I’m a believer in learning through repetition and practice. However, as we practice and rehearse our presentations we need to ask ourselves, “Am I practicing to improve or to reinforce bad habits?” The reality is that we are doing both.
You’re familiar with the expression, “Practice makes perfect.” No, not necessarily, but practice does make permanent.
Success stories are at the heart of effective sales conversations.
Powerful and persuasive sales conversations always include success stories that show how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story.
When it comes to using success stories in your sales conversations:
- How do you sell to competing companies within the same industry?
- What happens when you can’t mention a past client by name?
- What’s the best way to share past success stories? Tell them, or use testimonials?
Understanding differences between the written word and spoken is key to being an effective communicator.
Bill Gove told me, “The written word is for the eye. The spoken word is for the rhythm.” Bill was the first president of the National Speakers Association. Understanding the difference between writing and speaking was just one sign of Bill’s brilliance as a speaker.
Mary, the principal of a very exclusive girls’ school, came to me and said, “Patricia, help! Every year I send a video welcome to the parents and introduction to the year ahead. I just watched my performance from last year, and I was very disappointed. Can you help?”
I asked, “Have you prepared a script?” (more…)
It is not your customer’s job to remember you. It is your obligation and responsibility not to let them forget you. We all know it is easier to resell your satisfied customers than find new ones. However, you are failing your customers if they don’t know how you can serve them in different ways than they first engaged with you.
Never assume that customers, clients, and prospects know what you do and why they need you. A brilliant woman who receives my weekly video and emails asked, “Can you help me with a five-minute presentation?” This is a perfect example of something I always tell my clients, “Never assume that everyone on your mailing list, or everyone you’ve done business with in the past, knows how you can be of service to them.” You also may be wondering, “How can Patricia help me?” Let us count the ways.
A great presentation is the most cost-effective way to generate interest in your services, products, expertise, or organization.
Is fear of death really second only to fear of public speaking? Maybe you can relate? A presentation is the most cost-effective way to generate interest in your services, products, expertise, or organization.
Consider, how many contacts, clients, buyers you might capture with a 20-minute talk? If the thought of a great outcome isn’t enough to calm butterflies in your stomach, I share these pre-presentation exercises to help you relax and channel any remaining nervousness into energy. (more…)
When you’re asked to talk about yourself and your career history, how do you avoid coming across as dull and self-absorbed?
Some people are very comfortable with talking about themselves – sometimes too comfortable. The uncomfortable feeling you get, when someone drones on about themselves, is why you may find it difficult to talk about yourself without feeling immodest.
I understand. However, from time to time we are all inevitably required to introduce ourselves to new colleagues, coworkers, or team members and share our career history. (more…)
There is no one secret to a powerful presentation, but if there were, it would be this – your subject must be interesting to your audience. If your audience doesn’t know whether they’re interested in your subject, how do you get them to connect with it?
How do you write a good acceptance speech? Start early, be yourself, honor those who’ve helped you, state your connection to the organization giving you the award, and rehearse…again…again and again.
Every year the American Payroll Association honors their Man and Woman of the Year. The next year at the annual conference call Congress they deliver a five-minute speech to almost 2,500 of their peers. I’ve had the honor of speaking at twenty-one APA’s Congress events and working with APA’s leaders and speakers. Dan Maddux, the APA’s very creative Executive Director, and his convention team always have amazing themes and sets. As you can tell the 2018 theme was James Bond and Pay for Another Day.
David Wakeling’s Payroll Man of The Year Speech 2018