Communicate POWERFULLY Onstage - Michelle Villalobos Slideshow for Miami Beach Chamber Of Commerce Workshop

PRESENTS Be APOW ERFUL &CO MPELLING PRES ENTER with Michelle Villalobos (vee - ya - low - bos ) 1

Premise:We are all selling something. 2

Problem is...Most people HATE being sold to. 3

Today•WHY: Generate leads to your business•WHAT: Use an education-focused presentation as a showcase for who you are, what you do•HOW: Create content people actually want to listen to / engage with, decide how you will “capture” 4

Speaking inPublic is:•Scary•Nerve-wracking•No fun•Important•Difficult•Other? 5

Fear Delivery Forgetting stuffWhat is your biggest challenge with public speaking? Content Anxiety Lack of honestDevelopment feedback 6

ExerciseThe Sales Funnel 7

here... to go in HO hasW To end up dow n here ? 8

PART I: Prepare 9

1. Know Your Audience 10

What’sInItForMe? 12

What’s their 13

How canyou help? 14

2. Identify TheOutcome You Seek 17

You could give the best presentation in the world... but if you don’tidentify the outcome you seek, you could miss a huge opportunity! 18

PART II:Develop Content 19

3. Mindmapping 20

Traditional Outline 21

Mindmapsallow the brain to work non-linearly, whichis great for the first stages of planning 22

Subtopic Subtopic SubtopicSubtopic Central Topic Subtopic material material material material Subtopic Subtopic Subtopic material material 24

Mindmap Exercise 27

Now, put it in order. 28

Opening with1. Objectives Setting (10 minutes) A.Why are you here? B.What do you hope to have by the end of the WHY is the day? C.Where are you stuck? best way to start. D.What have you tried?2. Strategy (1 hour) A.Business Model Then get into B.Sales Funnel i. Chez Badeaux as an example ii. Come up with each of their sales funnels3. Identify Proﬁtable Target (& How To Reach Them) WHAT. (30 minutes) A.Where to ﬁnd them? B.Idenitfy organizations C.Where do they congregate? Finally, address HOW. D.How can you get in there? E.Whatʼs their PAIN? What can you teach them? 29

Easy Breezy Basic Structure1.WHY •Position WHY important •What do they stand to LOSE vs. GAIN •Discuss VALUE and OUTCOMES not process2.WHAT •The solution you’re offering •Introduce any “mental shifts” here3.HOW •Teach what you’re going to teach4.RECAP •Highlights (VERY QUICKLY) 30

4. Speak to theRIGHT BRAIN 31

Right vs. LeftBrain 32

“...If you focus on logic, numbers, reasons and rationalewhen you sell, you’re putting half yourclient’s brain to sleep... [the half that makes decisions]”StorySelling for Financial Advisors: How Top Producers Sell(Scott West & Mitch Anthony) 35

“Communication is the transfer of emotion.” – Seth Godin 36

5. Add Color: Stories, Metaphors, Humor Analogies & Visuals 37

example:“Survival Of The Fittest,blah, blah, blah, [longexplanation....]” OR 38

“A picture is worth a thousand words” 40

Use analogies to illustrate complex concepts. 43

Use popularreferencespeoplerecognize andconnect withto get“BUY IN.” 47

vs. 48

6. Use PowerPoint Wisely 49

ONE concept per slide! 55

www.sethgodin.com/freeprize/reallybad-1.pdf 56

PART III: Delivery 57

7. Look Like A Million Bucks 58

Your brand is most readilyconveyed by how you LOOK. People form a first imressionwithin SECONDS of seeing you!What does your image “say?” 59

8. Get in the rightMINDSET 60

Whether youthink you can orthink you can’t... You’re right. 62

Are you focused on a negative outcome? 63

University Of Chicago Study 64

•nothing = 0% improvement•practice = 24% improvement•creative visualization = 23% improvement 65

OUT!!!! 67

Learn the skills, practice them &visualize yourself being successful 69

“Mirror Neurons” 70

People willfeel whatyou feel... 71

http://www.youtube.com/watch?v=qR3rK0kZFkg 72

9. Interact 73

Confucious say... “I hear, I forget. I see, I remember. I do, I understand.” 74

8. Interact. 75

People love to interact... 76

Interview your audience 77

Incorporate activities & exercises... 78

Use LEADINGquestions! 1."Without Socrates, we wouldnt have theSocratic Method, the greatest way ofteaching things known to man (apart from juggling chain saws.)" 79

http://www.garlikov.com/Soc_Meth.html 80

10. Make more eye contact 81

1Eye contact is the most basic form of humaninteraction... even newborns do it 84

Most people don’t make enough eye contact.(And if you’re ﬁddling with your BBerry, that’s one reason why - I know that’s kind of a tangent, but I had to get that out there). 85

11. Command Attention! Stand firm Speak loudly Don’t readMake eye contact 86

12. Microphones are good, USE THEM!!! 87

13. use strong language, (lose weak language) 88

Weak Language•Verbal filler (um, like, ah)•Rambling (and... and... also)•Qualifiers•Nervous chatter 89

Qualifiers only just& Hedgers: you know really in my opinion sort of kind of apparently I’m not an expert, but I may not be qualified, but but maybe I guess 90

Instead of Use: pausing “um” “ah” active voicepassive voice stating the facts “feel” 3rd person fillers pauses 91

“I may be wrong but what if we try a new approach? I was thinking, you know, maybe we could, um, find a partner or something, you know to help us grow our mailing list.Maybe I could call a few people that I know. I don’t know, what do you think?” kie josiuel lk asj kdi ko oudu lki, reit kci,wii, oieru iyd klkea loi leoop ncke adlfjad ieu loo keuu eioci klle leyuc ckelk lke as eec eae ree clkj elkj sld fkjds adlk fja.... too passive 92

“That idea is no good, forget it. We should ﬁnd a partner and tap into theirlist. I know a few and I will start calling as soon as we ﬁnish.” aggressive 93

“One way to grow a list is to partner with others and offer a beneﬁt inreturn. I know a few I can call. Thoughts?” just right 94

“(k)notty words” can not could not should not do not would not 95

“to be” = weak ___ I lead I am (was, will be...) ___________ __ the leader of a team I am You o sverseeYou are (were, will be) You ____ _________ sale __ are responsible for sales __ We manage We are (were, will be) __ We are the _____ _____managers of... They helpedThey are (were, will be) ____ They were helping the __ _________kids... 96

effective action verbs...Achieve Forecast Motivate ReengineerAdvance Generate Negotiate ReorganizeConduct Gain Obtain RepresentConsult Gather Operate RestructureCommit Head Organize Revise TrainCoordinate Host Originate Safeguard TransformDevelop Identify Oversee Secure TranscendDeliver Implement Participate Specify UnifyDesign Improve Perform Spearhead UpgradeDefine Improvise Pioneer Standardize UtilizeDevote Influence Plan Strengthen ValidateEarn Launch Prepare Structure ValueEnhance Lead Present Suggest Write Evaluate Lobby Promote SupersedeExamine Maintain Publish SuperviseExtend Manage Pursue TargetFacilitate Marketed Rank Teach/Formulate Maximized Update TaughtFulfill Mediated Redesign Test 97

“feel” 98

lose “(k)notty” words can not could not should not do not would not rephrase with what you DO want or WILL do 99

ec14. Vary Your Infl tion 100

15. Watch HowThe Experts Do It 101

16. Practice. Practice. Practice. 103

17. Record Yourself! 104

There’san appfor that! 105

Even better: record yourself onvideo (tripodsare cheap and universal to all cameras) 106

Now let’s nail down YOURpresentations!! 107

oogle me! O r just Gwww.MichelleVillalobos.com Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”. 108

Communicate POWERFULLY Onstage - Michelle Villalobos Slideshow for Miami Beach Chamber Of Commerce Workshop

by Michelle Villalobos on Aug 09, 2011

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Communicate POWERFULLY Onstage - Michelle Villalobos Slideshow for Miami Beach Chamber Of Commerce Workshop — Presentation Transcript