Tuesday, January 31, 2012

They say it is the second sign of madness...

When you are what is for sale, you can often confuse the client by rambling on and stuffing up the sale or pitch.

Thought Leaders often have to talk about themselves. I sometimes talk about Matt Church in the third person (second sign of madness). I've been doing this for so long that I have learned a couple of tricks to help me talk about this Matt Church guy.

Stagenames: My name is Matthew but I promote Matt Church. It is not ‘Madonna'or ‘Bono' status, but it helps.
Diagrams: I often rely on contextual diagrams or models to explain what I do. This way the focus is less on me and more on my message.
Analogy: If I can explain what I do through an analogy it is easier to talk it up than if it is simply me I am talking about.
Future: Always focus on what is coming up as opposed to what you have done. What you have done is bragging, what it is you hope is going to happen is exciting.
Rapport: People buy people. Be gracious, generous and positive in your conversations. If asked about a competitor the same rules apply.

Often as experts and Thought Leaders, we wish for someone else to sell us. This is not always the best option. There is no-one better than you to sell you.


Tuesday, January 24, 2012

Give your audience the wow factor!

Here are 3 ideas you can use to make your big audience presentations more…..WOW!

  • Obsess about your message
  • Design a process for the speech
  • Create a conversation
Let me explain:

1. Obsess about your message
Anyone can tell you about the person who impressed them on stage but broke all the rules. They didn’t move from the lectern, they didn’t have a modulated voice and they jingled keys in their pocket whilst they spoke. They broke all the rules! AND YET they were totally compelling….why? It’s because they had something to say that you wanted to hear. Do not get up to speak until you have first spent some time thinking. Obviously this is what THOUGHT LEADERS is all about. Forgive me for the plug but we know how to teach you how to do that better than anyone on the planet.

2. Design a process for the speech
Once you are clear about WHAT you want to say then start thinking through HOW you will say it. Don’t think about techniques like where you will stand and how loud you will speak but rather ‘What is the emotional or story journey that the audience will travel along?’ Make sure that at least every 7 minutes there is a major energy shift. Highs and lows, ups and downs, fast and slow. MyDrive Your Business Workshop ensures exactly this.

3. Create a conversation
The best public speakers make you feel like they wrote the speech just for you. The key to making this happen is to be in conversation with your audience.
Three ways you can do this:

  • Interview a few people before you turn up to understand what they are going through and use these examples in your speech
  • Ask rhetorical questions that demonstrate an understanding of their world
  • Start your presentation in the room and walk into the audience throughout your presentation

Work harder on speaking better in public and take your message to a new level.


Tuesday, January 17, 2012

Why academics don't sell!

Why do so many people dislike the sales process? The number of switched on people I meet who actively don't sell is staggering!

I believe it's an issue of identity...

The obvious elements that contribute to the anti-selling phenomena...

  • Bad past experience
  • Cultural bias
  • The elitism of the academic world
It's all about language, meaning and service.

To serve is to solve problems.

You don't have to technically 'sell' anymore.

You do have to invite people to buy.

So, focus on doing great work, building a reputation and be sure to let people know how they can get more of you, your business or your cause.

Get out actively and have conversations with people who you can help and who may need what you have. But always let them know what they can buy, how they can buy it and why they should buy it from you.