JULY 2014
www.michellebowden.com.au
IN THIS ISSUE Speaker/Horse Whisperer Sue Spence shares her tips for presenting in business Creating messages that STICK! How certain is your team about you and your strategy? Do you SERVE as well as lead? What to do with your hands when presenting How to better manager your existing client base Try presenting with a flipchart www.michellebowden.com.au
PLUS: FREE book giveaway Success Stories Does your wardrobe work for you? Leaders - just what is your job? How to Present Magazine
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DIARY DATE
Michelle’s Update Welcome to the July issue of How to Present! This issue is packed with articles that will assist you to present with greater confidence and influence at work.
PERSUASIVE PRESENTATION What a fantastic edition we have this SKILLS MASTERCLASS month! I’ve been speaking (2-day Public Program) SYDNEY 2014 July 22-23 August 12-13 September 16-17 October 14-15 To register or chat about your specific needs please email: michelle@michellebowden.com.au
WHO IS MICHELLE BOWDEN? Michelle is an expert in persuasive presentation skills in business. She has run her 2-day Persuasive Presentation Skills Masterclass over 650 times with more than 6500 people and she’s been nominated for Educator of the Year for 6 years running. Michelle is one of only 35 Australian females who is a Certified Speaking Professional the highest designation for speakers in the world. For a list of Michelle’s clients please go to: www.michellebowden.com.au
everywhere and often this past month and there are a whole heap of new clients who have joined our tribe! Welcome KPMG, Siemens, BlastOne, TruckSafe, MJ Greentech! And welcome back Stryker, LendLease, Challenger Group and RGA to name just a few. You’ll see some terrific photos in the back of this edition! Our cover girl this month is amazing! Sue is a Horse Whisperer and she helps corporate groups to better communicate and function through her awe inspiring team building workshops. I know you’ll love her insightful tips for presenting in business. PLUS in this edition I’ve included a particularly inspiring story from Amie who was terrified of public speaking after a horrendous experience as a 10 year old in school. Now 20 years later she’s conquered her fear and is presenting up a storm! In this edition you can also read my tips for Creating Messages that STICK in your stakeholder’s minds PLUS: What should you do with your hands when presenting? And some tips for colours on your flipcharts. Greg Mowbray asks, Leaders - just what is your job? PLUS he asks us to consider if as leaders we are serving as well as leading? David Penglase helps us with tips for Better managing your existing client Base PLUS How to overcome sales call reluctance. Robin Powis gives us her tips for Making your wardrobe work for you, and Jon Pratlett gives some excellent advice for Better managing the degree your team understands your strategy. Plus read some inspiring presentation Success Stories. 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.michellebowden.com.au
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Michelle Bowden’s Proven Presentation System using techniques that actually work Do you get nervous when presenting at work? Do you want to showcase your knowledge, Would you like to learn the secrets of successful speaking, communicating and presenting? How to Present skills expert Michelle Bowden shares her internationally proven 13-step system to exceptional presenting, starting with analysis (plan what you would like to achieve), then design (put your presentation together) and delivery Whether you’re presenting or speaking to one person or thousands, this is the essential guide to becoming an
How to Present will help you:
There is no other book on the market like this that will take you step-by-step through the process of successful presenting. the art of persuasion
— Steve Weston, Managing Director of Retail Lending, UK Retail and Business Banking division, Barclays
with authority your goals!
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it now! Purchase your copyBuyhere
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SUCCESS STORIES! speech to my class, about half way through it I fumbled some of my words and then lost track and needed a few seconds to catch up to where I was. The next thing I knew the teacher started heckling me (saying “derr”), the class soon followed suit, I turned bright red and fought back tears. Since then, every time I had to speak publicly I would get nervous beforehand, palms turned sweaty, butterflies in my stomach and I’d turn bright red while speaking that would quite noticeably to those watching show how uncomfortable I was. As a result, I have avoided public speaking at all costs.
Name: Amie Roberts Job title: Executive Assistant at CEO level Length of time in current role: 12 years What do you do in general your role? The majority of my day is spent ensuring the CEO is focussed on what they should be. I filter distractions, remove admin work and keep them on top of what is going on that they may not be aware of in the business. Ultimately making sure the CEO is as effective and their office is running as efficiently as possible. Do you have to present formally or informally in your role? I have to present formally in our all staff meetings and also in leadership/management team meetings. I also present informally to my own office support team. What brought you to Michelle's training? I was asked to present at an EA conference, knowing that EAs are usually a tough crowd, I needed some help to get over my fear of public speaking that has historically kept me from saying yes to anything like this. Do you mind describing what happened to give you such a fear of public speaking? It was a long time ago but I remember it like it was yesterday. I was in year four and giving a www.michellebowden.com.au
What was the impact of your stage fright and fear on your career in general? It left me feeling limited to what I could do, always shying from speaking up in a room or meeting, letting others take the spotlight and often presenting my ideas. It’s hard to get noticed or rewarded when you’re not speaking up and taking credit for your work or ideas. How has Michelle's program helped you to overcome your fear? Michelle helped me find my confidence, she taught me how to redirect my nerves into energy, gave me a structure to deliver what I needed to say and the opportunity to practice and get feedback in a safe environment. Are you completely cured or do you still feel there's more work to do? Michelle’s course gave me the tools and confidence to speak publicly even though I still get nervous and turn a little red, I am so pleased that I am at least up there and the more I do it the easier it is becoming. I am really looking forward to doing one of Michelle’s refresher courses, there’s always room for improvement! What's your goal when it comes to public speaking in your life? When the opportunity comes up, take it, don’t shy away from it. I’m only going to get better with practice.
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SUCCESS STORIES! (CONT.) On a scale of 1-10 how confident do you feel about speaking in public now? I am probably an 8! Unbelievable!
- The 13 step structure for speech writing - Practice incessantly; this makes the world of difference in presenting confidently
What advice would you give to other people who are suffering crippling nervousness when they present? Do Michelle’s Advanced Presentation Skills course!! or at the very least read her book. Outside of this I would also have to say prepare relentlessly and practise, practise, practise – alone, in front of the mirror, record yourself then watch it back and practise in front of people who you trust and are comfortable with. It’s so much easier if you know your speech and don’t have to rely on your notes. What were your top three takeaways from Michelle's training? - The 4MAT system
How have improved presentation skills impacted on your life in general? Knowing that I can confidently present in front of a room of people anywhere from 100 work colleagues to 9 Executives or 200 of my family and friends (I gave a speech at my sister’s wedding which was a couple of months after my training with Michelle) has made such a huge difference. I feel like I have control again and there isn’t this awful feeling of dread every time I need to speak, even if it is just informally. Note from Michelle Bowden: What a great success story this month right? M
HOW TO OVERCOME SALES CALL RELUCTANCE BY DAVID PENGLASE Turn cold calls into warm calls by sending something out to the potential client in advance a marketing letter with something of value attached. For example it could be a content rich article, a sample, a case study where what you do has helped others - and have testimonials to validate what you do. When you call, you now have a reason to follow-up on what you've sent. Check your mind-traffic. What are you saying inside your head about making the cold calls? Write any negative self talk down on the left hand side of a page. On the right hand side turn the negative self talk into a more positive statement. Before you make any calls, read down the right hand side of the page a few times (the more you read the positive statements the more confident and comfortable you will become). Break your cold calls down into manageable and rewardable blocks. For example, you might make www.michellebowden.com.au
ten cold calls and reward yourself by doing something that you enjoy more for five minutes. Then make another ten cold calls etc. Look for ways to get to clients other than making cold calls. For example, conduct breakfast briefings to twenty or thirty prospects - speak to them all once and you've achieved your 'contact initiation goal' and avoided twenty or thirty cold calls. This is not about avoidance, it's just realizing that there are other ways. Making a 'cold call' and the hesitation that some people feel when about to do so is often referred to as call reluctance or sales call reluctance. One of the best books to read on overcoming the fear of sales call reluctance is "Earning What You're Worth" by George Dudley and Shannon Goodson. It's published by Behavioural Science Research Press. http://salescoachcentral.com
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CREATING MESSAGES THAT STICK! BY MICHELLE BOWDEN Many of us are on the receiving end of other people’s presentations and communications in meetings everyday. I am sure you have had situations where you were really connected with the presenter and you went away from the interaction feeling like the learning process was effortless and you have been influenced to change your thinking or behaviour accordingly. At other times, (many of my senior ‘execs’ tell me often) we can be frustrated with the presenter’s inability to say what they really mean in a clear, seamless way so we understand what they are getting at. Although there are many reasons why a presenter’s information can be difficult to follow, the most common reason is that presenters often deliver their information using their own learning style or learning preference. For example if they are fascinated by data and theory and analysis – they will focus on those elements in their presentation.
and consumer of ideas get the most from your presentation. It helps you to ensure that all people, no matter their learning style, discover effectively from you, not just those people with the same learning preferences as you. Now, if you are reading this newsletter thinking, “I don’t need to read this because I have already completed Michelle’s program and I know all about 4Mat”, I encourage you to think again and keep reading! There is something here for everyone. You may well know of the model that is often referred to as Maslow’s hierarchy of Learning. Maslow’s Learning Heirarchy explains how we often start off in a state referred to as Unconscious Incompetence – this is where you don’t know what you don’t know. You are blissfully ignorant and in many cases your confidence can far exceed your ability!
So how do you c o n v e y information in a way that meets the needs of all audience members, no matter their learning style or preferences? 4Mat is a model you can use to structure your presentations to ensure that people with a variety of preferences as a learner www.michellebowden.com.au
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CREATING MESSAGES THAT STICK! (CONT.) This state is followed by what is called Conscious Incompetence. This is where you now know what you don’t know and can even be shocked to learn that there are other people who are more competent that you. As a result it is common in this stage to loose confidence and experience discomfort as your learn what you need to be more successful. The third level is known as Conscious Competence. This is where you know that you know, and you gain new confidence as a result of putting your learning into practice. At this stage you still need to concentrate on the detail in your performance of the tasks. And the final level is a blissful state known as Unconscious Competence. This is where you achieve a flow state, or mental state of operation where you are fully immersed in what you are doing whilst achieving a feeling of energized focus, full involvement, and success. Unless you are someone immersed in the theory and practice of ‘Learning Styles’ on a daily basis, it is possible you may be in an unconscious incompetence or consciously competent state with regard to 4Mat and it’s everyday application to your life. By reading further in this newsletter today, you will be able to reduce any confusion about the application of ‘Learning Styles’ into your presentations and communications, and improve your ability to create an environment in which everyone can learn from you, not just those with the same learning styles as you.
styles. Essential to quality learning is awareness in the learner of their own preferred type, becoming comfortable with their own best ways of learning, and being helped to develop a learning repertoire, through experience with alternative types. Each of the learning styles operates around a set of key questions that the learners will be asking. Many of the best presenters and communicators use this model to structure their messages so as to maximise the likelihood of encouraging their audience to engage, understand, cement and question their content. What are the different preferences or learning styles? Type 1: Reflectors who ask “Why?” otherwise know as ‘Innovative Learners’ are primarily interested in personal meaning. They need to have reasons for learning - reasons that connect new information with personal experience, to establish the information's usefulness in daily life. Your job as a presenter at this stage in your presentation is to win the attention of your learners and engage their interest.
The background of the 4Mat model! 4Mat was designed by Bernice McCarthy and draws on the research of David Kolb (one of the fathers of adult learning) and Peter Honey and David Mumford (amongst others). 4Mat is based on the premise that individuals perceive and process presentations and information in four different preferred ways. These four preferences comprise our unique learning www.michellebowden.com.au
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CREATING MESSAGES THAT STICK! (CONT.) Type 2: Theorists who ask “What?” or Analytic Learners, are primarily interested in acquiring facts in order to deepen their understanding of concepts and processes. They are capable of learning effectively from lectures, and enjoy independent research, analysis of data, and hearing what "the experts" have to say. Your job as a presenter at this stage of the presentation is to give your audience the information they need, and help them build their own knowledge of the subject. Type 3: Activists who ask “How?” or Common Sense Learners are primarily interested in how things work; they want to "get in and try it." Concrete, experiential learning activities work best for them – using hands on tasks and kinesthetic experience. Your role as the presenter here is to teach the skills the audience need and encourage them to test and apply the theory. Type 4: Pragmatists who ask “What if?/what else?” also referred to as Dynamic Learners are primarily interested in self-directed discovery. They rely heavily on their own intuition, and seek to teach both themselves and others. Any type of independent study is effective for these learners. They also enjoy simulations, role play, and games. Your role as the presenter here is to encourage your audience to creatively extend the use of the skills and internalize the knowledge they have gained.
5. 6. 7. 8.
there approaches such as activities, explanations, or question sessions that worked well for you? When you were at school which approaches bored you senseless? What do you think is your preference? What does having this conscious competence about your own and others’ learning styles mean for you? What will you amend about your presentation style as a result of reading this article?
It is important to note that the fact that an audience member may have a preferred, mostcomfortable learning style does not mean they cannot function effectively in other styles. In fact, the audience member who has the flexibility to move easily from one style to another to fit the requirements of the situation is at an evolved level and has definite advantage over those who limit themselves to only one style of thinking and learning. In general the research from Kolb, McCarthy and Honey and Mumford suggests that we all need information presented in all four styles in the order presented here. That is: Why?; What?; How?; What if? What else? in order to make sense of a message.
The ‘what does all this mean?’ quiz! 1. How will you use this information on 4Mat and ‘Learning Styles’ as an exceptional presenter? 2. Which of the learning styles most describes your preferred way of learning? 3. When you think about the people you have to present to everyday at work, which learning styles do they typically display? 4. When you think of times you were an audience member in a presentation, were www.michellebowden.com.au
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CREATING MESSAGES THAT STICK! (CONT.) When you are ready to design your presentation with 4Mat and learning styles, consider using the Disney Storyboarding technique to design your presentation in a minimum amount of time with all the information you need in the right places, without any gaps and so you don’t need notes. If you don’t know or remember how to do this perhaps you’d like to attend one of my public programs. www.michellebowden.com.au Action plan The next time you are making a formal presentation, facilitating a meeting or teaching some information, think about the four different learning requirements of the different types listed above and try to incorporate something for everyone. Remember, the audience is more likely to be influenced to think, feel and do what you want if you can develop a flexibility of
behaviour and cater to all types of learners/ audience members, not just those people who are like you. Happy Presenting! About Michelle Bowden Michelle Bowden is Australia’s presentation and influencing skills expert and one of only 35 female Certified Speaking Professionals in Australia. This is the highest designation for speakers in the world. Michelle is the author of How to Present: the ultimate guide to presenting your ideas and influencing people using techniques that actually work (Wiley), and STOP! Your PowerPoint is Killing Me! For further tips and techniques to dramatically improve the way you communicate, present and influence please visit www.michellebowden.com.au
WHAT SHOULD YOU DO WITH YUR HANDS? BY MICHELLE BOWDEN There are two main types of gestures: 1. Informal 2. Formal Informal gestures are unrehearsed and often referred to as ‘talking with your hands’. This type of gesturing is good as long as you ‘clean the slate’ between bursts of informal gesturing to give your audience a visual ‘break’. So remember to put your arms back down by your side for a rest every now and then. Practice in front of the mirror to refine the gesture and ensure that it is congruent with the message you want to send. 2. Ensure there is lots of ‘air under your armpits’ to increase visibility when you do it! 1.
Formal gestures are rehearsed, often in front of a mirror. The purpose of a formal gesture is to emphasise a point that is important. If you execute your formal gestures well, they can replace the need for some of your PowerPoint slides. When you gesture formally there are 2 things to remember: www.michellebowden.com.au
** Watch my YouTube video on ‘What to do with your hands’ here
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DOES YOUR WARDROBE WORK FOR YOU? BY ROBIN POWIS Do you find it easy to get dressed in the morning? Or do you often have nothing to wear? Is this because your current wardrobe is full to overflowing? Or maybe there are hardly any items in your wardrobe? Here’s a solution for you: Learn to change your purchasing decisions so that each buy is an investment. Become creative with what you have in your current wardrobe. Make your wardrobe work for you rather than against you. Key steps to follow: Sort and massage your wardrobe into garments that: Look great Look great but need repairing Look ok Do absolutely nothing for you – discard immediately.
Group your clothes into key staple pieces and then into similar colours Display your accessories so you can see what you have. Create mix n match outfits. Experiment and see how many new combinations you can make. Create a wardrobe plan for all your outfits adding accessories to complete the look. Research how to care and store your clothes Ready to Shop
Re-organise Removing all the garments that don’t work on you allows you to view your wardrobe in a whole new way. With all the clutter cleared you will be inspired to organise your wardrobe into a functional model. www.michellebowden.com.au
Now take action:
Draw up a shopping list of essential items Invest in classic pieces: pants; skirts; shirts, jumpers. Then add accessories. Now start putting it into action and love the new you. www.definingstyle.com.au
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HOW CERTAIN IS YOUR TEAM ABOUT YOU AND YOUR STRATEGY? BY JON PRATLETT Are you working hard at executing your strategy and considering what's next? In uncertain times, it's smart to acknowledge what you've accomplished, plan for what you know is coming, and plan around the "what if's" and "how to's" so as to be well prepared. The brain's core motivation is to move away from danger and move toward reward. A sense of certainty releases chemicals in the brain, like serotonin and dopamine, that create positive feelings of security and anticipation. Uncertainty, on the other hand, releases norepinephrine and cortisol, leading to a threat response. Leaders can provide their teams with a greater sense of certainty by: being transparent being consistent providing updates on management decisions
involving them in planning being clear on your expectations ensuring clear "line of sight" between their work and the company’s performance & vision providing context behind work assignments. Having a clear strategy for your team for 2014 -15 financial year, with "line of sight" from their upcoming work to your organisation's vision and mission, will help create certainty, engagement and commitment. Email: success@jonpratlett.com
TESTIMONIAL about Michelle’s training: FROM LACHLAN FYSH, SENIOR CONSULTANT, KPMG “Michelle’s training is really excellent! It was more precise and applicable than similar things I’ve done in the past. I loved the focus on sharp messages and arriving at a message quickly (development time) which is so important for short deadlines and short meetings. I also loved the total focus on audience needs/thoughts/contentions.” For more information on Michelle’s coaching or training please go to www.michellebowden.com.au
www.michellebowden.com.au
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LEADERS - JUST WHAT IS YOUR JOB? BY GREG MOWBRAY I bet you have heard someone at some time in your organisation say “it’s not my job”. What they are really saying is “I am not prepared to take responsibility for that”. If too many people take that line, no one is taking responsibility for anything and drama unfolds. It is the job of a leader to first understand and accept what their job is and then create an environment where everyone else does too. When someone takes responsibility for something they are really saying “I am happy to be held accountable for this. I am happy to accept the blame for the outcome. It is my duty to do this”. Can you imagine if everyone in your organisation was crystal clear about what they were responsible for and indeed took responsibility for it? I have no doubt that it would be a happier and more productive organisation. It is useful for a leader to reflect on and define just what their job is. I use an activity called 'It's My Job' and it's designed to clarify a leader's responsibilities. It asks a leader to think about their commitments in three areas - themselves, their organisation and the individuals they work with. For example, when it comes to themself, a leader is responsible for things like their attitude, their words, their actions and their health. In regard to an organisation or team, a leader is responsible for the culture, the vision, the reputation and results. In relation to individuals in the organisation, it’s a leaders job to provide clear www.michellebowden.com.au
expectations, opportunities for growth and development and to create an environment where people are inspired to do their best. As a leader, are you living up to your responsibilities? Are you even clear about what they are? Make a start by defining just what your job is. You’ll be amazed at the clarity it provides. www.licencetolead.com.au
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TRY PRESENTING WITH A FLIPCHART BY MICHELLE BOWDEN Are you still flogging PowerPoint, or have you decided to be ‘brave’ and draw on a white board or use flipcharts a bit instead? Did you know colours on flipcharts have meaning? Dark Blue – colour of authority, use for headings and content set in stone. Red – makes the word stand out, makes a ‘bold’ statement Green – creative, organic, expansive. Represents growth, movement, not good for key points. Black – factual, strong and absolute. Outlines and base drawing colour. Yellow – light, energetic, for emphasis, shading. Not for words. Always use black around yellow picture Purple – depth. Used like dark blue to mark out key points, don’t use as much as dark blue or headings won’t look like headings. Orange – use for less significant points. Use sparingly and keep away from red. Pink – vibrant and light. Use as a filler to break up colours. Brown – grounded and earthed. Use as a filler colour to break up other colours.
When drawing flipcharts (or on a whiteboard) make sure that you use sentence case. Use circles to form the basis of round letters like ‘a’ and ‘b’ etc. Use precise, straight, vertical lines for letters such as ‘f’ and ‘t’, and be as ‘neat’ as possible. Remove any distractions for your charts and rub the board when you have finished with that point (equivalent of [b] on laptop). Rehearse how you will draw them – so you are prepared for long, cumbersome words and diagrams. Use lead pencil on charts if you need help with the outline – and check it can’t be seen from the audience’s seats. If you draw it incorrectly, wait until a break and re-draw before putting on the wall.
TESTIMONIAL about Michelle’s training: FROM SURENDRA KUMAR, ADMIN & TECHNICAL MANAGER, JELD-WEN ASIA DOORS “Michelle’s training is essential for frequent presenters. She teaches the essential skills in preparing and managing a good presentation, and trains you on how to manage the audience and get your way most of the time. I loved the tips on the psychology of the audience.” For more information on Michelle’s coaching or training go to www.michellebowden.com.au
www.michellebowden.com.au
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CONFIDENT SPEAKING VOCALS–AUDIO
A confident, persuasive speaking voice lies within you! Many of us know someone who has a strong, rich, resonant voice. Maybe it’s an actor like Sean Connery or Cate Blanchett. At some point you may have found yourself wishing that you could enhance your vocal quality and projection so you were more compelling, influential and persuasive when speaking in meetings, persuading your manager, or selling to your clients. Well you know it’s possible, and it’s easy! Creating a rich, resonant influential voice is all about warming up your voice, and this CD will take you through the warm-ups that actually work one by one. Enjoy!
HOW TO PRESENT–TIPS FROM THE MASTERS–AUDIO SERIES
Fast-track your presentation and speaking skills success by discovering the presentation secrets of 14 of Australia’s top conference keynote presenters. What would be possible for your career and income if you absorbed the wisdom of Australia’s top speaking professionals and could learn from their tips and their mistakes? Well, now you can in this series of insightful interviews by Australia’s #1 Presentation Skills Expert–Michelle Bowden. Learn critical presentation tips from the amazing: Amanda Gore, Lisa McInnes-Smith, Glenn Capelli, Alan Parker, Siimon Reynolds, Rodney Marks, Sam Cawthorn, Marty Wilson, Terry Hawkins, Dale Beaumont, Catherine DeVrye, David Penglase, Avril Henry and Bruce Sullivan.
EXCEPTIONAL PRESENTATION DESIGN–DVD
You can design an exceptional presentation in a minimum amount of time! Imagine how helpful it would be if you could have your very own coach taking you through the design process for an exceptional presentation. That’s exactly what this DVD is for! If you have a presentation to write, simply play this DVD and Michelle Bowden will coach you through the design of an exceptional presentation from beginning to end. It couldn’t be simpler! An ideal accompaniment to Michelle’s book How to Present, you’ll be reminded how to identify the purpose of your presentation, analyse your audience and design a powerful message that influences your audience to change their thinking and/or behaviour using techniques that actually work!
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DO YOU SERVE AS WELL AS LEAD? BY GREG MOWBRAY Leadership means different things to different people. Some think it's about power and getting your own way. Here is a new way to think - it's called servant leadership and it's about making sure that you are making others better as well as yourself. Imagine if all bosses were more focused on doing whatever they could to enable employees to be their best. If they did, I reckon there would be more people who are loyal, engaged and happy, including the bosses.
4.
Lead by example. How can you improve and in turn influence others by your performance? 5. Be aware of your legacy. What will people say about your leadership when you are gone? Some people judge leaders by the number of followers they create. I would rather judge leaders by how many other leaders they grow and nurture. www.licencetolead.com
Leadership should be about you making sure that you are the best you can be. But don't stop there - focus on what you can do to serve those around you, to lift their performance. Here are five things that you can do to be more of a servant leader: 1. 2. 3.
Get to know your people, show them you care, and listen more. Work out where you can build their confidence. Where can you help them grow? Understand what motivates them and try to give them more. For example, praise and recognition are powerful motivators and they cost nothing.
TESTIMONIAL about Michelle’s training: FROM: QUINN DARRAGH, TERRITORY MANAGER ENDOSCOPY AND INSTRUMENTS, STRYKER “Thank you Michelle! The most relevant and helpful day of training I have ever done.” For more information on Michelle’s coaching or training please go to www.michellebowden.com.au
www.michellebowden.com.au
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HOW DO YOU BETTER MANAGE YOUR EXISTING CLIENT BASE? BY DAVID PENGLASE Here are some simple but super important tips to help you better manage your existing client base: Promise what you can deliver and deliver on your promises. Follow up a client purchase as soon as possible to validate the value that you’ve created. Ask clients for feedback on the product or service you’ve provided (get it in writing and you have a testimonial). Ask clients about their current situation to discover what else you might be able to do for them (avoiding asking "what else can I do for you" directly). Early in your conversations and in your marketing materials, let potential and existing clients know that your business is one that seeks and welcomes referrals
Ask clients when they've experienced the value you can deliver (when you have), ask if they know anyone else who might gain benefit from what you offer. Follow up any product or service delivery with an email or letter of thanks and provide a space for them to return the names of potential referrals. Thank clients for referrals - not just when the referral becomes a client. http://intentionomics.com/
FREE BOOK GIVE AWAY BY DALE BEAUMONT IN THIS BOOK YOU WILL DISCOVER... Why the ability to sell is critical to career success. Special traits that all successful sales professionals have in common. How to effectively prospect for new business and overcome call reluctance. Specific questions you should ask to uncover the real needs of a customer. How to close more sales than ever before and receive dozens of referrals. Intelligent techniques to dramatically increase your average dollar sale. How you can earn $1 million a year as a top sales professional. To claim your very own copy be one of the first 5 to email michelle@michellebowden.com.au with the words Secrets of Top Sales Professionals in the subject line. Good luck! www.michellebowden.com.au
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TIPS FROM A PROFESSIONAL SPEAKER SUE SPENCE HORSE WHISPERER/KEYNOTE SPEAKER
3. Believe in everything you are saying. Passion and self belief shine through and engage everyone. 4. Breathe out between your sentences. It helps to drop your energy if you're nervous and slows things down. Holding your breath while speaking makes everyone feel uncomfortable! 5. Body Language. Keep your body soft and open, relax shoulders and arms, elbows away from your sides and hands away from the middle of your body. A relaxed body language generates a relaxed and confident attitude.
Sue Spence is a Horse Whisperer who helps people. Her programs are for clients from all walks of life from corporate team building groups, to youth with challenges. Based on the four Choleric, Melancholy, Sanguine and Phlegmatic personality types, Sue delivers an entertaining demonstration with her four different personality horses and ponies in the custom built arena on her property in the hinterland of the Gold Coast. The natural ability Sue has to read body language and know when to move ahead (and most importantly when not to) has taught people from far and wide how to better communicate with each other. Here are Sue’s top tips for presenting in business: 1. Where possible research your audience and adapt your presentation to suit their needs. 2. Be yourself without trying to be too professional! I work with many clients who try so hard to appear professional when the real key is to let your own personality shine through. By relaxing and being yourself you will put your audience at ease!
www.michellebowden.com.au
6. Even when walking towards your platform, walk with long slow strides. Short fast steps make you appear nervous and unconfident! 7. Drop your vocal range at the end of important facts (down at the end of the sentence) and raise your range on motivational sentences (up at the end of your sentences). The rise and all of your vocal range throughout your presentation creates a story. * 8. Include the whole audience by speaking to the people on the sides as well as the middle. Be sure you don’t ‘death stare’ one spot! 9. Put an order to your presentation and try to stick to it. (Michelle helped me hugely in this area and took my presentation to a whole new level). 10. Check out the room early so you feel and look comfortable in the environment by the time you present. *This idea comes from Michael Grinder - one of the world’s foremost experts on body language. He refers to it as ‘cats and dogs’. Contact Michelle Bowden for more information on this excellent tip from Sue.
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YOU
IS IT TIME IMPROVED YOUR PRESENTATION SKILLS? COME JOIN ME! Dramatically improve the way you present and influence. Attend one of my Persuasive Presentation Skills Masterclasses in 2014 and change your life! Seriously, it’s a life changing
experience! Risk free - 100% moneyback guarantee. Endorsed by thousands of people from over a hundred corporations around Australia. Interactive personalised.
and
Facilitated by Michelle Bowden who has over 20 years experience running her programs and who has been
nominated for Educator of the Year for the last 4 years. Absorb yourself in a generative and experiential approach. Learn something then practice, then lear n something then practice…
Techniques are embedded so you remember them decades later.
Group sizes are limited to only 10 people per program.
SYDNEY: 22-23 July 14-15 August 16-17 September 14-15 October 12-13 November 9-10 December
Risk free approach to a subject most people find ‘daunting’!
To chat about your specific needs or receive more
Plenty of time for you to get personal one-on-one time with Michelle’s during the program. A d d re s s y o u r s p e c i fi c , personal needs. Learning with lots of laughter.
There’s no need for you to fear public speaking. Please don’t miss a career opportunity ever again because you couldn’t speak up! Anyone can be an exceptional presenter in business - 100% guaranteed.
TESTIMONIAL about Michelle’s training: FROM LAURA CHAMBERS, FINANCE MANAGER, CHALLENGER LIMITED “Michelle’s energy and enthusiasm was constant and AMAZING for the full two-day course. She is clearly extremely good at what she does and inspires excellence in others. It was a great interactive approach to delivering the course – very positive focus and at the same time Michelle points out mistakes and encourages improvement. I felt Michelle is a subject matter expert and am amazed that she delivers the course with such energy after so many years doing it. Best of both worlds – experience, expertise PLUS unsurpassed energy! I loved the great takeaways – good course materials (DVDs) and folder, and the good visual aids that were colourful, engaging and easy to remember. I would certainly recommend to everyone!” For more information on Michelle’s coaching or training go to www.michellebowden.com.au
www.michellebowden.com.au
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BOOK OF THE MONTH OK, I know it’s MY book! If you are serious about really improving your business presentation skills then you need this book. Go to my website
CD OF THE MONTH Thinking of improving your presentation skills but don’t want to go on a training program? You need to grab a copy of How to Present - Tips from the Master. Tips from 14 of Australia’s top public speakers. Go to my website
DELICIOUS With five times the flavour of balsamic, you’ll wonder how you and your kitchen ever survived without this soft, black velvet Caramelised Balsamic. Arguably, it’s the most versatile of all products in your kitchen arsenal. Visit their website.
AMBIENCE
FRAGRANCE
Like driving on a windy Italian road overlooking the stunning ocean, Glasshouse Amalfi Coast will excite and relax in unison. With Freesia, Lavender and Lime, it’s as invigorating as an afternoon siesta.
Inspired by the elegance and eternity of a little black dress, this perfume exudes Parisian chic and gracefulness. La Petite Robe Noir by Guerlain
MICHELLE LOVES...
Here are some of my favourite things for you
BEAUTY
DESIGN
BEAUTY
La Source 60 Second Fix for Hands. Restore dry, parched hands to silky smoothness in just two easy steps.
How fabulous is this? Design your own beautiful My Bespoke Chair using this clever on-line website.
Clinique Chubby Stick Moisturizing Lip Colour Balm is super-nourishing and loaded with mango and shea butters. Just what dry, delicate lips need to feel comfortably soft and smooth.
www.michellebowden.com.au
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Photo Gallery
www.michellebowden.com.au
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