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Know Your Numbers (Shark Tank Tips)

This is post number three in the series – Presentation Tips from Shark Tank. In post one – we discussed Personalizing Your Message. In post two – we discovered that People Buy You. Today’s post will remind us all that we need to Know Our Numbers. As hopeful entrepreneurs present to the sharks they present a valuation on their business. They say, “I’m asking for $100,000 for 10% equity in my business.” – which would be a $1,000,000 valuation. It is only logical that the sharks would want to know why the business is worth $1,000,000. So they ask about

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June 12, 2013 No Comments

People Buy You (Shark Tank Tips)

In my first post on Presentation Tips from Shark Tank, we discussed how to personalize your message. The second tip from Shark Tank is that People Buy You. There is a familiar adage in sales and marketing that says, “You are not the message, you are the messenger.” I couldn’t disagree more. Have you ever been to a used car lot and been hounded by a slimy, annoying used car salesman? You can’t tell me that the salesman doesn’t affect the sale. This principle is true across the board. -The students buy the teacher first. -The audience buys the presenter

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May 29, 2013 No Comments

Presentation Tips From Shark Tank (1)

My favorite show on TV is Shark Tank. If you haven’t ever seen it – it is a reality TV show where hopeful entrepreneurs pitch their business/product ideas to millionaire and billionaire investors – inviting them to invest in their companies with their own money. These investors include Mark Cuban (Owner of the Dallas Mavericks), Daymond John (Creator of FUBU) and others. I am an entrepreneur at heart. I love seeing innovative ideas and people who are creating something from scratch. I love the sacrifice and the passion. I love the negotiations and the valuation process of a pitch. But

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May 23, 2013 14 Comments

Needs, Fears and Victories

Last Friday I had a chance to mastermind with a group of amazing speakers. I came away inspired and empowered with new ideas and strategies. One of the philosophies that was shared by Chad Hymas is something that everyone who is in business should consider. Chad asked the question – What Are The Needs, Fears & Victories of Your Clients? Think about what you do and ask yourself these three questions: 1. Am I successfully meeting the needs of my clients? 2. Do I know what my clients fear and can I help them overcome it? 3. What victories have

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May 12, 2013 1 Comment

How To Tell A Story That Moves People

(Book Excerpt From The Power of Storytelling – https://bit.ly/17T5ctj) Great storytellers focus on the audience. They have done their homework, they know who they are speaking to, and they pay close attention to how the audience is responding, whether through their words, their laughter, or through their eyes and body language. Only when you truly know your audience can you make your message about them. That is what creates influence, and the most important facet of making it about them is to tie your message into their primary motivations. If you find out what drives them, what their hot button

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April 29, 2013 No Comments

How To Engage Your Audience/Prospect

(Book Excerpt from The Power of Storytelling – https://bit.ly/17T5ctj) As an influencer your purpose is to do one thing: engage the audience. What do you think it means to engage? According to Webster’s, to engage means to cause someone to be involved; to attract their attention; to engross them. If you are teaching, leading, selling or speaking, your purpose is to engage your audience. Above all, you want to grab their attention and get them involved. Your prospect, client, customer, employee, team member, or student has to be engaged or they won’t buy your product, act on your idea or

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April 23, 2013 1 Comment

Be Interested, Not Interesting

If you have read my book The Power of Influence or heard me speak you have heard me share the idea that we should focus on being interested, not interesting. Influence comes from making it about them and when we are genuinely interested in someone else they will love us for it. My friend John Milton Fogg (Author of The Greatest Networker in The World) told me a story the other day that illustrates this idea. Years ago the Editor of Psychology Today was writing a book. As part of his research, he purchased a first class ticket from New

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March 11, 2013 3 Comments
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