How To Present December 2012

DECEMBER 2012

www.michellebowden.com.au

IN THIS ISSUE Bob Pritchard CSP, shares his tips for professional presenting Make Teleconferences work 5 Reasons People Resist Workplace Change 15 Tips to be HAPPY 10 TOP TIPS for looking great in business PLUS: The IDEAL Customer Service Employee Success Stories www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

1

DIARY DATE INFLUENTIAL PRESENTATION SKILLS (2-day Public Program) Join Michelle at her next public program IN SYDNEY: • February 26-27 • March 12-13 • April 8-9 • May 14-15 • June 25-26 IN BRISBANE • May 21-22 To register or chat about your specific needs please email: michelle@michellebowden.com.au

Who is Michelle Bowden?

Michelle is an expert in influential presentation skills in business. She has run her 2-day Influential Presentation Skills program over 570 times with many thousands of people and she’s been nominated for Educator of the Year 3 years running. Michelle is one of only 25 Australian females who is a Certified Speaking Professional the highest designation for speakers in the world. For a list of Michelle’s clients please go to: www.michellebowden.com.au www.michellebowden.com.au

Michelle’s Update Welcome to the December issue of How to Present! This issue is packed with articles that will assist you to present with greater confidence and influence at work.

What will you be doing to celebrate this Christmas? I’m taking my family overseas for some rest and relaxation and plan to be back on deck for the launch of my brand new book How to Present (published by Wiley & Sons) when it hits the shelves on January 15th, 2013 - how exciting! Steve Weston, Managing Director at Barclays Bank in London says there’s no other book like How to Present that covers everything you need to know to be an exceptional presenter in business, and AIM endorse this book as an essential text for people wanting to accelerate their careers. To order your very own advance copy of How to Present the book please take a look at page 3 this month where you’ll find the link to place your order.

Thank you in advance for your support and business.

Check out our latest guru on the cover this month! Oh my goodness we are so lucky! Bob Pritchard is an international business and marketing legend and I know you’ll enjoy his tips for presenting in business.

PLUS I’ve shared some of my Top Tips for Effective Teleconferences, ‘The Purpose’ reminds us of the 15 Things you can do to be Happy. Robin Powis gives us her top tips for creating a Professional Image, Lorna Patten shares her thoughts on Being Understood as well as Ken Warren explains Five Reasons People Resist Change, plus I profile the Ideal Customer Service Employee plus some inspiring Success Stories.

I wish you and your loved ones a very loving, relaxing and joyous festive season and look forward to providing you with plenty of tips, tools and techniques for presenting in business in 2013.

Happy Presenting!

How to Present Magazine

DECEMBER 2012

2

HOW TO PRESENT (the book) in store soon....

Have you ever felt nervous when presenting at work?

Would you like to be able to showcase your knowledge, influence people and accelerate your career Are you keen to learn the secrets of successful speaking, communicating and presenting?

How to Present will help you: •!Maximize your impact in meetings, conferences and general conversations.

•!Manage your nerves so you feel calm and selfconfident.

•!Engage your audience and master the art of persuasion.

How to Present reveals how you can be a confident, clear and influential presenter every time.

Presentation skills expert Michelle Bowden shares her internationally proven 13-step system to exceptional presenting starting with analysis (plan what you’d like to achieve), then design (put your presentation together) and delivery (compellingly communicate your message).

• Deliver your message clearly, with authority.

• Accelerate your career through persuasive job

interview performance.

•!Command attention and achieve your outcomes!

Get your hands on your very own copy today!

Visit my website to purchase your very own copy of this essential business book.

“There is no other book like this on the market that will take you step-by-step through the process of successful presenting.” Steve Weston, Managing Director - Retail Lending, Barclays UK Retail and Business Bank It’s an essential guide Whether you’re presenting or speaking to one person or thousands, this is the essential guide to becoming an outstanding presenter.

Who is Michelle Bowden?

Michelle Bowden is an authority on Presentation and Influencing Skills. She’s a Certified Speaking Professional who presents in front of thousands of people each year. Michelle’s client list reads like a who’s who of international business from the banking & finance, healthcare, FMCG, insurance, government, cosmetics, telecommunications, information technology and retail sectors – to name just a few. www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

3

SUCCESS STORIES! from study, to working in the fitness industry.

As a group fitness instructor, I deliver classes each week to an audience ranging from 20 – 60 people.

CHANTAL BRODRICK PRINCIPLE BUSINESS COACH ACTIVE MANAGEMENT

And apart from fitness, I regularly present in a number of professional speaking roles working as an MC, Online Presenter and Voice Over Artist.

What prompted you to attend Michelle's Influential Presentation Skills program?

I was introduced to the program by Justin Tamsett (Justin appeared in the October Issue of How to Present magazine!) After completing Michelle’s Influential Presentation Skills program himself, he suggested I would equally enjoy it – and I did! I loved it! I have done advanced presentation skills training in the past, but none of my previous facilitators had the level of experience that Michelle was able to share.

How did Michelle's program change your attitude to presenting in business?

I love presenting, so I didn’t need convincing of the importance of it as a part of my skill set.

What it reinforced, however, was the importance of preparation, especially when it comes to presentation structure and delivery. The analysis and design phases are where you can achieve great success as a presenter.

Chantal is a passionate promoter for leading a healthy, active and happy life and strives to support others to do the same. With a corporate background in sales and marketing, and as a qualified personal trainer and group fitness instructor, Chantal works with fitness professionals as a coach and educator. www.chantalbrodrick.com!

What kind of presenting do you do at work?

Currently I present across a range of areas.

I deliver business-based presentations to students who are in the process of transitioning www.michellebowden.com.au

In general, what positive outcomes have you achieved from improving your presentation skills?

Working to Dr. Bernice McCarthy’s very structured 4Mat design has made me feel more confident about the way in which I deliver my presentation content.

Following the course I restructured some of my old presentations and by following Michelle’s tips I was able to create a much simpler, yet more effective presentation.

How to Present Magazine

DECEMBER 2012

4

SUCCESS STORIES! (CONT.) prepared. Having my presentations finished 3 weeks in advance allows me to feel in control, prepared and well practiced.

Another key area I have focused on is building rapport with my audiences through visual connection and body language. I regularly MC an event aimed at women which touches on personal health and lifestyle topics, and this has been particularly effective skill to implement in those sessions.

What were your top three take aways from Michelle's program?

1. My first take away was not content-driven or structural – it was physical! Michelle taught us how to “calm the butterflies” (or rather, contain the excitement!), which I used with great success the week after my course, and have used in every presentation since!

2. I re-visited the ‘why’ part of my presentations and as a result have changed the opening structure of most of my formal presentations so they now follow Michelle’s design steps.

In what specific ways have your presentation skills improved since completing Michelle's training? !

Since completing the course I have re-evaluated my presentation preparation. It was one of the most beneficial and fundamental lessons I took away from the course – the importance of being

3. I came to the harsh realization that I was dramatically overusing PowerPoint in my formal presentations! Too many slides with too many words! I have now applied Michelle’s ‘Rule of 3’ to all of my presentations. They are visually more appealing and now I spend my preparation time thoroughly practicing the content (that used to be written on the slides!)

TESTIMONIAL FROM LUCY RAYMOND, ACQUISITIONS EDITOR, JOHN WILEY & SONS Thank you Michelle! I put your presentation skills model to the test when preparing for a really important meeting. Not only did my colleagues give me a few nods, we also won the business!!I was really thrilled with how well prepared I was. It will take a few more attempts to really feel natural, but I have your excellent How to Present book within arm’s reach so you are always right by my side!

For more information on Michelle’s coaching or training go to www.michellebowden.com.au

www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

5

MAKE TELECONFERENCES WORK

BY MICHELLE BOWDEN Business people from companies far and wide are moving to webinars as a key enabler of communication across states and countries. It’s interesting because meetings can be boring at the best of times, and they can be even more boring when the presenter isn’t in the room with you – they are over the phone in a teleconference or over the web in a webinar.

Presenters of teleconferences and webinars frequently ask me – in fact it’s the MOST frequently asked question I get: “how can you get people to pay attention when you can’t see them?”

Well I think the answer is obvious really – it’s just that it’s all so new for many of us. We need to make the technology secondary to the human connections and communicate our message as though we are in the room with the audience.

Here are my top 10 tips for you: 1. Identify your purpose. What do you want to accomplish with this meeting? Have you chosen the right type of media for communicating the message? Is a webinar the best way to update your team?

2. Learn how to use the software. Most of us don’t have any coaching before we have to log in and get started, and invariably technological glitches ruin people’s focus. Learn how to use the software so that you can relax and focus on communicating the message.

3. Send the agenda in advance and make it interactive. Make sure that in your agenda you www.michellebowden.com.au

are specific about who should talk on which part of the message – mix it up so that people from the different countries and states are communicating every few minutes – this gives people very little time to switch off (or put you on ‘mute’ and go to the toilet!) . Be sure that you also indicate in advance that every attendee will be asked to sign that they listened, participated and understood what was covered. This is of course excellent for gaining commitment up front!

4. Create compelling content. What do you need to say to shift your audience from their current state, to your desired state? Stick to only essential content.

5. Create stimulating slides. Slides can reinforce your key messages when designed well – keep them simple and use mainly appropriate images from a photo library like www.istockphoto.com.

How to Present Magazine

DECEMBER 2012

6

MAKE TELECONFERENCES WORK (CONT.) 6. Include a seating plan in the agenda, and interact with the attendees. This is going to seem completely nuts! A client of mine who is a Vice President, was finding people were getting up and leaving the room and he had no idea who was there and who wasn’t! So he submitted a seating plan with his agenda. The seating was around one huge virtual board table. And although people were in different countries and states he sat them around the table as though they were all sitting around the same table. So if Fred in Singapore was at the head of the table, he was sure that no one else was placed in Fred’s seat in other countries.

During the course of his meetings he refers to people by the name and by their position around the table. For example he says: “Fred – at the head of the table” (and then he says what he wants to say). “Gladys on my direct right” and then he speaks with Gladys. This VP had ‘spies’ in the various countries check to see what was happening and he found that because people were being asked to sit in a certain chair – they did! And better still – they didn’t get up!

9. Rehearse, rehearse, rehearse. Exceptional presenters rehearse – even in this forum. Jump online and practice the whole presentation (ideally with someone who can feedback how you sound). At the very least practice ‘real time’ and online rather going over it in your head.

10. Make it interactive and get their sign-off.

The best way to stop people putting you on mute and doing their ‘real’ work is to keep them interacting throughout. Make sure you plan to ask and answer the audience’s questions. And make sure that every one of the attendees signs to say they attended the meeting, understood the content, participated to the best of their ability and will action the relevant action items.

Remember, ‘what gets measured gets done’, so a signature will work wonders for you!

11. One more for extra value! Give yourself some feedback. Once the presentation is over, be sure to work out what you’d improve for next time and what you did well – write it down and be sure to read over this feedback plenty of time before your next presentation.

7. Warm up your voice. Make your voice sing!

When presenting online it’s critical that you have clear, crisp articulation, rich resonant tonality, strong vocal power and a variety of speed, volume and pitch.

8. Sharpen up your presentation skills. In particular tap into your personal store of charisma through the communication of your emotional objectives. What do you want your audience to feel? Make sure you feel it too!

There will be opportunity for your audience to be concerned, relieved, optimistic, empowered and compelled at different times in your message – make sure your voice and body reflect this so you make it easy for your audience to know how to feel at different times.

www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

7

15 THINGS TO BE HAPPY BY ʻTHE PURPOSEʼ Here is a list of 15 things that, if you give up on them, will make your life a lot easier and much, much happier.

We hold on to so many things that cause us a great deal of pain, stress and suffering – and instead of letting them all go, instead of allowing ourselves to be stress free and happy – we cling on to them. Not anymore.

Starting today we will give up on all those things that no longer serve us, and we will embrace change.

Ready? Here we go: 1. GIVE UP YOUR NEED TO ALWAYS BE RIGHT !There are so many of us who can’t stand the idea of being wrong – wanting to always be right – even at the risk of ending great relationships or causing a great deal of stress and pain, for us and for others. It’s just not worth it. Whenever you feel the ‘urgent’ need to jump into a fight over who is right and who is wrong, ask yourself this question: “Would I rather be right, or would I rather be kind?” Wayne Dyer. What difference will that make? Is your ego really that big?

2. GIVE UP YOUR NEED FOR CONTROL Be willing to give up your need to always control everything that happens to you and around you – situations, events, people, etc. Whether they are loved ones, coworkers, or just strangers you meet on the street – just allow them to be. Allow everything and everyone to be just as they are and you will see how much better will that make you feel. www.michellebowden.com.au

“By letting it go it all gets done. The world is won by those who let it go. But when you try and try. The world is beyond winning.” Lao Tzu 3. GIVE UP ON BLAME !Give up on your need to blame others for what you have or don’t have, for what you feel or don’t feel. Stop giving your powers away and start taking responsibility for your life.

4. GIVE UP YOUR SELF-DEFEATING SELFTALK !Oh my. How many people are hurting themselves because of their negative, polluted and repetitive self-defeating mindset? Don’t believe everything that your mind is telling you – especially if it’s negative and self-defeating. You are better than that.

“The mind is a superb instrument if used rightly. Used wrongly, however, it becomes very destructive.”!Eckhart Tolle

How to Present Magazine

DECEMBER 2012

8

15 THINGS TO BE HAPPY (CONT.) you will find people will be drawn to you, effortlessly.

9. GIVE UP YOUR RESISTANCE TO CHANGE !Change is good. Change will help you move from A to B. Change will help you make improvements in your life and also the lives of those around you.

Follow your bliss, embrace change – don’t resist it.

“Follow your bliss and the universe will open doors for you where there were only walls”!Joseph Campbell

6. GIVE UP COMPLAINING Give up your constant need to complain about those many, many, maaany things – people, situations, events that make you unhappy, sad and depressed. Nobody can make you unhappy, no situation can make you sad or miserable unless you allow it to. It’s not the situation that triggers those feelings in you, but how you choose to look at it. Never underestimate the power of positive thinking.

10. GIVE UP LABELS !Stop labeling those things, people or events that you don’t understand as being weird or different and try opening your mind, little by little. Minds only work when open.!“The highest form of ignorance is when you reject something you don’t know anything about.”!Wayne Dyer 11. GIVE UP ON YOUR FEARS Fear is just an illusion, it doesn’t exist – you created it. It’s all in your mind. Correct the inside and the outside will fall into place.

“The only thing we have to fear, is fear itself.”!Franklin D. Roosevelt

7. GIVE UP THE LUXURY OF CRITICISM Give up your need to criticize things, events or people that are different than you. We are all different, yet we are all the same. We all want to be happy, we all want to love and be loved and we all want to be understood. We all want something, and something is wished by us all.

8. GIVE UP YOUR NEED TO IMPRESS OTHERS Stop trying so hard to be something that you’re not just to make others like you. It doesn’t work this way. The moment you stop trying so hard to be something that you’re not, the moment you take off all your masks, the moment you accept and embrace the real you, www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

9

15 THINGS TO BE HAPPY (CONT.) The moment you detach yourself from all things, (and that doesn’t mean you give up your love for them – because love and attachment have nothing to do with one another, !attachment comes from a place of fear, while love… well, real love is pure, kind, and self less, where there is love there can’t be fear, and because of that, attachment and love cannot coexist) you become so peaceful, so tolerant, so kind, and so serene.

12. GIVE UP YOUR EXCUSES Send them packing and tell them they’re fired.

You no longer need them. A lot of times we limit ourselves because of the many excuses we use.

Instead of growing and working on improving ourselves and our lives, we get stuck, lying to ourselves, using all kind of excuses – excuses that 99.9% of the time are not even real.

13. GIVE UP THE PAST I know, I know. It’s hard. Especially when the past looks so much better than the present and the future looks so frightening, but the present moment is all you have and all you will ever have.

The past you are now longing for – the past that you are now dreaming about – was ignored by you when it was present. Stop deluding yourself.

Be present in everything you do and enjoy life.

After all life is a journey not a destination. Have a clear vision for the future, prepare yourself, but always be present in the now.

14. GIVE UP ATTACHMENT This is a concept that, for most of us is so hard to grasp and I have to tell you that it was for me too, (it still is) but it’s not something impossible. You get better and better at with time and practice. www.michellebowden.com.au

15. GIVE UP LIVING YOUR LIFE TO OTHER PEOPLE’S EXPECTATIONS Way too many people are living a life that is not theirs to live. They live their lives according to what their parents think is best for them, to what their friends, their enemies and their teachers, their government and the media think is best for them. They ignore their inner voice, that inner calling. They are so busy with pleasing everybody, with living up to other people’s expectations, that they lose control over their lives. They forget what makes them happy, what they want, what they need….and eventually they forget about themselves.! You have one life – this one right now – you must live it, own it, and especially don’t let other people’s opinions distract you from your path. www.purposefairy.com

How to Present Magazine

DECEMBER 2012

10

TOP 10 TIPS TO LOOK THE PART IN BUSINESS

BY ROBIN POWIS 1. Have your own Personal Brand that is unique to yourself and your lifestyle.

2. Stick to the classics with a twist, to make a statement about who you are.

3. Accessorise to extend your wardrobe and individualise your outfit.

4. On-trend fashion is not good for you or your professional reputation.

5. Use colour to your advantage to make an impact. Experiment with colours that flatter your colouring and personality.

8. Semi fitted styles flatter all body shapes, not too tight, not too baggy.

6. Look for quality rather than quantity in your clothing. You can’t beat well cut pants, skirts and jackets, and classic shirts.

9. Your grooming must be impeccable from head to toe. Your clothing and accessories must always be clean, in good condition, well pressed and hemmed properly.

7. Dress to your body shape. Only wear styles and patterns that flatter you.

10. Shoes must be clean, not scuffed and well healed, always.

5 KEYS FOR WOMEN

5 KEYS FOR MEN

1. Your hair should be in a modern style, cut and coloured regularly. No regrowth.

1. A well shaven look is essential.

2. Makeup always ensures a polished professional look however remember less is more.’ 3. Hosiery looks more professional; invest in very sheer pantyhose for summer. It goes without saying it should be snag free.

4. Nail polish if worn should not be chipped.

2. You always need to be clean, neat and tidy every day.

3. Match your belt with your shoes.

4. Your socks should be the same colour as your trousers or shoes.

5. Your tie makes a statement about you. It should be clean, in shape and a modern yet stylish look.

5. Avoid short skirts, knee length is perfect. www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

11

YOU DON’T UNDERSTAND

BY LORNA PATEN It can be frustrating to communicate something important and not be understood.

And just saying it louder, or slower doesn’t do much to increase understanding!

So when you feel you are not being heard or understood ...ask yourself: “What am I NOT saying?” Remember mis-understood is a myth!

A l t h o u g h i t f e e l s re a l . . . “ y o u d o n ’t understand ... they just don’t get it” ... it is not.

Whatever is understood is a direct result of what you have communicated (or not!). The response you get is showing you not only what you have communicated but also what you have not. The key to understanding and being understood lies in the reaction/response because in the absence of explicit meaning, everyone gives their own meaning to whatever is being communicated. Your reaction/ response shows the meaning you are giving to what is being said. And so it is with everyone.

The response you get shows you what the other thinks/feels you meant and when you react to the feedback/response with: “But I didn’t mean it that way,” what you are showing yourself is what you didn’t say. You didn’t say what meaning you meant! When you allow the feedback/response to show you what you have communicated (and what’s missing), you can then respond in a way that makes clear what you meant to say.

If you want to be understood, communicate the context before you blah all the content and say what you mean:! openly, honestly, clearly directly and completely. When you respond to whatever www.michellebowden.com.au

comes back from the context, you will get the response you want and you will experience being understood the way you meant.

Lorna Patten is recognised, accepted and respected as an expert in helping people create fundamental shifts in relationships.

You will find Lorna passionate, dynamic and warm. She rigorously questions the way things are, and challenges you to think differently about what’s really going on. But be warned: when you engage Lorna, she will confront you with breathtaking truths and take you to places in your mind, heart and soul that truly are life changing! www.openup.com.au

How to Present Magazine

DECEMBER 2012

12

FIVE REASONS PEOPLE RESIST WORKPLACE CHANGE

BY KEN WARREN There is no doubt many of us are going through an extraordinary amount of change at present restructures, redundancies and new priorities from government, major changes that come down from head office, and new ways of working with technology - to name just a few.! !

While many people accept the reality of the situation and adjust themselves to what is required, there are quite a number of people who resist change. Some resist change overtly - they let people know they are unhappy with or don't believe in the change. Others do so covertly - not cooperating with the changes required. !

You would think that given change is one of the constants in life, that everyone should be good at embracing change. But this is simply not the case. Why is this?! !

There are a number of reasons people resist workplace change. Here are five of them: 1.

redundancy or the opportunity, early retirement or new career paths, or some other benefit attached to the change. But here, your timing is important. !

2. They don't believe in the change.

Perhaps senior staff have different opinions on the change. They might be cynical about what is proposed, saying they have seen it all before.!It can certainly help when management sells the rationale and the benefits attached to the change.

So those in leadership roles need to be setting the right example, modeling helpful attitudes to the change, even if it is simply, "Let's do the best we can with what we have."

Of course, it helps if other power-brokers are deliberately engaged with the change as their example also carries significant weight.!!

They don't want the change. This is understandable, particularly with changes like redundancy.

There may well be a fear for their financial security.

People dealing with unwanted change may well need a lot of empathy and support as well as time to accept that the change itself is out of their control, before they put their energy into actions they can take to cope or adjust to the new reality.

It can also help to find something they want attached to the change perhaps a payout in the case of www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

13

FIVE REASONS PEOPLE RESIST WORKPLACE CHANGE (CONT.) 3.

Smart managers adjust themselves to cater to these individuals' strong need for power, control and respect. They do so by giving such individuals limited choices about how the change is implemented. Or they access their expertise, asking their advice on how to overcome the challenges that are being identified by them.

4.

I think of teachers here who have to continue to teach their students, keep their class running smoothly, and run extra-curricula activities, all while dealing with the demands of the new National Curriculum.

They have a high need for power. There is nothing wrong with having a strong need for power and control. However, some try to meet this need by resisting change and controlling other people.

Unfortunately, pressuring or trying to control high-power individuals tends to result in greater resistance or sabotage from them.!They are effectively trying to control you back.!

Some managers acknowledge the power of these individuals by saying that they need their support, as others will look to them for their example. When there is cooperation at some level, these managers thank them genuinely for their efforts.! !

Other issues are more important. Some time ago, I remember my wife telling me that I was not the centre of the Universe. I think some managers need to remind themselves of this too: that a change that is important to them (or Central Office) is not necessarily important to others.!

Perhaps some of their staff are close to retirement and they don't see the point in changing. Other staff may well be overwhelmed with other priorities.!Some may be suffering change fatigue and resisting the current changes is an attempt to regain some control over their lives. www.michellebowden.com.au

5.

It can often help to clarify with these people what the main priorities are, free them up from unnecessary responsibilities, and lower their expectations of themselves so they don't have to do it all or certainly not at an unrealistically high level.! !

They don't understand the change.

Sometimes we think people are resisting change, when really they don't understand the change or know where to start.!They may well need an explanation of the rationale for the change and assistance in taking the steps required.!These people, in particular, benefit from training and support to help them adjust to what is required.!

Remember, that people are not changed by memos, emails or policy documents. They are changed through!conversations.!And most people will benefit from timeframes to report back on progress. Difficult issues are often not resolved through a single conversation. And, of course, follow up meetings are important for holding people accountable, to acknowledge the efforts that have been put in, as well as to clarify the way ahead. “The only way to make sense out of change is to plunge into it, move with it, and join the dance.� - Alan Watts, American Writer Ken Warren is a Relationships Specialist who helps teams to perform at their very best.!

Check out all of his FREE resources at!www.positivepeoplesolutions.com.au

How to Present Magazine

DECEMBER 2012

14

THE IDEAL CUSTOMER SERVICE EMPLOYEE....

BY MICHELLE BOWDEN What does it take to really give great service?

Here are some ideas for you to ponder.

An ideal customer service employee would be one that has a ‘sort by others’ preference (meaning they put others ahead of themselves) and they have a preference to match what is being said (meaning they agree and add value to your opinion, rather than mismatch it or find holes in your argument). If they have the opposite preferences, then please don’t put them on the customer service desk!

•

•

Switched-on customer service employees have an opportunity to interpret the clues that customers provide about their filter preferences.!

Then they can match their customer service style to the customer.! For instance: •

•

Introvert/extrovert – when dealing with an introvert ‘cut to the chase’, reduce the small talk, give them time to process their thoughts and don’t talk over the top of their thinking! If the customer is an extrovert allocate more time for them to talk about whatever they want and manage them by gently moving them back to the topic.

Internal/external frame of reference – if your customer has an ‘internal’ frame of reference it means they have an internal barometer that tells them what is right, and they have a strong need to reach their own conclusions. Don’t sell too hard to this type of person. Instead, provide information to help them make up their own mind. Don’t push them, ask them what they think. If the customer has an ‘external’ frame of reference this means they have no internal barometer that tells them what’s right so you need to help them come to a decision by building credibility with customer testimonials and product reviews. www.michellebowden.com.au

•

Sort by self/others – if your customer is ‘sort by self’ they are motivated by the outcomes they will achieve from doing business with you. They tend to be more focused on the benefits to themselves (for example, status, sales commissions, selfconfidence). If your customer is ‘sort by others’ they tend to be motivated to help others, so emphasise how your products will help them do that.

Matcher/mismatcher – if your customer has a ‘matching’ preference they tend to be easier to sell to because they more naturally want to agree that it’s good to do business with you. If your customer has a ‘mismatcher’ preference then it is more important to be clever with your language patterns so they can’t disagree with your point of view.

Specific/global – if your customer has a ‘specific’ preference they need a detailed presentation with facts, figures, details, charts and statistics in order to make a decision. If your customer has a ‘global’ preference they need shorter, more conceptual presentations and pitches.

How to Present Magazine

DECEMBER 2012

15

YOU

IS IT TIME IMPROVED YOUR PRESENTATION SKILLS? PLEASE JOIN ME! Dramatically improve the way you present and influence.

programs and who has been nominated for Educator of the Year for the last 3 years.

Attend one of my Influential Presentation Skills programs.

Absorb yourself in a generative and experiential approach. Learn something then practice, then learn something then practice…

It’s a life changing experience!

Risk free - 100% moneyback guarantee.

Endorsed by thousands of people from over a hundred corporations around Australia.

Interactive and personalised.

Facilitated by Michelle Bowden who has over 18 years experience running her

Group sizes are limited to only 10 people per program.

Risk free approach to a subject most people find ‘daunting’!

Plenty of time for you to get personal one-on-one time with Michelle’s during the program.

Address your specific, personal needs.

Learning with lots of laughter.

Techniques are embedded so you remember them decades later.

SYDNEY DATES: December 3-4 March 12-13 May 14-15 June 25-26 BRISBANE DATES: November 7-8 To chat about your specific needs or receive more information please email Michelle directly: michelle@michellebowden.com. au

TESTIMONIAL FROM SARAH BROUGH, M.A.C COSMETICS “Michelle’s Influential Presentation Skills is an amazing course! Michelle is an exceptionally engaging presenter. She creates a great, safe learning environment. Every part of the two days was beneficial and helpful. I love the 13 step program and I think the way we had to use the 13 steps for our presentation with the wider group really ensured that I took in all the information. I know this excellent content has really stuck with me.”

For more information on Michelle’s coaching or training go to www.michellebowden.com.au

www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

16

TIPS FROM A PROFESSIONAL SPEAKER BOB PRITCHARD WINNER INTERNATIONAL MARKETER OF THE YEAR

your presentation, find their viewpoint, adapt your presentation.

3. Be passionate. You need to be passionate, confident and have fun out there. It is infectious and ingratiates you to the audience.

4. Use emotion. Tell poignant stories, modulate your voice and tempo, go into the audience and interact with them.

5. Maintain their attention. Balance your presentation out every 5-7 minutes with stories, humour, action, props or audience interaction.

Keep!them entertained and they will remember remember your key messages.

An international business and marketing troubleshooter based in Los Angeles, with 91 Fortune 500 clients, 1540 presentations in 53 countries, five!internationally best selling books, Business Television program 'Dreams of Ordinary !People', weekly business radio program in the United States on VoiceAmericaBusiness with a listening audience of 246,000, and winner 'International Marketer of the Year'.

6. Use the stage. Use the whole stage, work the room and connect with people at the front, back and sides. Minimise or don't use the lectern. Go into the audience and walk to the back, maximise participation.

7. Keep slides to a minimum. Remove copy, make them impactful and make them count.

Every slide should have a powerful!message.

8. Be flexible. Know your subject so well that when you interact with the audience, you can go with them. An outsider’s perspective is often a powerful teaching tool.

1. Be well prepared. I always have two briefings with the client to determine what they want to take out from both my presentation and the whole conference. I do independent research into trends, challenges etc. in their business.!

9. Be humble. It doesn't matter how much of a success or a celebrity you are, no matter how much you have achieved, be humble people will relate!to you much more readily.

2. Attend events. Always try to go to a company function before you speak. Talk to as many people as possible, learn names you can use in

10. Be you. Audiences can pick fakes in 3 minutes. That makes your next 57 minutes very miserable.

How lucky are we that Bob shares his top 10 tips for presenting in business with us today....

www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

17

BEAUTY

CD OF THE MONTH

NEW Clinique Even Better Eyes has the power to brighten the appearance of the entire eye area. Plumping hydration makes thin eye-area skin appear less transparent and the cooling massage tip refreshes tiredlooking eyes. I use it all the time and love it!

Thinking of improving your presentation skills but don’t want to go on a training program? You need to grab a copy of How to Present - Tips from the Master.

Tips from 14 of Australia’s top public speakers. Go to my website

FRAGRANCE Lady Ga Ga has aptly named the fragrance Fame and its scent is a limelight-grabbing, sultry blend of belladonna, tiger orchid, jasmine, honey and fruits. When spritzed, the eau de parfum comes out black and becomes invisible once airborne!

BEAUTY

ESSENTIAL READING

MAC Fix + is an aqua-spritz of vitamin and minerals, infused with a calm-the-skin blend of green tea, chamomile, cucumber, topped off with the fresh, natural, energizing scent of Sugi. Adds radiance, finishes makeup. Spray it on. Skin drinks it up!

How to Present by Michelle

TIME FOR A CUPPA? Whole cardamom & fennel seeds, generous pieces of cinnamon, safflower petals and organic Australian Mountain Pepper leaf are blended with malty Assam and Sri Lankan high grown black tea.

www.michellebowden.com.au

MICHELLE

Bowden. www.michellebowden.com.au

LOVES...

Here are some of my favourite things for you

TED TALKS TED is a nonprofit devoted to Ideas Worth Spreading. Visit the TED website and discover your favorite Ted Talks. !If you haven’t started watching TED videos, then now is the time. !Awesome Speakers. Life-changing messages.

How to Present Magazine

HIGH SMILLER LIP GLOSS “This collection is inspired by the gorgeous sun-kissed look you get after a day at the beach, one of my favorite places. It’s quick, easy and simple–what summer beauty is all about.” Bobbi Brown

DECEMBER 2012

18

Photo Gallery

www.michellebowden.com.au

How to Present Magazine

DECEMBER 2012

19