Have you pictured yourself a go-to guest expert on TV or sharing your expertise to live audiences? Do you watch news segments with interviews on current topics and say “Heck, I can do that!” Ever sit in an audience at an event and wish you could grab that microphone next?

Guest appearances and stage presentations are to excellent ways to elevate your brand, increasing recognition and trust thus creating the possibilities for increased revenue for your business!

So, how do you get in that seat or on that stage? Even if you have a publicist working for you, wouldn’t it feel great to know a formula for your pitch that you can count on at any time? After all, you never know when you meet someone of influence and have the opportunity to pitch yourself right then and there!

Here’s a simple four-step formula to creating a perfect pitch when you are answering a request for a guest expert or stage presenter. Let them know you are the superstar they are looking for:

S. Source of Passion: Share why you are particularly driven to share your particular message. What is the heart of your story? Example: Did a near-death experience trigger a passion for health and wellness?

T. Timing: Why now? What is the relevance of your topic of expertise and the current events of the day? This is where facts and figures can be helpful!

A. Authenticity: What can you solve for this audience like no one else can because of your experiences and collected wisdom?

R. Refine it! Every word counts. Be succinct and check grammar and spelling. Realize the decision makers are busy and they most likely have many choices to weed through, so get to the point. Be very clear and positive.

Once your brand is elevated, you can begin to entertain new possibilities of revenue streams, books, courses, products, etc. Exposure like this can set a fire under your business as long as you pitch well, and then deliver once you get the opportunity. Make sure you have prepared and trained as well as possible so that you can leverage each and every bit of exposure!

Did you know that recent research proves 55 percent of our communication is physiological?  This means that even though we utter the exact words we intend, our bodies can be shortchanging our message… This is especially costly when it occurs during the money conversation with a potential customer.

I recently sat in a group of amazing women entrepreneurs; all were brilliant and had plenty of experience, yet every one of them showed some stress when presenting the price they charged for their service or product. Every one! I know women can sometimes have a weakness this area. One of the many theories is that some women perceive asking for their established fee as “pushy” or masculine.

Today, I am not going to focus on the why but rather the more immediate and important how self-sabotage can happen. This will expose the ways to avoid the potential problem and help you to collect your worth every time!

Stress at the close of a sale can manifest in body language in sneaky little ways and nearly all of them can be perceived by a potential customer as an undesirable quality if that potential customer or client is at all uncertain.  What’s surprising is that they may only be aware of this on an unconscious level, and make their decision on what they feel is a “gut” reaction.

Three examples:

1. Shoulders raise up: They pop towards the ears; even a slight indication of movement here can relay the sense of uncertainty.  This is the exact time in the conversation that you want to appear the most secure!

2. Head tilt: This seemingly friendly movement can be misconstrued as pleading (think of a dog at the dinner table begging for a morsel) or flirtatious. This is the exact moment in the conversation that you want to appear the most grounded and authoritative!

3. Stuttering or restating: Repeating the cost of a service, or stammering at all, can elicit a feeling of mistrust in the listener and this is just when you want to gain their commitment!

What you can do instead:

1. Always assume the listener CAN afford you and that money is not a problem.

2. Know that you CAN help them. Stand in integrity.

3. Practice staying physically grounded, body relaxed and asking for DOUBLE your fee.  Seriously, practice this all day long to yourself and by the time you tell someone the real fee, it will seem like nothing to you…  No stress should show at all in your body!  Can you imagine the feeling of freedom and ease associated with that scenario?  Beautiful to your bottom line, isn’t it?

The benefits of becoming aware of these subtle physiological signals are obvious when it comes to sales, but by building a strong stance in this most challenging of conversations, you can then tap into your strength at other times more easily. A good example of this might be during an intense media interview, or even during a live presentation when an audience member may become disruptive.  The power to stand in unwavering strength is so very valuable, particularly for female in business.  Ladies, this does not in any way undermine femininity; in fact, strong successful women can be very sexy!  Did you know that in 2011, women have the majority of wealth in America? Over the next decade, women will control two thirds of consumer wealth in the United States says Claire Behar, Senior Partner and Director, New Business Development, Fleishman-Hillard New York. Now, How sexy is that?

 

Lessons from Media Darlings

While Valentine’s Day focuses primarily on romantic love, I would like to invite you to escape the frenzy of your local greeting card store, which at this time is probably looking as chaotic as the once-yearly shoe sale at Barneys, and widen the lens through which we see “love” this month.

After all, if you are reading this, you are most likely in “work” mode, and business is on your mind so what can this drippy topic do for your bottom line?

Unless you own a dating service or are a relationship coach, romantic love may not be related to financial increase for you, but in a broader sense of the word, L-O-V-E can be a significant asset to the building of a much-adored personal brand, which is, of course, the foundation of a successful business.

A persona that elicits adoration, attention and interest from others owns the ability to influence. We need only look at some “media darlings” to see this. What is a media darling?  It is a well-recognized person that interviewers and audiences love to hear speak.  They are sought after for interviews and are often featured on magazines and TV shows.  If you are seeking to bring attention to yourself or your business through media, video or public speaking in anyway, learning from media darlings is as easy as, well,

L-O-V-E.

Love of Life: The public loves someone who loves life, and lives with an intense passion and purpose.  Example: Angelina Jolie is regarded as an incredible humanitarian, as well as a Hollywood beauty.  She openly shares her love of children and travels with hubby, Brad Pitt, worldwide to better the lives of others and draw attention to those in need.

What you can do: When you speak, share your passions, even those that may not be directly connected right now with your business. You’ll not only stand out but will attract those that share your vision.

Optimism:  Sharing your story with positivism is attractive, but media darlings take it one step further, they show gratitude. Example: Reese Witherspoon, Denzel Washington, and Rudy Giuliani all illustrate the use of gratitude with nearly each interview, and the media loves them for it.

What you can do: List all that you are grateful for in your path to success, and share the stories behind a few.  A benefit to this exercise is the positive outlook you’ll adapt for the rest of the day!

Victorious: We love winners! Example: Sharon Osbourne was always in the spotlight as Ozzy’s wife, but once she allowed us to share in her battle and win over cancer in their reality show, she endeared herself to us for life.

What you can do: Share your past struggles and how you overcame them.

Emotion: Personal charisma is effective at the emotional level. We are aware when a very charismatic person is speaking because there is a connection far beyond the definition of the words coming from their mouth.  It is visceral.  This is the level of optimum communication, where reception is greatest and your message can make the most impact. Example:  MLK, Ronald Reagan, JFK, Billy Graham.

What you can do: By utilizing the first three elements of LOVE, the emotional connection with your audience, or target market will be more easily accomplished.

How to Keep Answers Short and Effective

Did you know that not only can long-winded answers be hard for the audience to follow, but they can actually cause your interview to go off track? Concise answers can keep you in control, and THAT’S where you want to be!

Brevity is the key word here.  Think of the quotes and sound bites you would like to have associated with your image and try to incorporate them as your answers when appropriate.

A doctor who created his own line of skin care was preparing for a media blitz.  The most important thing for him to learn was to stay away from the “doctor speak” and really emphasize the results of the products. As you can imagine, this was new to him.

We incorporated stories and real-life scenarios like looking in the rear view mirror and seeing new crows feet!  (What?!)  We took those moments that the target market could understand and created his sound bites and quick descriptions of the products.

The results were very effective… heck, even his PR girl and I wanted to get the skin care!

How can you keep it brief?  Well, if you are not working with a media coach, then try these:

1. Recognize the “process” or “expert language”:  You may need to speak in a simpler fashion about your field of expertise unless your audience is comprised of your peers in business.  Use common words and save the details of your work, process, or methods until you have them hooked on the results!

2. Time yourself.  Seriously, grab a stopwatch and have someone interview you with the questions you most expect.  You might be surprised at how quickly time goes by!  Aim for 30 seconds or less per answer!

3. “Cliff Note” your tales:  If you have stories—your own or clients’ successes–clip them to the most condensed version.  Think of how you have to edit for Twitter, and you’ll be sure to keep only the good stuff!

Don’t forget!  Include what makes you different:  Do you have a signature quote? Or special philosophy?  Your short answers still need to include that special flavor that only you can bring.  Rehearse your philosophy description until is it short, sweet, and rolls off your tongue with ease.

Five Foods to avoid now and any time you need to be “on”!

There is a lot of focus on food and drink during this season… we are shown how to make it, how to serve it and how to make “healthy” versions of our favorites.  Holiday foods are traditional, comforting and all-out yummy.   They are hard to resist, but if you are presenting or speaking on camera, the holiday foods could sabotage your performance!  Even if they are the “healthy” version.

Whether you are full speed with Holiday networking at parties or taking it easy this season, the following foods are ones that I have on a “caution list” for my clients if they are preparing for an appearance on-camera or public speaking…  So, you may want to keep this list for the New Year!

• Dairy: cheeses and other milk products can produce mucus which can present itself as the need to clear your throat and weaken your voice.

 

• Fat:  Fried or high-fat foods like pizza, hamburgers, or fries can leave you feeling sluggish.  Since good energy is so important to your on-camera presence, why make it difficult to get yours up?    PLUS, they can cause bloating, and that just doesn’t help you to feel attractive. A better meal before you go on camera or make a presentation:  lean protein and veggies.  A chicken salad or even cottage cheese and crudités will serve you well.

 

• Sweet stuff: Chocolate included…Sorry! Sugar can actually dry the throat, PLUS as an after-effect you can have a drop in blood sugar that can cause tiredness and difficulty in concentrating.  If you are prone to nerves before going “on,” sugar can actually make you feel worse.

 

• Caffeine:  I know, I know… you think a cup of coffee won’t bother you, but I seriously can tell when someone is sensitive to caffeine and they try to sneak a cup before a session with me.  There is a brain “short-circuit” effect many times where memory can be affected.  You sure wouldn’t want to take a chance on missing a key point, so why chance it?

 

• Alcohol:  Just not a good idea in any amount.  Impaired judgment, lack of concentration and poor balance can surface with even one drink even if you think you can’t feel it. 

 

These foods can be hidden culprits in performance or memory problems.  Many people would not think to connect the food they ate at lunch with their scratchy throat or forgetfulness.  Being aware of how to feed your body and brain properly before you appear on camera or in front of an audience allows you to access a higher level of confidence.  Now all the work and training you have done can show with ease when you seize the opportunity to blast your brand and showcase your business.

This week’s article is written by special guest, Deni Carruth, VICTOR Life Coach.

There’s so much talk about passion these days. Some define passion as what they do; others use it to describe who they are. Who’s right?

I like to say that passion is your uniqueness that makes what you do uniquely you. Dictionary.com defines passion as: a powerful or compelling emotion or feeling. To me, passion walks hand in hand with purpose, but I don’t confuse the two.

Whatever you’re involved in, whether it’s a presentation, a project, an interview or any relationship; if you bring what is uniquely you to the table, you will be powerful and compelling. That’s passion.

To have passion or to be passionate, you must know more about who you are. I walk my clients through a series of exercises that allows them to discover what makes them uniquely them. We do a little digging, and passion is at the very heart of it. And while my process is more than what I’ll go into here, I’d like to share just one of the exercises with you that can give you, right now, something to bring to the table every time. It’s your personal alphabet.

Take out a piece of blank, ruled paper. Down the left side, list the English alphabet from A to Z. Now go back and write in a word that describes you (nothing negative) that begins with each letter. The words can even be causes you love, character traits, special interests you have, skills or talents. You. Be brave. These words should bring a smile to your face.

Once you discover these 26 expressions of you, put them to use to bring passion to whatever you do.

Here’s my list of the Passion Baker’s Dozen: 13 Ways to make passion work for you.

1.  Passion is powerful – people can hear it in your voice, you can even feel the strength behind what you’re saying or doing

2.  Passion is compelling – it brings an irresistible effect and draws people in

3.  Passion brings emotion to your presence – there’s no dull or boring shadow over you, people will feel what you feel

4.  Passion shows strength and effectiveness – it allows you to stand firm on what you believe and what you say about it

5.  Passion will influence others – your excitement and commitment will have a direct influence on others

6.  Passion demands attention and is irresistible – when you talk, people will listen

7.  Passion displays authenticity – there’s nothing fake about even something that seems silly, when there is passion behind it

8.  Passion is very convincing – it’s almost a secret weapon

9.  Passion makes what you do easier – it just flows, without hesitation, resistance or fear

10. Passion is seen and felt by others – it shines like a light whenever you speak or smile; you can’t hide it, and they can’t hide from it

11. Passion gives you direction and purpose – it guides your conversation, your actions and your rewards

12. Passion keeps you on track – when you feel yourself wandering, come back to it

13. Passion brings excitement – nuff said

It’s time to bring your uniqueness; what makes what you do uniquely you, to the forefront.

© Copyright 2010 Deni Carruth

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Deni Carruth is passionate about the health and wellness of executives and entrepreneurs, and is known as THE Executive Wellness Coach. She is also known for her VICTOR Lifestyle programs that allow her clients to experience VICTORies everyday in their life and business. She invites you to dig deep to discover, rediscover or redefine your passion at http://www.masterkeyscoaching.com.

Why your words may be working against you in your video script

  

One of the main causes of discomfort for many entrepreneurs when they attempt a promotional video is the words they are trying to say.

Most often entrepreneurs and experts will come to their video shoot with a script derived from copy on their website.  I totally get it; working so hard to get that copy right it has to be just what you need to say, so why not just cut and paste it for a video script, right?

WRONG!

Even the best copy from a website or written advertisement is designed to be READ not said aloud.  It’s nearly impossible to seem authentic and natural when using copy designed to be read.

Need an example?  Try reading both of these paragraphs aloud taking care to sound as natural as possible.

1. Designed to be read:

Nothing feels better than a great fitting jacket. Virtually unlimited in terms of COLORS, PATTERNS & CONSTRUCTION. Included among them are two-ply EGYPTIAN COTTONS in SOLIDS, CHECKS & PLAIDS, Royal Oxfords (my personal favorite, wrinkle resilient & durable)… YOU’LL LOVE OUR SHIRTS!

2. Better for speaking:

Nothing feels better than a great fitting jacket. Our selection is virtually unlimited in colors and patterns, and we design for your body!  A few of our fantastic styles come in two-ply Egyptian cottons  in solids, checks and plaids, and, my personal favorite… Royal Oxfords. They need less ironing and last forever!  YOU’LL LOVE OUR SHIRTS!

Can you see how much easier it was to flow with the second paragraph?  It only takes a little tweaking but reading copy designed to be read is just a recipe for disaster; you cannot be on your game when the words coming out of your mouth don’t sound like YOU.

IDEA: Take some time and talk about your key ideas in your copy.  Record yourself talking about these points and THEN transcribe THAT into your script.

Now, when the teleprompter rolls, you will feel much more at home with the words and more connected to your purpose.

It might take more time than a cut and paste initially, but in the end, the video will take much less time to shoot as long as you are prepared with the RIGHT words!

Three things to consider before major media exposure

As I sip my morning coffee and view last night’s election results, I’m evaluating the power of the media once again; I’m contemplating if a small tweak here and there in the candidates’ media presence could have changed the outcome. I find myself reflecting to a conversation just a few days ago with a former White House speechwriter:

Troy Senik was a member of the Bush Administration and the youngest presidential speechwriter to date. What I recall most from the evening that I sat with him is his explanation of how political campaigns can be forced to respond slowly to attacks in the media.

The subject of dirty political commercials was raised to Troy, and then a very specific question about one smear that seemed easy enough to rebut.  “Why,” the question was posed with disbelief and a bit of frustration, “doesn’t she just explain her situation and stop this madness?”

His answer gives surprising insight into the logistics of a political campaign: A rebuttal can be formed quickly, but then it must pass through about 90 people on the team before it might actually surface in the media.  With the crazed schedule of a political campaign, quite often the people who must approve the rebuttal that could save the candidates reputation cannot be reached.  It’s as sadly simple as that.

So, if that politician referred to in the question had the opportunity to “explain her situation,” could it have changed the outcome of the election?  There’s a very good chance. But timing is everything.

What can we learn from this?

Fortunately, most of us do not need the approval of 90 people to speak, but those who have a PR person or media trainer can have some extra support in this arena, and that’s a good thing.

The media can be unrelenting, and sometimes downright mean, but prevention is the best medicine against this modern threat.  If you are a high profile professional taking the next step and preparing for media exposure there are three things that are crucial:

1. 1. History examination. And I mean with a fine-toothed comb, and surgical precision.  Revisit any situation in your past that may deflect from your current point of view or beliefs and prepare your answer should a question be raised. Use positive words, and bring the focus back to your current intentions.

2.  Self examination. Review your current situation in life, your political and religious views included.  I believe in being authentic, but there may be some things that, at least in the beginning of your media exposure, you might want to categorize as “back burner” lest your mission be diluted or misunderstood by the public initially.

3. Know your strengths.  This is not just for politicians, but it is a key for anyone headed increasing media exposure.  Being true to yourself, and authentic in your brand can help to make the media your biggest asset, even if you deal with controversy, being able to bring it “home” to your area of strength and intellect is the key to media success!

It will take time to be thorough with the steps above, but your reputation is worth it!