JUNE 2012
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IN THIS ISSUE US Speaker Christine Cashen MAEd, CSP shares her 10 tips for presenting Networking 101 Can you speak more clearly? Men - how to wear your suit jacket 10 Reasons People don’t buy what we are selling Understanding people PLUS: Parents Communication Tips Patterns of Social Influence www.michellebowden.com.au
How to Present Magazine
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DIARY DATE INFLUENTIAL PRESENTATION SKILLS
Michelle’s Update Welcome to the June issue of How to Present! This issue is packed with articles that will assist you to present with greater confidence and influence at work.
(2-day Public Program) Join Michelle at her next public program IN SYDNEY: • June 26-27 • August 22-23 • October 16-17 IN MELBOURNE: • August 29-30 IN BRISBANE: • October 24-25 To register or chat about your specific needs please email: michelle@michellebowden.com.au
Who is Michelle Bowden? Michelle is an expert in influential presentation skills in business. She has run her 2-day Influential Presentation Skills program over 570 times with many thousands of people and she’s been nominated for Educator of the Year 3 years running. Michelle is one of only 25 Australian females who is a Certified Speaking Professional the highest designation for speakers in the world. For a list of Michelle’s clients please go to: www.michellebowden.com.au
Would you check out our beautiful, funny, and successful cover girl this month! Christine Cashen CSP and award winning author shares her top tips for presenting in business with us we are so lucky! And I’m sure you’ll enjoy my articles on the Principles of Social Influence, understanding people and managing group dynamics. These articles are practically focussed to help you use the tips immediately. Plus, our cover girl from last month Kathleen Ronald shares her tips of how to get ready to network so you actually meet people and create relationships. If you’ve ever wondered why people aren’t buying what you sell then Andrew Griffiths’ article will help you take some positive steps to rectify this situation in your business. Plus the style guru Robin Powis shares her tips for all the boys on how to wear your suit jacket with style. And the wonderful Yvonne Godfrey shares her insights on how to outsmart your immature youngster in our Parents Corner. 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!
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SUCCESS STORIES! range of other presentations that can be adapted to any industry on sales, marketing, social media, customer retention and finding and keeping champion teams. It is not all work, as I also have two powerful key notes where I share my personal story to help people take hold of their life and create work life balance and set meaningful goals.
JUSTIN TAMSETT DIRECTOR ACTIVE MANAGEMENT
What prompted you to attend Michelle's Influential Presentation Skills program? To be honest, I had been referred to attend Michelle’s program, so I was going to do it. I actually bought the program at an auction which meant I stopped procrastinating! I really love learning and hoped this course would sharpen my presentation format and refine my delivery skills. How did Michelle's program change your attitude to presenting in business?
Justin is driven by ambition, passion and emotion. His objective in life is to “To improve the health of Aussies!” A fourth generation entrepreneur, he has owned two health clubs and a successful business coaching business. Justin changes the lives of business owners and their staff by showing more effective ways to work and live life! What kind of presenting do you do at work? I present keynote presentations on leadership and customer service, both heavily influential in the success of any size business. I also have a
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I wouldn’t say it changed my attitude. It reinforced to me that I am lucky enough to have a skill set and confidence that many people are not lucky enough to possess. The program built my confidence that the messages I want to get to everyone are relevant and important. In general, what positive outcomes have you achieved from improving your presentation skills? After Michelle’s presentation I have refined my skills. I am now more confident that I can impact people’s lives and businesses through my presentation skills. I am eternally grateful for this boost in confidence. It was the ‘kick in the butt’ I needed!
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SUCCESS STORIES! (CONT.) What were your top three take aways from Michelle's program? 1. The skill of Storyboarding was a very powerful insight for me. In the past I just created my slides and then wrote my presentation from that. Storyboarding has changed my whole approach and I love this new way to prepare! 2. I am trying to take ‘but’ out of what I say and
what I write. I recognise this little word has the power to negate what I’ve just said. Such a small thing has had a profound impact on me! 3. Finally, I have really worked on my hands during my presentation. I use them for emphasis and to help engage with the audience. I let my gestures reinforce key messages and I’m better at putting them back down by my side when I don’t have any useful gesture for them.
TESTIMONIAL DUNCAN INKSTER, FORMERLY GENERAL MANAGER SALES, SINGTEL OPTUS "As GM of Sales, for one of Australia's largest Telecommunications companies, it was imperative that my senior managers and I had excellent presentation and communication skills to stay connected with staff and customers. We also needed to build credibility and influence to support the overall business goals. Michelle delivers great content in a way that ensures everyone learns her realistic and practical structure to deal with the smallest 1 on 1 situations to delivering a presentation to 100+ audience. I have used the take away materials and concepts widely over the last 5 years with outstanding results. I would recommend Michelle Bowden to any organisation that is serious about having leaders who can capture the attention of their audience and motivate and guide people to a desired outcome." www.michellebowden.com.au
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UNDERSTANDING PEOPLE BY MICHELLE BOWDEN Do you work with someone who acts like a doormat and who always puts others first at their own expense? Or alternatively, do you work with someone who is downright selfish, who is always putting their own needs ahead of the rest of the team. The sort by self/sort by others program will assist you to better understand why it is that people behave as they do within a group. What do they mean? People with a ‘self sort’ attend to their own needs first. For example, if there were a birthday cake at a party, they would take the biggest piece before anyone else had a chance to do so. In a team, they will often only agree to take on work that will serve their own needs/purpose. If there was only one delicious piece of chocolate cake in the staff room they would gobble it up without a second thought!
resentment toward the very people they are assisting. Dealing with these two types Manage ‘sort by self’ people by teaching them to become more aware and sensitive of others’ needs. Encourage them to take the time to assess what other people require or desire. Show them how good they could feel by putting themselves out a bit and by helping other people. ‘Sort by self’ often think of ‘sort by others’ as ‘unassertive doormats’. Manage this judgement by rewarding ‘teamwork’. People with the ‘others sort’ attend to look after others before they address their own requirements. Sort by others people are often attracted to customer service roles. They will tend to look after others, consider other’s needs and put themselves out for team members. The disadvantage of constantly putting themselves out is a tendency to feel burnt out or even
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Manage the ‘sort by others’ by encouraging them to develop an understanding and sense of what they need in a situation. Get them to assess and take control of their own needs particularly in a group. They often think the ‘sort by self’ is selfish. Manage this judgement by rewarding assertiveness. Overall it is good to develop some flexibility on this continuum.
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NETWORKING PREPARATION 101 BY KATHLEEN RONALD Before you even arrive at any event there are some critical points you should consider before walking into the room. Today I’ll share some things you might want to focus on at your next networking event. Is this event the perfect right group Are you going in with your heart instead of
for your target market? Have you researched the group before your
your head?
first visit? It reminds me of the Holiday carol, “He is making a list, checking it twice…going to find out if you are prepared or not for the event for maximum return on your investments. OK, so I changed the words a bit ~ you get the idea!
Do you know the names of the board members so you can meet them first? Are you in your million dollar suit? Do you have the best cut for your facial shape? Have you got the best make-up strategies in place? Have you packed your business cards? (Make sure they don’t look like they went through the wash) Do you have a nice container for your cards? Do you have a working pen? How is your overall hygiene? Have you set your intention prior to walking in the room? Have you left the drama at the door? www.michellebowden.com.au
You want to make sure that all these questions are answered so that you have a GREAT experience and your networking dollars are not being wasted. You only have one chance to make that “first” impression. Make it a good one! Say Cheese ~ and remember to say “please” and “thank you”! Have fun! Kathleen Ronald is the “Queen of Business Connecting” and is an unparalleled networker, internationally renowned speakertrainer, award winning business consultant and poet, contributing best-selling author, and the founder of Speaktacular. www.speaktacular.com.
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MEN’S STYLE TIPS - THE JACKET BY ROBIN POWIS Shape Very fitted style which has a sleek European feel and is suited to a younger or slimmer male Semi fitted style which suits all body types and is the preferred option for corporate wear. Single or Double Breasted Single breasted is the most slimming and safest option for all body shapes. Two buttons are a classic style and never date. Double breasted will add width to the male physique. This style does create a powerful presence and is the most formal style. Shoulders The widest part of a jacket is across the chest and should be well fitted so the sleeve doesn’t budge. Chest Sleeves
The jacket should fit well when buttoned.
The correct length is the point where the arm meets the hand. This lets the shirt extend 1.5cm beyond the jacket sleeve.
Armhole The armhole should sit high as long it is comfortable.
Pockets
Length The classic length is where the hemline falls just below the curve of the buttocks. Shorter jackets look great on younger and slimmer men. Lapels Notched - The most common lapel for single breasted jackets with a V shaped indentation. Peaked - Usually on double breasted jackets as the peaked lapel makes the shoulder look wider. Shawl - Worn on dinner suits. www.michellebowden.com.au
Should never be bulging as this damages the line of the jacket. Jet - Finished with a welt this is more flattering to heavy men as it doesn't draw attention to the waist. Flap - A flap covers the pocket so you need to lift the pocket to open it. Patch - The pocket is attached on the outside so the seams shows.
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10 REASONS PEOPLE DON’T BUY WHAT WE ARE SELLING BY ANDREW GRIFFITHS There is nothing more frustrating than developing a new product or service, investing time, energy and money in it, launching it, waiting expectantly for the crowds to come barging in the door and nothing happens. If people aren’t buying what we are selling it generally comes back to the fact that we haven’t done enough homework in the planning stages. I am sure most of us have been guilty of this, I know I have. We come up with a great idea (well at least it’s a great idea to us), we get all excited about it so we rush to get it on the shelves, but because we don’t do the basic research, we are shocked when no one buys our new wonder product. Devastation sets in. If we are clear about why people don’t buy, we can do something about it. So here are the 10 main reasons why people don’t buy: 1. They don’t need it Just because you are offering the world’s best quality budgie smugglers, in 1000 different designs, for 10 cents each, you are not going to make a lot of sales if your budgie smuggler shop is in Anchorage, Alaska. Finding out if there is a market is always the place to start, but very few businesses do this kind of homework. 2. It is too expensive Just because you are selling it doesn’t mean people will buy it. If you haven’t done your homework and people can buy the same product up the road for half the price, you are probably in trouble. Alternatively, it might just be what you are selling costs too much and the customer is not prepared to buy it. Simple as that.
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3. It is too cheap If it is too good to be true; it normally is. Consumers are much savvier these days. We have all purchased things that are “cheap” only to be disappointed in the quality of our new acquisition. Selling on price alone rarely works and personally I much prefer selling on quality products at a fair price. 4. It isn’t the cost; it is the amount This is typically when people want what you are selling, in fact they really want it, but they simply can’t afford it. If this is the case you have a market for your product or service, but you simply need to repackage it in a more affordable way, let people pay it off, ensure that you take credit cards, work around their cash flow or whatever else works. This is exactly how the ‘buy it now, pay it off in five years, interest free’ model evolved. Everyone wants furniture and white goods, but finding a few thousand dollars in one hit is not that easy.
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10 REASONS PEOPLE DON’T BUY WHAT WE ARE SELLING (CONT.) 5. They have other priorities right now. I am sure it is your priority to sell your products or services today, but it may not be your customer’s number one priority to buy it. I have seen many new product launches fail because of timing. If you are launching a business service in December, most people have their mind firmly set on other priorities, like holidays, presents and food. Buying a new marketing plan tool is not that high on the list. Launching the same product after most business owners have been to their accountant in May, and realise that they need to get out and market more to generate more money, seems like a smarter move. When customers don’t buy, it often doesn’t mean they won’t buy at all, it means just not now. 6. They don’t know about what you are selling. This is one of the biggest mistakes that I come across, business owners failing to communicate effectively with their customers. The end result is the business owners think that everyone knows what they are selling, but they very rarely do. It is our job as the business owners to communicate often and in a way that suits our customers, it’s not their job to figure out what we sell. Many businesses are lousy at telling their regular customers what’s new and why they should buy it. 7. They don’t know enough about your business. Just because we offer something, doesn’t mean that people will buy it. Consumers today are much more complex than we realise or give them credit for. They (and by “they” I mean us), are making much more informed decisions when it comes to buying everything. They are asking tougher questions, they have much higher www.michellebowden.com.au
expectations and they have a huge amount of choice. They need to form an emotional connection with your business in some shape or form. This might mean you have to show them how you are a great corporate citizen that plays an active role in your community. You might need to show them the face behind the business. It is hard to connect and engage with a faceless business. You might want to show them the awards you have won, the number of staff you employ, the way you take care of the environment and so on. Open up to them and they will open up to you and a relationship begins to form. 8. They have a negative history with your business. Time doesn’t heal all wounds. If your business has really messed up with a client, it is hard to get them to come back, especially if you handled it badly. Some businesses are terrible at d e a l i n g w i t h E V E RY c u s t o m e r. I h a v e department stores that I refuse to buy anything from simply because they are so bad at customer service Every experience is a nightmare.
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10 REASONS PEOPLE DON’T BUY WHAT WE ARE SELLING (CONT.) So no matter how great the offer, they won’t get a cent of my hard earned money. If you don’t have your service sorted, every advertising dollar you spend is a waste of money, because you are simply creating more grumpy customers, who are busy telling everyone how bad your business is.
9. They have an existing relationship. Most of us are pretty loyal customers. As much as we might hunt for a good deal to save us a few dollars, it will take a good offering to get us to break a bond that we have with a business we have a relationship with. But, tough times make this bond more tenuous. If people aren’t buying what you are selling, it might not mean what you are offering is wrong in some way, but rather that people have a stronger relationship with your competition than you. Hard to hear I know, but at least it gives you something to work on.
shaky start, few survive, those that do always have a touch and go story of how things could have gone. You name the brands – Apple, Harley Davidson, Virgin and piles more, they could have all easily gone bust, but their persistence and the ability to listen to what their customers wanted helped them to survive in a spectacular fashion. The moral to this story is that just as it will take time for our business to get off the ground, we need to give new products and services time to work. All of these reasons for a product or service not selling come back to that one point I made earlier, not doing our homework. From my experience, businesses that spend time getting to know their market (and staying in touch with their market), who have an open and continual line of communication with their customers, rarely have the problem of people not buying what they are selling. Of course if you have a product or service that isn’t selling, perhaps now you can identify why and take action accordingly. Don’t necessarily right it off, maybe you just need to do some more homework. www.andrewgriffiths.com
10. We don’t give it long enough. Very few businesses start up and boom from day one. In fact, it is generally the exact opposite. Most get off to a very www.michellebowden.com.au
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YOU
IS IT TIME IMPROVED YOUR PRESENTATION SKILLS? COME JOIN ME! Dramatically improve the way you present and influence.
programs and who has been nominated for Educator of the Year for the last 3 years.
Attend one of my Influential Presentation Skills programs.
Absorb yourself in a generative and experiential approach. Learn something then practice, then learn something then practice…
It’s a life changing experience! Risk free - 100% moneyback guarantee. Endorsed by thousands of people from over a hundred corporations around Australia. Interactive and personalised. Facilitated by Michelle Bowden who has over 18 years experience running her
Group sizes are limited to only 10 people per program. Risk free approach to a subject most people find ‘daunting’! Plenty of time for you to get personal one-on-one time with Michelle’s during the program. Address your specific, personal needs.
Learning with lots of laughter. Techniques are embedded so you remember them decades later. SYDNEY DATES: June 26-27 August 22-23 October 16-17 MELBOURNE DATES: August 29-30 BRISBANE DATES: October 24-25 To chat about your specific needs or receive more information please email Michelle directly:
michelle@michellebowden.com.au
TESTIMONIAL I just want to say a big THANK YOU for your book Don't Picture me Naked. It has already made a huge impact in my business & personal presentation skills. I have changed my thoughts on presenting from nervous/anxious to EXCITING/WHAT A THRILL! "It's not about me - It's all about the audience" has helped me to stay focused on what the audience wants and this in itself has removed the nervousness I usually feel. Thank you for providing a system that is easy to pick up and use from my everyday 1:1 presentations to large team meetings. Ayla, NAB
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DEALING WITH THE WOODY WOODPECKER! BY MICHELLE BOWDEN This person agrees to everything, any deadline, no matter how impossible. You cannot trust them to complete actions delegated to them at the meeting. Tactics: Question their agreement and limit it to what you believe is within their capability, or divide an action into parts, each leading into the next and keep them to the timetable.
CAN YOU SPEAK MORE CLEARLY? BY MICHELLE BOWDEN Do you remember the movie The King’s Speech, in which Geoffrey Rush’s character helped the King to speak without a stutter in public? If an athlete competed at a sporting event without warming up you might expect two things to occur: 1. They might injure themselves. 2. They might not perform to their potential. It’s the same when you are presenting. It’s very important to warm up your mind through rehearsal, your body, and your voice with physical exercises, and vocal warm ups. Warm-ups do a number of things for you. They prepare your mouth and brain, they help you use up your adrenalin and they help you feel ‘ready’ and pumped before an event.
the most wonderful thing about Tiggers is I’m the only one. Yes, I’m the only one.” “Peter Piper picked a peck of pickled peppers. A peck of pickled peppers Peter Piper picked. But if Peter Piper picked a peck of pickled peppers, where’s the peck of pickled peppers Peter Piper picked?” “Betty Botter bought some butter but she said “this butter’s bitter. If I put it in my batter it will make my batter bitter. But a bit of better butter would make by batter better”.
Try these articulation warm-ups before your next presentation: “What a wonderful thing is the Tigger, for Tiggers are wonderful things! Their hops are made out of rubber; their bottoms are made out of springs. They’re bouncy, jouncy, flouncy, trouncy, fun, fun fun fun fun. But www.michellebowden.com.au
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TIPS FROM A PROFESSIONAL SPEAKER CHRISTINE CASHEN MAED, CSP
4. Never read from a script, just keep it conversational.
AWARD WINNING AUTHOR, SPEAKER
5. Visual aids are just aids -- not your replacement. Use them wisely and sparingly. People use the term, "Death by PowerPoint" for a reason. 6. Use relatable stories or examples to bring dry material to life. 7. Move out from behind a podium or table - you can do it!
Christine Cashen is a hilarious keynote speaker and author of, THE GOOD STUFF, named 2011 Motivational Book of the Year by the Indie Book Awards. She has dazzled audiences for over 15 years with class, humor and wit, providing real-life strategies on sparking ideas, handling conflict, reducing stress and energizing employees. Check out www.christinecashen.com
8. Use vocal variation, great eye contact and controlled gestures to add impact to your message (how do you know what to do? Keep reading...) 9. Consider joining Toastmasters or getting a coach to improve your skills. and drumroll, please.... 10.Be your authentic self rather than a "speaker person".
1. Have a power opening rather than, "Good Morning, it is great to be here." 2. Have a power closing rather than, "Any questions?" 3. Remove change from you pockets and don't fiddle with anything in your hands. www.michellebowden.com.au
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PATTERNS OF SOCIAL INFLUENCE BY MICHELLE BOWDEN If you’d like to fine-tune your ability to influence others, a book I can recommend is Influence; The Psychology of Persuasion by Robert Cialdini. In this book, Cialdini outlines the key social influence patterns that exist in human communication. Once you are aware of these ‘unconscious’ patterns of influence you can use them to increase your power and reduce the likelihood that you will be manipulated by others. I thought I’d share a bit about the first three of the six influence patterns here: 1. Reciprocation
2. Commitment and Consistency
The moment we are given something the “law of reciprocity” takes over and compels us to want to return the favour with an action of our own. Free offers and promotional gifts are all examples of reciprocation at work. Tactic: Counter reciprocation by being aware of it’s influence, and if returning the “favour” is not in line with your business outcomes – then don’t swallow the bait!
Once something is written down it becomes a kind of ‘law’. By asking ‘universal’ type questions that tend to provoke “yes” answers, such as “Are you interested in paying less tax?” you create a situation where it will be difficult to say no, or to go back on what you have already agreed to! Then, if it is written down it is even more difficult to say “no”! Tactic: Counter this pattern by playing devils advocate & using caution, or answering yes with conditions eg. “Yes, I am interested in saving tax, but not if that means buying your services now”. 3. Social Proof This is like ‘keeping up with the Jones’’. It’s where we believe that “if everyone else is doing/ buying it, it must be good. Social proof can help win business – the testimonial or phone reference is a good way to use this pattern. You can also use the social proof response as a gauge of market conditions for example: when there are lots of Chinese people in a Chinese restaurant! Tactic: Counter this influence pattern by recognising how your individuality and personal outcomes shape your decision-making – not the crowd response. Interesting hey?
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HOW TO OUTSMART YOUR IMMATURE YOUNGSTER BY YVONNE GODFREY Teens and young adults everywhere are holding
their parents and employers hostage through manipulative behaviour or ‘Standard Operating Practices’ or SOPs. The youngster may think they are incredibly clever to be running the show when in reality they are not growing in character and they are weakening their potential in their relationships and career. And this is not limited to young people – we all consciously or subconsciously ask ourselves: • •
What can I get? What can I get away with?
So it can be useful to be aware of the SOPS so you can manage them effectively. Identify the S.O.P’s I don’t like you - Threaten to withdraw affection and approval if you don’t produce. Negotiate down - Start with a ridiculous request and then downgrade). Badgering - Wear you down with the same request. Loser - You are so not in tune with the rest of the world. Diversion - Create another problem so this one diminishes by comparison. Blame - Its not my fault I am in this terrible predicament, e.g. lost cell phone down toilet. Comparison - You should be grateful that I am not as bad as him or her……… Saviour - If you don’t rescue me I will be humiliated or disadvantaged. Suck Up - Temporarily pretend to be nice, compliant or engaged. Passive aggression - You have no idea you have just been duped.
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Intimidation - I’ll make your life hell in ways you can’t imagine if you don’t cough up. Evaluate 1. When did this SOP start? 2. When did I recognise the pattern? 3. When did I get tired of fighting it and let
them have what they want?
SOLUTION: Be Proactive: Love Lead and Let Go Love is more about intention than emotion! It does what is right and not what is convenient or easy. Be concerned about the development of your young adult’s character. Lead – Pick up the reins and take authority. Let Go – Start taking action. Learn to say NO and mean it! Put consequences in place and prepare to be unpopular. If it all gets too much, boarding school, moving out or employment termination are options. Yvonne Godfrey is the 2009 & 2010 NZ Corporate Awards People’s C h o i c e Professional Speaker of the Year. Yvonne has impacted over 100,000 people in 24 countries. www.miomo.co.nz
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FRESHNESS
CD OF THE MONTH
DANCE
Simple Cleansing Face Wipes are the perfect product for quick and effective cleansing every day.
Thinking of improving your presentation skills but don’t want to go on a training program? Go to my website and grab a copy of How to Present Tips from the Master. Tips from 14 of Australia’s top public speakers.
As part of The Australian Ballet’s 50th anniversary, the company is bringing together eight of the country’s most exciting dance companies under the one roof. Let’s Dance opens for a special Melbourne-only season on 7 June for 11 performances.
BEAUTY Shape and define your lips with INIKA Lipstick. Each colour consists of a creamy formulation with natural shea butter and jojoba oil to moisturise and protect your lips. Choose from eight gorgeous colours.
BOOK OF THE MONTH
MICHELLE LOVES...
Here are some of my favourite things for you
CIRQUE DU SOLEIL OVO is a headlong rush into a colourful ecosystem teeming with life, where insects work, eat, crawl, flutter, play, fight and look for love in a non-stop riot of energy and movement. From July 14 in Brisbane, Sept 13 in Sydney, 6 December in Adelaide..
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
BEAUTY
CONFERENCE STAGING
In the spirit of the M·A·C/Chen Man collaboration, two shades of Mineralize Eye Shadow - a mélange and a solid - form the traditional Yin-Yang symbol. I LOVE this product! Highly recommended!
Need audio-visual support at your next conference? After working with these guys in May 2012 I highly recommend Bax AV. Go to:
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Photo Gallery
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