Public Speaking & Presentation Skills Blog

Pronouns, Pictures, Stories, & Laughter

Personal Pronouns and Speechwriting

As you have read in SpeakerFrippNews I leave a lot from the Ragan  Speechwriting Conference in Washington, DC every year. One of the legends there is the dean of speechwriting instructors, Dr. Jerry Tarver,  a retired professor of speech communications who now heads Tarver Communications; he has written an article for the International Association of Business Communicators that takes issue with one dictum stressed in the famous book, Elements of Style, authored by William Strunk, Jr., and later added to by E.B. White.  In the book, Strunk advises: "Write in a way that draws the reader's attention to the sense and substance of the writing, rather than the mood and temper of the author...place yourself in the background."

Mr. Tarver says this is probably good advice for many kinds of writing, but certainly not for speechwriting.  "A speech generally needs personal language because it is delivered by a live human being," says Dr. Tarver. "Words," he adds, "should not sound, as Professor William Norwood Brigance put it, 'Like an essay standing  on its hind legs.'"

Writers can get a speaker's character into a script in a variety of ways, says Dr. Tarver. Have the speaker say: "I know." "I talked to..." "I saw." "I learned." "I care." "I am sorry."

A good example of personalizing a speech is the famous case when Lee Iacocca took responsibility for Chrysler's having sold cars as new although they had been driven a few miles with the odometers disconnected. Iacocca told his audience, "I'm damned sorry it happened, and you can bet that it won't happen again. And that's a promise."

Stories and Hollywood Insight

If we train, lead or sell we need to develop our storytelling abilities.

When we think of Hollywood, what we usually remember most are the moving, dramatic, and funny stories that movies tell. For at least four weekends I have sat at the feet of the great screenwriting teacher Robert McKee as he says, "Stories are the creative conversion of life itself into a more powerful, clearer, more meaningful experience. They are the currency of human contact."

When we interview and make heroes out of our audiences even better.

Begin, by interviewing your company "hero" and pull out every detail you can from him or her so that you can make his/her story interesting.  Remember what the famed director Alfred Hitchcock used to say, "Movies are like real life with all the dull parts left out."

Use as many of their words as possible. For example, when I was interviewing Nancy Albertson from Sprint about her simple idea that made Sprint $13 million, my first question was "What is your title?" She replied, "I'm just a secretary. I guess you can call me a big gal with big ideas." Her story was brilliant and it came alive in the retelling as her actual conversation was used throughout.

Nancy told me she had given her teenage daughter her own phone and phone line for Christmas. Her idea? Nancy suggested to her employer, "Why don't we suggest that  all our customers give each of their teenagers their own phone line?" The program was called "Teen Line."

In fact, Nancy said, "I am the only person in the history of Sprint who has ever been given a second reward for the same idea.     It is much tougher to come up with ideas that MAKE money, rather than SAVE money."

Don't report on your conversation, repeat the actual words.    

Laughter and Truth

John Cleese of Monty Python fame, once said about humor, "If I can get you to laugh with me, you like me better, which makes you more open to my ideas. And if I can persuade you to laugh at the particular point I make, by laughing at it, you acknowledge its truth." 

From Idea Bank April newsletter.

For a sample email: francis@idea-bank.com

Speak in Pictures 

Metaphors and analogies cut through confusion, resistance, and clutter faster than a hot knife through butter. For example, telling someone you are a clever, entertaining, high-payoff speaker is not as effective as saying you combine Lincolnesque wisdom with Rita Rudner's wit. 

From Anne Miller's newsletter, to sign up: amiller@annemiller.com

  Best wishes, Patricia Fripp

Marketing for Speakers and Consultants

The Odd Couple® Seminar for Speakers, Coaches, and Consultants
Las Vegas, Nevada

The Dramatic Value of The 2005 Odd Couple® Seminar Patricia Fripp and Alan Weiss have examined nine years of Odd Couple® Seminar participation - hundreds of Odd Couple Seminar graduates and their careers - and have developed the experiential program to not only learn, but to apply skills in the most realistic yet safe environment possible.

You have the opportunity for only one first impression with any key buyer - until now! The 2005 Odd Couple® Seminar will provide a combination of role-playing, simulated visits, simulated telephone calls, case studies, and "hot seat" experiences so that the key first impression will be familiar and comfortable when you're actually with that important prospect.

Based extensively on Fripp's coaching work and Alan's simulations with major clients and senior level executives, participants will benefit from having "been there and done that."

The 2005 Odd Couple® Seminar will be set in Las Vegas at The White House, a world-class state-of-the-art learning center, You will have a singular and sensational learning experience. You will be able to replicate your toughest marketing challenges and resolve them behaviorally, not merely conceptually.

This is an incredible learning experience for new and repeat graduates. We encourage you come early, or stay later, and enjoy the locale. You will be excited to know that this year The 2005 Odd Couple Seminar will be held at the American Payroll Association's world-class learning center, The White House, in Las Vegas. Please take the visual tour. http://www.thewhitehouselasvegas.com As this is a state-of-the-art facility you will be able to benefit from website analysis and valuable information about web marketing in a wonderful hi-tech classroom.

Please find your own best hotel rate and taxi over to The White House: 3260 Joe W. Brown Drive, Las Vegas, NV 89109. It is right behind the Las Vegas convention center and next door to the Hilton Hotel. Click here for more hotel information. Catered breakfast and lunch will be provided and included in your registration. You have more options than usual. Come for two action-packed days, or come early for Fripp's Speaking School. Stay later for intimate intermediate coaching session with Fripp.

Seminar includes these agenda items:

Five "Full Stage" Role Plays
- Ushered into the office of a buyer based on a referral appointment.
Goal: How to establish rapport, create conceptual agreement, submit a proposal.

- Phone call from a person inquiring, who is looking at your website.
Goal: Convert casual "fishing trip" into substantive consideration.

- Meeting with an event planner at an association meeting.
Goal: Find and meet with the economic buyer.

- Networking at a fundraising event.
Goal: Moving from casual to business relationship.

- Contacting a satisfied client post-session.
Goal: Obtaining five high-quality referrals.

Marketing Material Critique - Full group discussion of current marketing and collateral materials with written suggestions for more dramatic impact.

Learn the best marketing techniques, and philosophies, that keep Fripp and Alan solidly booked with overflow business no matter what the economy is doing. Many of these ideas you can immediately implement.

Website Critique - Full group viewing and discussion of website with commentary on improving: opening "hook"; testimonial use; value offerings; product offerings; technical aspects (navigation, capture of names, search engines, etc.); and plans for evolution. Throughout the weekend there will be specific times to analyze your website in a small group setting.

Diversifying Your Professional Portfolio - An offering of 15 allied business opportunities to consider for the diversification of your income. We guarantee that at least four or five will make sense for you, and perhaps even most of them.

Creating Passive Income - It's never too early (or too late) to establish avenues of passive income. We'll present a plan for how to establish your "earn while you sleep" annuities, how to keep them fresh with minimal time investment, and how to use them to create equity for the future.

Building Your Brand - Specific work on the three fundamentals of dynamic brand impact: Formulation, nurturing, and brand equity. If you have a brand, enlarge, expand, and/or add to it. If you don't, create one while you're with us. (One speaker and coach of unacceptable behavior among senior executives became "The Lion Tamer" and immediately gained radio interviews.)

Publicizing Your Story - Use the stories that define your life and your message, not solely on the platform, but with the media to build recognition, marketing, and celebrity. Treat the media as your primary audience.

If you are a first time attendee, we can cover some of the content from earlier Odd Couple Seminars. If you are a repeat graduate, you know there is always new content, or an updated approach to everything that is said. Click here to find out what Odd Couple® Seminar Graduates say about Fripp and Alan.

Las Vegas Speaking Skills

http://www.fripp.com/2005_speakingschool.html

Patricia Fripp's Speaking and Presentation Skills School

Thursday & Friday, November 17 & 18, 2005
The White House Training and Multimedia Center
3260 Joe W. Brown Drive
Las Vegas, NV 89109

CLICK HERE TO REGISTER SECURELY ONLINE

Investment:

$295.00 for one day / $590 for 2 days.
Registration includes deluxe continental breakfast and lunch.

Discounts for:
Fripp one-on-one Executive Speech Coaching Clients - Save 50%

2005 Odd Couple® Seminar Attendees (Saturday & Sunday, November 19 & 20, 2005) registration is only 195.00 per day or 390.00 for both days.

Only one discount to apply per registration.

CLICK HERE TO REGISTER SECURELY ONLINE

If you are a novice, intermediate or even advanced business presenter or professional speaker, you can benefit from Fripp's unique ability to demystify the process of what it takes to design a great presentation. You can attend just Day One or stay for Day Two as well.

Patricia says, "There are three simple, but necessary, parts to every effective presentation. They are (1) the structure or framework, (2) the content or material, and (3) your delivery. The structure and content is important to focus on before you work on your delivery or presentation style. After all, why work at polishing a presentation that is not worth listening to?" (Patricia Fripp's Speaking and Presentation Skills School: Day Two will focus more on have you present more effectively.)

A Fraction of Fripp's Presentation Philosophy:

• There is no such thing as a boring subject only a boring speaker.
• To be successful your remarks have to be addressed from the audience's point of view.
• When you take some of the best techniques of Hollywood, copywriting, and sales, then add them to your business or professional presentations they will be dramatically improved.
• The art is hiding the art.
• Rehearsal is the work, performance is the relaxation.

Consider this:

• Would it be helpful if your audience remembered what you said?
• Helpful if they could repeat your key points two weeks later?
• Would it be profitable if potential clients knew why you are the chosen vendor ahead of your competition?

If yes, yes and yes...sign up now!

Day One:

You will learn how to:

• Save time by utilizing the Fripp Presentation Organization Tool to organize your remarks
• Solidify your thoughts into a structure
• Open with impact and close each presentation on a high point
• Connect both emotionally and intellectually with every audience
• Adapt your message and content for each audience
• Personalize each presentation to the audience
• Discover perfect examples to illustrate your key points
• Create or discover memorable stories and examples
• Electrify your examples
• Discover the one behavior an audience won't forgive
• Eliminate the enemy of every presenter
• Be more spontaneous
• Appreciate you are the star, not your visual aids
• Question and Answer techniques.

You are guaranteed to:

• Improve listener buy-in for your point of view
• Be remembered and repeated
• Be more effective in any speaking situation, formal or informal
• Recognize bad habits and be able to minimize nervousness
• Project more confidence and competence
• Have your questions answered.

Participant Outcomes:

As an attendee you will be able to identify mistakes most speakers make and how to eliminate them. By the end of the session you will have learned how to write, present and spice up a talk or sales presentation. You will know how to use this new strength to your competitive advantage. You will recognize your strengths and cut years off your learning curve. In the future you will never listen to another presenter the same way again.

Patricia Fripp's Speaking and Presentation Skills School: Day Two
Intermediate to Advanced Speaking & Presentations Skills for Intermediate or Advanced Presenters

If you are an intermediate or advanced business presenter or professional speaker you can benefit from Fripp's years of platform experience as an award-winning, internationally-acclaimed presenter and 25 years of study. Although novice speakers are welcome, it is recommended they are familiar with Day One information. You can select only Day Two only if you wish.

Day Two:

The purpose of Day Two, the "advanced day," is to bring participants to a much higher level of performance.

You will learn to:

• Increase effectiveness through Hollywood principles
• Create original material and content
• Appreciate your variety of theatrical choices
• Take your delivery to the next level through little known nuances
• Find your own stories and examples for sales presentations
• Watch as "magic is created" before your eyes with mini coaching sessions with audience members
• Learn the difference between "movie" and "theater" acting and how it impacts your business presentations
• Learn to be a speech coach for yourself or sales team
• Have your questions answered.

August 6, Fripp speaking school

How to Create the Blueprint of Your Speech Want to be a dynamic speaker? Know you have a great speech inside you just waiting to get out? Believe you have the talent—however—where do you start? How about signing up for the Patricia Fripp How to Create the Blueprint of Your Speech seminar brought to you by NSA/NC? For more information: nsanca@aol.com http://www.nsanc.org WHEN: Saturday August 6, 2005, San Mateo, California WHERE: Radisson Villa Hotel 4000 S. El Camino Real San Mateo, CA 94403 TIME: Registration 8:15am-8:55am; Seminar 9am-5pm. Lunch 12:30pm-1:30pm HOW MUCH: Investment: $125 NSA members, $145 others WHAT WILL YOU LEARN? This is a roll-up-your-sleeves and get-down-to-work session. You will benefit from: Patricia Fripp's 25 years as an award-winning keynote speaker and in-demand speech coach to corporate executives, celebrity speakers and best selling authors. You will learn what to do to create the blueprint of your perfect speech from Fripp. Then you will do it. Yes! You will be hearing less from Fripp and doing more yourself. This is a workshop with the emphasis on WORK. Our goal is for you to walk away knowing you are ready to rehearse your masterpiece! You will learn: The three elements your speech must have The two ways to connect to every audience Where to find the perfect topic for you The three best ways to start your speech The three best ways to close An unbeatable formula to frame the outline of your speech How to organize your content so it is easy to remember—for you and your audience The best techniques to develop your own original content The two formulas guaranteed to make your stories memorable 10 little known scripting and delivery techniques to make you sound like a long term pro Techniques to adapt your classic speech for different audiences How to absolutely, 100%, guarantee you are booked again—and again—and again The best ways to rehearse after this seminar You will walk out with a blue print for your speech! Come prepared: Please bring a topic area or life experience you want to design your speech around. A list of stories, examples or experiences that could go into your speech. (These can be one word bullets to remind you of what they are) A list of people who influenced you—parent, minister, teacher, coach, boss (names are good just as a reminder) A list of jobs you have held and who you worked for Any outlines of speeches you are working on already and want to incorporate. If you are a novice speaker: This is your chance to get your career launched with a good start on a classic, original speech with specific techniques to adapt to any audience. If you are an intermediate speaker: This is your chance to analyze and improve one of your current talks through your new insights and the eyes of an experienced speech writer and coach. If you are an advanced speaker: Why not take this opportunity to write a new program? Or reorganize your current material into another marketable way? Bonus for the first 20 to sign up: FREE CD of Fripp's classic "Traits of Top Professionals." To add to a more compatible learning experience for everyone—laptop users will be seated at different tables from note takers. For more information: nsanca@aol.com http://www.nsanc.org

IdeaBank on Professionalism

One of my online newsletters that I enjoy if IdeaBank. I first met the gentleman who writes it at the Ragan Speech Writers Conference. This is a short portion you may enjoy. At the end you can see the message from Charles Francis with a SPECIAL offer.

_______________
PROFESSIONALISM
_______________

The dictionary defines "professional" as someone "who engages in a particular pursuit, study, or science for gain or livelihood." Amateur is defined, generally, as someone "who engages in a particular pursuit, study, or science as a pastime rather than as a profession."

As the world becomes more complex, it seems that most of the people engaged in important work (even a great deal of non-profit work) are professionals with specialties that become increasingly narrow. These are generalizations, of course, but it is interesting to see how professionalism is defined these days.

Here are some from the IdeaBank files:

"Professionals are those who can do their job when they don't feel like it. Amateurs are those who can't do their job when they do feel like it.

"You have to perform at a consistently higher level than others. That's the mark of a true professional. Professionalism has nothing to do with getting paid for your services."
Joe Paterno, American college football coach

"Professionalism is admirable but, lest hubris set in, let's remember that, Professionals built the Titanic. Amateurs built the Ark. "
Charles Francis Copyright IdeaBank 2005

Get a free trial of IdeaBank http://www.idea-bank.com; click on the green button labeled FREE TRIAL. The free trial allows you to download up to 100 items during a 30-day period at no cost.

Fripp on the road again...

Frequently I am asked about my travels. How I meet, where I go, and what I have learned.

Recently when I was in Austin to speak for the National Speakers Association chapter I went to see one of my favorite music groups. The California Guitar Trio. They all met in one of my brother Robert's Guitar Craft retreats in the 80's. Paul Richards sent this photo link from their website of me  introducing them.

http://cgtrio.proaudiowebsites.com/cgi/viewroadcam.paw?171

Your Questions?

Would you like to ask me a question? If you make it short and specific it will be easier to give an answer that is helpful. -Fripp

How Do I Get Started as a Speaker?

1. Check www.nsaspeaker.org and click on chapters to find your local chapter of the National Speakers Association. Go from there...understand the industry you want to enter.

2. Invest in The Odd Couple Marketing and Strategy Seminar for Speakers and Consultants given by Fripp and Weiss.

http://www.fripp.com/publicspeakingresources/speakermarketing.html

3. Invest in Alan Weiss's book Money Talks: How to Make a Million as a Speaker.

https://ssl.cgicafe.com/clients/summitconsulting.com/books.html#book13

4. Read Fripp's free articles on marketing for speakers.

http://www.fripp.com/articleslist.html

Turn Your Corporate Clients Into Speaking Stars

Having just left the most fun conference to attend and speak at, I am inspired to post this article I wrote after the last time I left the Ragan Speechwriters Conference. We live in both very similar, and very different worlds, as a speech write and speech coach. Hope you find it helpful no matter if you are writing for yourself or others. www.Ragan.com

Turn Your Corporate Clients Into Speaking Stars

When you ask your corporate clients what they want to say in their speeches, do some have only a vague answer? Or do they hand you company brochures or a list of statistics? Here's how to take such clients in hand, changing dull to dynamic.

1. FOCUSED THINKING. If your clients can't describe what they want to talk about in one sentence, they may be guilty of fuzzy focus or trying to cover too many topics. Their listeners will probably be confused too, and attention will soon wander. Persuade your client to come up with a one-sentence summary of the purpose. If a client must make a speech and is unsure what to talk about, try asking, "What questions does this type of audience usually ask about you, your business, or the industry?" Then use the speech to answer these questions.

2. CLEAR STRUCTURE. Make it easy for people to follow exactly what your client wants to say. They'll remember it better--and your client will too as he or she delivers the speech. Poor or confusing structure makes audiences tune out.

3. MEMORABLE STORIES. People rarely remember the exact words. Instead, they remember the mental images that the words inspire. Support key points with vivid, relevant stories. Help the audience "make the movie" in their heads by using memorable characters, exciting situations, dialog, suspense, and humor. I had a client kicking off a money-saving program in a speech for employees. I asked him to tell me a story about someone who had saved the company money. Do you know what he showed me? Statistics! "Statistics aren't sexy," I told him. "Numbers are numbing. Where's the made-for-television movie? Where's the excitement, the 'sex and violence'?" He had no idea. So we phoned the Accounting Department and got a memorable story about a shipping clerk who had saved the company $200,000.

4. ANSWERS TO QUESTIONS. Whenever you tell a story, figure out what questions the audience will be asking themselves. Then answer them. With this same retail client, we decided the audience would be wondering, "What did our company do with that $200,000?" We researched and prepared an answer: "$200,000 is 18 miles of shelving. It's designing an additional size. It's a month of radio commercials." And always be sure the audience knows up front why they are devoting the time to listen. If it isn't obvious, provide or even create an exciting answer.

5. EMOTIONAL CONNECTIONS. The most powerful communication combines both intellectual and emotional connections. Intellectual means appealing to educated self-interest with data and reasoned arguments. Emotion comes from engaging the listener's imaginations, involving them in your illustrative stories by frequent use of the word "you" and from answering their unspoken question, "What's in this for me?" Use what I call a high I/You ratio. For example: Not, "I'm going to talk to you about telecommunications," but "You are going to learn about the exciting world of telecommunications." Put the listener in your client's story. Not, "I want to tell you about Bobby Lewis," but "Come with me to Oklahoma City. Let me introduce you to my friend, proud father Bobby Lewis."

6. RIGHT LEVEL OF ABSTRACTION. Do your clients want to provide the big picture and generalities when their listeners are hungry for details, facts, and specific how-to's? Or is the audience drowning in data when they need to position themselves with an overview and find out why they should care? Get on the same wave length with your listeners. My friend Dr. David Palmer, a Silicon Valley negotiations expert, refers to "fat" and "skinny" words. Fat words describe the big picture, goals, ideals, outcomes. Skinny words are minute details and specific who, what, when, and how. In general, senior management needs fat words and descriptions. Middle management requires middle words and descriptions. Technical staff are hungry for skinny words and explanations.

7. PAUSES. You may think pauses are up to the speaker, but it doesn't hurt to write them in. Good music and good communication both contain changes of pace, pauses, and full rests. This is when listeners think about what has just been said. If your client rushes on at full speed because of nervousness or to crowd in as much information as possible, chances are they've left their listeners back at the station. Indicate spots where the speaker should pause--after they've said something profound or proactive or asked a rhetorical question. For limited-time presentations, keep your length on the short side.

8. STRONG OPENINGS AND CLOSINGS. You already know how important it is to engage the audience immediately with a powerful, relevant opening. It can be a story, quote, question, bold statement, little known fact, or "I love your conference theme......." Two ways I do not recommend any speaker starts is with an old joke or "It is a pleasure to be here......"  Most business speakers do not know that the speaker should never close by asking for questions. If questions are appropriate, script such a request just before you script their final, hopefully dynamic remarks. Last words linger.

With skill, energy, and a bit of diplomacy, you can turn your most boring clients into media stars!

When Should You Contact a Speakers Bureau?

So often I am asked "How do I get listed with a speakers bureau?"

Before any non-celebrity speaker contacts a speakers bureau, no matter how interesting their life story is, they need to have created a 30, 45, and 60 minute version of an original talk on their life or subject. They need to have delivered it at least 50 times for a fee, be able to provide at least 10 glowing testimonials, have agent friendly marketing materials and a video.

Remember, a bureau will not discover you. A speaker needs to create their own demand.

Your friend has an interesting story which may make it easier to sell earlier but not without a good, well proven talk.

Do not contact a bureau prematurely. Never call them on their 800 number or in the morning which is their marketing time. The best way of introduction is through a speaker who they value their opinion or one of their corporate clients saying they have seen them.

Lots of PR or a good book can help get their attention. You still need a good talk that many others have paid for.