Speaker Shop Gift Certificates now available (see below) See Tom in person in Toronto Dec 11 at CAPS ########################################## GREAT SPEAKING Circulation 12,323 Vol. 2 Number 16 - November 27, 2000 Publisher: Tom Antion tom@Antion.com http://www.Antion.com (C) Anchor Publishing 2000 ########################################## No one ever lost credibility by being interesting. ========================================== *** SPEAKER BUSINESS LEADS *** Your subscription gets you free speaking leads when available. Please recommend this E-Zine to anyone you know that is interested in being a better presenter, or who may want to make money speaking and training. (It's a good way to stay in touch with client's too.) You don't even have to mail them an article. http://www.antion.com/recommend.html If you are receiving this issue as a forward, and would like to get your own free subscription, visit http://www.antion.com/ezinesubscribe.htm To remove yourself from this list see bottom of this email. PRIVACY STATEMENT: We will not distribute your address to anyone. Period. ============================================= IN THIS ISSUE ============================================= 1. Quick Presentation Skills Tip 2. Advanced Presentation Skills Article (Beginners should read this too) 3. Humor Technique Series 4. Speaker Marketing Tip 5. Speaker Humor 6. Websites for Speakers ********** OUR SPONSOR *********** Speaker Shop Gift Certificates Now available for Christmas Finest selection of advanced speaking and speaker marketing products anywhere. Give a gift to yourself or to a colleague that will help bring prosperity in the new year. http://www.antion.com/speakershop.htm ************************************ ===================================================== 1. Quick Presentation Skills Tip ===================================================== FLOOR CHECK by Tom Antion Make it a point to check the area you will be walking on during your presentation. Risers are notorious for being wobbly. The gaps between them can catch your shoes. Check the entire surface area by walking in each area and listening for loud thumps and squeaks. Check the stairs up to the risers for placement and sturdiness. Even if you are not using a riser, cords to your projection equipment can get in your way. Make sure they are taped down with good quality duct tape or high quality "gaffer tape." If you do trip during a presentation have some one liners ready like, "Well, I had a good trip and I'll see you next fall," or "So much for all those poise and charm lessons I had as a kid, " or "No wonder I got kicked out of Arthur Murray." ********************************** PRE-PUBLICATION 50 PERCENT OFF SALE "Click: The Ultimate Guide to Electronic Marketing for Speakers" For details visit http://www.antion.com/click.htm (You will be able to download this guide in approximately 4 weeks) ********************************** ********************************************* FREE 7 Day Electronic Marketing Mini Course mailto:minicourse.GS6@aweber.com ********************************************* ===================================================== 2. Advanced Presentation Skills Article ===================================================== UPDATE ON "FREQUENCY CHECK" ARTICLE IN LAST ISSUE. http://www.antion.com/ezinebackissue2000.htm v2n15 Alert Reader, co-publisher of "Speaker Net News," and author of "TurboTime: Maximizing Your Results Through Technology" Rebecca Morgan, recommends the Gyropoint RF mouse that has variable frequencies. Check it out at http://www.mindpath.com/ You can check out Rebecca's book at http://www.RebeccaMorgan.com/books_summary.html KEEPING UP TO DATE WITH YOUR AUDIENCE by Michael Stahl At a recent NSA (National Speakers Association) meeting I had the privilege to sit with Naomi Rhode, CSP, CPAE and Cavett Award Winner. One observation particularly struck me...Naomi said that with nearly 25 years of experience in professional speaking, she has seen audiences progressively get more and more sophisticated. She said that as speakers we need to constantly offer more and better material that is both up to date and relevant. In addition to higher expectations for speech or seminar content, she said that audiences also EXPECT much more entertainment value than ever before - regardless of how technical your topic might be. So here are some tips you can use to stay up to date, connect more with your audience and score a home run every time... 1) Get the SCOOP You are expected to be prepared for your audience with pre-program questionnaires and research. HOWEVER, you can take your preparation to the next level by using interesting tidbits about people in your audience - yes that's right, by getting the real scoop. Ask the meeting planner for interesting facts and/or stories about specific members of your audience. Then you can weave this information into your program and really surprise people in the audience when you talk about them. Of course you have to use common sense when deciding what "scoop" to use. Anything inappropriate or potentially offensive should be scrapped. However, when you use funny, interesting tidbits about people in your audience, the entire group feels more involved and they appreciate the fact that you really did your homework. 2) Quote the Leaders Use quotes from the leaders of the organization to whom you are speaking in both your handout and your presentation. Presidents and CEOs love to be quoted by an outside source and they always get a kick out of seeing their name in print on your material. This establishes rapport with your audience, letting them know that you have taken the time to study the issues that are important to them. 3) Ask People Questions in the Audience There are many ways to use audience interaction. By actually coming down into the audience you can connect in a more powerful way. Come down from the stage into the audience, ask a person's name and have them say it into the microphone. Then ask them a question to get their opinion on an issue important to their organization and have them speak into the microphone. After their response you can instantly adapt that into your program to reinforce what you are saying. The questions should be worded so that you know the response will underscore something you have to say. You can also ask questions of the whole group in order to add humor by saying, "Would you agree with me that...?" This is a way to put a lighthearted atmosphere into your presentation and break it up. The questions can be so obvious that they jump out and grab you. When you ask specific things that are pertinent to your audience, they enjoy the program much more and have an increased sense of involvement. 4) Walk Into the Audience As You Speak By walking toward the back of the room and then circling around to the front, it takes people by surprise. They tend to listen more to what you are saying because the movement shakes them out of their comfort zone of a "You talk, I listen" mentality. It is not taboo to have your back to your audience for short periods of time. Many people will turn in their chairs and readjust themselves to see what you are doing. This is one of my favorite presenting and performing techniques to take people out of a rigid, traditional way of thinking. It creates an excitement within the room and makes your audience think in a more progressive state. Michael L. Stahl is the President of the Central Florida Speakers Association and has spoken to some of the largest corporations and associations in the world. Oracle, Disney Event Productions, Sprint, Omni Hotels and AAA are among his many clients. To subscribe to his FREE weekly e-zine the "Motivational Minute" go to http://www.michaelstahl.com *********** SPONSOR *********** Wealth and Success in the Speaking Business...How You Can Have It! http://www.michaelstahl.com/wealthspeaker.htm ******************************** ===================================================== 3. HUMOR TECHNIQUE ===================================================== FAKE STUFF by Tom Antion You can really have fun with the audience by reading phony or funny surveys, business letters, bogus telegrams, notes from the meeting planner, and other contrived pieces of correspondence. You can also get them involved using this technique by recruiting audience members in advance to help give you inside information to use with these gags. Fake surveys: (Have the meeting planner or registration attendant interrupt to give you "the results of the door survey.") We did a random sampling of those in attendance today and these are the results of the survey. (You can make up questions and answers that apply to your group or adapt the generic ones below.) 1. In response to the question, "What do you want to accomplish at today's meeting?," 2 percent said they wanted to hear about the upcoming sales strategy, 3 percent said they wanted to learn closing techniques and a full 95 percent came to find out who the band would be for the Christmas party. Note: This is an example of the comic principle called "The Rule of Three." The first two responses above were straight lines and the third was the zinger. 2. In response to the question "What did you think of the food at today's luncheon?," 4 percent said they thought the main entree was too spicy, 7 percent said the shrimp were overcooked, and the rest of you, 89 percent to be exact, belched. I guess that tells it all. Or use a funny question 3. In response to the question, "How many of you think you will be better looking when you leave my session?," [pick on fun members of the audience, but clear it with them first] Joe Watkins said, "I don't need to be better looking. I've got brains." Janice Stephens said, "I couldn't be any better looking. Eat your hearts out." Bob Harley said, "Beauty is only skin deep, but ugly goes all the way to the bone." FAKE NOTE FROM MEETING PLANNER There is a high powered rifle aimed directly at your mouth. It will go off if you are not done by exactly 11:15 AM. Thanks Sharon the meeting planner (Source: "Wake 'em Up Business Presentations" http://www.antion.com/wakebook.htm ) ********* GREAT SPEAKER REFERENCE ******* BE THE HIT OF YOUR NEXT PRESENTATION! "Wake em Up! How to Use Humor and Other Professional Techniques to Create Alarmingly Good Business Presentations" "Toms program and materials will cut five years off a speakers learning curve." -- Cavett Robert, Founder National Speakers Assn. Now available for immediate download in pdf format http://www.antion.com/speakershop.htm click on "E Books" For a FREE Chapter visit http://www.antion.com/products/produc~3.htm ********************************************** ===================================================== 4. $$$$$$$ SPEAKER MARKETING TIP $$$$$$$$ ===================================================== THREE PRONG ATTACK by Tom Antion If there is one weakness I think I exhibited in the 17 test Electronic Marketing Butt Camps I just completed I think it would be providing the participants with a good action plan. There was just so much good stuff I tried to cram in the day this aspect of the plan never got it's fair shake. I've done lots of thinking about this and have boiled the entire process into three major areas that I call the "Three Prong Attack." Whether you are already implementing electronic marketing techniques or if you plan to, this attack will be the big battle plan for you to follow. When you get lost and/or confused, you simply revert back to this main plan to get you back on track. Keep in mind that all three of these prongs must be in place and working for large Internet sales to occur. Prong 1 -- Kick Butt Website The website is the vehicle by which you can attract new business that never heard of you before and business that you would never have been able to attract through normal channels. It also acts as a brochure which will save you tons of money on sending out press kit material. You have a quite a bit of learning and implementation to accomplish to do a good job with your website. You have to learn all the tricks of keyword, and keyword placement. You have to learn about the rapidly changing search engine game. You have to learn link trade strategies, website statistics, psychology of web site sales, shopping cart stuff and a ton of other things that must be handled and work together for the website to work for you. You don't have to know how to do all these things yourself, but if you don't understand the need, the chances are EXTREMELY SLIM that your website will accomplish much. Prong 2 -- Kick Butt Email List The website brings in new people, but if you think many of them are coming back to your site, you are kidding yourself. You must make efforts to get them to allow you to send them email so that you can recontact them forever for free. This is where all the money comes from. You strike an implied bargain with the people who sign up. You will send them good info for free and they will allow you to advertise your products and services. Send too many ads in relation to good info and they will get off your list. Don't send enough promotional material and you won't make any money. Prong 3 -- Kick Butt Product Development As I said last issue. http://www.antion.com/ezinebackissues2000.htm v2n15 Quit trying to sell speaking engagements. Sell your knowledge in as many formats as you can. Your information can sell around the world bringing in lots of cash flow. This constant cash influx into your business allows you to raise your speaking fees and only take the best speaking engagements. You don't have to accept the lesser engagements, or reduce your fee because you have a quite secure income stream from the products. The product distribution also gets you more speaking engagements. More people hear your message and are more likely to hire you to speak. THE THREE PRONGS MUST WORK TOGETHER AND BE DEVELOPED SIMULTANEOUSLY. You shouldn't kill yourself developing products and then try to build a list and develop a website. You'll be so far behind on the website and list building that it will discourage you. On the other hand, you don't want to spend all your time on list building and websites and have nothing to sell. All three prongs should grow at the same time. This will require some time management, but it will be very rewarding because the profits will start to come much quicker and it will be extremely motivating to watch them build as your website matures and your list builds. Also, people on your list will virtually tell you what they want you to sell them. The products will be developed with an instant market which virtually eliminates the risk. Put all three prongs together and it can create a very substantial income in a very short period of time. Watch for the New Improved Butt Camp in 2001. NOTE: The site below is where I learned virtually all of my electronic marketing techniques: http://www.marketingtips.com/t.cgi/12273/ Want to really take advantage of your E-mail marketing . . . WITHOUT BEING A SPAMMER? GO TO http://www.marketingtips.com/mailloop/t.x/12273 Get your own associate program and have other websites selling tons of your products and services. http://www.marketingtips.com/assoctrac/t.x/12273 Tom's Top Ten Marketing Resources page http://www.antion.com/marketingtools.htm ********* SPONSOR ********* The best and least expensive training tool for professional speakers anywhere. I personally guarantee it. -- Tom Antion http://www.antion.com/speakervideo.htm (free shipping now until Christmas) **************************** ===================================================== 5. SPEAKER HUMOR ===================================================== => I'm opposed to millionaires, but it would be dangerous to offer me the position -- Mark Twain, born Nov. 30, 1835 => Winston has devoted the best years of his life to preparing his impromptu speech. -- Frederick Edwin Smith about Winston Churchill born Nov. 30, 1874 => My wife was immature. I'd be home in the bath and she would come in and sink my boats. -- Woody Allen, born Dec. 1, 1935 => Marriage is really tough because you have to deal with feelings and lawyers. -- Richard Pryor, born Dec 1, 1940 => After 30 a body has a mind of it's own. -- Bette Midler, born Dec 1 1945 December 5 is Don't drink water day December 5 Prohibition repealed in the USA => Wine improves with age . . . the older I get the more I like it. => You can fool too many of the people too much of the time -- James Thurber => Diplomat: A person who thinks twice before saying nothing. => If you get up early, work late and pay your taxes, you will get ahead . . . if you strike oil -- Jean Paul Getty => I didn't actually get a divorce . . . I was traded. -- Tim Conway => Is sloppiness in speech caused by ignorance or apathy? . . . I don't know and I don't care. -- William Safire => There are two periods when congress does no business. Before the holidays and after the holidays.-- George Prentice => Monogamy is the Western custom of one wife and hardly any mistresses. -- Saki => Nepotism is only kin deep. => On the rhinoceros: Here's an animal with skin two feet thick and no interest in politics . . . What a waste! -- James Wright, Jr. => If at first you don't succeed, failure may be your style. -- Quentin Crisp => If you want to read about love and marriage you have to buy two separate books. -- Alan King => Somewhere on this globe every ten seconds a woman is giving birth to a child . . . She must be found and stopped. -- Sam Levenson => How come people in Florida can play 15 Bingo cards at once and not be able to understand one ballot? Much more FREE speaker humor at http://www.antion.com/humor/speakerhumor/speakerhumor.htm ===================================================== 6. USEFUL WEBSITES ===================================================== Good new book teaching you how to automate your business: Make Your Mouse Roar! by Bill Bruck http://www.bruck.com http://www.public-speaking.org 120 free articles on public speaking http://www.tickerland.com/ Put YOUR news on other sites http://kresch.com/resources/Content/News_Tickers/ All kinds of free news feeds for your website http://www.ezineuniversity.com Free online handbook on how to do ezines ****** EARN BIG REFERRAL COMMISSIONS ****** You can earn a 10 - 25 percent commission for referring Tom for speaking engagements and bulk product sales. Commissions normally start between $850.00 and $1700 depending on your level of involvement. For complete details visit http://www.antion.com/referrals.htm *********************************************** ===================================================== FREE ARTICLES FOR YOUR PUBLICATIONS ===================================================== I have many articles available for reprint in your publication, company newsletter, etc. You may use articles written by me that you see in great speaking. Back issues can be viewed at http://www.antion.com/ezinebackissues.htm OR mailto:freearticles@antion.com for an automated list of additional articles. All you have to do is print the article in its entirety along with the by line at top and the credits, and complete contact information at the end of each article. I would appreciate a tear sheet or electronic copy too. Thanks ******* Do YOU WANT TO BE A SPONSOR? ******* REACH OVER 12,000 SPEAKERS / TRAINERS / EXECS For automated sponsorship details send mailto:sponsor@antion.com *********************************************** ===================================================== To subscribe to GREAT SPEAKING visit http://www.antion.com/ezinesubscribe.htm For Back Issues visit: http://www.antion.com/ezinebackissues.htm ===================================================== Antion & Associates / Anchor Publishing Box 2630 Landover Hills, Maryland USA 20784 (301) 459-0738, Fax (301) 552-0225 In Continental US (800) 448-6280 orders or paid consulting only mailto:Tom@antion.com http://www.antion.com Trade permanent links with us mailto:linktrade@antion.com To Join our associate program and make money from your website visit: http://www.antion.com/associates/assoc_program.htm