Don't Ask Me to Speak for Free!

  A couple of years ago I spoke to an organization of business owners. Their policy was that you had to give two free  three hour presentations before you could have the honor of being paid to speak. It didn't matter if you had 20 years experience, testimonials, and a good track record. The person who recommended me to speak to her group paid for my presentation out of her budget. I was not going to invest three hours of valuable content plus preparation time for free.

After a couple of years passed, I tried to log into their internet site to read some of the articles. It locked me out. So, I called them to verify my login information. They acknowledged that I had the wrong information. But I was not expecting what came next. The person on the phone informed me that because I hadn't given a presentation for them in a couple of years, I would have to start over and give two free presentations in order to gain access to their site. What? Speak for free? After I've already been paid as a speaker? I already proved myself. This was beyond nervy. It was downright offensive.

Can you imagine saying that to a plumber or electrician? They charge you a set fee just to walk in the door. And everybody pays them. Newsflash: Speakers earn their living by speaking. It's not an avocation. It's a business.That's why it's  called professional speaking.

A few years earlier I was the keynote speaker at a women's conference. A man approached me and told me he liked my presentation. He asked me if I gave this talk  for companies. They had some issues and he was interested in having me speak at a monthly meeting. He said he would check with his boss and get back to me. The next day I received his email inquiry.  He asked, "By way of clarification, is there a charge for this?"  Excuse me? I think the question is , "What is your fee for this?" Does his boss expect him to show up for free? Needless to say, my friends and I had a good laugh and I turned them down.

A speaker provides as much value as any other professional. Imagine asking an employee to give up a week's salary because they took time off? It's as if there's a testing period for a speaker. Come and speak for free and if we like you, the next time we'll pay you.

This happened to a friend of mine. She did a pro bono one hour workshop for a professional services firm. When she prospected for more business they told her that they weren't going to spend any more of their training budget this year. Why should they? They just got it for free. Now that they have her valuable tips there's no reason to hire her. This woman was a thirty year veteran who provides business strategies that result in growth.

I took her aside and told her that she was not to speak for free for any firm or business ever again  that had the means to pay and could be a client.

A few years ago I learned of a women's initiative program at a multi-national corporation. Their name is recognizable world-wide. On the one hand, they wanted to develop their women with these diversity programs but on the other hand, they didn't want to pay speakers to come in to train their people. What is the company communicating? (We have a program to develop women but it's just lip service). If a company won't invest financially, they just don't value you or their employees.

However, there may be circumstances when you'll waive your fee.

When should you speak for free or make a complimentary offer?

1. Skills Development You're just starting out and you want to get experience as a speaker. You need to develop your platform skills. Join toastmasters and speak for free for non-profits.
2. Back-of-the-Room Sales You want to upsell products or other services and speaking is simply the medium you 'll use to promote. You know you'll make a killing on back-of-the-room sales so speaking is secondary.
3. Thank You You've been a trusted advisor to a client for years and you want to give a free presentation to their customers as a thank you.
4. Charity/Community Service You're volunteering for a cause. For the past two years I've done pro bono coaching for a couple of student winners of the Financial Women's Association mentoring programs to help them with their acceptance speech.
5. Marketing You're in front of a non-profit or trade organization and could be hired by the audience members. When I spoke for free at a national conference I was later hired to work with a company in Egypt for two weeks. That's a marketing pay off.

Never speak for free for your target client or customer. The goal of speaking for free at local associations is to showcase your services to potential clients in the audience. Public speakers speak for free. Professional speakers speak for a fee. If professional speakers don't value what they have to deliver, the market won't either.

No Boring Topics-Only Boring Speakers

It was Day One of my presentation skills seminar. I asked the participants to talk about their passion. The presenters spoke about a vacation, a hobby, a sport, an event. It was evident that their presentations improved when they spoke with passion. Next up was Elliot. I asked, "What's your topic?" He replied, "Inventory control." A bit confused, I said, "No, Elliot, It should be something you feel passionate about. What excites you?" "Inventory control," he countered. I could tell that this was going to be a LONG day. Subscribing to the philosophy, if you can't beat 'em, join 'em, I acquiesced. After all, some people just have to learn the hard way. I hit the record button on the video camera, as I anticipated his painfully boring presentation.

Well, all of a sudden I snapped to attention. Elliot was so excited about his job in inventory control. As he described what he did, Elliot was animated, passionate, and truly enjoying himself. No nervous public speaker was he. As a public speaker, he came alive and was bursting with energy as he relived all his contributions and what he loved about his job. And in that moment I had an epiphany...

There are no boring topics. There are only boring speakers.

How often do we hear people in financial services or technology use their so called "dry topic" as an excuse to be boring?  I remember coaching a manager in a large financial services company. He had to deliver numbers during his monthly reports. He would drone on and deliver digits like he was reading a death decree. The audience would fight to keep their eyes open. Yet, people who knew him socially would call him a "good time Charlie". After work, he was funny and animated but somehow he'd lost himself during financial presentations. So we used his natural humor and applied it to his presentation. In the next meeting he started with a quiz.

He wrote a very large number on the board. Suddenly people were looking up at him with curiosity. "This number," he said, "is a) the national deficit, b) my wife's credit card bill, c) the current lotto winnings, d) our projected revenues. His peers started laughing. Soon, people looked forward to his attention grabbing openings. He realized that there are no boring topics, only boring speakers.

Fast forward to today. In New York City, during my morning commute, I see free local newspapers handed out. Some of the workers simply push a paper in front of a commuter, hoping they'll take one. They think of their jobs as pushing paper.

But there was one man who caught my attention as I was going into the subway. He positioned himself at the entrance so people would pass him on the stairs. He'd move around and start chanting, "Get you A.M. paper." "Get it here." He'd bounce along as he connected with the crowd. This man was having fun. He took what could be a boring job and used his creativity to connect with the morning crowd. He brought a smile to my face. Here's someone who knows instinctively that even delivering newspapers is a presentation. Watch him and you'll know you never have to be boring again:

AM New York

Bill of Rights for Public Speakers

July seems to signify freedom. July 1st is Canadian Independence Day, on July 4th  the U.S. celebrates its birth as a nation, and on July 14th, the French celebrate Bastille Day. I started thinking about the freedoms we enjoy-freedom of the press, freedom of religion, freedom of speech.

We have this great gift of expression, the freedom to speak our minds. Yet some public speakers are anything but free. They approach the podium as if they're walking their last mile. Their bodies stiffen, their faces freeze,and their words trip over their tongues. These speakers are imprisoned by their own negative beliefs and shrink before an imagined enemy-the audience.  Well, it's time for all public speakers to assert their rights.

Public Speaking Bill of Rights

1.  I have the right to be my authentic self.
2. I have the right to be relaxed and in control.
3. I have the right to smile and enjoy myself.
4. I have the right to engage the audience.
5. I have the right to not know all the answers.
6. I have the right to make mistakes and recover with grace.
7. I have the right to walk in like I own the room.
8. I have the right to reference the slide without reading it.
9. I have the right to own my power and not give it all to the audience.
10. I have the right to establish eye contact and not get flustered if they don't smile.
11. I have the right to speak with conviction.
12. I have the right to enjoy my standing ovation!

S.H.E. Summit Week-Speak Powerfully Sell More

It's the S.H.E. Summit Week in New York City. SHE stands for She Helps Empower. This week long event was organized by Claudia Chan. From June 18-to June 24 there are women's events to inspire and empower. In addition to  yoga, networking, a press breakfast and evening cocktail party there were several workshops. My presentation, Speak Powerfully, Sell More was part of the entrepreneurial track. Carolyn Herfurth presented Art of the Ask, Bryn Johnson talked about building online communities, and Jennifer Wilkov presented Your Book is Your Hook. It's been fun and inspiring and I've met some amazing women. For the complete schedule visit  S.H.E. Summit Week

 

Save Speaking Time with Rhyme

Giving a good  elevator speech is an opportunity to make  you and your company shine. But how do you stand out from all the others? Good public speakers know how to use presentation techniques such as speaking in three's, repetition, and alliteration. But rhyme? Last week,  I attended a BNI networking meeting. It was a large group and the introductions were limited to 20 seconds. It's always a challenge to be able to create a concise message which is also compelling and memorable. There were a number of clever taglines. A massage therapist said: "I won't rub you the wrong way." An accountant offered, "We make your life less taxing." A green real estate company announced, "Green sockets put green in your pockets."

But the most memorable person was Frank  Passantino, the owner of Printech Business Systems in New York City.  He stood up and in a Brooklyn "God Father"- like accent he started to rap:

I'm the rhyming Italian printer -Frankie P If you don't use me - I may Break your knee. I'm only kidding - That stuff ain't true. But some day you may end up- In a vat of hot glue. So if you don't call me - When you print the next time . I may not hurt you -  But I'll kill you with rhyme

He ended with this tagline: "We'll make you a brochure your customers can't refuse."

While Kanye and Eminem don't have anything to worry about and Frankie P is not going to quit his day job, he did get attention and laughter from the group. And he made the 20 second time limit. To be a memorable speaker you need to capture attention. While most people drone on about how wonderful they are, speaking in rhyme is a fun way to toot your own horn without blowing it. As soon as you do something unexpected the audience pays attention.

What presentation techniques have you used to make an introduction more interesting?

The Rap on Public Speaking

In the New York Post, there was an article about Ice T's rules of public speaking. So here is a hip hop star who knows it's all about the performance. I always say, life is a presentation and rapping is no exception. As I was reading his public speaking rules I realized there were similarities to my top 10 speaking mistakes. Take a look and note if you make any of these presentation mistakes. http://www.diresta.com/in-the-media/top-ten-lists/top-ten-mistakes-speakers-make

Entrepreneurs "DIY" (Do It Yourself) Marketing Tips

June is Entrepreneurs "DIY" (Do It Yourself) Marketing month. Speakers need to effectively market their speeches and presentations. Even if you work for a company, you may be called to speak at industry conferences and trade shows - and that means you need to promote yourself. Marketing doesn't have to be expensive. Here are some free or low cost ways to promote yourself and your business.

• Create a short video and post it to YouTube and social media.
• Send clients thank you cards and gifts. Send a card for FREE on me right now - creativefollowup.com.
• Promote your product in a newsletter with a large distribution.
• Use LinkedIn to find your target market. (read Jan Wallen's book: Mastering Linkedin In 7 Days Or Less).
• Use college interns to help you market.
• Post your links to google+ to get better search engine results.
• Subscribe to HARO's free media newsletter.
• Speak! Speak at local industry associations.

Marketing doesn't have to be expensive. No matter how good you are, it's not how many people you know, it's who knows you that counts. So try some of these low cost marketing tips to get your message and your name out there and make sure you know how to present yourself powerfully. When you're ready to take your presentation to the next level, click here.

Is Your Diction Distorting Your Message?

Certain speech patterns grate on people's nerves. It goes beyond a simple mispronunciation or grammatical error. Just like excessive "ums" and "ahs" in a presentation will distract your listeners, a distorted sound will cause them to focus on your diction, rather than the meaning of your message. Listen to this video to see if you have this common speech distortion - shared by both Carol Channing and former Congresswoman Shirley Chisholm:

Are You Guilty By Omission?

When a speaker or presenter leaves out a sound or a syllable, they are guilty of omissions. Otherwise known as deletions, these speech mistakes can cause the speaker to sound uneducated or unprofessional. Often, these deletions are a type of regionalism and frequently, the presenter has no idea that they omit certain sounds. I was recently asked to coach someone because her regional speech patterns were impacting her executive presence and opportunities for advancement. We discovered that omissions were one of her issues. Listen to the video to see if you're guilty of using any of these deletions.

Do You Have Additions in Your Diction?

Diction is an important part of public speaking. Mispronounced words become a distraction and your message can get lost. Effective presenters are mindful of their pronunciation. Certain regionalisms become part of the vernacular, but that doesn't mean it's correct. Inappropriate diction or sloppy speech can rob you of executive presence and impact your professional success.

Listen carefully as you watch this video to see if you make this verbal faux pas:

Do Women Need to Speak More Powerfully Than Men?

In honor of Women's History Month, I thought I'd explore this issue of women speaking powerfully.  It's been established that men and women communicate differently.  The question is, do women need to speak more powerfully than men to be heard?  Whether it's a speech, pitching an idea, or a one-on-one meeting, it appears that women need to work harder to have their ideas heard. According to New York Women in Communications, women make up 3% of CEOs and occupy around 16% of board seats at the nation's Fortune 500 companies, and 15.2% of the directors at the largest companies are women.

A female professor at NYU received a request for a testimonial from a former student.  The letter was over the top.  So much so, she had to tone it down so it would sound realistic.  It was no surprise to her that this communication came from a male.  She realized that males tend to exaggerate their abilities, while women downplay their accomplishments and speak with less conviction.

I can corroborate this from my own experience coaching women leaders.  Women have a more difficult time taking a strong position, speaking with authority, and promoting their own ideas.  While coaching one executive woman, it was apparent that her area was the most profitable in the business, but her influence was a well-kept secret.  We immediately got to work increasing her visibility: getting her name in trade publications, networking internally and externally, and booking speaking engagements.

Public speaking levels the playing field for women.

Here are some ways women can speak more powerfully:

• Lower their pitch.
• Put a stake in the ground.
• Use specific, definitive language.
• Negotiate with confidence.
• Work with a coach.

So I ask you, in your experience, do women need to speak more powerfully than men?  Can they best learn to speak powerfully from a male or a female role model?

Why Aren’t More Famous Actors Better Public Speakers?

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Speaking to a Grieving Audience

The other evening I was preparing for my next Confidence Class for eighth grade girls in my community when an email came across my desk. A mother warned me that the principal of the school died yesterday afternoon suddenly and unexpectedly of a heart attack.  She alerted me that the girls were shocked and broken up by the news and she wasn’t sure how responsive they would be in the class. I thanked her for letting me know and planned my strategy. I recalled a professional speaker who spoke before an audience that was not responding. No matter what he did he couldn’t get a reaction. They just sat there with blank faces. Finally, he played his last card and said with exasperation, “What’s going on? Did somebody die?

The Five Letter Word that Kills Telemarketing Presentations Every Time

This morning the phone rang. It was a recorded message. It's rare that I listen to one of these recordings.  My knee jerk response is to hangup. But there was a reason I kept listening. The offer was something I wanted. And the sales presentation was surprisingly excellent. The recording had a strong, clear, energetic voiceover and the brief message got to the point quickly. The ending had a strong call to action and a sense of urgency. You could press 1 and speak to a representative or you could press 2 to disconnect and give your competitor the opportunity for a one person per industry opportunity. Wow! I wanted to know more. I called and spoke to an outgoing and knowledgeable telemarketer. He answered my questions. He showed me the site online with an example of a customer's site. The price wasn't out of reach.  All I had to do was give my credit card over the phone and I would be assigned a representative who would get me started. The offer sounded exciting and something that would help me grow my business. He asked for my credit card and I said no.

And there was one major reason I didn't do it. One little five letter word stopped me cold. That word is TRUST. I didn't know the person on the other end and couldn't be sure if this was a legitimate company or a telephone scam. If there had been a television or radio infomercial with an 800 number there would've been a little more legitimacy. But an unsolicited call will always raise doubts no matter how well the caller speaks or how polished the presentation.

In today's market, trust is at an all time low. Audiences have a prove-it-to-me attitude. Not only are they slow to part with their money; the lack of trust is a symptom of fear. Speaking continues to be the new competitive weapon. But use it wisely. Build a relationship with your audience. Develop a know-like-trust process through social media, articles, blogging,  youtube, and third party endorsements.  So that when you call or even speak before a live audience there will be a spark of recognition and the beginning of trust.

Stop Setting Speaking Goals That Fail

You want to be a great public speaker and communicator. So you set your goals. And it doesn't happen. Why? You may be sabotaging your speaking success without even knowing it! The top public speakers and presenters know the secret to communication success is setting the right goals. Whether you're speaking to the media, presenting to the board, or leaving a voicemail, good presentation skills start with a goal.

In this video you'll learn the two types of goals and how to choose the goal that will let you succeed.

[youtube]http://youtu.be/CY_z889b-SI[/youtube]

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Political Presentations: The Double Standard Continues

In June, I blogged about Michele Bachmann and the double standard for women politicians. It seems that the media continues to display sexism toward women candidates. Whether it's Hillary Clinton, Sarah Palin, or Michele Bachmann there seems to be an element of sexism even as we approach 2012. First we had to hear the commentary each time Hillary had a new hairstyle. While this may be appropriate for a First Lady, when a woman is running for political office she ought to be taken more seriously. How often do we critique a male candidate's hair? (Donald Trump doesn't count).

During the Republican debates, Michele Bachmann was accused of not knowing her facts - even when she did. In one debate, she bested Newt Gingrich regarding his involvement in Fannie Mae, yet the media did not make much of her win.

The most recent sexist remark was by John McLaughlin of the McLaughlin Group when he said we have a "Gal Candidate".  A GAL?  A friend asked me if I would find it offensive if his 87 year old father referred to a woman as a gal. I replied, "No. He's a product of his times. But a journalist and moderator knows better. He's on national TV and is subject to professional standards.  He didn't refer to 'guy candidates'".

Language is a mirror into how one thinks. It's difficult to be taken seriously as a woman candidate when you're called a "gal". It's amazing that this kind of double standard is going on in the U.S., when other countries have elected a woman president or prime minister.

As a public speaker and debater, Michele Bachmann has handled  herself well by sticking to the facts and not showing a lot of emotion.  Will gender always be a factor?  Is it possible to evaluate the candidates on their merits, without considering gender?  Or will it always color our perceptions?

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Public Speaking: When Science Meets Art

There are no boring topics-only boring speakers. I say this in all my speeches and seminars. The audience may look at me with skepticism but they eventually realize the truth. I tell them the story about Elliot who was in one of my Knockout Presentations workshops. I asked him to talk about a passionate topic. He chose his job of inventory control. After failing to convince him to choose another topic, I listened to Elliot speak about his job. Well, I was totally surprised. Elliot really was passionate about inventory control! The reason many presentations are boring is because the speakers lack passion. The give me the excuse that their topic is technical. Well, I'm here to say that public speaking is both a science and an art and when the two intersect it's magical. Here is a video to show how an otherwise dry presentation can be captivating and engaging when you combine it with art and creativity. Do you think this speaker engaged the audience? Do you know the art and science of speaking? What's stopping from giving a knockout presentation?

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Speak To Be Heard

Do people talk over you so that your voice isn't heard? Do you shut down because nobody listens when you speak? As a public speaker, do you have to shout to get the group to quiet down and listen to you? When you're speaking one-to-one, do you experience constant interrupting? In this video, you'll learn three reasons why you're not being heard and what you can do to be a more effective speaker and communicator.

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