Public Speaking – The Power of Preparation
By Pam Terry

One of the most powerful ways to improve your public speaking and to reduce nervousness is by simply preparing beforehand. You can virtually eliminate anxiety and become a “natural” and confident speaker by being prepared.   

Benjamin Franklin said "By failing to prepare, you are preparing to fail."  So true!

We've all 'winged' it a few times and you can do that, but there are several things that can go wrong.  Because you’re not prepared you’re likely to be nervous, ramble, lose your place, or, worse, lose your audience, and without preparing, your presentation could be too short and, worse, too long.

Preparation is KEY.  Here are the main elements, then, for effective preparation:

Step 1 - Identify your objectives
What are the objectives for you and your audience?  Do you want to gain people’s trust, have them buy something at the end, get on your mailing list, etc.?  What do you want the audience to gain?  Usually, a public speaker wants to make people’s lives better in some way. Become crystal clear about what your objectives are and not only will they guide you, they will also build your confidence and help you in creating your introduction and close.

Step 2 – Begin your outline.
Your outline has 4 parts – your objectives (step 1), an introduction, the body and your close.  Your introduction and close will be tied to your objectives.  You should have no more than three main points.  You can have as many sub points as time will allow.

Step 3 – Develop your introduction. 
Your introduction should be succinct and grab people’s attention.  One of the easiest ways to grab people’s attention is to ask a question.  For example, you can begin by asking a question – whether the audience answers it or not.  The question should be tied to what the audience will be getting from your talk.  Then, tell them what you’re going to talk about in a broad statement and add a question, such as, “Today you will learn how to become a confident speaker in 3 easy steps.  Would you like that?”  Or, “Today, you’ll learn how to make a million dollars.  Does that sound good to you?”  When you make statements about the audience, it’s another attention grabber.

Step 4 – Develop your close. 
Ask the audience if they have questions and what value they got out of your talk.  By ending with the value they have received, they will leave on a high note where they feel better after having listened and participated in your presentation.  Plus, they will create value for themselves by talking about it.  Have a feedback form that they fill out to share what value they got and what they would like from you – give them choices, such as, a free consulting or coaching session, a way for them to sign up for your mailing list, a free eBook or give away, and if they know of any other groups where you could speak.  By using the feedback forms for a drawing for a free gift, more than likely, everyone will turn one in. 

Step 5 – Develop your main and sub points.  Ideally, you should have no more than 3 main points and as many sub points as your time will allow.  By having 3 main points, you can give your presentation in 10 minutes or longer by adding more sub points.

The more prepared you are, the lower the anxiety and the more confident you will become. If you don’t get to prepare and your anxiety level is high, take a deep breath, do the best you can and focus on giving people value, value, value.  Take the focus off of you and put the focus on your audience because without your audience, there would be no presentation. It’s not about you!!  Being a public speaker can be a rewarding, fun experience where you make a difference in people’s lives and they make a difference in yours.  A true win/win.

Pam Terry is a speaker coach, trainer, and marketing strategist.  For a free eBook on “How to Easily Develop a Presentation,” visit www.pamterry.com. You can reach Pam at 832-276-4153 or pam@pamterry.com.

Getting Organized:  It’s a Personal Decision

By Holly Uverity CPO®, Office Organizers

As I’m writing this, I’m about to enter my 23rd year of business; I started Office Organizers in June of 1993 with the intent to help new businesses set up their offices. As I’ve traveled down this path, I’ve seen great strides in the organizing industry itself.  Where now organizing is mainstream, it wasn’t always so.  In the early 1990s when I introduced myself, people thought I was a union organizer as they had no other frame of reference for the term “professional organizer”.  I spent the first five years of my business explaining what I did.  While the how of organizing has changed over the years, what has never changed for me is the why.  There are so many more resources, both in people and tools, available now than there were ever before but even so, getting organized is and always will be a personal decision. 

As I’ve said countless times, organization exists on a spectrum.  On one end live the people who keep everything and on the other end live the people who keep nothing.  As an aside, I’m not including hoarders in this spectrum as true hoarders suffer from a disorder.  My question to you is:  If organization exists on a spectrum, where do you live?  Are you one extreme, the other extreme, or in the middle?  And does it ever change?  My hope for you is that you are on neither end and that yes, it does change.  As your job, priorities, and your life changes, I hope that your organizational strategies change as well.  If you’ve always worked for someone else and now you’ve started your own business, wouldn’t it make sense that you’d have to re-evaluate everything you do?  From what you do to where you do it, wouldn’t it make sense that you move along that spectrum?  

Networking Disconnect

By Gail Stolzenburg

Are you one of those people who are unsuccessful in networking?  Is it because the people you are talking with are unreceptive?  Does it have to do with your approach?  Are you talking too much about yourself rather than asking questions about them?  Maybe it is a case of “Networking Disconnect”.

Imagine a group of experienced networkers in a room when they are asked, “Who came here today to make contacts, get some referrals, or even make a sale?”  Almost every hand is raised.  Then the question is asked, “Who came here to buy?” and no hand is raised.

They all claim they believe in the Zig Ziglar quote, “You can get anything you want in this life if you just help enough other people get what they want” and they also say that they practice the law of reciprocity.  But their actions speak louder than their words.  They forgot the principles of servant leadership and paying it forward.  That is what’s called a networking disconnect.

Networking requires work and it requires keeping your ego in check by focusing on what you can do for someone else rather than what you can receive in the form of instant gratification.  It requires more of working on yourself than selling yourself to others.  “Attracting and engaging” is better than “pursuing and convincing”.

You have heard that an attitude of service begins at home and that also translates into networking.  It begins when you wake up and look in the mirror.  Are you in your best “state of mind” to attend a networking event?  Your presence and your confidence are what people notice first.  It you are in a lesser “state of mind”, another networking disconnect situation might occur.

People like to tell you about their USP (“unique selling position”).  When they do talk about it, the focus should be on providing solutions, solving problems, and offering resources.  Businesses are about relationships and relationships are built on trust and rapport.  If you go for the close before that trust is built, there is going to be a networking disconnect.  It may be difficult to accept, but people will not care in the least about who you are and what products you have until they know that you sincerely care about who they are and what their problems and needs are.

One of the best or worst examples of the networking disconnect is “upchucking” (also called premature solicitation), where you talk about how great your company is, how great your products are, and how great you are.  The person whom you are talking with may appear to be listening, but the odds are that they have already decided to never get near you again!

Another way to avoid a networking disconnect is to have a reputation for being professional and that you are consistent not just face-to-face but also on social media.  In addition, it helps to be memorable so make sure that your conversation is interesting, that you use effective body language, and that any commitments you make are kept.

Last but not least, make sure that you follow-up in a timely fashion.  You will avoid the all too common way of networking disconnect if you use this simple follow-up formula when meeting new contacts called the 24/7/30.  When you meet someone at a networking event, drop them a note within the first 24 hours; within 7 days connect with them on social media; and, finally, within 30 days reach out to them to set up a face-to-face meeting.  Most importantly, make sure that when you do reach out to them, your communication needs to be memorable, personable, and that it reminds them how you can help them with their needs.  This will help you establish an excellent referral partnership and avoid the disconnect.


Gail “The Connector” Stolzenburg’s new book, “CONNECTIONS:  Contacts to Clients”, was recently released.  For more information, Gail can be contacted by phone at 281-493-1955, by email at Gail@GailStolzenburg.com, or visit his website at www.GailStolzenburg.com. 

PUBLISHER'S COLUMN-MAY 2015

What is your motivation for success?

There are really only two true motivators for success.  They are hope of gain or fear of loss.  By far, fear of loss is a lot stronger.  We all launch our businesses with the hopes of building and growing a business that will work for us and not the other way around.

But, when there is a true fear of failing at that business or whatever your dream is, you commit yourself to that accomplishment.  Ask any of our cover honorees what helped them achieve their success in spite of the odds against them and they will tell you it was their desire and fear of failure.

I have often observed that, “If there was a victory, there had to be a battle.”

My friend and SBT Columnist, Ruben Gonzalez says, “Pursue your goals like a soldier going to battle who is on a mission to succeed!”

I was recently a guest on the “Exit Plan Show” and was asked what my own motivation for success was.  I shared my personal story that began with my desire to prove that my grade point average in high school and college were NOT going to be a reflection of my potential for success in life!!! 

Even though I was lucky if I received a grade of “C” in school, I am extremely proud of what I have accomplished these past 44 years since I left school.  In addition, I have reached most of my professional and life goals and dreams ahead of projection!

This month’s cover honoree, Anthony Ford, has more than overcome his challenges to be the success in life and business that he is today as he leads others following his example!

It is time to let you get started on this month’s very special issue.

Good Reading, Good Sales, & Success to You,

Steve Levine

Executive Publisher

 

 

PUBLISHER’S COLUMN-APRIL 2015

The Only Thing Constant is Change

It is the beginning of our 4^th year publishing Small Business Today Magazine and just as we have done at the beginning of each anniversary, we like to improve it by updating it and making other changes.  Unfortunately, as Barbara can tell you, I am not very good at dealing with change.  Case in point:  I still use the same “Day Runner” Organizer that I was given as a gift in April 1984.  Thank goodness that they still make supplies for this at times outdated day planner! Yes, I use an online Google Calendar as well but prefer the old school, tried and true methods of keeping my appointments.  Okay, it has been 31 years on the same program but it works for me.

If I had my way, the magazines that Barbara, John, and I publish would never change!  But after 35 years in publishing here in Houston, I can tell you that every year or two the look and feel of a magazine needs to change.  It needs a fresher, cleaner look and feel to keep up with the preferences of our subscribers.

Last April, in our 2^nd Anniversary Issue, we changed the look of the Content Page, Publisher’s Column Page, Editorial Pages, and we moved the last two to three pages of the Cover Story from the back of the magazine to continuing right after the first two pages of the Cover Story.  We felt that these changes were absolutely necessary based on the feedback of our subscribers and clients.

In this, our 3^rd Anniversary Issue, we are making our boldest changes yet to our logo, cover layout, and text pages.  Some, such as the logo and the cover, you will recognize right away.  Others will be a little more subtle.  In the months to come, you can expect even more changes.  We hope you like them and always appreciate your feedback!   

Again, I am not good with change but the world is changing and I guess I need to catch up!

This month’s cover honoree, Ms. Paula Mendoza of Possible Missions, Inc. also embraces change.  A lot of her success can be attributed to her ability to stay on top of her game by means of education.  In turn, she inspires, mentors, and educates others to follow her pathway to success.  Through Paula’s personal and professional journey, she has shown that it’s possible to accomplish the impossible by focusing on customer service and being passionate about making possibilities a reality for others.

Good Reading, Good Sales, & Success to You,

Steve Levine/Executive Publisher

SMALL BUSINESS TODAY MAGAZINE