverage your time and bring in extra sales for your business. Selling 1:100 is much more powerful than selling 1:1 . . .which is why getting feedback on your performance can make all the difference to your bottom line profits.
Therefore, feedback is one of the most vital tools that you have at your disposal. You to have to test and measure everything you do. So, as a business owner, you need to measure every promotion you do. As a speaker, you need to measure every offer that you make. The proof is in the measure of your results.
Feedback on your performance can be measured in the following 4 ways:
The most important measure is from a financial perspective. If you seek out feedback on your presentation you can increase your sales conversion rate from a public speaking engagement.
For example, by seeking the appropriate feedback, instead of closing, say, 30% you may increase your conversion to 35% or 40%. Increasing your conversions means bringing in more money. Thus, your business is more profitable and everybody’s happy.
2. Increasing your memorability:
To be memorable is to increase the impact you make on people’s hearts and minds. Seek feedback on your public speaking skills from your audience about how much they enjoyed your presentation, whether it was easy to digest, and what they remember most.
If they remember you and they love your information then they’ll go out and tell their friends about you. This may lead to a purchase down the road. So it is really important that you’ll always be looking to increase your public speaking skills from an entertainment and education perspective as well.
3. Rapport :
Here’s another great sales tip – increase your level of trust and responsiveness you have with your audience. The level to which your audience wants to be involved is a measure of how they are responding to your presentation. The more rapport you have with people, the more profitable your business will be and the more sales you’ll make.
4. Be Real:
This one is the sales tip overlooked and most important. I believe feedback is widely important because it keeps your feet on the ground. Be open and aware. It keeps bathing you in humility. It’s very easy to lap up the accolades. But you are human. So you do need to keep your feet on the ground and your heart in the right place. I think feedback is a very vital part in keeping one humble.
So remember, feedback is in the form of:
• Your conversion rate = $$
• How you affect the hearts and minds of your audience
• Your rapport with your audience
• Be Real
Now It’s Your Turn!
So this week, why not seek feedback on your presentation. If you don’t have any presentations scheduled, maybe deliver it in front of a colleague or friend, or record it so you can listen to yourself back. Feedback is the most powerful public speaking and sales tip I can give you. Be open enough to receive it.
Did you know the one secret ingredient that can make or break an effective and profitable presentation?
Luckily it’s an ingredient all of us have but sadly not of all us use effectively.
What is that ingredient?!
It’s your voice!
Take a moment now to recognize the power that your voice has to impact another human being. Now take another moment to see how your voice can also help create emotional change in another human.
And what happens when we create change in another?
It can lead to transformation and as such, this can generate more sales if your product or service assists in that journey.
The 3 keys to using your voice dramatically
Creating emotion with the intention of making sales from speaking has a few key elements that cannot be missed.
- Vocal strength and flexibility
It has been said that the words that we choose are only 7% of the message that we communicate. 38% of our message is due to our tonality, and 55% of it is due to our physiology, our physical action.
So over a third of your outcome depends on your voice.
Create awareness of your own voice and use it dramatically.
Listen to how you use your voice, listen to the vocal range that you have.
Start to listen to other people’s voices, how they use them, and then start to bring awareness to the extremes that you use in your own voice. Do you have extremes or is it all flat lining?
You will make more sales from stage AND make it easier to listen to you if you can work on your voice variation.
- Set the intention
These are the intentions you will want to set if you want to make more sales from stage:
- That you will start to expand your vocal range
- You will create moods with your voice
- You will carry your confidence in your voice
- And that your voice will take people on an emotional journey.
- Vocal Strength and Flexibility
If you start to learn how to use your voice in a powerful manner, then you’ll find that it will be more powerful for longer, and you will be able to preserve and conserve your voice. You want to use your voice in such a way that it touches the hearts and minds of the people in your audience and thus create more sales from speaking.
Don’t Be Just Comfortable . . . Be Memorable!
If you’re committed to becoming, not just a profitable speaker, but also a memorable speaker, then the next step is to get masterful with your voice.
Be the sort of person that when people leave the room they continue to talk about you, not just because of your content, but because of your style, your charisma and your ability to take them on an emotional journey.
And be the sort of speaker that makes massive money from stage!
So, What’s Next?
Well, my suggestion is for you go to have a little bit of fun this week . . . and go see a high drama movie. Here’s an opportunity for you to listen to the way these highly trained actors use their voice to create mood. Notice the high, the loud, the soft, notice the pace changes, notice the volume changes.
So I want you to spend the whole time listening to people with a new intention and then see how you can utilize this in your next speaking gig to make more sales.
And remember, have fun!
It’s the start of a new year and time to dust off our new year’s resolutions for yet another year…
Or is it?
I don’t know about you, but I’ve read countless articles and emails in the past week all advising me how to create the perfect new year goals and yet none of them seem to resonate with me.
Why is this?
Well, in part because we each respond differently to advice and so what might work for someone else might not necessarily work for another. But, I sense it’s deeper than that – at least for me – and maybe for you too.
All of the messages I read about setting new year’s resolutions miss one key part. . .what if we don’t know what we want?
That’s why in today’s blog post I want to talk about HOW to reconnect with what you really want and therefore how to set some new year goals with a difference.
The best way to get back in get back in touch with your heartfelt dreams and so create your ideal lifestyle, is to re-connect to yourself again.
Here’s a challenge for you to get you reconnected (and remember just because we’re almost 2 weeks into the new year doesn’t mean it’s too late!) I want you to spend the next 7 days connecting with your Self with the purpose of finding out what you really want. If you know what you really want, try this anyway, because you might get even more clarity or fresh insight into your goals.
The process of reconnection is easy. You can do this with morning pages (stream of consciousness writing), meditation, daily walks in nature, swimming in the ocean, yoga, basically anything which is YOU connecting to YOUR soul.
The idea is that you are giving your higher Self (divine essence, soul, inner you – however you call it) the opportunity to speak and be heard about what it wants in life.
What usually happens for me is that my ego wants one thing (related to safety and something logical) but the deeper part me wants something else and when I’ve followed that something else – that’s been my path to happiness however absurd or crazy it sounded like! Quite often your deepest dream is connected in some way to your life purpose so don’t even try to make sense of it and rationalise it.
So when you have heard what your soul wants to say (and often the answers surprise us!) don’t discard it straight away. It might be something completely left-field but allow yourself to sit with it a while.
Perhaps starting a family came out top and you hadn’t even considered this. Or maybe it was breaking through a financial barrier – perhaps the 100k mark – even though you have no idea how. Or maybe it was professional, for example, putting on your own speaking event – but you have never spoken before!
Just because you have never done them before or you have no idea HOW to make them happen, don’t panic. This is what YOU most deeply want and the most important part is already done – being honest about it.
The next step is making it come to fruition and again, there are as many strategies as there are stars in the skies so I’ll keep my advice simple and clear:
- When your soul has spoken, there are a million and one things you can do to move toward your goal – plan, invest in a program, get healing/coaching/mentoring to take away limiting beliefs, take clear and specific action etc
- But the biggest tip of all is to trust the voice of your soul. For example, if your dream is to meet your ideal man or woman this year, then take the necessary action but also trust in the outcome. Remember, ‘to realise one’s destiny is a person’s only real obligation.’
May your dreams come true this year.