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Are You Selling Pants, Or Selling A Dream?

Are You Selling Pants, Or Selling A Dream?

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Published by Matt Heinz
Ninety-eight marketing ideas, insights and inspirations to help you sell more, build your brand and delight your customers
Ninety-eight marketing ideas, insights and inspirations to help you sell more, build your brand and delight your customers

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Published by: Matt Heinz on Apr 04, 2007
Copyright:Attribution Non-commercial

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08/14/2013

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This week I had the pleasure of attending a Kelsey Group conference focusing
on Local Search. It was one of those conferences with many speakers and many
panels, and I found it interesting to watch the differences between how various
executives handled their speaking opportunities.

As with many conferences like this, multiple executives from different
companies offering essentially the same services appear on a panel, yet some
executives comes across far better than others.

The difference isn't always in their products, or in their presentation content,
but largely in their delivery.

I could go on and on about public speaking best practices, but just based on the
past couple days at this conference there are three things I believe can help
any speaker stand out from the crowd:

1) Don't read your slides: If you are using Power Point slides as part of your
presentation, cut the words on the slides down to a minimum, and make sure
your taking points compliment and augment those slides. When speakers read,
or even paraphrase in linear order, audiences get bored quickly.

2) Know your content: This may seem obvious, but it's clear when speakers
don't know what slide or point is coming next, and rely too much on their
Power Point deck to remind them. If you know your content well, you likely
aren't even looking at your slides. You're looking at your audience, directly
connecting with them, which will make you far more engaging and interesting.

3) Show passion: This one is harder, as some speakers are more inclined to be
passionate than others. Passion can be communicated in many ways - use of
hands, facial expressions, tone of voice, etc. Regardless of what you're
comfortable with, or pre-disposed to, use this to your advantage.

The common theme in all three of these tips is to get your audience engaged.
Make them want to listen to you. No matter the subject or content, better
audience engagement will significantly increase how well your audience hears
your message, and whether they want to learn more.

Get more at MattonMarketing.com

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