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Table of Contents
Introduction Overcoming Anxiety Tips for Overcoming Anxiety Exercises to Warm up Your Voice Voice Tips for Success Your Speaking Body Positioning Yourself - Your Presentation Connecting with the Audience Holding the Attention Of the Audience Eliminate Unnecessary Speech Fillers Additional Delivery Pointers Speaking Appearance and Attire Success Pre-Presentation Preparation How to Successfully Prepare Your Presentation Your Speech Starts When You Walk Into The Building Using and Remembering Names How to Control the Speaking Environment How to Deal with Difficult People in Your Audience How to Successfully Present with PowerPoint Fielding Questions About Caterina Rando Sought After Speaker Summit Page 2 Page 3 Page 5 Page 6 Page 7 Page 9 Page 11 Page 12 Page 14 Page 15 Page 16 Page 17 Page 23 Page 25 Page 27 Page 30 Page 32 Page 34 Page 36 Page 37 Page 38 Page 39


As a coach you are speaking all the time, with your clients over the phone, when you are speaking on a tele-class and of course when you are delivering a workshop. In developing the Be A Compelling Speaker and Make Your Coaching Business THRIVE To learning guide you are reading now it is my intention to make you a confident and compelling speaker every time. I want you to develop your public speaking ability and confidence to the point that you not only accept every opportunity to speak, you also seek out opportunities to speak to advance your coaching business. This guide will support you every time you find yourself speaking in front of people in both your personal and professional life. There are many times when it is important for you to get your point across effectively, such as when you are making sales presentations, conducting meetings or asking a question at an event. This guide has been created to help you excel in all speaking situations. I believe you can achieve all the success you desire—and being a confident and compelling speaker every time is one of the most important skills you can develop to bring this success to you.

Expect Success! Caterina Rando


Overcoming Anxiety
Anxiety is normal before a presentation, especially when you perceive the presentation to be important. Take solace in knowing that the more presentations you give the easier it will become to deliver them. Take all the energy being created by nerves and use it to make your program even more powerful. The biggest cause of anxiety is lack of preparation. The best thing you can do to relieve anxiety is be really well prepared: practice your speech, get any questions answered, get to the venue early, shake the hands of audience members so you see you have some friendly people in the audience. Be sure you do not fall prey to any of these old and tired myths about public speaking. Public Speaking Myths About Overcoming Anxiety Myth One Imagine the audience in their underwear to relieve nervousness. The suggestion to imagine them half dressed in supposed to give you the impression that your audience is not intimidating, while this is good—to imagine the audience as other than they are takes your attention off them and puts your attention on your imagination. Instead, look audience members in the eye and breathe. Feel their support. Everyone is probably thinking, “I am so glad it is you standing up there giving a presentation and not me.”


our stomachs produce more acid and if your stomach is empty this can significantly contribute to the anxiety you feel before speaking. It can also hinder you during your presentation as your blood sugar level may drop and your energy will be diminished. 4 . When we are nervous.Myth Two Always give a presentation on an empty stomach. It is important to never say anything to the audience about your nervousness because that will only call attention to it. Myth Three Everyone can see how nervous I am. Definitely have a snack before eating however avoid eating a heavy meal full of carbohydrates—they can make you tired during your program. Usually you feel much more nervous than you look. The audience can only see your nervousness in extreme cases.

and pay particular attention to your jaw. To relieve anxiety consciously. breathe deeply and slowly several times before your program. arms and legs. consciously relax each muscle in your body. our muscles often tighten up. your shoulders. Practice Practice your whole presentation from start to finish. and take a few moments to shake out your hands. Take a deep breath during your program whenever it feels necessary. Before your presentation to release tension and become more relaxed. Move It Always move your body around before presenting. do some stretches. your hands and your feet. See this image in your mind and repeat to yourself “I am relaxed” while deep breathing. focus on each part of your body. 5 . Release Tension When we are anxious. In your mind. Practice until you feel confident about every aspect of it.Tips for Overcoming Anxiety Visualize Create an image in your mind of being successful while presenting. our breath automatically shortens. Breathe When we are anxious. When you are nervous. Start at the top of your head. Relax Have a relaxation image to call on when you need to calm down— imagine sitting underneath a palm tree on a white sand beach or hanging in a hammock in your backyard.

Then make each vowel sound while running your voice up and down the scale. Vowel Exercises Take each vowel and make the sound last as long as you can. etc. You want to warm up before your speech—not during your speech. Sing each name over and over in the range indicated. You can do them in your car on the way to your program or find a private room. This exercise helps to expand your vocal range and give you more vocal variety when presenting.Exercises to Warm up Your Voice It is important to warm up before a presentation especially if you are presenting in the morning or after being at home alone. You will notice how this opens up and warms up your throat even though it does not sound very appealing. “G”. “F”. Violetta— high range Antonio— low range Delilah— breathy medium range Boris— very deep range Open Air Popping Exercise With your mouth wide open. breathe from the back of your throat and make “air bubble” sounds.) making each consonant sound six times. Name Exercise Use these words that represent a certain part of the vocal scale. Here are some exercises I recommend you utilize before presenting. This warms up your lungs and expands your lung capacity. ”D”. 6 . Consonant Exercises Start with “B” and go through the alphabet (“C”. This exercise is especially good for warming up the mouth and improving your pronunciation.

not up top in your throat. Your voice is the most important tool in your delivery. Fill the whole room with the projection of your voice. Make it louder when stating your “must-make points.Voice Tips for Success Start in Your Diaphragm Your voice is the herald that carries your message to your audience. Volume Counts Speak loud enough to be easily heard. this happens when a speaker is nervous. It adds even more volume and authority. Projection is Power Project your voice. Volume adds authority to your voice makes it easier for audience members to stay attentive. Speak from down deep in your diaphragm. Women have a tendency to go too high—and men too low—when nervous. 7 . Never Say No to the Microphone When one is available. instead of projecting only enough to be heard by the audience. Consciously remind yourself to stay in the medium range before you start.” The increase in volume gives your words authority and emphasis. Also it allows you to take your attention off of the volume and keep it on your presentation. always use a microphone. Stay in the Right Range Use a medium-range pitch. Make sure the volume does not drop off at the end your words or of the sentence. Use these tips to maximize your vocal effectiveness. as well.

like a whisper when you want the audience to perceive that you are letting them in on a secret. These words often end in “s” or “t. to give you enough "fuel" to maintain a strong projection. increase your volume on the punch line. or when you want to build suspense. it can be necessary to exaggerate the pronunciation of the word. Go Soft for a Secret Go to a softer. quieter volume. with words that have a soft ending sound.” 8 . It is Okay to Exaggerate To make sure you are clearly understood. Slow Down Your Speed When giving a presentation. Remember to Breathe Breathe deeply and often. remember to speak slower than if you were having a one-on-one conversation.Project the Punch line When you are saying something funny.

Stand up straight and exaggerate your posture. Be aware of your posture when you speak.Your Speaking Body Always warm up your voice. Your voice. This also makes you appear uncomfortable. Slouching. this is very distracting. your body and how you use both are what make up the delivery side of your presentation. or when it is early in the morning. Have your weight evenly distributed. and your head fully upright. The voice can do funny things when you are anxious or nervous. This can be distracting to the audience and can appear too casual. This is not the impression you want to make. To be most effective you want a presence that commands attention and holds the attention of the listener while you present—that is why it is so important to physically position yourself powerfully when speaking. Plant your feet firmly with your knees unlocked. or very laid back or uninterested. Do not cross your feet and shift back and forth. Do not shift back and forth from one hip to the other. 9 . even when you think it will be fine. You always want to do everything you can to set yourself up for success before delivering a presentation. tilting your head and crossing your arms or legs diminishes the message and makes you appear inexperienced. keeping your shoulders back and down.

When you are not using your hands. Consider a warm up Even though speaking is not a sport. Move toward the audience or away from the audience to emphasize certain parts of your presentation. Stand whenever possible. you will be more agile and more physically at ease. Keep your hands out of your pockets.Do not sit for a presentation. If you are a good speaker you use your body. a yoga class or whatever is your favorite form of exercise in earlier in the day before your speech. let them hang by your sides. Move to the front of the room. 10 . Staying seated has far less impact. Walking and talking can be very distracting. If you wish to move around. Whenever possible get a walk. This way you will find that you are warmed up in your body. do it when you are pausing. move around and gesture. it is a physical activity. a run. Stand still when your mouth is moving. Avoid the “fig leaf” stance. This makes you appear too casual and generally ruins your posture. and makes it more difficult to speak well and with authority. Do not wring your hands. It is better to stand at a boardroom table than remain seated.

take a few deep breaths. Stand for Your Presentation When delivering a presentation. Take the Space When you first stand in front of your audience. Standing also allows you to really open up your diaphragm to assist with good projection. stop for a few moments. Do not begin speaking until you have everyone’s attention. you want to position yourself as powerfully as possible. 55% body language and 38% tone of voice. The tilted head gives the impression that you do not believe what you are saying. Exaggerate Good Posture Stand up straight and still when you begin. with your shoulders back and your knees unlocked. not tilted to one side when you speak. 11 . Additionally standing will raise your physical vitality and allow you to be more impactful in the room. Straight Ahead Make sure your head is straight on your shoulders.Positioning Yourself . If you stay seated at the table.Your Presentation Credibility is 7% words. and “take in” the room. By exaggerating your posture you assist yourself with projection and the command of the room. Ground yourself in front of the room by standing in the center of your presentation space facing the audience. Wait until your audience is silent. you fail to take the authority and command of the room that goes along with delivering a presentation.

breathing. to the right in the front. or at the walls. and if they perceive you to be 100% “with” them. pausing. When using visuals. Not above them. They are eye contact. and feel their interest and support before you begin speaking. not on a different planet. the floor and the ceiling. not below them. not in your head—“with” them. Refrain from looking above the heads of the audience members. and then resume eye contact with audience members. 12 . Eye Contact When you first get up to start your presentation. During your presentation maintain eye contact at all times with the people in the audience. There are five factors involved in creating a strong connection with the audience. to the left in the front. Do not give your eye contact to your slides or drawings as if they were your audience. When opening to a very large audience look in each direction. look at the visuals for a moment.Connecting with the Audience Your ability to connect with your audience is the most important aspect of every presentation. to the center towards the back of the room and also to the left and right toward the back of the audience. take at least five seconds to look at each member of the audience (if it is a small group). In some situations there could be lighting that interferes with you actually seeing the people in your audience still you want to go through this process even when you cannot see the people you are speaking to.front and center. pause. pacing and holding the space. Your audience will forgive almost anything if they feel you care about them and their needs.

When making eye contact. 13 . to the listener. It also adds authority and credibility. It is quite common that when someone is nervous they speed up the rate at which they speak until. When presenting you actually want to speak a bit slower then you normally do in daily conversation. speak in short sentences so you are able to breathe and project easily. Pausing Do not be afraid of a moment of silence between sentences. This will help with your audience’s comprehension of your words. Pacing As important as it is to become comfortable with pausing. It is important to get comfortable with moments of silence. look at a different audience member and make eye contact. Once you have completed your thought. is the need for you to become aware of the pace of your presentation. Pauses are the key to holding the attention of the audience while presenting. Pauses make the audience listen harder. Breathing Breathe deeply and often. they sound like a sped up record on a phonograph with all the words coming together. complete a whole statement while looking into the eyes of an individual audience member. Consciously extend your breath all the way down into the ground—meaning do not take short breathes take deep breathes that expand your belly all the way to the bottom of your stomach. The untrained speaker fills this time with speech fillers or phrases that diminish the power of your program. or before making an important statement. prefacing a response to a question. Pausing allows the audience to process your last statement and stay mentally with you.

In a room with an audience it would be the same: the front of the room in the center. Stand in the Power Position In a boardroom the power position would be in the center of the table. Remind yourself throughout your program to send your energy out to your audience. breathe deeply. Imagine your energy going into the whole audience so that every audience member can feel your energy. move slightly toward the individuals you are looking at in the audience. When you begin speaking. When you have something significant to say move back to the power position. Be sure to stand in that spot. stand still and imagine roots coming out of the bottoms of your feet into the ground. Holding the Space Before you begin speaking. When you are speaking for several minutes or more then be sure to move around and use the whole front of the room. In addition there are a few other things to be aware of. This means if you have a projector. In addition to using the whole space also speak to the whole audience looking at each person in a small group and toward each section in a large audience. it and the screen are off to the side. to hold the attention of the audience it is necessary to maintain eye contact. Use the Whole Space If your speech is only a few minutes long then only speaking from the power position is fine. 14 .Holding the Attention Of the Audience As we have discussed. Exaggerate your posture slightly by pressing your shoulders back to open up your lungs. maintain a good pace and frequently pause throughout your presentation.

“anyway. Fillers include “such as.” “well.Eliminate Unnecessary Speech Fillers Another important factor in holding the attention of the audience and delivering a strong program is to have good delivery. Your Personal Speech Fillers to Eliminate 15 .” “um. words or phrases. Other Speech Fillers You Have Heard Action to take: Now record yourself giving a presentation or even having a business conversation over the phone.” “it’s kind-a like.” Using speech fillers distracts the listener from your program and makes your presentation less impactful. Notice how they impact the effectiveness of the speaker. Speech fillers are sounds.” “so. Play it back and hear what you might be saying that you are not even aware of.” “and. One often over looked enemy of a strong delivery is the speech filler. “um.” “ah. words or phrases that distract the audience. make you appear ill prepared and can send the message that you are not fully competent.” “o.k.” “like. Listen for the speech filler sounds. Action to take: Listen to people give a speech or an interview on television or the radio.” “gee”.” “you know”.

It will minimize your credibility and does not serve your presentation. 16 . Involve the audience as much as possible. use volunteers. Certainty is the internal belief that you have the answer. Do not put yourself down or make self-deprecating comments. excitement. the more involved the audience is in your program the more engaged they will be. Ask the audience questions. emphasized through your speaking voice. If you are not excited about your products or services you cannot expect any one else to be. If you do not convey a sense of certainty no one will want to do business with you. Enthusiasm is the fun. even in fun. Do not invalidate yourself.Additional Delivery Pointers Always speak with certainty and enthusiasm. Do not invalidate your communication. Make references to discussions you have had with people in the room. The word “but” invalidates whatever thought preceded it. volume and energy that comes through your voice when you speak. Replace “but” with “and” or use the powerful pause.

Never wear anything for the first time on a day when you are presenting. Your attire supports your confidence on the platform when you know you look good. gets wrinkled easily or not. Dress for where you are going not for where you are.Speaking Appearance and Attire Success Take extra time getting dressed to look your very best. Men Do not buy off the rack. You want to do everything you can to be as confident as possible when you present. You will look so much better when you have a suit that is custom tailored. When presenting it is important to know what attire the audience will be wearing and to dress a little better then they will be dressed. Make sure you are wearing a shirt that stays tucked in. Clothing Tips Working with an image professional to create a sought after speaker look that is consistent with your brand is always a good idea. Consider doing a “test run” on a new outfit you are considering presenting in. Splurge on your speaking suits to always look great. This is an investment in your business success. Wear a pressed shirt and pants. gathers and rides up or not. Custom shirts are a great idea. You want to know if it makes you hot or not. Never dress more casually than your audience. Consider 17 . If you have not had a professional image upgrade in the last two years it is time.

Color Tips Generally. It may have been awhile since you wore that suit or outfit you plan to present in. Women When purchasing a suit or outfit do consider custom tailoring. If your clothes are pulling because they are a little too small. although 18 .weather-striping the inside of your pants at the waist. light colors make you seem friendlier and more approachable. Make sure your clothes do not pull anywhere. you will be uncomfortable and your audience will be distracted. Blouses without button fronts are better so there is no risk of pulling or popping open. Two Big Mistakes to Avoid Do not wear prints. Make sure if fits well. Anything too short or tight is unprofessional and distracting. Dark colors can add authority and credibility. Skirts should not be shorter than 2 inches above the knee. If you wear a tie. Make sure your shoes are shined. Take everything out of your pants pockets before giving a presentation. they are distracting and call attention away from your face. it is not the best selection for you to wear for a presentation. Is the collar frayed? Has the jacket lost its shape? Even though you might like this piece of clothing. Sometimes your favorite jacket or pair of pants is ready for retirement. You want to make sure your suit looks the best it can look on your body. Make sure your pants are not too tight or pulling anywhere. make sure it is not louder than your voice. Take a good look (in the sunlight) at what you plan to wear.

Shoe Tips Make sure the color of your shoes is not distracting. neutral-colored rim. Save the bangles and multiple tapping bracelets for another occasion. Always press your shirt and suit before presenting. More than an inch and a half high is starting to be too high because after a few minutes it becomes tough to maintain great posture and hold your center. Small cufflinks can be a stylish touch. Get a second opinion to make sure that color looks great on you and does not overpower you. When you are standing on a platform and your audience is seated below you. 19 . Shoes that are not well maintained will be noticed. You want to stand out not the color you have selected. Regarding your shoes. Men Always wear a belt or braces. wear the kind with a very thin. Accessory Tips If you wear glasses.make sure you do not look too stern. Black can be intimidating. Your hair color is your best neutral shoe color. Women Dangling jewelry will distract the audience. make sure they are recently polished and the heels are well maintained. Wear lighter colors near your face and darker colors below the waist. For women it is important not to wear heels that are too high. I recommend for all sought after speakers that they hire a color professional and get their color palate created every few years or after a change of hair color. since wide rims can detract from the speaker.

a freshly coiffed hairdo can add a little extra presentation polish. 20 . aside from a small gold chain. Also. Suntan. women do not find the same large earrings distracting. Women Keep your hair out of your face and out of the line of vision of the audience. men report they find large earrings distracting on women speakers. The least distracting pantyhose color is nude. Bracelets.Additionally. Curiously. will be distracting. If it has been awhile. If your hair has a lot of volume. pull it back or put it up. Long necklaces and chain belts are best left for non-speaking days. This also makes you look more sophisticated and authoritative. Any jewelry below your neck will distract the audience from your face. If you wear lapel pins. wear small lapel pins. opaque and colored hose are more distracting. On a presentation day. mousse or spray to keep everything in place and prevent frizziness. tie it back. Hair Tips Never touch your hair during a presentation. consider a haircut before an important presentation. as will most rings other than a simple band. use a bit of extra gel. Anything you use to pull back or tie up your hair should be the same color as your hair. Do not use elaborate hair ornaments.

Men In the days preceding your program. Just like your mother said—we want that hair out of your face so it is not distracting. They will distract you. You want to be totally confident about what you are wearing when you go to deliver your program. If you are grey haired make sure your eye brows still have some color so that your eyes pop. Make sure it des not need any pressing or mending and that it is clean. or adding a little more eyeliner than usual. lipstick and under-eye concealer for your presentation. wear at least mascara. An important grooming aside: get a second female opinion about your eyebrows. If you are experienced with faux lashes they can make your eyes pop for a presentation. ask yourself if it is time for a haircut. Sometimes a little extra emphasis around the eyes can draw your audience in more. Do not wear them for a presentation if you have not worn them before. Bushy and out of control eyebrows are not only distracting they make you look older. 21 . Put Attention on Your Speaking Suits The week before your presentation pull out your suit or outfit. do give them a trim if they need it. If not consider dyeing your eyebrows so they become the focal point of your face. Consider darkening your brows. Makeup Tips Women Even if you do not generally wear makeup. Wear neutral shades and colors that will not distract.

People that present often may have one or two suits that are only for speaking. 22 . These are known as “speaking suits. make up and clothes before a presentation. However recognize that your appearance is an important part of being successful in front of the room and key to your confidence.” They are suits that are only worn for speaking. Always check your hair. You may not consider yourself a fashionista or a Dapper Dan in your day-to-day life. so they can always be ready for this special occasion.

What are your secondary goals in delivering this presentation? • Establish myself and my firm as experts. 3. What do you want your audience to know about you and your firm? 23 .Pre-Presentation Preparation To deliver a successful presentation every time. What is your primary goal in delivering this presentation? 2. • Keep my audience engaged and interested. there are several things to consider long before you ever arrive at the presentation location. Use the following checklist to help you get the best results every time. 1. • Create rapport with my audience.

How much time do you have for your presentation? 24 . What gives you and your firm the unique advantage in this situation? 8. What are the expectations that your presentation must exceed? 7. Who is your audience? What are their values.4. needs and restrictions? 5. What does your audience want to get out of your presentation? 6.

For example..” Also be sure not to start your speech with a speech filler. “You will see why our firm is the right choice for this project” or “After our talk you will have the tools you need to be effective at handling customer care calls every time. Also key is clarity on how much time you have and who is in the room.How to Successfully Prepare Your Presentation Organizing Your Presentation Good business presentations are either informative or persuasive. You will not make a very good impression if the first word out of your mouth is umm. Therefore open with a personal story or vignette from your business or life experience.. great to be here” or “Thank you for this opportunity. 25 .. ” or “I want to start by saying... The best business presentations are both.” or “Basically. Step 2: Formulate Your Opening When you address an audience you want to answer the questions that are foremost in their minds: “Who are you?” and “Why should I listen to you?” Even if your introducer said all this. End the opening by stating the primary objective of your talk.. Step 1: Know Your Desired Outcome Fill out your pre-presentation assessment to clarify your goals. do not assume they heard it. Many stories or vignettes can be slightly adjusted to support any speech you are making.” Things to Avoid in Your Opening Do not open your talk by saying “Thanks Bob.

Step 4: Gather Your Points of Persuasion Have three to five reasons or benefits that support each of your primary must-make points. Step 5: Coming to a Close When you are wrapping up. visual images. For example. A good rule of thumb is to allow five to ten minutes of presentation time for each primary must-make point. “You can see why our firm is the best choice. What are the primary “must-make” points you need to convey in order to inform and persuade your audience? Do not have too many must-make points. metaphors. Use statistics. stories.Step 3: Preplan Your Primary Points Plan ahead of time the points you want to make to support your success. We look forward to you selecting our firm to do this project. A call to action is telling your audience what action you want them to take as a result of your presentation.” 26 . start by summarizing your main points and then go more into your Call to Action. other client examples and personal experience examples to support each primary must-make point. other industry examples.

Set yourself up for success in advance of leaving for your speech. The sooner you get there and connect with them the more at ease they will be and that impacts how they work with you. find the meeting planner and get yourself settled. locate the meeting room. Always Arrive Early Give yourself plenty of time to get to the venue early. you want to take time to survey the room and make sure people seated in any spot can see you and their view is not blocked. Ask them if they need anything from you. When possible. You do not want any surprises once you get there. This way you will be relaxed. Go over the agenda with them to make sure you are both on the same page. not rushed and in a good mood. how many handouts should you bring or will they duplicate them for you? Of course. find out how much time you have. Access Your Surroundings Next. Connect With Your Contact As soon as you arrive connect with whoever needs to know you are there.Your Speech Starts When You Walk Into The Building Get Your Questions Answered Ahead of Time Take the time to find out all the details in advance of the event. 27 . what room are you meeting in. Your contact cannot relax until you are there. Then you can give yourself plenty of time to park. do not hesitate to rearrange the furniture if you see it is necessary. Where do you park. It is key that your meeting room is set up well to support a successful speech or event.

If you are using a projector. As a side note. you always want to be set up for your presentation and 100% ready 28 . Have them practice. if there is someone in the audience who knows you they are the best person to introduce you. Be quick to close doors and windows if that improves your situation. Meet Your Audience When the first guest arrives or the first person walks into the room. They will do a much better job than someone who has never met you and does not know how fabulous you are. Does a window need to be shut? Does someone need to ask another meeting room to turn down some music? The point of all this is to eliminate all distracting noise. Be sure to check out the lighting? Is there enough? Will you or any audience member have glare from a lamp in their eyes? If so make the necessary adjustments. Find Your Introducer Go over your introduction with whoever is introducing you. By the way always bring two copies of your introduction to the event. which is the center of the room. point out the words people usually mispronounce. Then pull up your slides and go through them. Be aware that when your slides are on someone else’s computer the words or graphics can sometimes get askew and by going through them ahead of time you can fix any that need adjusting.Assess the noise from outside the room. a screen and slides first make sure they are off to the side so they do not take up the power position for speaking. It is amazing how often introducers can loose introductions between the hallway and the podium.

Mingle and Mix Before Your Presentation Introduce yourself to as many members of the audience as time allows. if possible. Get to know your audience as much as possible. Ask people questions about themselves. make eye contact and be approachable. Taking time to get to know your audience ensures they are going to be much more open to your message and much more engaged in your talk. what they do and what do they want to get out of the presentation. you know where your handouts are and how they will be distributed. your product table is all set. 29 . be friendly. In a small audience. Smile and Be Approachable Sometimes when we are a little nervous before a talk we look really serious. Now it is time for you to put all of your attention on them. You have checked your microphone. Get everything related to your presentation out of the way so you can put all your attention on greeting and getting to know the audience members before your speech. Be the kind of person that leans in. Have a firm handshake. Even though you may be nervous before a presentation. meet everyone before the presentation go. Remind yourself to smile. you want to appear calm and prepared. Being friendly off the platform will give the perception of an even better speaker on the platform. Some speakers do not do this—big mistake. The more you have connected with the audience the more they will support you during your presentation. makes eye contact and extends your hand first with a big smile.

use the following tips: • Tell yourself you are going to remember the names of new people you meet. relax and focus on the other person's name. We must make a point of reminding ourselves to listen. This provides a feeling of warmth. Usually we don’t remember people’s names because we did not hear them in the first place. trust and connection. When we are introduced to someone we first focus visually on them looking at and processing this visual information. Give yourself an advantage and have your audience feel more connected to you by taking the time to learn. Use their names if you have an opportunity to acknowledge or call on them during your presentation. Some studies have shown that 85% of buying decisions are made based on the people involved and 15% are based on the product or service involved. While we can see and listen at the same time. 30 . learn the names of everyone in your audience. This creates rapport and holds the attention of the audience. our attention is often drawn more to the visual cues than those auditory ones. To remember names. Remembering names is a simple skill that can easily be learned. remember and use the names of the people in the room.Using and Remembering Names In a small group. • When introducing yourself. Remind yourself to listen as you are introduced. This means that clients buy often because of you.

scan the room and repeat to yourself the names of everyone you have met. The more you focus on learning people’s names the better you will get at it. Pretty soon you will find you can easily remember the names of everyone in your audience—if the room is not too big._______. “I enjoyed meeting you. .” • When you end your conversation. This will help you remember the new name.” • Ask for a business card so you can connect a face with a name on the card later. • If you aren't sure how to spell a name. “Nice to meet you. 31 . • Use the name in conversation in the first two minutes if the conversation continues. • When you have a few moments before your presentations. Continue this for a few minutes when you have the time. use the person's name again. • Make sure you pronounce the name correctly. ask.• Repeat their name back to them with.

where you can put every-thing you will need during your presentation. You still want the focus on you. not in front of you. When presenting in a boardroom style setting. or anything else that could be distracting and take attention away from you and your presentation. When you expect to be standing for your presentation have a small table next to you.How to Control the Speaking Environment Your ability to control the environment in which you are speaking will significantly impact the success of your presentation. unrelated visuals. Pass them out before you speak. demonstrating products or using props only show one at a time. When you are going to be seated. as in a conference room setting. remove extra chairs so that there are no more chairs than people. if you are going to stand remove the chair from the front of the table—the area you will be presenting from. so if people are seated before you begin they can look the info over. Passing things out during the presentation is distracting and you often loose the attention of the room. Bring packets of information for everyone in the room. Have anything you need for your presentation right beside you. spread out your materials on the table and in front of the room. When using visuals. within your grasp. 32 . Remove from your presentation area any equipment. the speaker. Also.

and turn off any equipment in the room. Have your introducer ask people to turn off their cell phones. Then continue. 33 . when your presentation is interrupted by someone coming into the room. In a small group setting. ask your audience to turn their chairs to face you.If you feel the audience's attention is more on each other than on you. close doors and windows. Eliminate all distracting noise. acknowledge the person and stop presenting until that person takes a seat.

Always honor your audience. 34 . they will not create an opportunity to be heard during your presentation. an objection they have. If people are speaking during your presentation. often before your program when you meet someone they will mention to you. connected with you and have created some rapport with you they are more likely to be polite and attentive.How to Deal with Difficult People in Your Audience One reason why it is good to meet everyone before the presentation begins is that if people have met you. For example. if you meet someone before a presentation and they say that their friend worked with your firm years ago. If you give them an opportunity to speak with you one-on-one. one-on-one. Always say “thank you” to someone after they ask a question or make a comment. This gives you an opportunity to talk to them intimately about their objection rather than in front of the whole group. Recognize that often-difficult people just want to be heard. interrupt them politely and ask them to rejoin the program. Also. This way you do not have to have this conversation in front of the whole room. Never make anyone wrong in your audience. Remember that it is up to you to control the room. You have time to ask some questions and respond.

I will be happy to discuss with you after I finish. or question. If you are continuously interrupted by a dominator.Do not compete with your audience—you will lose the room.” Tell that person you will come back to that point later. say. If people are talking just stop for a moment until they stop talking and then start again. ask them to “hold that thought. If a “dominator” wants you to focus on something other than what you came to talk about.” 35 . Direct your questions away from anyone you identify in the room as a possible dominator. “I am going to continue my presentation.

in the center. Always leave as much light on as possible. If you have dimmed the lights. Stand in the best-lit area. 36 . Do not stand by the projector to speak. bring the lights back up and facilitate discussion or questions.How to Successfully Present with PowerPoint Have your projector off center so attention will still be with you. Your audience is less likely to ask questions when slides are being shown. Set-up and test any equipment in the room before you start and before the audience arrives. Set the scene for each slide and don't say “as you can see” or “it is obvious. Speak loud enough to be heard over the projector. Stand in the front and in the center of the room. stop between groups of slides.” Do not try out new equipment without having first practiced without an audience.

Say. This allows you to gather your thoughts.Fielding Questions Whenever you present. lets everyone in the room hear the question. 37 . • Keep your answers simple. and allows the questioner an opportunity to clarify any miscommunication. what kinds of questions or objections will you get either during your presentation or when you are speaking with someone one-on-one? Ask yourself this and pre-plan your responses. Aristotle Onassis was known to pace up and down the deck of his yacht before an important meeting. admit if you do not know an answer. he would rehearse his response to every possible objection he could imagine. “Before I close. Repeat each question asked. • Never bluff. answer) your questions. control the ending.” Once all questions have been answered. I will entertain (take. begin your close. Tell the questioner you will find out and get back to them. Do not hesitate to share any customer examples that come to mind depending on the question. • Think ahead. Take questions before you close.

Caterina is also the creator of the Sought After Speaker Summit and The Business Breakthrough Summit. MA. Caterina is co-author of several popular business books including: Incredible Business. two live events designed to provide you with the tools to accelerate your business success. MCC. She is a master certified coach and author of the national best-seller Learn to Power Think from Chronicle Books. Woman Entrepreneur Extraordinaire and Socially Smart and Savvy. Caterina holds a Bachelor of Science in Organizational Behavior and a Master of Arts in Life Transitions Counseling Psychology. shows professionals and entrepreneurs how to build thriving careers and businesses through public speaking. She is a Certified Personal and Professional Coach (CPPC) and a Master Certified Coach (MCC). 38 .About Caterina Rando Caterina Rando. Caterina is certified trainer to deliver Emotional Intelligence in the Workplace. Savvy Leadership Strategies for Women. the highest designation awarded by the International Coaching Federation.

or many more initial.soughtafterspeaker. Use coupon code CRVIP to receive 50% off your registration. Speaking builds your network. Join Caterina for a dynamic two-day event designed to catapult your business through speaking: The shortest distance between you and a thriving business is referrals. networking and speaking. What could be better! When you join us for this innovative event you will: Come home with clients when you speak Catapult your credibility and expand your influence Multiply your reach far beyond your current client base Solidify your brand awareness in the marketplace Establish you as the “go-to” expert for what you offer Gain insight and support on how to get in front of the audiences you want To find out more and to register with a 50% discount go to: www. potential conversations all at once. 39 . results in referrals and allows you to have 30.Now that you have good presentation skills the next step is to learn how to come home with clients when you present.