Speaker Services Susan Levin 4023 Meier Street, LA, CA 90066 310-822-4922 * Toll free- 877-773-2800 e-mail: susan@speakerservices.com website: http://speakerservices.com Issue #2-December 1998 CONTENTS A Word from the Publisher New Speakers Article: How to Build a Powerful Presentation Elements of a Successful Presentation Presentation Worksheet Meeting Planners: 20 Questions: Before you decide on a speaker Resources Internet Stats A WORD FROM THE PUBLISHER: Susan Levin Welcome to the second edition of our monthly e-mail newsletter for speakers and meeting planners. I appreciate all the notes I received. John Santangelo, Motivational speaker, wrote, "Susan, I think what you're doing is great. Keep up all the good work and the wonderful classes. The newsletter is a great way to stay informed of what's new and what's coming next." Speakerservices.com is a one-stop shopper for meeting planners to assist them in finding quality speakers for their programs. For speakers it is a marketing tool to connect them with audiences. If you're an expert in your field and you have information and advice to pass along, then I say get out there and tell your story. Just do it! Speaking is a great opportunity to inspire, educate, lead people to action, attract clients, sell your products, gain visibility and credibility. Many speakers have been inspired by other speakers. Who inspired you? Great speakers motivate and speak to the spirit. Think of your talk as food for the audience. It's your responsibility as a speaker to nourish your audience and fill them up. Norman Vincent Peale said, "When you get people to listen to what you believe, you get on fire yourself, big fires, little fires--that never go out." For the last seven years I've been publishing a print Directory for Southern California called Speakers for Free & Fee. I've helped thousands of professionals grow their businesseses through speaking. Here's what some of our speakers are saying: "It's true, there's no substitute for experience. To learn the ins and outs of being an effective public speaker, one must learn by doing, one must SPEAK, often and in many varied circumstances. The Speakers for Free Directory is a wonderful resource for just such an experience. The opportunities are unlimited." Sandi Miller, Feng Shui Consultant. "Enclosed is a partial list of the speaking engagements that I have received through Speakers For Free & Fee Directory. The response has been amazing and as you will see, even included a guest appearance on a morning TV talk show! Century 21 in N. Hollywood, Woodbury College in Burbank, Guest on Rise & Shine TV, Lynwood High School. Through the internet; Interoffice Executive Leasing, National Property Management Association (NPMA), The chapter membership is primarily aerospace representing such companies as Hughes/Raytheon, Aerospace Corp., Northrop/Grumman, TRW. These bookings have really expanded my market as a speaker and a Personal Success Coach." Rodger Cota, Lifepath Personal Success Coach. My challenge to those of you who are sitting on the fence is to include speaking as part of your marketing plan in 1999. We can help you get your message out online at http://speakerservices.com or for Southern California folks offline though our print publication. Wishing you all a happy, joyous, healthy holiday season Susan Levin ************************* NEW SPEAKERS listed at speakerservices.com in December 1998: Pamela Smith speaking on Mythology, Amy Schloss Foster on Finance & Investments, Dr. Randy Martin, A to Z Holistic Health, Chef Rex Havick speaking on "Junk Food for Thought", Speed Reading expert, Donna Litherland, Orthopedic Surgeon Dr. Denise Williamson on the subject of osteoporosis, Craig Harrison, Presentation Skills, Nancy Irwin, Sexual Abuse, Joseph McClenton on Cultural and Racial Diversity, Marianne Matheis on Leadership/Change, Deborah Ann Peters, Motivational/Inspirational and Judith Morse on Presentation and Communication Skills. *************************** ARTICLE: Business Presentations: How to Build a Powerful Presentation by Len Lipton Creating a powerful, professional presentation is like building a house. You want to make sure it is structurally sound. Whether you hire an architect or do it yourself, it's a good idea to take the time to design it first. The same thing applies to building or constructing a presentation. Take the time to design your presentation. A well designed presentation, whether it's 30 seconds or an hour and 30 seconds, has an opening, a body and a closing. In an opening, you want to grab the audience's attention right from the start. Avoid saying, "It's great to be here, today" Try using a statistic, a quote, or a personal story to begin your presentation. Personal stories distinguish you from every other speaker. It's your story; only you can tell it. Your story needs to have a point to it. Just don't tell stories for the sake of telling stories. Ask yourself, "Why am I telling this particular story?" "What is the point of this story?" "Is this an appropriate point to make to this audience, at this time?" In the body of your presentation, make one, two or three main points. Support each main point with an example. Be specific. Visualize what you are describing. Can others "see" what you are saying? In the closing of your presentation, sum up what you have just said. Avoid saying, "In conclusion..." You're not finished yet. Close your presentation with a "call to action." What do you want the audience to do? If you don't tell them what to do, how can you expect them to do it? So, here's your call to action after reading this article: Before you deliver your next presentation, design it. Len Lipton is a presentation designer and is available for individual coaching. Contact: 310- 451-5670 or Lenlipton@earthlink.net. ********************************* ELEMENTS OF A SUCCESSFUL PRESENTATION Excerpted from Market Yourself as a Speaker by Susan Levin OPENERS: 15% The first words you say will set the tone for your presentation. It's important that you capture the audience's attention right from the start. You can open with: > questions - where were you when? > historical references - fourscore and seven years ago > a poem, rhyme or quote > music > benefit statement - when you leave here today, you will have the solution BODY: 75% Use only three or four main points and sprinkle your speech with them. To illustrate your points you may use: > humor > anecdotes > personal stories > slides > overheads > music > interaction with the audience CLOSING: 10% > Summarize your message > Repeat your key points > Call to action > Recreate the verbal imagery you used in your opened with the addition of your solution > If you began with an anecdote, end with another Walter Cronkite said, "Since people best remember what they hear first and last, the close of your presentation is vital to the impact of your speech... By reinforcing the attitudes, feelings and commitment you want your audience to leave with, you increase the chances of your material being remembered, accepted and acted upon." *************************** PRESENTATION WORKSHEET from Secrets of Successful Speakers by Lilly Walters Print this form out and use it to help you develop your talk What are you passionate about? What topic creates a great compassion in you for your listeners? In one sentence, what is the purpose or mission of the specific presentation you want to work on? Who wants to hear it? If you have no choice in picking the audience or topic, how can you analyze this audience to find their wants, needs, attitudes, and capabilities? Once you've made an educated guess about the audience's attitude, will you need to design the presentation using more benefits or humor? Are you prepared? What will it take in rehearsal and study to ensure you will not have stage fright and a fear of making changes in your presentation? Are you an expert in the topic area you will present on? What else must you do so you will view yourself as a credible expert? What overall theme will you use to substantiate your mission? What three or four main points must your listeners take home? 1. 2. 3. 4. How will you organize the material, what format do you like? analogies, storytelling, problem, cause, solution What mood does the meeting planner wish to be created with this meeting? Fun? Serious? Educational? A special dress theme? What title have you given the presentation? What can you do to ensure your listeners will listen, understand, believe, retain the information and will do? What else can you do to ensure you will have rapport with your audience? Secrets of Successful Speakers by Lilly Walters may be ordered at amazon.com *************************** MEETING PLANNERS 20 Questions: Before you decide on a speaker, be sure to get answers to these questions by Tom Antion excepted from Successful Meeting Magazine 1. Is the speaker's topic right for my audience? 2. Does the speaker have verifiable references? 3. Does the speaker have audio and/or video demonstration materials? These materials should show you what the speaker is like in front of an audience. Caution: Don't get hung up on the topical information on the demo tape. Remember that you are looking to see how the speaker or trainer works at the front of the room. 4. Does the speaker customize? To what level? 5. Is the speaker entertaining as well as informative? 6. Does the speaker do thorough pre-program research? Will the speaker be interviewing employees or members of the organization, or obtaining information about the organization and industry to prepare for the presentation? 7. Does the speaker provide handout masters and/or finished handouts? Often your organization's name, logo, and particulars can be incorporated in the handout. 8. Does the speaker involve the audience? Depending on the type of presentation (is this a lecture or a training workshop?), the speaker should speak directly to the audience, and encourage questions. 9. Does the speaker use only clean and appropriate humor? Off-color, racial, ethnic, gender, or even slightly blue jokes or comments can turn your audience off in a heartbeat. Ask the speaker's references about this. 10. Does the speaker accommodate hearing and sight impaired audience members (i.e., Handouts in Braille, audio tapes, etc.)? 11. Is the speaker accessible to all attendees before and after the event? Make sure the speaker is willing to arrive early and stay for a while after the event. The audience will want to shake hands, ask questions, get autographs, and ask about materials for sale. Tlp: Always include a break after each speaker. 12. Does the speaker "hardsell" products from the platform? 13. Is the speaker's office responsive to requests for information? Will the speaker's bureau help you get answers to all of your questions? 14. Is the speaker easy to get along with (Determined from references and personal conversations)? Does he or she make stringent demands? Is he or she willing to make last-minute adjustments? 15. What is the speaker's fee? 16. Is the speaker's fee negotiable? If yes, what do you have of value to give in return for a fee reduction? Possibilities might be a video tape master, list of attendees, testimonial letter, referrals, extra night accommodations, choice of time slot, choice of date, multiple performance contract, extra publicity, spouse airfare and meals, products, or services. 17. Does the speaker offer any discounts on his or her fee (For certain geographical areas, resorts, time of year, non-profit organization)? 18. Can the speaker fill more than one slot which will save money on hiring another speaker and paying additional travel costs? 19. What are the payment terms of the speaker's contract? Typically, a 50 percent deposit is required to hold a speaker's date. 20. Can you arrange to preview the speaker at nearby functions to get a clear picture of the speaker's delivery, manner, language, and poise? After all these questions have been answered to your satisfaction, the decision to hire or not should be much easier. Don't settle for someone who makes you uncomfortableit's worth the time to do thorough research. Tom Antion is a frequent keynote speaker and author and can be reached at: 301- 459-0738, or tomantion@aol.com, http://www.antion.com ********************** RESOURCES: Expertspace.com: http://www.expertspace.com. Go to the Resource Guide and you'll find a wealth of information for Conferences, Meeting Directories and Speakers Bureaus Meeting Planner Tips: Tip sheet that features tips for meeting planners. To subscribe: e-mail to subscribe@meetingPlannerTips.com SpeakerNet News: Weekly tips, information, speaking opportunities, advice, announcements, promotions and advertising for speakers To subscribe SpeakerNet@aol.com. For past issues go to http://expertcenter.com/speakernet American Society of Association Executives: http://www.asaenet.org: ASAE is an association of associations, and those who manage them.. This site provides many ways to contact the more than 138,000 associations that exist in the United States Atajos-Auto Registraio http://www.enter.net.mx/xyz/ata/atajos/autoregistraio.html If your site is written in Spanish, this is a great resource. You can submit your site to 48 different Spanish language search engines and directories. The E-Commerce Advisor Newsletter published by Joan Sotkin. For new website owners. Easy to understand yet comprehensive articles, tips and resources to help you build a successful business online and off. Subscribe to: mail to: join eca@lists.sotkin.com, past issues http://ecommerceadvisor.com Book Suggestions Want to find out what motivates the top speakers? A must read is Success Secrets of the Motivational Superstars by Michael Jeffreys. Jeffreys has interviewed 15 top motivational speakers in America-including Anthony Robbins, Wayne Dyer, Jack Canfield, Art Linkletter-to learn how they prepare themselves to speak, how they pick their topics, how they keep their audiences attentive and what makes them successful. May be ordered through amazon.com. Wake 'Em Up!: How to use humor and other professional techniques to create alarmingly good Business Presentations by Tom Antion. To order: http://www.antion.com Workshop: Change Your Attitude, Change Your Life Workshop, A Spiritual Acknowledgment of the Magical Gift of Love, December 12, 1998 facilitated by Ken Earl in Palos Verdes, California. To register call 310- 557-1015. ********************* INTERNET STATS Here are some interesting statistics from AIM's Research Update Service http://www.interactivehq.org. Nielsen Media research has released its latest estimates on the quantity and type of North American internet users. results include: > There are 79 million users of the Internet over 16 years old (8.9 million in Canada), a 37% growth since last year. > 20 million people have made an online purchase in the past nine months, with 48 million people using the Internet to research products and services, Of those researching products, 64% are men. > More than 50% of the 16-34 year old population is now on the Internet. 17% of Internet users, 13 million people, are more than 50 years old. > The number of online purchasers grew 8% per month during the past year, and 71% of online purchases are men. More info: Nielsen Media Search, 212-708-7789, info@nielsenmedia.com, http://www.nielsenmedia.com ************************* Previous issues are available at http://speakerservices.com/nl/index.html To contribute information to this newsletter send via e-mail to: susan@speakerservices.com. Letters and comments are happily accepted. To remove yourself from this newsletter send an e-mail message to susan@speakerservices.com with remove in subject. ************************ If you are a meeting planner looking for speakers for free or fee or entertainers check out our Internet Edition of Speaker Services: http://speakerservices.com. Speakers and entertainers take a look at our introductory photo-listing rates for the Internet Edition. Presentation skills and marketing workshops offered in the Los Angeles area. Customized trainings available.