How To Present May 2011

MAY 2011

IN THIS ISSUE Lisa McInnes-Smith CPAE, CSP, Master Presenter shares her tips for professional presenting Presenting in Business Managing nervousness The CURE if you’re a worry wart How to manage audience objections How to make your messages meaningful The power of exaggeration Are you making Service Mistakes?

Success Stories Parents Corner www.howtopresent.com.au

PLUS: Fashion faux pas Telemarketing Tips How to Present Magazine

May 2011

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DIARY DATES INFLUENTIAL PRESENTATION SKILLS (2-day Public Program) Join Michelle at her next public program IN SYDNEY: • May 24-25 (full) • June 21-22 • July 19-20 BRISBANE: September 6-7 MELBOURNE: August 9-10 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 550 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.howtopresent.com.au

Michelle’s Update Well as How to Present launches it’s 10th issue I’m thrilled to report that subscription has doubled and I’m receiving more and more positive feedback about the articles I’m finding for you - thank you for your feedback! I’m excited about this May magazine with even more articles for you to enjoy!

The Overland Track adventure that I set out on in April (65 kilometres on the overland track in the Cradle Mountain region in Tasmania) with my young family was tough but fantastic! There were times when we thought we’d never get to the next camping site - but we did. There were times when we thought we simply couldn’t walk over anther tree root, or step into mid-calf deep mud but we did it. And There were definitely times when I thought I would prefer to starve to death than eat freeze dried food ANOTHER NIGHT - but we did!

My 6 year old daughter was the family motivator and provides a good lesson for us all. She said “it’s really simple mum. If you just keep walking you eventually get there!” So many times people tell me that they feel they will never conquer their fear of public speaking. And this is so, so sad because in the 12 years I’ve specialised in running presentation skills training I’ve certainly never met anyone who wasn’t excited about their next presentation once they learnt what to do and how to do it from me. If you’re nervous, read the article called No more nerves. As Annabelle suggests, if you know what to do and then just do it, you’ll eventually get there - simply really! Check out our holiday photos in our photo gallery.

Proactively managing audience objections is certainly a skill worth learning if you run meetings or facilitate groups in your role. So I’ve included some tips on how to use humour, overcome your propensity for being a worry wart, service mistakes not to make as well as tips on how to Help your Children Present with Confidence PLUS some inspiring success stories and a Special Feature from the joyous, loving and incredibly motivating Lisa McInnes-Smith on how to present like a professional.

So grab yourself a ’cuppa’, put your feet up and have a read! And most importantly, make sure you put the invaluable advice into immediate action so you see some fast results. Happy Presenting!

www.howtopresent.com.au

How to Present Magazine

May 2011

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SUCCESS STORIES! even an email or phone call. Often I’m presenting to people I’m meeting for the first time which can test the nerves.

MARINA PAWLEY BUSINESS LIAISON CONSULTANT SINGTEL OPTUS

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

I knew I wanted to be an exceptional presenter, but I didn’t know how to get there! I’ve always admired the leaders at my work and their ability to connect with their audience and inspire others. I’ve sat in some meetings over the duration of my career where the presenter had little connection with their audience. And I’ve also sat in meetings where the presenter was simply amazing, inspirational and really impressive. There are many inspirational leaders at my current organisation and I realised that if I ever wanted to be a influential leader, I’d need to fine tune my own skills so that I could bring my team members on the journey with me.

Marina has over 9 years experience in the telecommunications industry, as a Territory Manager, Learning and Development Consultant and most recently as a Business Liaison Manager. Outside of work Marina runs a Jazzercise fitness class and attends acting classes. Having previously studied Public Relations, Marina is now completing a Business Degree via correspondence.

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

I’ve been asked to share my experiences and thoughts as a presenter through a mentoring program at work but I’ll admit, I’m using Michelle’s ‘Don’t Picture me Naked’ book as my bible. I was also asked to be master of ceremonies at a work annual award night and present at our quarterly divisional meeting.

What kind of presenting do you do?

The best thing is the confidence and skills that Michelle’s program has given me not only in the workplace, but also outside of work. Presenting and being on stage has given me the confidence to take up acting classes and teach fitness classes in my spare time.

Every time I communicate at work, I’m presenting in some form, whether it’s formal presentations to customers and senior leaders, informal presentations to team members, and

So attending Michelle’s training was one of the best things I have done for my own personal development.

www.howtopresent.com.au

How to Present Magazine

May 2011

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SUCCESS STORIES (CONT.) MARINA PAWLEY BUSINESS LIAISON CONSULTANT SINGTEL OPTUS How did Michelle's program change your attitude to presenting?

of the presentation. The benefits are huge! There is less confusion for the audience, I don’t have to repeat or clarify my message, the audience walks out knowing what the next steps are, and no-one has suffered ‘death by PowerPoint’.

I realised that it is ok to be yourself, stand out and shine as long as you are well prepared and have a clear message. I particular love this quote that Michelle introduced me to as it really captures how I now attack my presentations.

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

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, ʻWho am I to be brilliant, gorgeous, talented, fabulous?ʼ Actually, who are you not to be? … Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory…that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others".

3. Have fun and be yourself

1. Know your audience 2. Plan your message and rehearse

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

Now every time I present, I spend time planning my message and approach. I think about the audience, and the fact that they are giving up time in their day to listen to me! How can I make the message relevant to them? What do I want them to walk out thinking? Do I have a call to action? I’ve also learnt to reduce the number of PowerPoint slides so that they are not the focus www.howtopresent.com.au

How to Present Magazine

May 2011

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10 TIPS FOR EFFECTIVE BUSINESS PRESENTING

BY MICHELLE BOWDEN Here are 10 public speaking tips to help you so that so that the next time you speak you do an excellent job and feel great!

1.

Pay attention to logistics. Set-up your room properly, know how to use the microphone and the PowerPoint.

2.

Analyse your audience. Make sure everything you say and do is completely in line with what ‘they’ need to hear and see so they change their thinking or behaviour.

3.

Rehearse. There is no substitute for rehearsing parts of your speech over and

4.

feel? Make sure you feel it too! Want them

rote learn it – your brain won’t handle it.

to feel confident in you and your message?

Be funny. Public speaking provides you

Then you must feel confident too!

8.

Use props or slides that help you make

Find something that they find amusing.

your point. Slides should reinforce your

Manage difficult audience behaviour.

three key messages and help keep it

There are lots of things you can do to

interesting.

facilitate the group dynamics in a positive

6.

Feel it. What do you want your audience to

over until the words flow easily. But don’t

with the chance to entertain your audience.

5.

7.

9.

Bring solutions. If you’ve researched your

way that support the individuals whilst

audience well, it should be easy to bring

maintaining the good of the group.

needs-based solutions to their problems.

Be yourself and let them ‘know’ you.

People listen to speakers who can solve

Create rapport by telling your audience

their problems!

about yourself. My audiences love to know

10. Call your audience to action. What do

I have three little girls! And always make

you want them to ‘do’ with your

the personal details link to your content –

information? Make sure you are explicit

otherwise it’s a story for the sake of a story.

about this – so people know exactly how to change as a result of your message.

www.howtopresent.com.au

How to Present Magazine

May 2011

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MAKE YOUR MESSAGES MEANINGFUL

BY MICHELLE BOWDEN

You may remember learning about alliteration at school. Alliteration can be very valuable when planning how best to communicate your message and stimulate the people who learn through their sense of hearing or ‘auditory’ channel.

The purpose of alliteration is to create a consistent pattern that catches the mind's eye and focuses our attention. It’s used frequently in news headlines, corporate names, literary titles, advertising, and nursery rhymes. In fact, if you can still remember your nursery rhymes even though you may not have been a child for a while, you’ll already realise that it helps your audience remember your key points because alliteration is 'catchy'.

So what is Alliteration again?

Alliteration is where you repeat the same consonant sound at the beginning of two or more words in close succession. It is not sufficient to repeat the same or similar letter, it must be a repetition of sound.

Well known examples include; ‘Peter Piper picked a peck of pickled peppers’. ‘She sells seashells by the seashore’ and ‘Round the rugged rock the ragged rascal ran.’

Of course, there are numerous examples of alliteration that have been a part of ‘corporate speak’ for years. Some simple examples are ‘boom or bust’, ‘sink or swim’, ‘back to basics’ and ‘balance the books’.

How would you use alliteration in your presentations?

You can use alliteration to emphasise a key message or phrase and fix it in your audience’s mind.

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Both John F Kennedy and Martin Luther King were known to use alliteration well. At the 2004 Democratic National Convention keynote speech that brought Barrack Obama to prominence, Obama said, ‘Do we participate in a politics of cynicism or do we participate in a politics of hope?’ The Wall Street Journal’s slogan is ‘The daily diary of the American dream’. And of course you will have heard that ‘Prior preparation prevents poor performance’.

If you’re keen to try to use some alliteration, I suggest you plan out the purpose of your presentation using my 5-step Audience Analysis Tool and 13-Steps to Exceptional Presentations. Be as clear as possible on your key messages. Once you’ve narrowed down your key messages and written out what you want to say, go over your script with a fine tooth comb looking for places where you could use alliteration to embed your key messages and make them more memorable. For example: Instead of just saying: ‘Now more than ever, we need to work together to achieve results’. You might say: ‘Starting today, we need to undertake to stick together, to strive, share, sell and solidify our results for a successful future’.

Of course you need to work within your own personal style and pattern of speech. Try it! The world will note, and long remember what we say if we use alliteration to word it whether we like it or not!

Quiz: How many examples of alliteration can you find in this article?

to Present Magazine HowHow to Present Magazine

May 20112010 September

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ARE YOU A WORRY WART?

BY ANDREW GRIFFITHS 3. Acknowledge that you have done the best you can regarding a particular issue or problem and that that there is nothing more you can do. If you haven’t done the best you can – go back and do more.

When you can put your hand on your heart and say and believe that you can’t do any more, it seem kind of futile to worry, so you tend to stop.

4. Understand the damage that worry does to your body. It can lead to all kinds of health issues. Once you realise the price you pay for worry, you might not be prepared to pay for it.

5. Deal with facts, not fiction. Try to reprogram your So what exactly is a “worry wart”? Well the dictionary defines a worry wart as “someone who worries excessively and needlessly.” If you are one, you will know exactly what this means! The reality is that the vast majority of the things we worry about never

mind to not worry about anything until you have all of the facts in front of you. Most of the time we are worrying about things that are nothing more than rumour and they will never actually happen.

6. Keep away from people who fuel worry. These are

happen – so why on earth do we worry about them?

the prophets of doom and the misery mongers. Do

Worry can take away so much enjoyment from life and

whatever you can do keep these folk at bay and

it can have a major impact on your business. Here is

don’t buy into their negativity.

some advice that might just help those worry warts out there to stop worrying and get on with living -

And I strongly recommend that you invest $25 and buy

6 WAYS TO STOP WORRYING AND START LIVING

Start Living”. An old book with very sound advice.

Dale Carnegie’s book – “How to Stop Worrying and

1. Most of the things we worry about are things that

Andrew Griffiths is an entrepreneur with a real passion for small business.

Inspired by a constant desire to see others reach their full potential, Andrew has written ten hugely successful books (eight are bestsellers), with many more on the way.

could happen in the future. This means that people who worry excessively spend way too much time living in the future and very little time being present right here right now. So spend more time living day by day.

2. Worry is driven by fear – the big “what if?” To take the power out of this fear, ask yourself what is the very worst things that could happen. Visualise that it has happened. Then think about what you will do to get on with your life.

www.howtopresent.com.au

How to Present Magazine

May 2011

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TELEMARKETING TIPS Are you in sales and find yourself dreading picking up the phone to prospective clients?

Telesales is like a snowball rolling down a mountain. The more calls you make, the more success you get. It’s that simple really! However, expert Jenny Cartwright suggests that because it’s important to keep the energy in your voice up and confident, you might like to schedule to do your calls in two-hour blocks and then have a break. She also recommends you stand up every 5 calls to get your blood flowing and re-energise yourself.

FREE GIFT: If you’re in telesales and would like a copy of Don’t Get Hung Up! be one of the first 5 readers to email michelle@michellebowden.com.au with the words: Don’t Get Hung Up. Good luck!

SWEAT THE SMALL STUFF! Sweat the smallest stuff. A presenter at a company conference I was speaking at forgot to polish his shoes before he got up on stage that day. He delivered a great message - clear, concise and powerful.

When I asked a few of the audience members in the coffee break how they found his presentation, a few of them replied ‘It was good. But I was distracted by the shoes’.

A lady came over to me after a presentation I delivered a few weeks ago and if you’ve seen me present you know I move around a lot and there’s some singing and dancing at times. As a result I can become a bit ‘disheveled’ but I’m pretty good and quick at getting my hair back under control and putting myself right. Anyway, this lady approached me and said, ‘that was great and I loved you. But I was so distracted by your necklace’. Then she said, ‘do you mind if I fix it?’ and she moved the clasp of my very fine chain (you know the bit that does the chain up?) to the back of my neck. It had fallen to the front of my neck when I was dancing.

It can be disconcerting that audience members say this kind of thing, but that’s life.

Some people are focussed on the detail, on the small stuff. They are distracted by things that most other people don’t notice and this distraction stops them listening to the point of your presentation. Our job as presenters is to try and think of everything we can and fix it before it stops them listening to us and our message.

So sweat the small stuff and help your audience concentrate on your message. www.howtopresent.com.au

How to Present Magazine

May 2011

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NO MORE NERVES!

BY MICHELLE BOWDEN There is no single thing or magic formula that is a panacea for a lack of confidence when presenting. There are no short cuts, however, I would say that people who are lacking in confidence should consider a change of approach. Begin by writing a slogan in big letters: IT’S NOT ABOUT ME, IT’S ALL ABOUT MY AUDIENCE! And then try the following six tips: 1. Analyse the audience – it’s critical to spend some time analysing both the current and desired state of your audience. One way to do

department or company?’ and ‘What do I want

this is to ask yourself: ‘What is my audience

them to do once I have finished talking?’

thinking about me, my message and my department or company?’, ‘What is my audience

2. Structure the message – if you have a nice,

feeling about me, my message and my

tight, well-crafted message and you have

department or company?’ and ‘What will the

designed it with a model that allows you to

atmosphere or vibe of the room be like before I

remember the information without relying on

present?’ This way you know what to expect

notes, then of course you’ll feel more confident! I

when you walk in. Then, plan your desired

teach three models for the design and structure

outcome by asking yourself, ‘What do I want my

of a presentation: 13-steps, 4Mat and

audience to think about me, my message and my

Storyboarding. These models help you know

department or company?’, ‘What do I want the

what to say and when to say it so that the

audience to feel about me, my message and my

audience’s needs are met and so you are more likely to change their behaviour.

www.howtopresent.com.au

How to Present Magazine

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NO MORE NERVES! (CONT.) 3. Rehearse - there’s no substitute for good old

real live humans who you have the wonderful

fashioned practice! Exceptional presenters

opportunity to influence and help. This takes your

rehearse and rehearse and rehearse. So once

focus off your nerves and places your attention

you have an idea of what you want to say, find

on the audience – which in turn enhances your

the time to practice your presentation as often

connection or rapport with them. If you are not

as possible in as many different locations as

focused on yourself, how could you be nervous?

possible. You may even like practice with an

Remember, it’s not about you, it’s all about the

audience. And you may also like to take a leaf

audience! This one point is THE KEY to nerve-

out of one of my favourite client’s books -

free presenting.

Bruce is a CIO and he videos himself. Then he watches it and works out what he can do to

5. Get feedback – in my experience, many

improve and finds time to congratulate himself

people focus a lot on their negative points and

on the fact that he’s not really as bad as he

their nervousness, rather than on their positive

thought he was! I’m sure you’ll find the same!

attributes like their voice or their personal presentation. Setting up a system in your

4. Connect with the people – when it’s time to

organisation where you can give and receive

deliver your presentation it’s essential to re-read

feedback from others whom you respect, and

your slogan: IT’S NOT ABOUT ME, IT’S ALL

who are sensitive to your needs, is a great way

ABOUT MY AUDIENCE, and to look into the

of finding out what you are doing well. This can

whites of your audience’s eyes – really see the

boost your confidence tenfold.

individuals in the audience, rather than skim their heads or pretend to look at them. Know they are

6. Engage a coach - finally, if you are a very nervous presenter, or even if you suffer from glossophobia (diagnosable fear of public speaking) please do yourself a favour and get a coach or do some training. The Michelle Bowden Influential Presentation Skills 2-day training program can honestly help you overcome this fear forever. www.howtopresent.com.au

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How to Present Magazine

May 2011

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PROACTIVELY MANAGING AUDIENCE OBJECTIONS

BY MICHELLE BOWDEN People can object to all sorts of things from your content, to something personal about you, to the logistics of the event. Let me give you some specific objections people may be thinking in your presentations:

It’s too early in the morning for this.

I’m too busy for this.

It’s not a priority.

I already know this.

No budget.

No resources.

This is not relevant to me.

How do I manage objections?

How often have you had to deliver a presentation where you know that your audience is objecting to parts of your message before you even begin to speak?

Have you noticed that there are often a number of people sitting in your audience feeling cranky about something? These people have some kind of objection and they aren’t going to listen to you properly until you have dealt with their problem.

Can you relate to that?

Whether your message is contentious or needs care in delivery or not, it’s a good idea to work out what the objections might be when you are speaking and then plan to manage them in advance. Managing objections brings the objection out in the open, helps you solve the problem as best you can and allows you to continue to control the proceedings. In other words, it assists your audience to move on and be more open minded to your message than they might have been.

What sort of objections can I expect? www.howtopresent.com.au

I recommend that you use a technique that I call POO! It stands for Pacing Out Objections. Here’s how you Pace out Objections...

1 2 3

State the objection.

Say ‘and’, ‘so’, or simply pause and say nothing.

Then explain your solution.

Here is an example for you...

'Many people feel that a call centre is not necessary in our business. So, my presentation will delve into the pros and cons of a call centre and then we can make an informed decision together.’

Use this technique and notice how much less stressful and more successful your presentations are!

Good luck!

How to Present Magazine

May 2011

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EXAGGERATE FOR HUMOUR

BY MICHELLE BOWDEN Humour is a wonderful way to engage your

Then, I ask “and

audience and hook their attention. But how can

who would like to

you use humour in business? Well, one way to

be able to speak

create humour is to either ‘expand’ or ‘reduce’

up and influence

the details of a situation. We call this

people at work, at

exaggeration. Exaggeration is funny when you

home, in fact all

use it cleverly as a tool to inject humour into your

the time, every day

presentation – of course, a word of warning. It’s

of the year - in

not wise to use exaggeration at any other time

infinity!”

unless you’re hoping to make a career limiting move!

Get it? ‘Infinity!’ Exaggerating like this is funny to most people, as long as you’ve built rapport first.

You know how cartoonists use exaggeration

So I don’t recommend this as the opening to the

don’t you? They give Julia Gillard a huge pointy

presentation. It’s something you do once you

nose like a crazy bird. And they often made John

have credibility and know the group is ‘with’ you,

Howard’s eye brows look like a ferret was lying

so to speak. The point is, that because I am

across his forehead! The point is that the

exaggerating a little bit for the first two questions

character is/was still recognisable with these

it just gets funnier when I say “infinity”. It’s funny

exaggerated features.

(well actually it’s tragic really – but that’s where humour often comes from) that some people

That’s an example of exaggeration:

really hate public speaking and by exaggerating it you drive the point home.

I deliver a keynote presentation quite regularly these days on presenting in business and

The key to using exaggeration is to inflate or

influencing skills at work – it’s called ‘Speak Up

deflate whatever you are talking about so much

and Influence People’. I ask people: “Who would

that it is obviously an exaggeration otherwise it’s

like to be better able to open a presentation or

not always obvious and that’s not very funny.

meeting so that everyone is sitting on the edge of their chairs, completely engaged and so they

So try this in your next formal presentation at

can’t wait to hear what you have to say next?”

work or at home. Happy Presenting!

www.howtopresent.com.au

How to Present Magazine

May 2011

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FASHION FAUX PAS

BY ROBIN POWIS If you're trying to make a good impression at your next networking event, you don't want to create a fashion faux pas. That 's why invitations have a dress code so you don't get it wrong. If in doubt, always ask the host.

Smart Casual - It doesn't mean what you wear on the weekend, rather a smarter version of what you wear to dinner at a good friends house.

Business Attire - A classic and professional look with immaculate grooming and accessories.

Lounge Suit - A classic structured look you can wear straight from work, just glam up with high heels, sparkling earrings and a clutch bag.

For more tips read my article in Latte20March2011BUSETIQUE TTE.pdf to make sure you're always well dressed.

TESTIMONIAL From: Mark Cane, Orthopaedic Business Manager, LMT Surgical “Thank you for your fantastic contribution to our Staff Conference last week. In our line of business, presentation skills are our primary medium of interaction.

There is also an added facet that makes it all the more challenging and that is the environment in which we “sell” – the Operating Theatre. Often this is a “sell” of technical support, and rapport is vital to the inducement of ideas or solutions in high pressure situations.

Knowing what to say and when to say it – and thanks to you we now know HOW to say it!

With this in mind, your powerful and clear direction in helping us understand the pace and lead concept will empower us forever in this particular setting. I have no hesitation in saying that anyone who is selling or supporting in this environment cannot afford to not grant you an audience! Your concepts of universals and truisms hones and creates a more complete transaction and sees the seller, in the context of our business, as not just a salesman but a competent adviser and a member of that O.R team.

I am quite sure we will be engaging you in the future to assist us in growing our team.” www.howtopresent.com.au

How to Present Magazine

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TIPS FROM A PROFESSIONAL SPEAKER 7. Find a way to laugh at yourself – so the audience can laugh with you rather than at you.

LISA MCINNES-SMITH PROFESSIONAL SPEAKER, CSP, CPAE

8. Write out your stories and work out which details are necessary and cut out the parts that are not necessary. Keep them short get to the point. Record your stories as they happen to you in life so you can use them when you need to.

9. Ensure you take cultural considerations into account – including words the audience will understand.

10.Stop thinking of you! Once you’re on the stage it’s all about the audience’s needs.

Forget about your insecurities and give what you have to give by being yourself.

You are unique, shine as you are.

Lisa McInnes-Smith is a bundle of positive, loving energy both on and off the stage. It was my honour to work with her in the creation of How to Present - Tips from the Masters.

Here are some of Lisa’s tips for you: 1. Connect with the audience at the heart level if you can. Relate to your audience – have fun with them. It’s about people first, information second.

2. Be present - give people your total focus and attention.

3. Be fun and entertaining – we learn more when we are laughing.

4. Don’t talk to the group – talk to one person at a time – not to the ‘group’.

5. Give them a chance to respond either verbally or even through applause.

6. Make sure your message is something the audience is interested in. www.howtopresent.com.au

11.Be inspired and you’ll inspire!

What a bundle of energy and enthusiasm Lisa is! I was inspired and I hope you have been inspired too. Please contact me with your ‘presentation’ stories, questions and comments at www.howtopresent.com.au – I look forward to knowing you, helping you and sharing in your success! Happy Presenting!

How to Present Presentation Skills Tips from the Masters features the top essential presentation skills tips, and techniques from 13 of Australia’s top keynote speakers. You can listen to all the interviews plus much more from the inspiring Lisa McInnes-Smith by purchasing your very own copy of this essential business resource.

Purchase your own copy here.

How to Present Magazine

May 2011

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YOU

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

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!

Group sizes are limited to only 10 people per program.

Risk free - 100% moneyback guarantee.

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

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 programs and who has been

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

Address your specific, personal needs.

Techniques are embedded so you remember them decades later.

SYDNEY DATES: May 24-25 (full) June 21-22 July 19-20 August 23-24 BRISBANE DATES September 6-7 MELBOURNE DATES August 3-4

To chat about your specific needs or receive more information please email Michelle directly: michelle@michellebowde n.com.au

Learning with lots of laughter.

CONNECT WITH YOUR AUDIENCE Superstar Jessica Mauboy’s lesson to us all Presenting is all about connecting with your audience. And I saw a superb example of this at my local shopping centre recently when superstar Jessica Mauboy performed songs from her new Get Em Girls CD for a very enthusiastic crowd earlier in the year. To the left you can see her reaching for my daughter Holly’s hand from the stage. You can bet Holly is a fan for life! And look at the love in her eyes as she smiles at her fans in the photo on the right. Jessica was there purely and simply for her fans - her audience. Remember - it’s not about you - it’s all about the audience. www.howtopresent.com.au

How to Present Magazine

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PROFESSIONAL SERVICES: ARE YOU MAKING SERVICE MISTAKES? sense your feelings about them even if they can't quite pinpoint what it is. Having this mindset in Do you ever forget that that clients outside your everything you do creates a lack of connection and business can’t see what you see from the inside? ultimately affects sales.

They can’t see what you see?

There is a lot that can be done to build a connection with others in terms of body language Professional services and communication skills, but look deeper than firms often treat their that as well and really ask yourself what beliefs do client as if they can see you hold about your client that could come through the same thing in the as a block to your results. Do you think they are work that you do, but stupid? Do you think they are painful? If you have often the nuances are these beliefs driving everything you do then you lost. Just as opening up are sure to have the lights off in the back of your a dental patient's mouth eyes that disconnects you from your client. to most would be just a mouth full of teeth, to the My challenge then, is ask yourself what are you dentist it's artistry and doing, or not doing, that is causing your client to every tooth tells a story behave the way they do or think the way they do? about what has been Do they need more information from you? Do you done before, what work need to spend more time understanding who they will need to be done soon are? Are you communicating the value in what you and how much it cost! do fully? Do you know where the value is in your service in a way that is meaningful to your client?

Professional service firms often forget that the Having the these negative thoughts in your mind nuances of their craft are lost on clients because puts you in a situation where you need to switch they're immersed in the business at a high level of on 'hard sell'. In my experience you are not detail every day, all day. As a result of this there is serving yourself and your results if you are in this often a sense of indignation that the client doesn't 'hard sell' mode. Changing the way we think do what you want them to do, or think of them as about our clients is crucial for those wanting to stupid or annoying. The direct result of this is a shift into truly serving a client and consulting on loss in sales and damaged relationships. choice and solutions to ultimately make more sales Symptoms of this lack of understanding include and build a longer term relationship with your people complaining and whinging about their clients. clients, proposals are not fully understood, the value is missed in the proposals and you don't Anne Miles is a win the sale. Likewise, its very possible the client Business is equally complaining about you! This lack of Development understanding of each other and lack of respect Specialist for each other's personality types or modes of www.annemiles.com.au thinking get in the way of your sales presentations and sales results. There are so many service providers that think they can keep a straight face and be professional with their client, but I can guarantee that the client will

BY ANNE MILES

www.howtopresent.com.au

How to Present Magazine

May 2011

16

PARENTS CORNER nappy and a full potty.

ENCOURAGE MORE IF YOU WANT CONFIDENT KIDS

Encouragement recognises that a child is participating and enjoying a game while praise focuses on winning or a fine performance. Okay, the differences are academic and it may seem like splitting hairs but the results on the potty, in a game or even at the kitchen table should concern children more than they do adults.

Encouragement is a far more powerful esteembuilding tool than praise and it doesn’t have the adverse side effects. The differences are slim but important.

Once they are at school, the issues are more focused around making friends, passing tests, being selected, getting along. As soon as we become more concerned about results than children we move into areas of children’s concern and out of areas of our concern. In short, praise is about control and encouragement is about influence.

Michael Grose has been

Encouragement focuses on the process of what a child does whereas praise focuses on the end result. Encouraging comments focus on effort, improvement, involvement, enjoyment, contribution or displays confidence whereas praise concerns itself with good results.

helping parents raise confident, resilient kids for over 20 years. He is a

An encouraging parent gives children feedback about their performance but they ensure the feedback is realistic and they work from positives rather than negatives.

To use an example from when children are very young: an encouraging parent will note a child’s efforts in toilet-training and recognise that mistakes are part of the learning process so they are not too fussed about the results.

Praise however is saved for a clean www.howtopresent.com.au

current Channel 9 Today Show parenting expert, a popular & entertaining speaker and a frequent columnist for a variety of media. Michael is the author of 8 parenting books, including his latest release Thriving!, widely acknowledged 'as the new roadmap for raising 3-12 year olds with confidence, character and resilience." Michael is married with three adult children who have all successfully flown the parent nest. http://www.parentingideas.com.au

How to Present Magazine

May 2011

17

LIP COLOUR

CD OF THE MONTH

TIME TO RELAX

The limited edition VIVA GLAM Lipstick named after celebrity spokesperson Lady Gaga. Features a high lustre finish and cool bluepink shade. As with all VIVA GLAM products, every cent raised through the purchase of VIVA GLAM Gaga goes to the M·A·C AIDS Fund to support the fight against HIV/AIDS.

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 13 of Australia’s top public speakers. Go to my website

Mission Beach is one of only a few spots in Australia where two World Heritage areas – the Wet Tropics rainforest and the Great Barrier Reef – meet. Relax and unwind in the stunning Mission Beach tropical environs. http:// www.missionbeachtourism.com/

AROMATIC Refreshing but sedative, orange is a tonic for anxiety and depression and can leave you feeling calm but alert.

BOOK OF THE MONTH

MICHELLE LOVES...

Here are some of my favourite things for you

OK, I know it’s MY book, but if you are serious about really improving your business presentation skills then you need this book. Go to my website

FRAGRANCE

FRAGRANCE

TREAT YOURSELF!

Make younger-looking skin a reality.

See a dramatic reduction in the appearance of lines and wrinkles with Estee Lauder’s Time Zone Anti Wrinkle Eye Creme

One waft of this juicy fresh fragrance and you’ll want to eat the bottle! Its apple-y top notes combined with a sophisticated blend of exotic flowers and sensual woods has fragrance fans and fashion critics around the world raving about it’s crisp, fresh scent!

Cupcakes on Pitt is the place to go in the Sydney CBD for delicious cupcakes. Here’s their most popular offer - yum!

www.howtopresent.com.au

How to Present Magazine

May 2011

18

Photo Gallery

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How to Present Magazine

May 2011

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