Be A

POWERFUL & COMPELLING

PRESENTERwith

Michelle Villalobos(vee - ya - low - bos)

PRESENTS

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We are all selling something.

Premise:

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Problem is...

Most people HATE being

sold to.

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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”

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Speaking in Public is:•Scary

•Nerve-wracking

•No fun

•Important

•Difficult

•Other?

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Fear

AnxietyContent Development

Delivery Forgetting stuff

Lack of honest feedback

What is your biggest challenge with public speaking?

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The Sales Funnel

Exercise

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WHO has to go in h

ere...

To end up down here?8

PART I: Prepare

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1. Know Your Audience

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What’s In It For Me?

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What’s their

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How can you help?

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2. Identify The Outcome You Seek

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You could give the best presentation in the

world... but if you don’t identify the outcome you seek, you could miss a

huge opportunity!

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PART II: Develop Content

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3. Mindmapping

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TraditionalOutline

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Mindmapsallow the brain

to work non-linearly, which is great for the first stages of

planning

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Subtopic

Subtopic

SubtopicSubtopicSubtopic

Subtopic

Subtopic Subtopic

Central Topic

material

material

material

material

material

material

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Mindmap Exercise

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Now, put it in order.

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1. Objectives Setting (10 minutes)A.Why are you here?B.What do you hope to have by the end of the

day?C.Where are you stuck?D.What have you tried?

2. Strategy (1 hour)A.Business ModelB.Sales Funnel

i. Chez Badeaux as an exampleii. Come up with each of their sales funnels

3. Identify Profitable Target (& How To Reach Them) (30 minutes)A.Where to find them?B.Idenitfy organizationsC.Where do they congregate?D.How can you get in there?E.Whatʼs their PAIN? What can you teach them?

Opening with WHY is the best way to

start.

Then get into WHAT.

Finally, address HOW.

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1.WHY•Position WHY important •What do they stand to LOSE vs. GAIN•Discuss VALUE and OUTCOMES not process

2.WHAT•The solution you’re offering •Introduce any “mental shifts” here

3.HOW•Teach what you’re going to teach

4.RECAP •Highlights (VERY QUICKLY)

Easy Breezy Basic Structure

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4. Speak to the RIGHT BRAIN

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Right vs. Left

Brain

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StorySelling for Financial Advisors: How Top Producers Sell (Scott West & Mitch Anthony)

“...If you focus on logic, numbers, reasons and rationale

when you sell, you’re putting half your client’s brain to sleep... [the half that

makes decisions]”

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“Communication is the transfer of emotion.”

– Seth Godin

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5. Add Color: Stories, Metaphors, HumorAnalogies & Visuals

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example:“Survival Of The Fittest, blah, blah, blah, [long explanation....]”

OR

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“A picture is worth a thousand words”

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Use analogies to illustrate complex concepts.

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Use popular references people recognize and connect with to get “BUY IN.”

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vs.

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6. Use PowerPoint Wisely

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ONE concept per slide!

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

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PART III: Delivery

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7. Look Like A Million Bucks

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Your brand is most readily

conveyed by how you LOOK.

People form a first imression

within SECONDS of seeing you!

What does your image “say?”

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8. Get in the right

MINDSET

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Whether you think you can or think you can’t...

You’re right.

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Are you focused on a negative outcome?

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University Of Chicago Study64

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

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OUT!!!!OUT!!!!67

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Learn the skills, practice them & visualize yourself being successful

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“Mirror Neurons”

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People will feel what you feel...

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http://www.youtube.com/watch?v=qR3rK0kZFkg72

9. Interact

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Confucious say...

“I hear, I forget. I see, I remember. I do, I understand.”

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8. Interact.

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People love to interact...

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Interview your audience

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Incorporate activities & exercises...

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1. "Without Socrates, we

wouldn't have the Socratic Method, the

greatest way of teaching things known to man (apart from

juggling chain saws.)"

Use LEADING questions!

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http://www.garlikov.com/Soc_Meth.html80

10. Make more eye contact

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Eye contact is the most basic form

of human interaction... even

newborns do it

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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).

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Stand firmSpeak loudlyDon’t read

Make eye contact

11. Command Attention!

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12. Microphones are good, USE THEM!!!

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13. use strong language,(lose weak language)

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•Verbal filler (um, like, ah)

•Rambling (and... and... also)

•Qualifiers

•Nervous chatter

Weak Language

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Qualifiers & Hedgers:

onlyjust

you knowreally

in my opinionsort ofkind of

apparentlyI’m not an expert, butI may not be qualified,

butbut

maybeI guess

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pausingactive voice

stating the facts3rd person

pauses

Instead of Use:

“um” “ah”passive voice

“feel”fillers

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too passive

“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 nckeadlfjad ieu loo keuu eioci klle leyuc ckelk lke

as eec eae ree clkj elkj sld fkjds adlk fja....

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aggressive

“That idea is no good, forget it. We should find a partner and tap into their

list. I know a few and I will start calling as soon as we

finish.”

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just right

“One way to grow a list is to partner with others

and offer a benefit in return. I know a few I can

call. Thoughts?”

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“(k)notty words”

can notcould not

should notdo not

would not

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“to be” = weakI am (was, will be...)

You are (were, will be)

We are (were, will be)

They are (were, will be)

I am the leader of a team

You are responsible for sales

We are the managers of...

They were helping the kids...

I lead

We manage

They helped

________________

_______________

______________

You oversee sales

_______________

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AchieveAdvanceConductConsultCommitCoordinateDevelopDeliverDesignDefineDevoteEarnEnhanceEvaluateExamineExtendFacilitateFormulateFulfill

ForecastGenerateGainGatherHeadHostIdentifyImplementImproveImproviseInfluenceLaunchLeadLobbyMaintainManageMarketedMaximizedMediated

MotivateNegotiateObtainOperateOrganizeOriginateOverseeParticipatePerformPioneerPlanPreparePresentPromotePublishPursueRankUpdateRedesign

ReengineerReorganizeRepresentRestructureReviseSafeguardSecureSpecifySpearheadStandardizeStrengthenStructureSuggestSupersedeSuperviseTargetTeach/TaughtTest

TrainTransformTranscendUnifyUpgradeUtilizeValidateValueWrite 

effective action verbs...

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“feel”98

lose “(k)notty” wordscan not

could notshould not

do notwould not

rephrase with what you DO want

or WILL do

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14. Vary YourInflection

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15. Watch How The Experts Do It

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16. Practice. Practice. Practice.

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17. Record Yourself!

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There’s an app for that!

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Even better: record

yourself on video (tripods are cheap and universal to all cameras)

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Now let’s nail down YOUR

presentations!!

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Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

www.MichelleVillalobos.com

Or just Google me!

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