Many, many people say they make money—good money—from their website. But yours has few visitors or low conversions to paying customers. How do those folks get people to 1) come to their site, and 2) buy from them?
There are proven ways to get more traffic and then convert that traffic into buyers. These three recordings will help you understand the secrets that are specific to the speaking, training and consulting business.
• “How to Build a High-Traffic Website and Convert That Traffic to Sales!” with Tom Gray
• “Get New Sales by Mastering AdWords: How to Turn Clicks into Cash” with Howie Jacobson, PhD
• “Cutting-Edge Revenue-Generating Technology Tips” with Terry Brock, CSP, CPAE
Giving presentations can be a complete and utter thrill. Too bad attending them can be a complete and utter bore. If you are on the giving side, I want to offer you up a collection of my best presentation tricks to date.
1. It will build your credibility. If you choose a striking quotation, or one from someone the audience knows well. If you quote someone the audience knows you call up the reputation and memory of that famous person, and that gives an additional power to the words.
2. It will support your persuasion. Before you choose the quotation, know what you want to say and achieve with the speech. What is the central message? What emotions do you want to call up at the beginning of your speech? You can use the quotation to set the scene for the speech, or even to be a summary of your message, and something you can call back to during your speech for added emphasis.
3. It will allow you to be present with your audience. While it works best if it relates directly to your content. There may be occasions, though, where it can relate to your audience, or the venue or occasion. This personalises your speech and allows you to connect with your audience. It should, however, allow for a minimal amount of time to link, then to your message
4. It will reinforce that presence, and allow connection with your audience, allowing them to buy in to your speech. Oftentimes there is huge power in pausing after the quote to let it sink in, to let your audience nod in agreement or wonder just what you are going to achieve with it. It may be something funny, so wait for the amusement to register.
Make sure to emphasise the emotion that you want to project with the quote. Use gesture and facial expression that will heighten the response you want. Smile when the audience has registered amusement for example. Give a heightened shrug if the quotation comes in the form of a question
Obviously there will be other times when you need to go straight to the next sentence. This is especially true if it is a well known quote, or if you are going to disagree with it. … and that
5. Supports the rhythm of your speech.
If you choose quotations that contribute to the message and emotional tone of your speech and if you support that contribution with your delivery, they can be a powerful opening to your speech.
So what do you think is the biggest mistake in sales presentations?
* Selling features instead of benefits?
* Talking too much and not listening?
* Not knowing the product?
In a recent presentation, Ron Karr, of Karr Associates, Inc. and author of Lead, Sell or Get Out of the Way,asked the audience, “What are you selling?” People responded by calling out their products and services. Ron went on to say that one of the biggest mistakes in sales is selling the “how” instead of the “what.”
“You’re selling outcomes!,” declared Ron. He challenged the audience to get clear about the outcomes their audience or clients receive from them. The outcome he presents to his audience is to “sell more in less time.” He went on to explain, “Most poeple spend 70% of their time talking about what they do when they should be spending 60% of their time in first impressions and qualifying.
As with all presentations, it first begins with mindset. How do you think of yourself in relation to your audience? Are you an expert? A peer? A trusted advisor? Ron recommended that people begin to position themselves as a resource. Selling is self-focused but a resource is customer-focused. Too often, sales professionals forget this valuable concept. People don’t buy unless they have a need or desire. Your job is to develop trust and solve their problems.
Whether you’re selling a product, or giving a status update, good presenters live by WIIFM-What’s in it for me? They know that the audience cares only about one thing-their own self interests. In other words, it’s all about outcomes.
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Diane DiResta is a speaking strategist and president of DiResta Communications, Inc., a New York City consultancy serving business leaders who want to communicate with greater impact – whether face-to-face, in front of a crowd or from an electronic platform. DiResta is the author of Knockout Presentations: How to Deliver Your Message with Power, Punch, and Pizzazz, an Amazon.com category best-seller and widely-used text in college business communication courses. Blog: businesspresentations.blogspot.com
For a free newsletter and audio course visit http://www.diresta.com
You CAN feel comfortable in the spotlight. Conquer your anxieties and channel your energy into a better public performance.
Would you like to:
Speak in front of large audiences without being nervous?
Prepare for any public performance?
Learn to enjoy the spotlight?
Remain focused and “in the moment” while on stage?
Become more effective in group meetings?
Lose stage fright?
Perform to your true potential?
If you truly want to be able to perform to your maximum potential, then Overcoming Performance Anxiety can help you.
Using award-winning hypnosis techniques created by Dr. Shirley McNeal, Overcoming Performance Anxiety will help you perform at your absolute best. Whether you are delivering a speech, playing an instrument, singing, talking to a small group or acting, this program will help you perform to your maximum potential.
The powerful hypnosis techniques in this three-session program will help you relax and guide you to a state of hypnotic trance opening your subconscious mind to empowering suggestions designed to help create an ideal state for public performances. You’ll feel deeply relaxed and safe as you move towards a greater sense of public speaking and performance-related confidence.
Isn’t it time for you to learn to love the spotlight and get rid of those sweaty palms?
Be authentic. Be transparent. Be real. Wherever you’re speaking, you know this is what your listener is craving. Everybody’s fed up with deceit and phoniness. They want to hear the truth, and they want to believe what you’re saying.
On the surface, this seems simple enough. Like you just leave out any lies – right? Actually, there’s more to it that. When you want to thoroughly communicate your truth to an audience, there’s one main thing you need to remember: be yourself.
Be The Real You
People crave connection. When they listen to you, they want to feel like you’re talking directly to them. They want to feel like you know them. And the only way they’re going to feel like that is if you come across as the real you. Like what you see is what you get.
We’ve all heard people proclaiming their own authenticity, but we feel like we really have no idea who they are. So it’s not about telling people how authentic you are. It’s about showing them.
And it’s not about disclosing all your personal, private information. In fact, that can backfire on your purpose to engage people. Because unless you’re performing a one-woman show, nobody’s that interested in you. Hope that doesn’t burst your bubble, but it’s true.
They came to hear the information you have to offer. But they want to hear it from somebody they feel like they know. Someone they can trust. Somebody real.
The Secret: Relax
The best way to let them see the authentic you is to relax when you’re speaking. Whether you’re talking from the stage, speaking on a teleseminar, or presenting to your MasterMind group, people will connect with your message when you’re relaxed in your delivery. Being relaxed is what allows you to use your own language, to be who you really are everyday. And that’s what your audience wants.
So do what you need to do to help yourself relax when you’re speaking. Use a rapid-change tool like EFT tapping to eliminate whatever has you tense. And then go be your authentic self for your audience. You’ll be amazed at how they’ll connect with you and your message.
Now you know the secret to truly being authentic when you’re speaking in public. When you want to thoroughly communicate your truth to an audience, any audience, the one thing you must do is to completely be yourself.
And to help you relax when you’re speaking, claim your free Stress-Free Speaking Starter Kit when you go to http://SpeakingMadeFearless.com.
Just fill in your name and best email to get your free Stress-Free Speaking Guide, Checklist, and Fearless Speaking Audio recording.
From Janet Hilts, stress-free speaking coach, specializing in helping motivated people like you get comfortable speaking in any setting.
Find out more at http://www.SpeakingMadeFearless.com.