NSA Wisconsin: Your Source for Professional Speakers

Susan RoAne Brings Charm and Humor to Networking Advice

by Joanne Cantor
Professional Member

Best-selling author and Mingling Maven® Susan RoAne educated and entertained us all at our May 6th meeting. Her presentation titled “Schmooze or Lose! Making Contact: Building Relationships in a Digital World,” was chock full of valuable advice both for networking for success and for preparing and delivering a dynamite presentation. Her advice was gift-wrapped in dozens and dozens of charming, humorous stories about her speaking experiences and her family and friends.

Her nuggets of wisdom were bountiful. Here are some of the ones I was able to scribble down [Note: Susan made it a point to always attribute quotes and advice to the people she learned them from. Unfortunately, I was so busy recording the wisdom that I sometimes missed the source. My apologies to any sources I’ve overlooked!] 

Some of Susan’s Tips for Networking 

1. To be an effective networker ignore “Mother’s Dire Warnings”: 

• a) Ignore “Don’t talk to strangers.” -- Redefine “stranger” by finding out what you have in common with the people you’re going to meet. Do your research in advance using newspapers, websites Facebook, etc. 
• b) Ignore “Wait for an introduction.” -- Prepare a short (7-9 sec) self-introduction: “Hi, I’m _______________. It’s so nice to meet you. . . . ” What you say next should be tailored to where you are; explain your connection. When you explain what you do, put it in terms of the benefit you bring (Patricia Fripp). Give them something to ask you a question about. You never know who’s there who can help you in your career. Be nice to everyone. 
• c) Ignore “Good things come to those who wait.” –- Initiate conversations. Remember, Professor Philip Zimbardo says that more than 90% of people self-identify as shy. When you approach someone who’s alone, it makes them feel important. Remember, everyone likes attention. Think about making them feel welcome and you’ll forget your own shyness. Adele Scheele says that savvy people act as hosts and not as guests. Circulate, and introduce other people to each other. REMEMBER: Don’t denigrate small talk. Movie mogul, Sir Alex Korda said, “Small talk is the biggest talk we do.” Give other people something to connect with you about. 

2. Tips for turning small talk into BIG TALK!

Break the ice by bringing your OAR: Offer observations, Ask questions, Reveal information. Conversation is not just about asking questions. Add something relevant about yourself. Let your work come into the conversation naturally (“I had a client who had a similar problem . . .”). Tips for the graceful exit: If the conversation has been great, promise to send them that article you mentioned; if it’s been dreadful, say you hope they enjoy the rest of the event; if it hasn’t gone anywhere, introduce them to someone they might have more in common with. 

3. Tips for “working a room”

Do your research. Make it lighthearted and fun. Wear an interesting necklace or tie that they can comment on. Be approachable: smile and give eye-contact. Use the “buddy system.” If you’re there with a friend, let them introduce you with enthusiasm and you can do the same for them. 

4. Top traits of the best networkers (from The Secrets of Savvy Networking) 

• a) Always acknowledge any help, kindness, information, leads, etc., with gifts and thank-you’s. 
• b) Stay in touch when you need nothing. 
• c) Follow up: Do what you said you’d do. 

Some of Susan’s Tips for Giving Great Presentations

• Get there early; be the official greeter; find out about your audience and bring what you learned into your talk. 
• Response to an off-the-wall or heckling comment: Say (sweetly), “Oh, I have nothing to say to that!” and move on. 
• Always use a microphone; with a hand-held one, you have more control. 
• Always give credit to your sources. 
• Know what’s happening where you’re going: in the community, in the company, in the world. Get “with it” by reading the paper, the sports page, People Magazine, USA Today (you can find news from every state). 
• Think and act both digitally (web, blog, Facebook, Linked-in, Twitter, etc.) and analog (face-to-face; and pick up the phone once in a while!). 

Some of Susan’s Tips for Your Own Professional Development 

• Be wary of boot-camp type promotional come-ons. Do due diligence to find out if they’re worth the money. Go to the Speakers Linked-in group to get others’ opinions. “Invest in your own business, not someone else’s.” 
• Come to NSA chapter meetings. 
• Qualify for NSA membership. 
• Join NSA. 
• Get advice and mentoring from other members. 
• Go to National Conventions. 

To sum up, Susan RoAne’s presentation was filled not only with advice for succeeding in the speaking business; it was full of wise tips for leading a happy, rewarding life. Thank you for everything, Susan!

NSA-WI Has Talent

by Rob Bell
Professional Member 

If you didn’t attend the March 11th program, you missed one of the most enjoyable and inspiring sessions that I have attended in a long time.

The theme for the day was “I’D LOVE TO REFER YOU BUT I HAVE NO IDEA WHAT YOU SPEAK ON – A day to Hone Your Skills, Meet Your Neighbors, and Build Your Business.” 

During the Speaker U afternoon session, a feedback panel of professional NSA-WI members comprised of Jim Morrison, Kinza Christensen, Eliz Greene, Chip Lutz, and Rob Bell had the pleasure of enjoying the presentations of six up and coming speakers. After each session we provided feedback and suggestions to add sparkle & polish to their presentation.

It takes a lot of courage to present strut your stuff in front of a panel of “seasoned” speakers. The talent for the afternoon included Jeff Kortes, Jodi Pliszka, Tina Boyle-Whyte, Wendy Naarup, Joey Guido, and Hillary Wynn. Congratulations to all six of the Speaker U participants. You all did a great job.

The evening program was a wonderful opportunity Patty Hendrickson, Jim Morrison, Jason Kotecki, Larry Cockerel, Chip Lutz, Eliz Greene, and Rob Bell to showcase 15 minutes of what we do. 

I’m proud to be a member of NSA-WI. We definitely have talent and tons of insight, inspiration, and ideas to help our clients succeed both personally and professionally.

Blah Blah Blah: Terri Langhans Teaches Us How To Make Our Marketing Stand Out

by Sally Anders
Professional Member

If one of your reasons for joining NSA-WI is to learn to better market yourself as a speaker, and you did not attend our January program featuring Terri Langhans, I hope you were out making money, because missing this program is going to cost you.

Her program, Blah, Blah, Blah: How to Make Your Marketing Stand Out and Get Better Results, was jam packed with solid gold nuggets on how to market ourselves. Many of her ideas cost little or nothing to implement. I can’t share them all here, but I’ll try to hit some of the high points.

Terri defines marketing as anything that helps or hinders your sales. Ramp up what’s working—stop what’s not. Marketing boils down to “remember me when you need me.”

She advises to connect with your prospective clients before you try to convince them to hire you. Find out who they are, what they want. Focus your marketing on your client, not on you.

Terri suggests we use testimonials to overcome objections. What are the reasons you hear why people didn’t want to come to your programs? Use the testimonials that addresses those issues.

Surprisingly, Terri tells us that the fact that we (speakers) all look alike is a good thing, if you know how to use that likeness to your advantage. When we all look alike, little differences become more important because our clients are now looking for how we are different from the pack. That means, we don’t have to be wildly creative and come up with dazzling differences! We just have to be a little bit different—and that difference has to matter to our clients.

On that same note, ask yourself what your competition is unwilling to do to market themselves. Is it something you would be willing to do to get more bookings? For example, are you using your personality to market yourself? You should be. That is one important way we can be different from our competition. And personality is hard for others to copy. So, again, it sets you apart.

Get a little intrigue and emotion into your marketing. Invite people to focus on your ad for a while to try to figure out what it is about. The longer you can hold their attention, the better chance you have of them connecting with your message. If you can make them feel an emotion with your intrigue, or when you do the “reveal,” all the better. Both will make your message more memorable.

Terri taught us how to evaluate the effectiveness of the ads that we see. What’s working and what is not. In doing that, we learn from some of the best marketing people in the business how to create better ads for our own messages.

Two of the areas where most (including speakers) fall down on their marketing is in tracking and follow up. You want to track prospective clients until they are ready to buy. Some of us try to do that with ezines, blogs and mailings. But, many of us are not consistent. Terri calls this RAM—Random Acts of Marketing. Not a good long-term plan for success.

The bottom line—you missed a good one. Most of us are strong speakers, but if we don’t make a good, consistent, thoughtful, client-focused marketing effort, whose going to know?

Visit http://www.blahblahblah.us to learn more about Terri.

September Meeting Recap

Larry Cockerel
NSA-Wisconsin President 09-2010

Friends and colleagues, September is passing quickly but it didn’t get by us to fast for the very exciting, educational, informational, and very much needed program shared by Mr. Mark V.B. Partridge on protecting your “Intellectual Property”. Marks’ program titled “Guiding Rights” Intellectual Property is Your Greatest Asset, was a hit the first time back in 2006 and again at this months NSA-Wisconsin professional development session. We had visitors come from far and near for this one, nice full house including we have four new members as of our September meeting.

My theme this year as your President is “Learn and Earn” and this program that Mark shared was all about learning and earning. From “Copyright” to “Trademark” to “Patents” and the benefits of protecting ones property can lead to more earnings and the more we learn, the more places you can take your speaking business.

Whether your’e writing a book, creating a new program, bringing back to life a good old program, product, websites, and your customer lists, this program had something for you to take back to the office and reflect on. Mark covered so much we needed more time for the Q & A, you know its good when the people don’t stop asking questions and the presenter doesn’t stop answering no matter what time the program ends!

Mark took us through the key principles of the Guiding Rights and how the key principles apply to you as a speaker. He also shared three key steps in building and protecting your IP. All I can say is “WOW” and I would have to bet that those who attended would say the same thing “WOW” what a night!

Friends your NSA Wisconsin Chapter is all about helping you get better as a professional speaker and helping you build a profitable speaking business. I can tell you this you can never get to much of a good thing, just like when your client calls you back year after year because you added value. The same goes here, we want you to come back meeting after meeting because you see the value. It doesn’t matter how long you’ve been in the business or how many times you’ve heard the message before, it’s always new if we open our minds to learning new things.

We hope to have Mark back again because this was a valuable learning time, one of those things that you can never get enough of, knowledge! I hope to see everyone in November, bring a friend, and invite someone from another association that you network with. Come network, learn something and keep developing your business, clients are looking for those that are learners as well as presenters. And for those that were at the September session and want to share your testimonials or what you learned, we await your content, we will post on the blog and link to you, what a great way to get a little exposure and your thoughts in print.

Mr. Mark V.B. Partridge if you are reading this piece we thank you again and can’t wait until the next great opportunity to have you back.

Ford Saeks Amazes with the Possibilities of Social Media Marketing

by Joanne Cantor
Professional Member

If ever a topic was timely for members of NSA who want to grow their business (and I’ve yet to meet one who doesn’t), it was Ford Saeks’ presentation on Social Media Marketing at our November meeting.  SMM is a tool we should all be exploring, yet these applications are developing so fast that it’s hard for newcomers to know where to start or for old hands to keep up. 

Ford’s intense, interactive, and at times, humorous presentation – which was supplemented by hilarious input from our members – was an overview of a multitude of options. From the story of his first successful business venture at age 16, through advice on making our web sites more effective (which involved putting several of us on the Hotseat), to a guide to what different forms of social media marketing can do for our business, this presentation delivered value. A few tidbits from Ford:

• “Adapt, don’t adopt”: There are lots of tools out there. Choose the ones that make sense to you and use them in ways that work for your business.
• Before you use Social Media Marketing to drive people to your web site, make sure your web site is worth the drive.
• “Look at your web site through the eyes of a wandering monkey on crack.”
• Use visuals that draw your customers’ attention, and make sure the actions you want them to take are “clickable.”
• Make your content compelling and make it drive customers to buy.
• Focus on your customer and answer the questions, “Why you?” “Why me?” “Why now?”
• Write for the customer and for the search engines.
•  Keywords, Keywords, Keywords – find the keywords that will bring your customers to you, and use them, use them, use them in titles, content, and tags.

“Social Media has now surpassed porn in web traffic.”

Talk about a memorable quotation to convince us that social media marketing is important! Once your web site is a worthwhile destination, social media sites can direct more and more traffic there. For those of us who feel “technologically challenged,” Ford had one powerful phrase of reassurance, 

“If you can send an email, you can do this!”

Ford's advice:

• Blogging is an excellent way of attracting attention:
  • It’s best if your blog is right on your site rather than at a separate web address.
  • Give your blog personality.
  • Make your posts somewhat controversial.
  • Allow comments, but to avoid spam and abuse, make sure they’re moderated.
• Other useful sites he mentioned are Facebook, YouTube, Linkedin, and Twitter.
  • Write your profile for these sites as a marketing tool, but avoid sensationalism (don’t be too “over the top”).
  • Have your blog posts linked automatically to your various social media pages.
• YouTube is a great marketing venue.
  • Post video of yourself speaking (using the Intro and Outro for marketing).
  • Make sure your keywords are in the title, the description, and tags.

So Much Info, So Little Time

Ford had time to provide us only a brief introduction to the possibilities.  But not to worry. Here’s the link to his PowerPoint slides: www.primeconcepts.com/events/nsa08, and where you can also order his “Internet Profit Kit for Information Marketers.” As a special offer for NSA Chapters, “Keyword Secrets: 60-Minutes to Simple Keyword Success” is included. So even if you missed Ford’s program, you can still benefit from his visit and put yourself one step closer to using Social Media Marketing to grow your business!

November Meeting Recap: Social Media Style

by Mike Domitrz
Professional Member

Lou Heckler Shows Us How to Craft a Keynote

by Sally Anders
Professional Member

As a long-standing NSA Wisconsin member, I love our programming, which often focuses the business of speaking – and that is certainly important. But I was excited to hear Lou Heckler speak on speaking – how to improve my skills as a speaker! I was not disappointed.

Lou began by defining the difference between a keynote and a training or facilitation. According to Lou, a keynote is more personal. It has more of you in it. It prompts thinking – “Here are some thoughts – take them and do something with them.” The interaction in a keynote takes place when your audience is engaged and thinking as you speak.

He went on to share:

• We – speakers – help people learn how to run their lives better. Yet, there are many of us speaking on the same topics – change – leadership – customer service – etc., etc. The difference each speaker brings is the fresh voice.

• Create a powerful theme statement around which your talk will revolve. It may not even be stated to the audience. A theme helps to keep you focused. Lou’s theme is always the same: ordinary people can do extraordinary things. Use examples – stories – that support your theme. But don’t borrow from the internet. Few stories from the internet will sound fresh or original. The audience wants to know what is true for you. That’s your voice. Because our memories are multi-sensory, include lots of senses in your stories. And remember that everything you say must be backed up by emotional truth.

• Two things a speaker must be: 1) Memorable 2) Repeatable – we want people repeating our stories at the water cooler

• Before constructing your keynote, you need to answer these questions:
  
  • Who wants what you have to sell? Who are the people who really need to hear your message?
    
  • Why should they buy it from you – instead of all of the others speakers who address your topic?

• To find material for your speeches, Lou says to think in macro terms about micro events in your life. Ask, “What is this like? What universal truth does this represent?”

• Pay attention to those around you. Note some of the great things people say – use them to make your points with story.

• Use techniques other media use:
  
  • Foreshadowing – plant ideas to use later. This could be a word you use again and again that makes your point and/or supports the theme.
    
  • Anticipation – give the audience something to look forward to. Use “pauses” to give them a chance to think of what you may say next.
    
  • Irony of style – sometimes when you tell a story you act in a different way from the story. Example: “She was so excited.” In a mundane voice.
    
  • Show and don’t tell – play characters in the story – act it out!

• Always speak to an audience of one. Everyone should feel that you are talking only to him or her. Speak as if you’re having a conversation.

• Always finish your speech when you feel it is done – no matter how much more material you have. If you tune in to your audience – you will know when to stop.
  

These are but a few of the wonderful insights Lou shared with us about crafting a memorable and repeatable keynote. Unfortunately for those who were not in the room, this report contains only a few insights and none of the humor or poignant stories that were the voice of Lou Heckler! A voice we are all anxious to hear again.

National President Mark LeBlanc Stresses Focus

by Jason Kotecki, Champion of Childhood
Professional Member

Mark LeBlanc finished up his year-long tour of NSA chapters as national president with a visit to NSA-WI last Thursday. For those of you who missed it, you missed a phenomenal program. Here are just a few of the golden nuggets he shared:

Focus on One Thing
Early in his career, Mark's daily to-do list was impacted largely by what he felt like working on when he woke up in the morning. One day he'd work on his keynote program. The next day, he'd start on a book project. The day after that, he'd focus on his Achiever's Circle weekend events. His growth was steady, but slow. Then he decided to focus exclusively on one core aspect of his business -- speaking. What he discovered was that by focusing on one profit center, he did better in all four. His advice: The more focused you are, the easier everything else becomes. Drive one of your core profit centers to the moon, and the rest will come along for the ride.

Don't Be Afraid of Free Speeches
Lots of veteran speakers run away from free speeches. But Mark has been doing at least one free speech a month his entire career and says he'll never stop. He uses them as a marketing strategy. His key is that he speaks for free only to targeted groups, comprised of people that need to hear his specific message and could be in the position to hire him. And most of these speeches are to groups that typically don't have a budget for speakers.

Tap Into Your Advocates
Another marketing strategy Mark shared was his "Advocate Strategy." Here's how it works: Make a list of the 25 most important people in your life that are in a position to impact your business. Stay in touch with each of them once every 30 days. Send them an article, a cartoon, or a personal letter that gives them value and lets them know you're thinking of them. Be creative, keep it short, and don't let the focus be on YOU. Maintaining these relationships can make a giant difference to your bottom line.

Mark also gave us a taste of the upcoming national convention in August, which is being held in New York City. This year's theme is NSA Rocks, and they're pulling out all the stops. He promised it would be a convention experience for the ages, with a roster of awesome presenters and a slew of surprises. In fact, he guaranteed that one of the surprises, scheduled for Tuesday morning, would literally make us stop breathing. The convention is slated for August 2-5 at the New York Marriott Marquis Times Square. Get all of the event details here.

McKinley hit it out of the park again, with a home-run presentation!

by Larry Cockerel
Professional Member

The real deal and the real “WOW” factor took place at our last NSA Wisconsin Session on March 6 at the Country Inn & Suites. If you where there, then you know right what I’m talking about, Mike McKinley, CSP, CPAE Alive and in person! This session was at the point of standing room only, because when our own, Wisconsin based Professional Speakers come to share, people come to listen and learn.

Planning, Preparing, Presenting and Promoting Your Unique Style of Speaking, was the theme and the content was excellent, presented by one of the best. When talking on the above subject you better be ready to represent all the pieces from the planning and preparation for the session to your own unique style, to not only share, but demonstrate all the above in action. And that’s what Mike did; his program was powerful with content and mind-opening with the demonstrations from his introduction, to the PowerPoint presentation on ways to be unique with your presentation.

McKinley’s program went deep, when he led us into the section on, “Looking Inside Myself”, four key questions to help you identify, questions like; What makes me different? And why should anyone hire me? These type questions make you think and grow. From looking inside Mike led us to the area of, “Mistakes I’ve made as a presenter, or have seen other presenters make” If you’re not making mistakes maybe you’re not taking risk. I know that I’ve made my share of mistakes, but that’s just opportunity to get better.

Mike’s PowerPoint presentation with all the pictures where great, and gave me many new ideas on how I can deliver my message in a different way to be unique. Mike shared how for many years he has collected pictures and set up a “picture filing system” to track all the shots and organize so to be ready to add to the right program with the right purpose. Well, I went right home and started setting up my “picture filing system’ to get organized by topic. Mike inspired most, if not all of us in the room that day, and that’s the power and Return-On-Investment of our NSA Wisconsin Professional Speakers Development Programs. The room was full of experience, a few past Presidents of the Chapter, five first timers, three new Professional Members and one new Candidate Member, not counting many Professional Members that come to network, met new members, past members, and gain new ideas to keep the firing burning inside.

Mr. McKinley, thank you again from all of us at Wisconsin Professional Speakers for an excellent session full of humor, dynamic content and key disciplines that we can take back to our businesses and put into action. I’ve personally seen and participated in this same program over five years ago, and each time I hear the message and see Mike in action I understand his success and effectiveness towards his audience, and where I want to go with my business of making a little difference in a big world.

Please allow me to take you back in time to your early years, back when greens where something you were made to eat! First was pre-K, then K, Middle, Junior High, High School and for you lucky ones a great University. At NSA Wisconsin we don’t want you to stop learning and growing, that’s why we have developed our Speaker U, yes more schooling. We believe that the best way to build your Speaking business is to be involved with an environment developed around growing your Speaking business, and our Dean of Speaker U Eliz Greene can help guide you through the process. Just connect with Eliz and discover how you can kick your Speaking business in gear through the benefits of Speaker U. It’s never too late to get back to getting more stuff to help you do more stuff for your business and clients. If Speaker U is for you, then contact with Eliz Greene today.

Special thanks to Jim Morrison for chairing the day and helping us all to have a great day of learning and fun along the day’s journey. Congrat’s to Past President Barbara Bartlein, CSP for winning the 50/50 drawing and then giving it back to support our DECA Sponsorship, giving back is what we all do in our business and Barb, the People Pro showed us all how easy it is to give back. We want to say thank you for our first timers for joining us at our March session, and hope you’ll all come back in May for our next session and consider Wisconsin Professional Speakers as your next choice to help you build your speaking business.

Larry Cockerel
The Expert on “Aggressively Living Life”

September Meeting Recap: Lori Silverman

Lori Silverman, a business strategist, keynote speaker, and author has consulted with orgaizations in fifteen different industries on creating viable long-term strategies to increase their success. She was the featured guest of our September meeting, showing us how to use stories to build additional revenue streams. She shared a variety of ways to use stories within our business.

FAST TRACK RECAP

Our September Fast Track Session with Lori Silverman focused on creating a strategic approach to professional speaking. Lori generously shared her business plan and encouraged those in attendance to think about our individual businesses in a new way.

For those struggling with how to fit seemingly divergent topics or activities together, Lori advised pulling back and looking for a larger “box” into which they all fit.

For those looking to use experience in another profession, Lori explained the need to capitalize on the expertise earned and promote ourselves in the market through PR and article writing.

She encouraged all of us to explore different types of activities and revenue streams to protect our speaking business in a volatile market.

Each person in attendance came away with specific action items during our Master Mind session and a new way of thinking about our businesses.

We are so grateful to Lori and her expert guidance will help us long into the future.

January 2008 begins a new training program for emerging speakers called Speaker U. Don’t miss your opportunity to get the inside track to success in the speaking profession! Reserve your spot now.

Professional members may audit Speaker U Interactive Seminars and support our Speaker U Classmembers. To reserve your spot in a seminar, please contact Dean of Students Eliz Greene.