Public Speaking : PROMOTE IN YOUR PRODUCTS

Most sales people will tell you that you are much more likely to sell an existing customer than a new customer. Why not help this process along by promoting "in" your products? If someone is listening to one of your tapes or watching you on video or reading your book they are obviously interested in what you have to say. Even if they got the product free, you can consider them a customer.

Without being blatent, you can make reference to your other products and services in the course of giving the listener/reader good information. For instance, I have never had a complaint from one of my TeleSeminar attendees because I mention other products and services that I know would be good for them. I don't only mention my stuff either. As long as you are legitimately helping your clients, you will have very little trouble mentioning other products and services. For example, one of the TeleSeminars we did was with the radio genius Joel Roberts. He did a masterful job of telling the TeleSeminar attendees how to be a great guest on the radio. Do you think these attendees minded hearing about our TeleSeminar with Joe Sabah on how to "Sell" on the radio? Of course, not. Do not make people pay for an infomercial, but do let them know about your other products and services that can help them.

Public Speaking : COLUMBO TECHNIQUE

Do you remember the soft-spoken, cigar smoking detective on the hit TV series "Columbo?" Most people do because the show is still in reruns all over the world and once in a while a new episode comes out. One of Detective Columbo's trademarks is that he would start to leave and when he was almost out the door he would stop and say, "Oh. Just one more thing." The same technique can be used by speakers (without the cigar).

Here's how the Columbo technique works: Save one of your really critical points . . . maybe your most important point . . . then completely leave your subject . . . then use the "Oh. Just one more thing" technique and deliver your big point.

Until you've tried this out several times, don't try to use this technique at the end of your speech because people will start shuffling their materials in anticipation of the talk being over.This would cause too much distraction for the technique to have it's full effect.

Begin by using the technique just before a major transition in your talk. That way you will eliminate the shuffling of papers problem noted above. When you get comfortable with this, try the technique before a break. Play with your wording so that you control the audience. Don't say "Well before we take a break . . ." This will start them shuffling. Say something like, "That's all on that topic . . . Oh. and one more thing" . . . then give your main point. As you get really good at controlling the crowd you can try this as your closing. Coming back with the main point will be powerful and memorable.

Oh. Just one more thing . . . .only use this technique ONCE perpresentation. :)

Public Speaking : ATTENTION GAINING DEVICES

Attention spans are short. Here is the "Wake em Up" way to keept the audience with you. After you have created your talk, go through it and make sure that every 2-4 minutes you use some kind of attention gaining device.

You could increase your voice inflection, show a visual, hold up a prop, move around the room, tell a story, throw out a one liner, write on a flip chart, show a picture of your kids if you want to. Just make sure that no more than a few minutes goes by between attention gaining devices. The audience won't know you are using a technique on them, but at the end they will say. Wow! That time sure went by fast!

Public Speaking: Teleclass on Creating Quality Products from Nothing

"How to Create Quality Products Out of Nothing"

This teleclass is guaranteed to get your creative juices flowing
to help you become a "product machine" AND

It doesn't matter if you've never created a product before.

Friday night, March 28th 9:00 PM

Can't make it? The first 200 to register get a complimentary CD
of the call and I pay the shipping.

I currently have about 65 CDs and CD albums, 3 DVD sets, 17
ebooks, 60 MP3 Files, 250 short videos sold on a membership site,
3 Books, and several systems and combos of products.

This is only a small part of my overall speaking, and mentoring
business. But it's nice to know that I could quit everything else
I'm doing and simply sell these products online with very little
customer interaction. I could have this money coming in whether I
worked or not. (see quick story below)

You will learn:

=> Where to find ideas for products that will sell . . . it's
easy once you know where to look.

• The simple equipment and software you need if you want to
  create products yourself . . . you could start pulling in bucks
  the day after the teleclass. Note: I've done it in as little as 8
  hours from the time I thought up the idea.
  
• How to package your products . . . you'll get all my
  resources.
  
• How to outsource all or part of the work . . . you'll get the
  4 main sources I use and tips on how to use them.
  
• How to write the ads to recruit outsourcing help . . . this
  format will help you get the best people at the cheapest prices.
  
• My product creation strategy . . . I'm no stranger to hard
  work, but I want quality, speed and ease of creation . . . you'll
  discover how to get all three in every product you create.
  
• How to turn your hobbies into cash producing deals . . . I've
  been "legitimately" doing this for years.

And like all my teleclasses, you'll learn much, much more.

===========

Be one of the first 200 to register and get the complimentary CD

http://www.GreatInternetMarketing.com/teleseminars.htm

===========

Here's a quick story:

Back in 1991 when I started in my speaking business I took a
consultation from the "Grandmother of Professional Speaking"
Dottie Walters. She told me,

"Tom, you must become a product machine."

I didn't understand what she meant then, but I do now! As soon as
I started implementing her advice, speaking engagements and
consulting came much easier and people were paying me for my demo
materials instead of me sending them out where I had to eat all
the costs.

The products helped establish me as the expert on my topics and
the enormous cash flow from them gave me the luxury of only
accepting the best speaking engagements.

This is the kind of security I want for you and your family.
Once you build a product based empire, your family can still
thrive if you get injured, or even if you don't feel like working
anymore.

Telephone Bridge line space is limited and my teleclasses sell
out quickly. Visit:
http://www.GreatInternetMarketing.com/teleseminars.htm now before
all the complimentary CDs are gone and did I mention that the
shipping is on me?

Complete details and registration is at:

http://www.GreatInternetMarketing.com/teleseminars.htm

Sign up now!

I'll talk to you Friday night.

Tom Antion

Public Speaking : Wake 'em Up!

Catchy title huh? Want people to remember you and talk about you in the hallways? Well, I mean talk about you in good way. Use some outrageous skill or opening that grabs em by the brain. My friend Mike Stahl breaks six solid concrete blocks. Jim Ziegler memorizes the name of each participant in the room. I'm not strong enough or bright enough to break blocks or memorize, so I shoot confetti or fire in the air. You could do a beautiful painting quickly like Conni Gordon might do, or you could ride in on a horse for all I care. Just do not let them stay in their comas. Wake em Up!

Public Speaking : DEEP PENETRATION Part II

Last issue we discussed how to get really inside information about a group v2n3 http://www.antion.com/ezinebackissues.htm Now we will look at how to use the information you get.

One of my over riding principals of speaking is to make the audience the stars. One way to do this is to use a very positive or insightful statement that you got from your phone interviews and project it or put it in your handout in ap rominent position. Many times my entire customized presentation is based around the quotes I got from the people I interviewed. I weave my material in and around what they have told me. I then give the overhead or disk to the person who gave me the information. Overheads are much better for this because I have seen them hanging on the bulletin board in the organization. Of course, my name and company are on it too.

Your pre-program research will also help you build rapport and gain an "insiders" position because you will be exposed to the terminology of the group, i.e., you might have used the generic term manager, but you learned that the term "team leader" is used by a particular organization.

The information you receive can also be used to plant the seed for a future presentation or to land consulting work. You might say during a presenation, "Joe, also told me about XYZ. We don't have time to discuss that today, but it certainly warrants some attention. Besides promoting you it shows you did your homework and that you know what is going in a the group to which you are speaking.

Tom Antion: Search Engine Optimization Checklist

Hi folks:

Part of your success in being a well-known public speaker has to do with your websites showing up high in the search engine rankings.

I'm telling you these "secrets" and if you see anything bad about me in the search engines, you'll know why. It's the search engine optimizers and web designers that don't like the fact I expose their overpriced services.

In a couple of hours I can teach a monkey to get great rankings and I have plenty of my own top rankings and many of my students' high results to prove it.

Here's the checklist on what you have to do to get high rankings the fastest:

• Website all about one topic
• Clean website devoid of lots of fancy elements that junk up your code
• Use site maps
• Place your main keywords properly on your site Note: your title bar is critical
• Have an acceptable keyword density
• Have lots of content pages
• Use a good internal link strategy
• Have a great incoming link strategy Note: this is critical
• Have a strict outgoing link policy
• Have a supporting blog on a different server
• Avoid pdf sites (although it's OK to add pdf downloads as a convenience for your visitors, but don't substitute pdf for straight HTML pages
• Make good use of social networking sites
• Make good use of video sites

If you don't even know what half these bullet points mean, then it's no wonder your website suffers in obscurity. It's your responsibility to understand these things and then farm out the work to young people....even high school students.

I teach these and many more things you need to know at my exclusive mentor program at http://www.GreatInternetMarketingTraining.com Here you can watch a video about the Great Internet Marketing Retreat Center and download a learning brochure which outlines 9 different Internet revenue streams and has several feature articles.

Public Speaking : DEEP PENETRATION Part I

Many people that know me or have had me speak know that Iam a real stickler for pre program research. This researchallows you to connect with the audience on much deeperl evels than you could have without it. There are many ways to do this research. You can review trade publications, do Internet searches, secret shop retail establishments, and use a pre program questionnaire. I do most of these research techniques for every presentation, but the technique that is most effective for me is the telephone interview.

Interview at least 15 people before you speak at an event. Try to speak to a cross section of the people that are goingto be at the meeting. If they are all of the same rank and same job responsibilities, make sure that you get cross section from geographics, short timers versus old timers and/or male versus female. Be sure to get a wide range of views.

Ask some variation of these questions: A.) What are the three biggest challenges you have in getting your daily duties done. B.) Tell me about the organizational successes. C.) Tell me about the organizational failures. D.) Tell me anything funnythat has happened.

In Part II we will discuss how to incorporate this informationinto your presentation

Public Speaking : SAY IT WITH FLOWERS

A speaker friend of mine had a deal with a local flower shop. When he had a program the next day he would buy up all the fresh flowers that did not sell for a dirt cheap price. The flowers were destined for the dumpster anyway so the florist was thrilled to get anything for them. The speaker would arrive to big fan fare throwing flowers into the crowd. Everyone got a flower to take home and depending on the size of the crowd, some would get a whole bouquet. He also sent big bunches as his thank you gift to the meeting organizer. He purposely sent so many that the organizer could not possibly take them all home. His good will (and name) was spread all over the company he was speaking for and the people in the audience had a blast.

Public Speaking : THE CENTERPIECE AREA

Whenever you are speaking at an event where food is being served at round tables, you can use the centerpiece area as part of your program. I recently saw Dr. Shirley Garrett do this at large keynote speech. She was using juggling scarves on stage. The centerpiece of each table was draped in these scarves. It looked great, it was inexpensive, it related to her presentation, and it gave each attendee something to take home to make it easier to remember her message. This idea could also score you some points with the meeting planner who may be able save quite a bit of money on flowers or other ornamental centerpiece items.

In addition, this area of the table could be used as revenue generator for you. I cover this in tape six of the "Wake em Up Video Professional Speaking System" http://www.antion.com/speakervideo.htm You pre-sell your books or tapes to the meeting planner and stack them attractively in the middle of the table. This gives everyone at the table something to take home and won't cost much more than a fancy centerpiece that only one person at each table gets as a door prize.

Use the middle of a round table to tie your message in AND make more money.

Public Speaking : LAY DOWN THE LAW

It is always best to communicate a clear set of ground rules near the beginning of a presentation. For instance, if you do not want questions until the end of your program, state that up front and get agreement from the group. If comments from the audience are allowed, ask that they be kept to a certain amount of time (like 30 seconds or less). Getting everyone to agree to your plan in the beginning puts enormous peer pressure on an individual violating any of the rules.

Public Speaking: Residual income teleclass coming right up

"How to Earn Super Large Passive Incomes Using Residual Affiliate Programs"

Note: This can be done even if you don't have a website.

Sunday night, March 9th 9:00 PM (Don't forget Daylight Savings
Time)

Can't make it? The first 200 to register get a complimentary CD
of the call.

I currently get about $300,000.00 a year from residual affiliate
programs. This is only a small part of my overall business, but
it's nice to know that I could quit everything else I'm doing and
I would have this money coming in whether I worked or not. (see
quick story below)

You will learn:

=> How to find legitimate programs that pay you over and over
again . . .recommend something once and get paid forever

=> 5 ways to make money with affiliate programs without even
owning a website . . . you could start pulling in bucks the day
after the teleclass.

=> How top affiliates maximize their sales . . . in this case,
less is more, which is easier for you.

=> The types of affiliate programs to avoid . . . even some of
the big well-known ones are one step above ripoffs.

=> 10 ways to promote your program . . . only one of the ways
could cost alot, one costs about 35 cents a day and 8 of them are
totally complimentary.

=> How to protect your commissions by ensuring people don't go
directly to the affiliate website and bypass you . . .I've got
two techniques for you that are very easy to implement.

And like all my teleclasses, you'll learn much, much more.

===========

Be one of the first 200 to register and get the complimentary CD

http://www.GreatInternetMarketing.com/teleseminars.htm

===========

Here's a quick story:

I hurt my leg playing tennis. I was on the couch elevating my leg
which was packed in ice. I did no marketing, no emailing and was
half groggy from pain pills . . .  $24,000.00 came in that day.

This is the kind of security I want for you and your family.
Once you build a residual income empire, your family can still
thrive if you get injured, or even if you don't feel like working
anymore.

Telephone Bridge line space is limited and my teleclasses sell
out quickly. Visit:
http://www.GreatInternetMarketing.com/teleseminars.htm now before
all the complimentary CDs are gone and did I mention that the
shipping is on me?

Complete details and registration is at:

http://www.GreatInternetMarketing.com/teleseminars.htm

Sign up now!

I'll talk to you Sunday night.

Tom Antion

Public Speaking : STAND STILL

One of the most common problems I see, even with experienced presenters, is that they do not seem to be capable of standing still when they should. It is very distracting to try to listen to someone who is wandering and swaying around on stage. I have stated in previous articles (v1n3 GIMME THREE STEPS http://www.antion.com/ezinebackissues.htm ) that you should move at least three steps, in a particular direction, and for a purpose whenever you move on stage. Small to and fro movements are very distracting.

As we move into a century that will likely include more distance / TV training, keeping still is even more critical. When you are on TV or video your movements are magnified. I got a good reminder lesson in keeping still while doing the weather and traffic report for a broadcast station in Orlando, Florida. I was all set to be my highly animated self. They put me at an anchor desk and turned me loose with a set script on the teleprompter. My normal performance looked absolutely ridiculous. In fact, it wasn't even close to being acceptable for the tight shot they used. I had to stay perfectly still with the exception of my head and eye movement and facial expressions.

You can practice this at home with a simple video camera zoomed in to a tight close up shot. Either stand or sit and don't move your shoulders and arms at all. Talk to the camera and only allow movement from the neck up. To do an el cheapo simulation of a teleprompter, cellophane tape a script on to the bottom of the lens of the camcorder. Once you master this technique and can convey all your non-verbal information with only head and eye movement and facial expression, you can add small amounts of body, arm and shoulder movement as the video shot gets wider.

Public Speaking : ALLITERATION

Business presentation humor need not be knee slapping funny to be effective. Here is a mild form of humor to add to your presentations.

Alliteration is the repetition of the same first sound or the same first letter in a group of words or line of poetry. You find alliteration used in advertisements and titles all the time because it tends to catch your eye and ear. One of my humorous topics is titled "Pranks for Profit: Confessions of a Paid Practical Joker" It has four "p" sounds. Here is an example of a positive message delivered with alliteration:

"We Bagged the Baldridge award Because our Brainy, Beautiful Business people are the Best."

In a negative message you can soften the blow of the message without appearing frivolous or uncaring.
Example: "The strike by one of our suppliers has put a Crunch on our division. Even though we are Crunched, we are still Creative. We are still Credible. And we will Conquer this problem."

(Source: "Wake 'em Up Business Presentations" Chapter 13 "Thirty-Four Ways to Be Funny")