PRESENTS           Be APOW ERFUL &CO MPELLING    PRES ENTER                      with            Michelle Villalobos      ...
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...
Speaking inPublic is:•Scary•Nerve-wracking•No fun•Important•Difficult•Other?                  5
Fear Delivery                      Forgetting stuffWhat is your biggest challenge   with public speaking?  Content        ...
ExerciseThe Sales Funnel                   7
here...         to go in  HO hasW To end        up dow               n here                      ?                        ...
PART I: Prepare                  9
1. Know Your Audience                        10
11
What’sInItForMe?         12
What’s their               13
How canyou help?            14
15
16
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  ...
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
23
Subtopic                Subtopic                 SubtopicSubtopic          Central Topic                           Subtopi...
25
26
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         ...
Easy Breezy Basic Structure1.WHY •Position WHY important •What do they stand to LOSE vs. GAIN •Discuss VALUE and OUTCOMES ...
4. Speak to theRIGHT BRAIN                  31
Right  vs. LeftBrain        32
33
34
“...If you focus on logic,   numbers, reasons and rationalewhen you sell, you’re putting half yourclient’s brain to sleep....
“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
39
“A picture is worth a  thousand words”                        40
41
42
Use analogies to illustrate   complex concepts.                              43
44
45
46
Use popularreferencespeoplerecognize andconnect withto get“BUY IN.”                47
vs.      48
6. Use PowerPoint      Wisely                    49
50
51
52
53
54
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 ...
8. Get in the rightMINDSET             60
61
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                             ...
66
OUT!!!!          67
68
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.”                                   ...
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...
http://www.garlikov.com/Soc_Meth.html                                        80
10. Make more eye contact                            81
82
83
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 ...
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                       ...
Qualifiers              only                        just& Hedgers:           you know                       really        ...
Instead of            Use:                     pausing “um” “ah”                  active voicepassive voice               ...
“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...
“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 ...
“One way to grow a list is to partner with others    and offer a benefit inreturn. I know a few I can      call. Thoughts?”...
“(k)notty words”     can not    could not   should not      do not   would not                   95
“to be” = weak                                                  ___ I    lead  I am (was, will be...)        ___________  ...
effective action verbs...Achieve      Forecast    Motivate      ReengineerAdvance      Generate    Negotiate     Reorganiz...
“feel”         98
lose “(k)notty” words                 can not                could not                should not                  do not  ...
ec14. Vary Your Infl tion                          100
15. Watch HowThe Experts Do It                    101
102
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, Miv...
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Communicate POWERFULLY Onstage - Michelle Villalobos Presentation to The Miami Beach Chamber Of Commerce

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Communicate powerfully onstage! Presentation skills and tips for people who get nervous, anxious or just plan SCARED onstage. Learn how to structure and prepare your presentation content, how to deliver it effectively, and how to get mentally prepared.

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Communicate POWERFULLY Onstage - Michelle Villalobos Presentation to The Miami Beach Chamber Of Commerce

  1. 1. PRESENTS Be APOW ERFUL &CO MPELLING PRES ENTER with Michelle Villalobos (vee - ya - low - bos ) 1
  2. 2. Premise:We are all selling something. 2
  3. 3. Problem is...Most people HATE being sold to. 3
  4. 4. 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
  5. 5. Speaking inPublic is:•Scary•Nerve-wracking•No fun•Important•Difficult•Other? 5
  6. 6. Fear Delivery Forgetting stuffWhat is your biggest challenge with public speaking? Content Anxiety Lack of honestDevelopment feedback 6
  7. 7. ExerciseThe Sales Funnel 7
  8. 8. here... to go in HO hasW To end up dow n here ? 8
  9. 9. PART I: Prepare 9
  10. 10. 1. Know Your Audience 10
  11. 11. 11
  12. 12. What’sInItForMe? 12
  13. 13. What’s their 13
  14. 14. How canyou help? 14
  15. 15. 15
  16. 16. 16
  17. 17. 2. Identify TheOutcome You Seek 17
  18. 18. 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
  19. 19. PART II:Develop Content 19
  20. 20. 3. Mindmapping 20
  21. 21. Traditional Outline 21
  22. 22. Mindmapsallow the brain to work non-linearly, whichis great for the first stages of planning 22
  23. 23. 23
  24. 24. Subtopic Subtopic SubtopicSubtopic Central Topic Subtopic material material material material Subtopic Subtopic Subtopic material material 24
  25. 25. 25
  26. 26. 26
  27. 27. Mindmap Exercise 27
  28. 28. Now, put it in order. 28
  29. 29. 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
  30. 30. 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
  31. 31. 4. Speak to theRIGHT BRAIN 31
  32. 32. Right vs. LeftBrain 32
  33. 33. 33
  34. 34. 34
  35. 35. “...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
  36. 36. “Communication is the transfer of emotion.” – Seth Godin 36
  37. 37. 5. Add Color: Stories, Metaphors, Humor Analogies & Visuals 37
  38. 38. example:“Survival Of The Fittest,blah, blah, blah, [longexplanation....]” OR 38
  39. 39. 39
  40. 40. “A picture is worth a thousand words” 40
  41. 41. 41
  42. 42. 42
  43. 43. Use analogies to illustrate complex concepts. 43
  44. 44. 44
  45. 45. 45
  46. 46. 46
  47. 47. Use popularreferencespeoplerecognize andconnect withto get“BUY IN.” 47
  48. 48. vs. 48
  49. 49. 6. Use PowerPoint Wisely 49
  50. 50. 50
  51. 51. 51
  52. 52. 52
  53. 53. 53
  54. 54. 54
  55. 55. ONE concept per slide! 55
  56. 56. www.sethgodin.com/freeprize/reallybad-1.pdf 56
  57. 57. PART III: Delivery 57
  58. 58. 7. Look Like A Million Bucks 58
  59. 59. Your brand is most readilyconveyed by how you LOOK. People form a first imressionwithin SECONDS of seeing you!What does your image “say?” 59
  60. 60. 8. Get in the rightMINDSET 60
  61. 61. 61
  62. 62. Whether youthink you can orthink you can’t... You’re right. 62
  63. 63. Are you focused on a negative outcome? 63
  64. 64. University Of Chicago Study 64
  65. 65. •nothing = 0% improvement•practice = 24% improvement•creative visualization = 23% improvement 65
  66. 66. 66
  67. 67. OUT!!!! 67
  68. 68. 68
  69. 69. Learn the skills, practice them &visualize yourself being successful 69
  70. 70. “Mirror Neurons” 70
  71. 71. People willfeel whatyou feel... 71
  72. 72. http://www.youtube.com/watch?v=qR3rK0kZFkg 72
  73. 73. 9. Interact 73
  74. 74. Confucious say... “I hear, I forget. I see, I remember. I do, I understand.” 74
  75. 75. 8. Interact. 75
  76. 76. People love to interact... 76
  77. 77. Interview your audience 77
  78. 78. Incorporate activities & exercises... 78
  79. 79. Use LEADINGquestions! 1."Without Socrates, we wouldnt have theSocratic Method, the greatest way ofteaching things known to man (apart from juggling chain saws.)" 79
  80. 80. http://www.garlikov.com/Soc_Meth.html 80
  81. 81. 10. Make more eye contact 81
  82. 82. 82
  83. 83. 83
  84. 84. 1Eye contact is the most basic form of humaninteraction... even newborns do it 84
  85. 85. 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
  86. 86. 11. Command Attention! Stand firm Speak loudly Don’t readMake eye contact 86
  87. 87. 12. Microphones are good, USE THEM!!! 87
  88. 88. 13. use strong language, (lose weak language) 88
  89. 89. Weak Language•Verbal filler (um, like, ah)•Rambling (and... and... also)•Qualifiers•Nervous chatter 89
  90. 90. 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
  91. 91. Instead of Use: pausing “um” “ah” active voicepassive voice stating the facts “feel” 3rd person fillers pauses 91
  92. 92. “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
  93. 93. “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
  94. 94. “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
  95. 95. “(k)notty words” can not could not should not do not would not 95
  96. 96. “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
  97. 97. 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
  98. 98. “feel” 98
  99. 99. lose “(k)notty” words can not could not should not do not would not rephrase with what you DO want or WILL do 99
  100. 100. ec14. Vary Your Infl tion 100
  101. 101. 15. Watch HowThe Experts Do It 101
  102. 102. 102
  103. 103. 16. Practice. Practice. Practice. 103
  104. 104. 17. Record Yourself! 104
  105. 105. There’san appfor that! 105
  106. 106. Even better: record yourself onvideo (tripodsare cheap and universal to all cameras) 106
  107. 107. Now let’s nail down YOURpresentations!! 107
  108. 108. 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

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