Posts Tagged ‘sales’

Bring Your Message Home

In business, Business Networking Groups on January 28, 2015 at 8:08 PM

A good novel has a really exciting conclusion. A good presentation should have one too. novel ending

Unlike a novel though, your conclusion does not have to be a surprise or a cliffhanger – it should be predictable and your final words should hang in the air and stay in the mind of the listener.

A strong conclusion will:

  • Bring your message home
  • Tie together all your points
  • Tell the audience what it is you want them to do
  • Let the audience know you are through speaking

Most importantly though, it demonstrates your competency as a speaker and shows that you are earnest about your subject.

While this is one of the most critical parts of your talk, many speakers give it inadequate attention. They reach the end of their talk and trail off into nothingness, losing the final WHAM the conclusion should deliver and hurting their credibility as a speaker.

As important as the conclusion is, it is generally the easiest to write. An effective and easy formula is to:

  • Restate your theme,
  • Remind the audience of the 3-5 key points; and
  • Tell them what you hope they will do next.

Try plugging your details into this concluding statement:

“By now you can probably see why (your main point) is so important. We have discussed (3-5 key points). If this is of value to you then I encourage you to (action you want them to take).”

Think of it this way – your audience is most likely to remember your final words – so choose those last thoughts carefully and deliver them with a punch!

The ending of your talk is critical: it is like the final chapter in a book, the punch line of joke or the last chord of a song. To maximize your effectiveness as a speaker, take the time to create a well thought out, well rehearsed concluding statement.


Here are some other articles you may enjoy:

Are We Communicating?

When Is It The Right Time To Not Speak?

Fear Of Public Speaking Is Universal

Show The Audience You Don’t Care

 © 2007 – This speaking tip is one in a series provided to you by iSpeakEASY. Call for information on individual coaching or group training.

Are We Communicating?

In BNI or other Networking Groups, Business Networking Groups, Business Presentations, Public Speaking, Social Media on March 26, 2012 at 8:14 AM

Do not assume that because we have phones, faxes, email, websites, social media, texts, snail mail, FedEx, Blackberries, iPhones, Droids, voice mail, and cell phones that any communication is occurring.

Communication still requires a human touch.







© 2012 iSpeakEASY – All Rights Reserved This speaking tip is one in a series provided to you by iSpeakEASY. Call for information on individual coaching or group training.

Related articles



Are you an experienced speaker interested in improving your skills and increase the effectiveness of your presentations? The Speakers Academy is a fast, intense, four-part workshop for professionals that want to increase their confidence, become more credible, and accomplish more with their words.

We will build on your existing skills and bring you to a new level with your speaking.

Click here to learn more.

Earn More When You Network

In BNI or other Networking Groups, Business Presentations, PowerPoint, Public Speaking on November 14, 2011 at 9:55 PM

It’s a fact that the amount of business you land and the number of referrals you receive in your networking group depends on how well you present your ideas to others. It depends on how you speak and what you say. In other words, it depends on your speaking skills.

iSpeakEASY Infomercial Workshop will help improve your speaking skills. Other people who’ve attended these session have found that they are now earning more money – and they credit what they learned in the workshops for the increased income. They’re making more money. You can, too.

Workshops that help improve your credibility and confidence when speaking.  At just $69, most people earn the investment back at their first networking event.

Click here to see a workshop flier.

And, if you’d like more information, please call or send me an email.

Put Your Gold Up Front

In Business Networking Groups, Business Presentations, Fund raising, PowerPoint, Public Speaking, Uncategorized, web video on September 29, 2011 at 10:38 AM






The speaker at the lectern let go with a gem of a statement. I nudged the person next to me and said “that was brilliant”.  My companion looked up from his smart phone and said “Huh? I did not hear it, I must have been distracted.”

The fault was not with my companion. The speaker had spent so much time droning on with boring details that most people in the room had checked out. By the time he got to his golden statement, few people were paying attention to hear it. (If you know me, you might think it is amazing I caught this insightful statement). As I looked around the room, I noticed that most people were distracted with their phones, shuffling papers, or just looking out the windows. By the time the speaker said something worth hearing, few were listening.

If he had started his talk with his golden words everyone would have heard them. Not only that, it is more likely they would have paid attention to the rest of his comments. At the beginning of his talk, 100% of the audience was focusing 100% of their attention on him. Rather than capitalizing on this opportunity, he lost his advantage by going over dry details that were of low value and, perhaps, did not need to be said at all.

Everyone pays attention at the beginning of your talk – use this opportunity to share your golden thoughts and grab their attention.

In case you wondering, there is “gold” in the middle of the first paragraph.  If you are like most people though, you missed it. Just like the speaker in the story above, the gold is buried too far to be noticed. Look at the paragraph below and notice how much easier it is to find the gold.






Getting Straight With Visuals Aids

In Business Networking Groups, Business Presentations, Increased sales, PowerPoint, Public Speaking on August 22, 2011 at 4:29 PM

A picture is worth a thousand words

My chiropractor did an excellent job today. Better than what he did to my body – it was the way he explained the issues through visual aids.

As he spoke, rather than just relying on his words, he had an array of visual aids ready. As he explained the possible issue with my back, he held up a model of a spine, showed me the parts and how they were supposed to work, and what he thought was going on in my back. As he twisted the model, it all made sense to me. He then stepped to a poster on his wall and showed me another possible ailment – seeing the diagram helped me quickly understand what a “disc” is, how it functions, and what happens to make it hurt.

On another wall, he had a diagram of the recovery process. It seemed complicated but rather than explain all of it to me, he simply showed the part of the process important to me: where I was and where I hoped to be.

Now think back to a time you visited a Doctor or even your car mechanic. As they explained the problems using only their words, did you find yourself glazing over, not understanding, but agreeing to what they said just because you did not want to appear ignorant or hear it again?

Visual Aids Add Meaning To Your Words

Visual aids are powerful tools that help make your point. It is said that a picture is worth a thousand words – well so are models, sketches, posters, and even hand-drawn diagrams. The next time you have to explain a process or outcome, think of a way to include a visual aid. Is there a model, a poster, a picture, a diagram that can get your point across? If you can do this, you will find it easier to discuss your topic with your audience and they will more readily understand the concepts.

A picture (or model or diagram or poster) really is worth a thousand words and, let’s face it; no one wants to hear those thousand words anyway.

Dr. Doug DeSalvo
is a chiropractor offering help with pain relief, weight loss, auto accident treatment, neuropathy treatment and more. Dr. DeSalvo is a graduate of the  Speakers Academy (but that is not where he learned to be a Chiropractor!) Learn more about Dr. DeSalvo by clicking here.

iSpeakEASY offers workshops on effective use of visual aids (including PowerPoint). CLICK HERE for information.

© 2011 iSpeakEASY – All rights reserved. Links encouraged, reprinting, copying, or reposting requires permission of iSpeakEASY.

The Rights Of A Speaker

In Attracting New Clients, Business Networking Groups, Delivery, Increased sales, Public Speaking on April 19, 2011 at 8:51 AM

Speaking Tip 30

 The audience expects (and is entitled to) the best performance you can offer. Your credibility and that of your organization is at stake every time you make a presentation.

As a speaker, you have rights to insure you are positioned to properly provide the top-rate service your audience expects. Do not be afraid to politely turn down a request to speak if the reasons justify it.

A speaker is entitled to:

  • Adequate lead-time to prepare for your talk
  • Clearly defined expectations – What is it they want from your talk and why were you asked to speak?
  • The parameters of your talk – e.g. time allotted, size of audience
  • A clear description of audience member’s backgrounds and needs related to the topic
  • A list of other speakers preceding and following your talk
  • Access to proper equipment: stage or podium, lectern, microphone, properly functioning audio-visual equipment
  • Ability to set up the room in advance so that it works for you
  • The full amount of time they have allotted you
  • A host who sets clear ground rules so the audience treats the speaker with respect
  • A place to speak that is quiet with out distractions

 To deliver your best you need the right tools, time and information. These will increase your self the confidence and credibility allowing you to offer excellent presentation the audience deserves.




© 2008 – All rights reserved.  This speaking tip is one in a series provided to you by iSpeakEASY.  Call for information on individual coaching or group training.

Unlocking The Minds Of Your Audience

In Attracting New Clients, Business Networking Groups, Confidence/Nervousness, Credibility, Delivery, Public Speaking on April 2, 2011 at 3:52 PM

Speaking Tip # 66


Chances are, we’ve all tried to use a key that is rusted, dirty, and nicked. Yes, the key might open the lock, but it takes more effort and frustration.

Content is the key to a good presentation, but if key is not well polished, the presentation won’t measure up to expectations.

A good presentation is easy to follow and fun to hear. The audience is intrigued and inspired, and the room is filled with energy. This happens when the speaker’s goal is to allow the audience to focus on the meaning of the words, rather than exert effort trying to figure out what they mean. The more distractions (rust, dirt, nicks) the speaker can remove, the easier it is for the key to unlock the minds of the audience.

Common types of speaker rust, dirt, and nicks include:

·     Irrelevant information or relevant information delivered at the wrong time. As a speaker, it’s easier to determine what to say than to know what not to say. Some speakers assume they are the center of attention and believe the audience wants to hear everything they have to say. Effective speakers understand the audience is the center of attention, so everything said must benefit the audience, not satisfy the ego of the speaker.

·     Poor presentation style. Distracting mannerisms, verbal fidgeting (ums, ahs), and pacing back and forth all detract from speaker credibility. Rather than being able to relax and absorb what’s being said, the audience only shares the speaker’s discomfort.

·     Poorly designed talk. The audience expends energy trying to piece together bits of information, rather than being able to expand on the ideas being presented.

·     Poorly designed graphics. The audience is forced to guess what an image means, rather than just listen to the speaker and understand the points being made.

·     Lack of attention to audience needs. An audience member who is thirsty, hungry, deprived of caffeine, or in need of a break has a difficult time listening, let alone focusing and appreciating.

A good presentation demonstrates respect for the audience. It says the speaker values the audience enough to make the experience completely enjoyable. Most people will forgive poor presentation style if the content is valuable or interesting; however, they have every right to expect a presentation with good content and excellent delivery.


Are you an experienced speaker interested in improving your skills and increase the effectiveness of your presentations? The Speakers Academy is a fast, intense, four-part workshop for professionals that want to increase their confidence, become more credible, and accomplish more with their words.

We will build on your existing skills and bring you to a new level with your speaking.

Click here to learn more.



© 2011  iSpeakEASY. All rights reserved -. We help people profit from their words. Call for information on individual coaching or group workshops. . 

Choice Words To Use In Your Next Presentation

In Attracting New Clients, Confidence/Nervousness, Delivery, Mannerisms/Habits, Public Speaking, Social Media on December 19, 2010 at 11:06 AM

The Washington Post’s Mensa Invitational once again invited readers to take any word from the dictionary, alter it by adding,  subtracting, or changing one letter, and supply a new definition.

Here are the winners:

1. Cashtration (n.): The act of buying a house, which renders the subject financially impotent for an indefinite period of time.

2. Ignoranus : A person who’s both stupid and an asshole.

3. Intaxicaton : Euphoria at getting a tax refund, which lasts until you realize it was your money to start with.

4. Reintarnation : Coming back to life as a  hillbilly.

5. Bozone ( n.): The substance surrounding stupid people that stops bright ideas from penetrating. The bozone layer, unfortunately, shows little sign of breaking down in the near future.

6. Foreploy: Any misrepresentation about yourself for the purpose of getting laid.

7. Giraffiti : Vandalism spray-painted very, very high

8.. Sarchasm : The gulf between the author of sarcastic wit and the person who doesn’t get it.

9. Inoculatte : To take coffee intravenously when you are running late.

10. Osteopornosis : A degenerate disease. (This one got extra credit.)

11. Karmageddon : It’s like, when everybody is sending off all these really bad vibes, right? And then, like, the Earth explodes and it’s like, a serious bummer……like

12. Decafalon (n.): The grueling event of getting through the day consuming only things that are good for you.

13. Glibido : All talk and no action.

14. Dopeler Effect: The tendency of stupid ideas to seem smarter when they come at you rapidly.

15. Arachnoleptic Fit (n.): The frantic dance performed just after you’ve accidentally walked through a spider web.

16. Beelzebug (n.): Satan in the form of a mosquito, that gets into your bedroom at three in the morning and cannot be cast out.

17. Caterpallor ( n.): The color you turn after finding half a worm in the fruit you’re eating.

The Washington Post has also published the winning submissions to its yearly contest, in which readers are asked to supply alternate meanings for common words.

And the winners are:

1. Coffee, n. The person upon whom one coughs.

2. Flabbergasted, adj. Appalled by discovering how much weight one has gained.

3. Abdicate, v. To give up all hope of ever having a flat stomach.

4. Esplanade, v. To attempt an explanation while drunk.

5. Willy-nilly, adj. Impotent.

6. Negligent, adj. Absentmindedly answering the door when wearing only a nightgown.

7. Lymph, v. To walk with a lisp.

8. Gargoyle, n. Olive-flavored mouthwash.

9. Flatulence, n. Emergency vehicle that picks up someone who has been run over by a steamroller.

10. Balderdash, n. A rapidly receding hairline.

11. Testicle, n. A humorous question on an exam.

12. Rectitude, n. The formal, dignified bearing adopted by proctologists.

13. Pokemon, n. A Rastafarian proctologist.

14. Oyster, n. A person who sprinkles his conversation with Yiddishisms.

15. Frisbeetarianism, n. The belief that, after death, the soul flies up onto the roof and gets stuck there.

16. Circumvent, n. An opening in the front of boxer shorts worn by Jewish men.

In addition to occasionally posting humorous articles, iSpeakEASY offers a variety of services to help you improve the effectiveness of your public speaking.

If you are considering adding video to your web site, we off a web video workshop that is your complete solution.  Performance speech coaching is added to professional video recording to create a polished video for your website. You walk in with a clean shirt, and walk out with a video ready for posting.

If you would like to talk about the advantages of web-video, contact iSpeakEASY at or (415) 342-7106.

Choosing A Camera To Make Video For My Website

In Attracting New Clients, Delivery, Public Speaking, Tools and Gadgets, web video on November 15, 2010 at 6:44 AM
Video on your web-site is the rage and for good reason.  It increases the likelihood you will be found by Google (and other search engines), drives people to your site, and puts a face to your business.  Many people take the do-it-yourself approach in an effort to cut costs.  This can work for you but having the right equipment is essential.
I asked videographer Alan Fitch for guidance on choosing the “right” camera for the job. Here is his response:

“There are plenty of consumer cameras that record good-looking images. Where most cameras fall down is in the quality of the audio, which is typically tinny sounding, distorted, very faint, or all of the above.

If you are looking to create a do-it-yourself video for website distribution, you should use a camera that has an external microphone input along with a separate microphone. This will require some looking around, as most consumer cameras rely on the on-camera microphone – not something you want to do if your video is going to reflect your business. A decent lavalier (lapel) microphone can be purchased from Radio Shack, and will make a tremendous difference in the quality of the video.

Let me emphasize the importance of understanding how your online video is going to reflect both you and your business. This is kind of a no-brainer (I can hear readers saying, “yes – I know that”) but you’d be surprised how many people discount the effect that production quality has on client perception.

If you have a cottage business, and your clients are home gardeners, for instance, then a “down home” video with a shaky camera and thin sound will be less likely to disconnect viewers from you. No problem there – they love the content and don’t care about the delivery.

But if you are a professional, then your video, like all your marketing materials, needs to reflect that professionalism, and you need to make every effort to see that it does. The content needs to have value, you’ve got to grab attention in the first 10 seconds, and you have to do it in such a way that the “container” you’re delivering it in doesn’t distract from the message or bounce the viewer right off your site because it’s so bad.

It’s better to have no video at all, than to have one that fails to portray you and your business in the best light possible.

I hope this helps.”

Alan Fitch of Visual Story Media has been connecting businesses with clients through video since 1987.

If you feel a do-it-yourself video works for your business, then take time to work on your script, set up lighting, buy a good camera, and use an external microphone. If you feel you need to present yourself in a more professional manner, iSpeakEASY can help.

iSpeakEASY is here to help you. We provide Professional Performance Speech Coaching plus Professional Videography to create compelling video for your website. We will even post and optimize your video right on your site for you. It’s fast, effective, and affordable.

Click here for information on how easy it is for you to get professional video for your website.

Click here for a video testimonial from a satisfied client.

Click here for a sample video.

Click here to learn how video can help your business.

Would your Networking group or organization be interested in a free presentation  on “Creating Effective Web Video”? Call 415 342-7106 or write for details.


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Seven Reasons Why Your Business Should Use Video Marketing

In Attracting New Clients, Business Networking Groups, Credibility, Delivery, Public Speaking, Tools and Gadgets on September 27, 2010 at 1:16 PM

Are you looking for a new way to boost brand awareness, drive traffic to your site and increase sales conversions? Today, the answer may be as simple as harnessing the power of video. Video marketing is on the rise and proving to be an effective way for companies to get the message out to prospects and customers.

iSpeakEASY workshops  take the fear and hassle out of adding video to your website, but before you click the workshop link, read these reasons how web video can help.

Jimm Fox, President of One Market Media and author of the Marketing with Video and Rich Media blog, says video and video marketing will play a dominant role in the next phase of the Internet’s evolution. He offers seven compelling reasons why web video should be a top marketing priority this year:

1. Better ROI
Adding video to your online marketing campaign can significantly improve your results. In a recent study by Eyeblaster of online advertising campaigns, video increased dwell rate on ads by 20% and dwell time by %100. Another study by dynamic logic also indicated significant improvements in brand favorability, aided brand awareness and purchase intent of rich media ads with video compared to traditional static display ads.

2. Traction
ComScore released web video consumption results in September 09, which indicated 85% of people online consumed an average of 10 hours of video a month online. That number continues to grow every month. 26 billion videos were consumed in September in the US. Video has taken root on the Internet to the point where visitors to Web sites are now looking for video content first.

3. Engagement
Video is the best way to keep visitors to your site engaged and the best way to engage people with your brand. Time-on-page and time-on-site numbers increase when you add video. Images, podcasts, polls, charts and graphics are all great but nothing engages a Web site visitor more effectively than video. There are hundreds of blog posts and articles like this one where Patrick Moran explains how his sales team improved their close rates by 20% and online registrations by over 25% using web based video.

4. Video Is A Top Priority for Marketers
According to a recent survey by Marketing Sherpa, for the second year in a row video marketing is the top priority for marketers surveyed, ahead of SEO, PPC, social media, email marketing and all other online marketing tactics. Turnhere has also released a study in the fall which revealed the same results – “When asked to rank various online marketing priorities for 2010, video was ranked as the top priority.”

5. Ubiquity
In a recent post conference interview Jeremey Allaire, CEO of Brightcove summarized the outlook for web-based video this way,“Video will become as ubiquitous as text on the web.” He went on to say, “what we’ve seen happening over the last year is this incredible growth in the number of organizations and corporations, of all types, of all industries, of all sectors of societies, embracing video to enhance what they are doing on the web.”

6. 2010 Marketing Predictions
A year-end article by Junta 42 reviewed hundreds of blogs and articles to summarize the predictions of leading marketing experts for 2010. Topping the list – the growth and dominance of video.

7. SEO
Type in ‘Video’ and ‘SEO’ in Google and you will discover many articles explaining how video can improve your SEO results. With the launch of Universal Search from Google, you should expect to see more and more video results occupying the search engine results that are served up by Google. That means Google is prioritizing video in its search algorithm. Not only will video help promote your products and services online, it can also help those products and services get found online.

iSpeakEASY is here to help you. We provide Professional Performance Speech Coaching plus Professional Videography to create compelling video for your website. We will even post and optimize your video right on your site for you. It’s fast, effective, and affordable.

Click here for information on how easy it is for you to get professional video for your website.

Click here for a video testimonial from a satisfied client.

Click here for a sample video.

Click here to learn how video can help your business.

Would your Networking group or organization be interested in a free presentation  on “Creating Effective Web Video”? Call 415 342-7106 or write for details.




Reprinted with permission from Jimm Fox
Web site:
Marketing with Video and Rich Media Blog: