How to Get Started as a Professional Speaker

If you are thinking of becoming a professional speaker and you want to know where to start, then I offer you the same advice that helped me launch my speaking business many years ago.

The speaking business is not a get rich quick scheme. There are exceptions. If you are a past president of the United States, a recent Olympic Gold Medalist or an airline pilot who just landed your plane on the Hudson River then you can grab some quick and ready cash as a professional speaker. But, beware that your cache might fade quickly.

Here are the four nuggets of advice that I was told and followed to get started into the professional speaking business. My early benefactor of advice and encouragement was Fraser McAllan.


Don’t quit your day job yet

If you still have a job – keep it for awhile. Positive cash flow reduces stress and helps you make better business decisions. Cash on hand makes it easier for you to make the strategic investments in yourself and your business. Starting a new business usually means going through a period or two of negative cash flow. A successful entrepreneur who made the transition from the corporate world gave me similar advice. She said, “When you go solo have enough money in the bank to live for the first year.”

I started and operated my speaking business part time for two years while working at my corporate job. Evenings, weekends and vacations were for building the business. When I left the corporate world my business was generating enough revenue to be viable.


Get good at the craft of speaking

If you want to be a speaker you must learn how to present well. It might be a great insight, story or experience that gets you started. But if you want it to last at some point your paying audiences will expect you to get better.

Public speaking is a skill – not a talent. Don’t rely on talent. Don’t wing it. Learn the principles of presenting, practice your presentations and get coaching. You might take a course or seminar on presentation skills to start.

Toastmasters offers an effective low cost alternative to developing your presentation skills. Toastmasters is the largest and longest running non-profit organization that develops presentation skills for its members.

At some point you will need to work directly with one or more presentation coaches.

Read everything you can find on presentation skills. Watch TV, movies and theatre from the perspective of observing the presentation skills of the actors. Study them from the point of what works and why.


Speak as often as you can

Speak – speak – speak. If you want to be a paid professional speaker you will need to speak a lot – even if it is for free. Why? Two reasons. One, you need the experience and two, people need to see you to appreciate you.

While speaking you might discover that material you thought was wonderful didn’t go over so well with that audience. Don’t throw it out. Instead ask why that didn’t work so well. What might you do to adapt it?

In the beginning you might need to beg for opportunities to speak. Start with the groups that you know or who know you. Volunteer to speak for the associations that you are or have been a member of. It might be the monthly chapter meetings or the annual conference. Accept anything in the beginning. And always deliver your best presentation.

Offer to speak more at your job and in your volunteer work. Get known as “the speaker”. Offer to introduce other speakers, chair a meeting or MC a panel discussion.

There are thousands of associations that meet every month that need a guest speaker. That could be you. For example, Rotary groups meet every week and need a speaker every time. They often invite guest speakers. I spoke to many Rotary groups while developing my speaking business.

Ask for referrals and testimonials from every presentation you deliver.


Become known as an expert

Speakers are a dime a dozen. Lots of people are willing to speak for no money. Some of them are even fairly good at speaking. If you want to make real money as a speaker you must be known as an expert.

Perhaps you already know what that expertise is. Perhaps you need to do some research. If you want to be a professional paid speaker then your expertise must be something that the market is willing to pay for.

And it’s not enough to be an expert. You must be known and valued as an expert by your target market.

There are three strategies to boost your reputation as an expert:

Speak on the topic of your expertise
Write and publish
Appear in the media

You can make these strategies work if you follow a focused system for each. Do all three. Each is important.


That’s the advice I received when I started in the speaking business and I offer it to you here freely.

Good luck in your speaking business.



George Torok
Bestselling Author – Professional Speaker – Radio talk show host

PS: My mentor Peter Urs Bender said, “The speaking business is the easiest business to get into and it is the hardest to survive in.”

PPS: Time management expert and speaking colleague Harold Taylor said, “If you want to be successful in this business, stay in it for 20 years.”



© George Torok, Professional Speaker www.Torok.com 905-335-1997



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Power Presentations Tip 41: Dealing With the Fear of Public Speaking

How to Manage the Fear of Public Speaking

Surveys have shown that the majority of people consistently rank public speaking as their number one fear.


Why do these people fear public speaking more than death? Perhaps it's because they can only die once - but they might have to deliver more than one speech.


This fear has little to do with intelligence, age, wealth or position.


I have worked with owners and CEOs of very successful companies who confessed their uncontrollable fear of public speaking.


The fear manifests itself in many different symptoms. That might include, dry mouth, sweating, shaking, pounding heart, rumbling stomach, nervous ticks, forgetfulness, anxiety and lack of self confidence. By the way a pounding heart is a good thing. It's bad when it stops!


How can you manage this fear?


First, accept the reality that most speakers experience these symptoms some times. I know many professional speakers who have experienced pangs of anxiety while speaking. That includes me. The trick is not to let your audience know.


Second, realize that public speaking is not a talent - it is a skill. That means it must be learned. I have not yet encountered any good naturally talented speakers. On the other hand I have seen many bad naturally talented speakers.


Third, focus on managing the symptoms and get comfortable with the fear. Accept the anxiety as a given. Simply become comfortable with it and welcome it.


It might sound funny but this is all a mind game. So play along. The physical and emotional symptoms that you experience are simply an expression of your mind. You can control what your mind thinks. It will take some conscious mind-over-body effort, but you can do it if you want.


Next steps for you?


Learn the techniques to be a better speaker, Prepare and practice. Focus on your purpose and message and not on your symptoms. Allow yourself to be imperfect. Accept that you are a work in process.

George Torok

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Power Presentations Tip 40: Speaking Without Notes

How to speak without notes


Why would you want to speak without notes? Because you will look more confident and assured about your message. A presenter that keeps checking his notes looks like he didn't prepare or he doesn't know the material well.


Imagine how the audience feels when you read your presentation from sheets of paper, or worse, your PowerPoint slides. Arrgh!


Speaking without notes is something that you do every day. Every time you have a conversation you are speaking without notes. So you know that you can do it.


Let's look at how you can speak without notes while delivering a presentation to an audience.


Naturally, the first thing you must do is to know your topic well.


Here are three techniques that you can use to speak without notes or at least fewer notes.


1. Key Word Notes

The most common technique is to use point form notes. The key words serve to remind you of the sequence and the points that you plan to cover. The presentation is you filling in the blanks between the key words. You can do this because you know your material well and rehearsed well. The challenge is to distil key words down to one piece of paper or index card. Imagine getting a 30 minute presentation summarized in about seven key words.


2. Questions

The second technique is to prepare your presentation as a series of questions that you pose then answer. The questions could be the most common questions about your business. You've heard and answered those questions many times so you can certainly talk about them.


A variation of this technique is to pose questions to your audience. Listen to their responses then add your comments to fill in the gaps. This is also most unpredictable.


Both of these variations on using questions will make your presentation appear more like a conversation. Therefore you will look more confident and knowledgeable.


3. Props

The third technique for speaking without notes is to use props. Lay the props out on a table in the order that you plan to address them. The props could be products, tools and/or toys. The props replace your notes and add the show-and-tell flavor to your presentation.

George Torok
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9 Simple Tips for Better Presentations

Do you want to make your next presentation more effective? Use these nine simple yet powerful presentation tips and techniques to enjoy better results when you speak before an audience.

Effective public speaking is not talent. It is a set of skills and techniques that are learned, practiced and delivered well. Learn the techniques and start practicing for your next successful presentation now. Don’t wait until you are asked to speak. Be ready.

Silence
Practice saying nothing. Not gibberish - nothing, as in silence. It is so powerful. Pause before you start, pause after you said something important and pause when you are done. Just say less and get more comfortable with the silences.

Mirror
Your audience will mirror you. If you frown - so will they. If you want them to smile - you must smile. Laugh and they will laugh with you. There are no ugly audiences - only ugly speakers.

Show Your Hands
Keep your hands where we can see them. We will trust you more. Hiding your hands behind your back will make us wonder, "What is he hiding back there?" Putting them in your pockets might feel good - but you lose power and can appear too casual. Let your hands hang at your side. As you speak and become involved in your speech you will naturally move them. You will look more natural. You will appear more trustworthy.

Look at Your Audience
Look at the audience - not the screen, the back wall, or your notes. Talk to them - look at them - one at a time. Move your eyes from one to another as though you are having many one-on-one conversations.

Nod Your Head
When you ask the audience to respond to your question show that you respect their response. Pause and look around the audience; nod your head in approval or show your delight with a smile. Remember you asked them a question. Show that you really wanted an answer.

Smile
Sometimes your audience will laugh when you do not expect it. Pause and let them enjoy it. Smile and show you also have a sense of humor - even if you are not sure why they are laughing.

Appoint an Assistant
When you speak before a group, always have a helper who can fix the lights, help with handouts, and usher latecomers to their seats. When looking for volunteers don't waste time waiting for someone to put up their hand. Appoint your volunteers. Always thank them.

Prepare for your Worst Question
Always be prepared to handle your worst question. You know what it is - the one you dread the most. It might be that you are too expensive, too cheap, too old, too new, too far, too near… Imagine how powerful you will appear when it is posed and you can smile and give the answer you rehearsed.

Edit your Words
Don't offend your audience by using insulting phrases like "obviously" or "everyone knows". If it is not oblivious to them or if they don’t believe that everyone knows then you have either insulted them or alienated them.

You can use these nine simple presentation tips and techniques to deliver more effective presentations today. It will take some practice but you can do it. Make your next presentation a success by paying more attention to the details.


© George Torok helps business leaders deliver million dollar presentations. Get your free presentation tips at http://www.Torok.com Arrange for presentation skills training or presentation coaching by calling 905-335-1997



9 Simple Tips for Better Presentations

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Power Presentations Tip 39: Tell Me a Story

Tell me a story. Do you remember saying that to your parents when you were a child? Perhaps children have pleaded with you to tell them a story. It’s not just children who want to hear stories.

The entertainment industry thrives on telling stories. TV, movies and even sports are about telling stories. Notice the big dollars that the celebrities and stars make. Why? Because we crave stories and we reward our story tellers handsomely. Note the success of Oprah, Steven King and James Cameron.

Story telling has been with us since cave men huddled around a flickering campfire. Imagine the challenge of presenting to a group of hungry, frightened and shivering cave dwellers. Story telling entertained, educated and excited people eons ago and it still enthralls us today.

What does that tell you?

When you tell stories in your presentations you will sell more, persuade more effectively and enjoy greater results from your presentations. You’ll also feel better about speaking because story telling is more comforting than giving a speech.

Most of us would rather tell stories than give a speech. Ask someone to choose between telling a story or giving a speech guess what they will pick. While public speaking gets high rating as a fear, story telling does not. If you are nervous about giving a speech work a few stories into your presentation.

Stories in a presentation help you get your message across better Yes, you can and should tell stories in business and sales presentations. One of my clients included stories in his presentation to close a $10 million deal.

I suggest that you follow this simple formula to make stories work for you.

Three elements to an effective story:
Conflict – The conflict grabs our attention. Create the setting. Make it vivid.
Resolution – We need closure even if the closure is based on hope.
Point – Only tell a story to help clarify a point.

It’s best to tell a personal story because:
You lived it so you don’t need to memorize it.
It’s your story so no one else is likely to tell it.
The audience feels privileged when you share a personal experience.


Rehearse and edit the words in your story to include only the details necessary to make your point. Your most difficult task is leaving out some of the details. Your audience doesn’t need all the details to get the point. The story is for the audience not for you.

The story doesn’t need to be funny. If it is that’s a nice bonus.

Like every story teller you are allowed some creative license. It’s best if the story is 100% true. But it is more important that the story be believable. Some true stories are not believable. Don’t waste your time with those unbelievable tales. Sometimes you might alter some small detail to make the story easier to tell or better illustrate your point.

If the story is so painful that you can’t tell it without crying – don’t use it – unless you are speaking at a funeral.

Tell stories to better illustrate your point.

Tell stories to be more memorable.

Tell stories to sell more.

The best public speakers are master story tellers. If you want more success when you present – tell stories.


© George Torok is a masterful story teller and exciting presenter. He helps business leaders deliver million dollar presentations. Claim your free Power Presentation Tips at http://www.speechcoachforexecutives.com/ Arrange Presentation Skills Training for your team. Call direct 905-335-1997

Tell me a story

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Power Presentations Tip 38: You are the one

You want this?

What is the most important word for you to use in your presentation?

Hint
This word is crucial to your success as a presenter. Every time you use this word it grabs the attention of your listeners. The absence of this word will tell your listeners that you are not talking to them. Thus they won't listen as well.

The magic word is "You".

The word "You" connects with your listener. It demonstrates that you are talking to them, with them and about them. Suddenly you will have an interested listener.

You probably know that the sweetest sound for anyone is the sound of their own name. The next best thing is the word "you".

The principle of connecting with someone is that they must believe that you care about them and have something of value for them. Designing your sentences to include the word "you" will force you to think about what's in it for them and present from their point of view. That mind shift will help you be much more engaging and convincing.

What word should you use least of all?

That word is "I". Because every time you say "I" it's clear that you are talking about yourself not your listener. That will tend to be boring and appear egotistical.

I'm not saying that you must not use the word "I". Just use it less and look for every opportunity to turn "I" into "you" or at least "we". "We" is better than "I" but not as effective as "you".

A simple test of your presentation effectiveness is to compare the number of "you's" against the number of "I's". There should be more "you's" than "I's".

Here are three examples:

If you are demonstrating a product, say, "After you press the start button, you can..."

If you are explaining your service, "This is what I will do for you..."

If you are describing an event, "If you had been there, this is what you would have seen..."

Be more engaging, interesting and effective. It depends on you.

George Torok
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Power Presentations Tip 37: Start with the Right Picture

Start with the right picture

The phone rings. You answer. It's your best friend. You probably smile and have an enjoyable conversation. But before you smiled you did something else - you saw their face in your mind. That image grabbed your attention, engaged you and triggered your emotions.

Compare that to what happens when a stranger calls you. You see nothing. So you are not interested or emotionally engaged.

Which way would you prefer to start your presentation?

Start with a picture

Start your presentation by planting a picture in the minds of your audience. That helps you grab their attention and emotionally engage them from the beginning. That image can help explain your message. And it helps retain the message.

Important point

The image that counts is the one in the minds of your listeners - not necessarily what they see with their eyes. In a contest between what the eyes see and the mind sees - the mind wins every time.

Here are two types of pictures that you might use.

The goal

Plant the picture of the goal. Travel ads show you pictures of the beach. Get rich-programs tell you to imagine the mansion, car and extravagant possessions that you crave.

Before and after image

Show the pain or problem. You might later show the after picture but it's not always necessary. Cosmetic surgery and weight loss is sold this way. You could also use this method to sell the benefit of change.

There are three ways that you might plant that picture:

1. Tell a colorful story

This is the most powerful way. Nothing beats a colorful story for planting strong images in the minds of listeners. That's why the best speakers are great story tellers.

2. Display a prop

The prop might be a sample or model of your product. The prop could be a part of your clothing or costume. It could also be an object that symbolizes your message.

3. Project an image on the screen

This is the most common attempt to plant an image. It is also the technique most poorly done. Your logo on the screen is not the right first image. It's not the goal nor the before image.

The other common error is to project words on the screen. Text is not an image; even if you project it on the screen it's still not an image - it's just text. Photos, diagrams and charts plant images.

Start with the right picture and you've got a powerful start to your presentation.

George Torok
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Power Presentations Tip 36: Evaluate Other Presenters

Evaluate other presenters

Study other presenters to learn from them. But don't fall into the trap of judging whether you are better or worse than they are. That's pointless. Just observe and learn.

You can learn from speakers both better and worse than you. My mentor and friend, Peter Urs Bender, used to say that a wise man can learn from a fool and a fool can learn from no one. If you aren't learning then who are you?

There are many sources where you can study other presenters: your workplace, your place of worship, a wedding, a funeral, your association meeting, a conference, a community event, politicians, training program, theatre or TV.

Throughout the presentation ask these two questions:

What worked well and why?

What didn't work well and why?

Be like a scientist. Notice the connection between cause and effect.


Some points to evaluate

How well did the opening grab attention and clarify the direction of the presentation?

What did the speaker do early in the presentation to connect with the audience?

What forms of humor were used?

What endeared the audience to the speaker?

What might have offended the audience?

Where did the speaker lose some listeners?

How did the structure of the presentation help or hinder the message?

How clear was the key message? Can you repeat it in one phrase?

What were this speaker's strengths?

What were this speaker's weaknesses?

How did both of the previous characteristics affect the outcome of the presentation?

How would you summarize this presentation for a friend who missed it?

Warning:

Evaluate other speakers for your own learning not to give them a detailed report on their performance. Do not run up to them after their presentation to give them constructive feedback. Most don't want it and will not appreciate your help.

Feel free to use this list when you want constructive feedback from a trusted colleague.

George Torok
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Power Presentations Tip 35: Do Not Think on Your Feet

Do not think on your feet


Thinking on your feet is the same as winging it. You've probably seen presenters who failed to properly prepare their presentation. They might've believed that they could wing it. Sometimes they're lucky and other times not.

Thinking on your feet is not a good strategy for presentation success. Your feet are made for walking not for thinking.

If your presentation is important why would you wing it? Do you really want the success of your presentation to ride on luck? Perhaps you'd prefer to stack the odds of success in your favor.

How do you stack the odds in your favor?

Prepare

The most successful presentations were well prepared. The most successful presenters prepare. Success in any field is not an accident. It's the result of preparation.

What should you prepare for your presentation?

Research and know your material

This is the most fundamental part of preparing. Check your sources and facts. Never get caught by someone in your audience having more current information than you.

Research and understand your audience

Know their hot buttons, issues and language. Be ready with examples or stories from your audience.

Rehearse your delivery

This builds "muscle memory". Athletes and entertainers rehearse to build familiarity with their performance.

Prepare for Questions

List all the possible questions you might be asked. Write possible answers then pick the best answer for each question. Practice delivering your responses in a natural and believable manner.
Prepare for Obstacles

Rehearse your responses for the possible objections and hostile comments. They might be easy, tough or even unfair. Be ready for them.

Plan how to deal with interruptions

Cell phones ring, accidents occur and people interrupt. Don't be surprised or indignant. Be prepared.

Be prepared to alter your presentations

Stuff happens. Your time might be drastically shortened. You almost never get more time. Technical problems might arise. An emergency might steal your show.

Don't think on your feet. Have all the possible choices ready. Then all you need to do is to select from your carefully prepared menu.

Now that you are well prepared, imagine how successful your presentation will be. Folks will call you lucky.

George Torok
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