[0:00:49] What You Say, What You Don’t Say, and Why You Say It That Way
Patricia has been speaking for well over 30 years and delivered more than 3000 presentations on five continents. Her focus is helping other people become powerful, persuasive presenters. Build credibility by being specific. Your word choice matters more when you have a global audience. Patricia has something to say about Brad’s ripped jeans and “needing a shave” look!
[0:06:44] Build Value
To make an emotional connection, use you-focused language more than I-focused language. If you claim your role as though you’re already doing business, your prospects will be nicer to you. Reorganize presentations based on customers’ interests, opportunities, or challenges. Never thank people for their time–you thank them for the opportunity. Storytelling is very important but follow the “Situation-Solution-Success” formula.
[0:13:51] 40 Years of Studying Communication
Patricia was a men’s hairstylist working in a posh salon with Jay Sebring, Hollywood’s number one hair stylist. After Jay’s murder, she became the salon’s media personality and learned a lot about business from executives, high-flying salespeople, and lawyers. She also took screenwriting classes and worked with great speech coaches and copywriters. Every time you work with a new client, you become smarter and more valuable to the next ones.
[0:19:07] Listening… and the Key to Connection
Professional speakers get paid to deliver the same speech every time. If you listen to customers and clients, they will tell you what they want to pay for. The secret of conversation is to ask questions but the quality of the information you receive depends on the quality of your questions. Patricia discovered a business opportunity when she was asked to train salespeople to deliver presentations. Another turning point was when she was asked twice, on the same day, to be an executive speech coach. FrippVT offers interactive virtual learning.
[0:27:07] Know Your Premise
Every presentation has a premise, a big idea, or a central theme. If you had one sentence to represent what you will talk about, what would it be? Repeat your premise during your presentation and it becomes your “echo.” Brad will try harder not to use profanities in his presentations! Will his audience expand if he stops using cuss words?
[0:32:28] All Speaking Is Public Speaking
You have to know beforehand what your opening is–don’t wait till you’re at an event. Principles that apply to “stage speaking” are also true for the sales floor. If someone masters the principles and repeats them enough, they will become proficient. The more proficient they become, the more successful and consistent they will be. Delivering at trade shows sometimes requires clients to be “larger than life.”
[0:36:30] Visual Aids
PowerPoint is a visual aid–it is not the presentation. When preparing a presentation, start with a whiteboard. Once you establish your premise, all talking points have to prove the premise. PowerPoint is for talking points, not sentences. The most important part of a presentation is the speaker. When you’re making a point, the audience should be looking at you.
Most speakers think they’re being dynamic if they walk up and down the stage. However, they should begin by standing still. How you stand at the beginning represents the stability of your ideas and the stability of the company you represent. Stand still for key lines. Learn to use movement-specific phrases. Gesture right and left to indicate past and present.
[0:46:28] Personal Tidbits
Patricia grew up in a little town called Wimborne, Dorset (UK). Her brother, Robert Fripp, is a famous guitarist with a rock band called King Crimson. He once met Jimi Hendrix, he played on David Bowie’s Heroes, and has played with Joe Satriani. Robert was ranked 42nd on Rolling Stone magazine’s list of 100 Greatest Guitarists of All Time. King Crimson is marking its 50th Anniversary with performances in the US and Canada. Listen to Robert’s presentations on Robert FrippVT.
[0:49:02] Storytelling and Grooming
FrippVT has a two-hour course on storytelling techniques. Whether your goal is to inspire or persuade, stories could give you a competitive edge. Mine the treasure trove of your life. Practice by telling stories to colleagues while identifying lessons in each story. Your image says something about you. If you have dirty fingernails or bad breath, people won’t buy whatever you’re selling.
Sign up for a course at FrippVT and learn how to be a powerful speaker. A year of FrippVT costs less than one hour of personal coaching. You can also buy Patricia’s books and connect with her on social media. Remember, FRIPP stands for: Frequently reinforce ideas that are productive and profitable!