Tài liệu Lessons From the Public Speaking ppt

So in this short time that we have together, I’m going to do what I can to help you get on the road to financial independence by using your speaking and presentation skills or, as I call

Lessons From the Public Speaking

Lessons From the Public Speaking

Gold Mine

“A Revolutionary, Step-By-Step Roadmap For Becoming a Successful and Well Paid Speaker No Matter What Your Topic – 100% Guaranteed!”

by Kerry O’Hallaron

by Kerry O’Hallaron

Reprint and Red

You have permission to re

You have permission to re distribute this document in its entirety distribute this document in its entirety

About the Author

Kerry O’Hallaron

he teaches how to condition your audience so that they will not only buy your idea or your product, but they will feel great about their decision!

Kerry is a financial services consultant, speaker, author, and trainer who lives

in sunny Tampa, Florida with his wife Carol and his Irish Setter dog, Seamus

Table of Contents

Table of Contents

Overview – Secrets of the Public Speaking Gold Mine 5

You as a (Very Well) Paid Speaker 7

Presentation Skills 101 12

If They Like You, They’ll Pay to Have More of You 16

Creating Your “Back of the Room Product”– Easily and For Free! 19

Creating Your Advanced Package – Still Free and Easy 25

Bonus Section 30

Conclusion 33

Overview

Overview – – – Secrets of the Public Speaking Gold Mine Secrets of the Public Speaking Gold Mine

Hello My name is Kerry O’Hallaron and on behalf of myself and my associates, I would like to welcome you to this special preview version of

‘Public Speaking Goldmine Training.’

Let me start by asking you a question Are you listening to (or reading) this training because you want to learn to make more money? How about a lot more money? Well if the answer to that question is yes, that’s great because that’s why we’re here

Again, my name is Kerry O’Hallaron and my purpose today is to give you as much information as I can in the short time we have together, on how to tell what you know and get paid really, really well for it So yes, we are here to learn about making more money But first, with your permission, I’d like to share a few thoughts on something that may even be nearer and dearer to your heart; and that is ways and means of achieving financial independence Financial Independence: That is, after all the ‘American Dream’ isn’t it? But just what is financial independence? What does it mean to you? The last time I shared these thoughts with a live audience, they gave me some interesting answers I’m going to share some of them with you so that you can decide what financial independence means to you

One member of the audience said, ‘It means having more money come in than you have going out.’ Is this how you see it?

Another said simply ‘No bills.’ That one seemed to get some applause

Yet another one got a bit technical and talked about things like, ‘X amount of income-producing assets, producing Y amount of passive income.’ Well, a little technical but that’s what financial independence means to that person

Then somebody gave my personal favorite Financial independence to this person is, ‘The ability to do what you want, when you want, how you want and if you don’t want to do anything at all then you don’t!’ How about that one?

Do any of these answers fit your personal definition of financial independence? You see, it doesn’t really matter because there are no wrong

answers In fact, when you’re all done with this training program, one thing I want you to take away is the idea that the American Dream of financial independence is alive and well Yes my friend, the American Dream of financial independence is alive and well and whatever it means to you, you can have it if you can simply take the time to learn how to get it So in this short time that we have together, I’m going to do what I can to help you get

on the road to financial independence by using your speaking and presentation skills or, as I call it, selling what you know Don’t worry if your skills aren’t that great because we’re going to work on that too

You know, in just about any type of presentation the best approach is – you may have heard this – tell them what you’re going to tell them, tell them then tell them what you told them Well, ‘what’s good for the goose should

be good for the gander’ as the saying goes so let me what I’m going to tell you

We’re going to break the idea of making money as a speaker into a few main topics Number one is called ‘You as a Paid Speaker - What it means and how to get there quickly.’ Number two is a mini presentation skills course, “Presentation Skills 101’, which provides a few principles that can quickly elevate your speaking style Number three – you’re going to like this one – Creating Your “Back of the Room Product”– Easily and For Free!

Number four is called ‘Creating Your Advanced Package – Still Free and Easy.’ Then we throw in our ‘Bonus Section’ – always deliver more than you promised

So these are the main categories I promise you I’m going to give you everything I have with our only limitation being the amount of time we have available One of the most important secrets I’m going to share with you is why I never hold back I never tease I always give all the information I have

in the available time and why you should do the same So with that, let’s go

to the first topic, shall we?

Section 1Section 1

You as a You as a (Very Well) (Very Well) (Very Well) Paid Speaker Paid Speaker Paid Speaker

And the first topic is called, ‘You as a Paid Speaker.’ You know for years before I ever got paid for anything on the stage, I used to speak to trade groups and business associations and so on for free One time I had a ‘wild hair’ to record my presentation and to promise at the end of the presentation if the audience was a good little audience, I was going to promise them a

CD copy of the presentation

Well as it turns out, it was one of my favorite groups called ‘The Insurance Women of Tampa’ I recorded the presentation, and it was simply one of the best killer presentations I ever made I was just really ‘on’ that night and the audience was with me We just had a great time and at the end of the presentation, I mentioned the fact that I had been recording it and as a free gift I was going to give each of the members of the audience a copy of the presentation if they would simply fill out a form with their name and address

so that I could mail them the CD

Well, we passed the form around and guess what kind of percentage response I got from the audience? 100%! Now granted it was free But still,

it showed some pretty clear interest because it was a big enough room that

if a person didn’t want it, all they had to do was let the piece of paper pass them by But 100% of the audience got a copy of that and I learned a lesson from that:

It is a good practice to either give something away or sell something because

if the audience likes you; they’re willing to pay to get more of you Remember that I said that That’s going to be very important in this whole process

If you’ve ever learned about speakers, you’ve probably learned that there are two types I’m going to tell you about three but you probably learned about two One is a fee paid speaker That of course is the kind that gets a check; well first, he goes out, gives a talk and then gets a check, right? That is something that I have always aspired to be especially when I’d sit in a big audience at a Trade meeting and listen to the keynote speaker who’s getting paid 5-10-20-$25,000 to give an hour long talk and he was boring! He wasn’t enthusiastic, he didn’t say much of anything and I knew that I could

do a better job than he could Fee paid speaker Problem is getting the gigs, getting enough of them and getting the money

The other option is quite simply the default option, a non-fee paid speaker There are a lot of them They’re typically people that have to do some speaking in their business so they also speak to trade groups, civic groups, whatever Not all of them aspire to be fee paid speakers Some of them would probably be better than the fee paid speaker… There’s lots and lots of folks out there who speak for free

The third though is called a platform selling speaker That’s a bit of a misnomer because if you stand up there and try to sell, you’re not going to succeed at selling anything But basically a platform selling speaker is a speaker that has more to offer after the talk if the audience really wants it Notice I didn’t say they stand up there and sell That’s called a salesman The platform-selling speaker stands up and provides an information exchange In other words, they give a talk that’s loaded with information and then, if the audience wants more, they offer it to you

Which one of these three do you want to be? Do you want to be a fee paid?

Do you want to be a non-fee paid – don’t go for that one! Or do you want to

be a platform selling speaker? It’s up to you

Let’s talk about how income flows to speakers for a minute One way is to

be a non-fee paid speaker, which I have done countless times In fact, I really highly recommend doing this to at least get some practice But the downside to being a non-fee paid speaker is they don’t appreciate the time and the effort that you’ve put into the preparation and the delivery

In fact, often times the organizer – the president of the organization or whatever – it’s just an agenda item that they have to fill I’ll give you an example I was talking to a trade group - and if time permits, I’m going to give you my introduction format I always write my own introductions but then I ask the organizer to give it because it should be in their best interest,

as well as mine, that I get a good introduction so I get a good applause so the talk starts out well

Well, I gave this introduction and it was a great one It inspired enthusiasm

It was really a rousing introduction and I gave it to the sponsor and first of all, she didn’t even want to read it When it finally came time to read it, she could barely get through it without stumbling on the words She was

supposed to interject enthusiasm and I was afraid I was going to have to go and wake her up while she was doing my introduction!

Fortunately I was able to carry the talk from there but the point being, if you’re a non-fee paid speaker, you don’t necessarily get the co-operation and the interest from the organizer or possibly from your audience that you need

If you’re a fee-paid speaker, it puts a burden on you to work for a fee that’s probably not all that big because until you start earning the five, ten, twenty and twenty five thousand dollar gigs, you’re probably looking at five hundred bucks or something like that

That’s not a whole lot of money for something that might take you – it take’s

me ten to twenty hours to prepare for a talk Maybe it takes you a little less,

a little more but that’s not a lot of money for that much work When you get

up there for any money at all, you better be great because they may not even pay you if they don’t like you They may throw tomatoes at you ☺

Another type of income that flows to speakers is fee income that goes to a named speaker For example, Bill Clinton Bill Clinton doesn’t have to be all that good when he talks He may get paid $100,000 for a talk but you’re paying him just for his name, for what he knows, but not for the quality of his delivery Bill Gates, same way I recently heard that Donald Trump gave a talk and he got paid a million dollars for that talk Now, if I give a talk for

$500 to a group that just used up half their annual operating budget to have

me talk, I better be really good at that talk! Donald Trump gets paid a million dollars to give a talk and he’s just got to show up and do his ‘Donald Trump’ thing All he’s got to do is brush his hair and he’s going to do well It’s a very unusual situation

The last way in which income can flow to a speaker is by way of the platform sale An adequate speaker, a fairly decent speaker – not even a great one - with a fifty dollar CD set, can make a thousand dollars for an hours work by selling his CD at the back of the room at the end of his talk That’s not too bad But let’s talk about bigger tickets because if you try to sell your CD set

at the back of the room for fifty bucks, you’ll make a few sales, you’ll cover your costs and make a few dollars profit maybe but there is not an inverse relationship between the price of your back of the room sale and the amount

of your sales

Yes, there is a relationship It’s just not proportionate For example: A typical back of the room sale might generate 10% response In other words,

10% of the room might buy your product So if 10% of the room will buy your product at $50; you might think that if that product was a little bit bigger and

a little bit more elaborate and if you sold it for $300 you might think that only 1% would buy it That’s not true You’re probably going to find closer to – listen to this – maybe eight, maybe 9% if you jack up the price that much

So which way do we want to go? We want to go with the bigger price, don’t we?

How do you get yourself some platform selling opportunities? It’s as simple

as this: If you’re going to be a speaker, you’ve got to be a speaker You’ve got to speak at every opportunity you get You’ve got to speak at trade associations, you’ve got to speak at non-profits, you’ve got to speak at civic groups but then always have a product or a freebie that can lead to a product Offer to speak for free at trade shows, trade events, job fairs, workshops etc Be sure that you always ‘okay’ your back of the room sales because they may not want you to sell something or they may be expecting a cut

It’s a simple conversation ‘Sure, I’ll talk for free I do have my CD set that I generally offer at a talk like this and I usually offer it simply as a way that the audience can get some additional information if they like it I don’t push it I don’t hard sell but it is available Will that be okay?’ They’ll give you one of three answers: Yes, no or yes, but we get 50% Yes is an acceptable answer 50% is an acceptable answer No? Then we need to talk about you’re giving your ‘give away’ rather than selling your sell product

Your ultimate goal though in platform selling should be to hold your own seminar If you get into the Public Speaking Gold Mine program, we’re going

to have lots and lots of information on how to put together your own seminar But for now, the best way to start towards holding your own seminar is to get invited to share the podium at other seminars

So figure out what kind of seminars are out there for the type of area that you’re interested in For example: If it’s dogs they have symposiums or dog shows or that type of thing If it’s the FOREX, then get invited to a FOREX seminar

Remember what I said If you’re going to be a speaker, be a speaker But if you’re going to be a platform selling speaker, be a platform selling speaker Every presentation you make is a sales presentation Just don’t make it sound like one You know there are a small number of things in this e-book that I want you to remember and I’m going to repeat that one because that’s

one of them Every presentation you make is a sales presentation Just don’t make it sound like one Stand up there, give information, give lots of information and offer them the opportunity at the end of the information to obtain more information if they want it, without pressure, without hassle

So, in summary you’ve got to decide what kind of speaker you want to be If you don’t want to make any money as a speaker, I’m going to ask you to re-think the whole thing because I’ve gotten some good applause at some of

my talks Applause does not pay your rent, mortgage or whatever Number two: You need to seek out every possible opportunity you can to speak Number three: You need to delicately but convincingly turn every opportunity into a selling opportunity

Now we’re going to talk a little more in the next couple of sections about you being on stage and then we’re going to come back and we’re going to learn a little more about this making money thing Does that sound fair enough?

Section 2Section 2

Presentation Skills 101 Presentation Skills 101

So there I was back in 1992 in the insurance agency that employed me at the time, in St Louis, Missouri I was about to call on a major client In fact,

we were making a big presentation to that major client, trying to salvage them as a client because they were thinking about taking their business to a competitor

I thought that my part in the presentation was pretty good In fact, I thought the entire presentation was pretty good Unfortunately we lost that thirty-year client and guess whose fault it was, at least according to the boss?  The boss assured me that I didn’t have anything to worry about because we lost it since my presentation style was so bad   

Instead of punishing me or firing me, he was simply going to send me to presentation skills training Okay, well at presentation skills training, which I’ve taken numerous times since in a number of different forms with a number of different organizations, I developed a formula that you can use to deliver every talk you give to any audience of any size Guess what? I’m going to share it with you right here and now, for free!

It starts out - unless you’re going to be talking for less than about three minutes - it starts out with an introduction You don’t introduce you, but what you do is you write the introduction By the way, don’t be tempted while you’re writing the introduction to write an autobiography, because nobody cares! When you write the introduction, do it backwards Start with the topic ‘Our special topic tonight is (blank) You will enjoy (blank) and you will gain from it because (blank, blank and blank) Our special presenter tonight, Kerry O’Hallaron, is uniquely qualified to teach us on this topic because he (blank, blank and blank) Ladies and gentlemen, will you please help me welcome Mr Kerry O’Hallaron!’

Did you hear how I did that? If you could hear this live (you can, by going to www.1publicspeakinggoldmine.com), you need to listen to that several times because there are a number of different elements in there Copy that if you

want In fact, please do! That’s a great formula for an introduction because first of all, it should be getting you some applause

As you’re getting your applause, don’t walk on stage like you’re hoping the whole speech will go away – watch the next speaker that does that They don’t hustle on stage; they walk slowly like if they don’t walk up there maybe this thing is just not going to happen! Don’t run, but show a little slightly exaggerated hustle up to the microphone and do a big smile

Always, always, always start out your talk with humility If you start out with anything less than humility, it will sound like arrogance even if you’re not arrogant So start out with thanks ‘Thank you very much for that kind applause and that kind welcome Thanks for inviting me to talk with you tonight I’m really humbled by the opportunity to be here.’ Show some humility in your personal acceptance of their applause Then immediately jump into a story or what I call a chunk

There’s only one difference between a story or a chunk A story is going to require them to take some action and a chunk is going to be there simply to rile some of their emotions a little bit So do either one, whichever one fits what you’re going to talk about and then after the story is over, give the agenda What are you going to talk about? Then give the body In other words, say what you’re going to say Then do the conclusion In your conclusion, we always need to have action steps and why they should take the action steps If your conclusion is, ‘Thank you, goodbye,’ you’ve just wasted their time! Period All you did was talk at them You want them to take some action!

For example at a talk I gave, I gave a conclusion something like this:

‘When you get up in the morning tomorrow, I want you to take twenty minutes and sit down and write down all of your goals for the next year And

if you do that, I promise you first of all that you will immediately start making progress towards those goals and also automatically without any effort over the next year, you’ll automatically hit at least eighty percent of them.’

So you give them the action steps and you tell them what’s in it for them if they do it But we’re not done yet This is where your non-fee paid speaker stops, gets his applause, goes away and then they forget about him No, not you! Here is where you’re going to offer more information, in the form of - depending on how you’ve pre-arranged it with the organizer - either your

freebie, which we’re going to use via auto-responders on the Internet to sell product, or preferably your back of the room product By the way, if they don’t want you selling back of the room product, typically they’ll let you sell back of the room product that has a smaller price tag In other words, if they don’t want you selling a four hundred ninety five dollar package, typically they’ll let you sell that fifty dollar CD set Ask them again Ask them nice Let’s talk about props and crutches I love PowerPoint, but I know how to use it When I have a PowerPoint presentation, if you look at the ‘bullet’ that I’m discussing on the PowerPoint presentation, all you’re going to see is a couple words and you know why? Those couple of words are there for my benefit, not yours Have you ever seen a PowerPoint presentation where a) they put the entire paragraph or maybe the entire page on the PowerPoint sheet and then b) they read it to you? Well, why did they even come? Why not just send a CD to play over the loudspeaker system if that’s all they’re going to do is read to you? So don’t do that on PowerPoint; but you can use PowerPoint with very brief bullets

Now, a note about notes: You can use notes if you don’t use PowerPoint but you can’t ever, ever, ever read a speech because that’s not speaking, that’s reading

And lastly props are great Props such as a dollar bill, props such as anything large – a giant bear, a large pair of sunglasses like a clown uses in the circus, anything exaggerated in size or anything having to do with money – would be a good prop

Let’s talk about enthusiasm, putting some enthusiasm into your talk How

do you learn enthusiasm? I mean, how do you really learn how to be enthusiastic? There’s a real skill here that you can learn and I’m going to give you a quick lesson in it You can take the most boring book that you’ve ever read Were you in junior high or were you in high school when there was

a really boring book? For me there was a book called ‘The Last of the Mohicans.’ I hope I’m not picking on the author or people that like that book

I just didn’t like it

Take the book, whatever book is boring to you; open up to any page, photocopy that page and look through and about every few words either yellow highlight the word, underline it or make a parenthetical note in the column When you’re reading this page into a microphone into your computer - because you want to play it back and listen to it or you want to

play it back with a partner and have the partner critique you – when you read

it, put major emphasis on the highlighted word or the underlined word It doesn’t matter how the page reads It matters how much emphasis you put into it I mean major, major emphasis! Why do you do this? Because, it will stretch you and when you’re giving an actual talk, you won’t put this much emphasis in it but you’ll put more in than you used to put in it in the past

So if you do this several times, particularly with a partner, you’ll get the hang

of it and it will automatically stretch your range of enthusiasm when you’re giving a talk By the way, here’s how to know if you have enough enthusiasm Are you ready? This is the acid test The way to know if you have enough enthusiasm is: you don’t have enough enthusiasm! You don’t! Trust me on this

So learn from that, listen to the next ten speakers that you hear and they won’t have enough enthusiasm Unless they’re Anthony Robbins, they won’t have enough Believe me, you don’t either! So you want to take every opportunity you can to stretch your enthusiasm level because even at that, it still won’t be where it needs to be but it will sure be better

So quickly, the Formula was:

● Make sure that you have an introduction that is given on your behalf

that sets the stage for your talk

● Make your entrance humbly but with enthusiasm

● Show thanks and humility

● Give the agenda

● Give the body

● Give the conclusion and then talk about your action steps and what’s

in it for them if they do those action steps

● Then offer them the more information (that hopefully you’re selling, but even in a non-selling situation, offer them something)

You know, if you’re not the world’s greatest carpenter but you use the right tools and you follow the right steps, you’ll still get a very acceptable finished product It’s the same here with talking and with platform selling speaking

Section 3Section 3

If They Like You, They’ll Pay to Hav

If They Like You, They’ll Pay to Have More of You e More of You e More of You

So let’s move in to your delivery and your close In the previous section, we did a quick outline that you can use each time you speak on any topic to deliver an absolutely killer presentation, get a great applause and always be welcomed back But remember the secret of your platform selling that I shared with you a few minutes ago? If they like you, they’ll pay to have more

of you!

So you’ve just delivered a killer talk and you’ve left them wanting more, which you have not offered That’s the whole point of the platform sale That’s it the whole deal Your talk is not a sales pitch It’s a meaningful, educational, emotional interchange with your audience followed by a respectful non-pushy invitation to receive more information, which most likely is not free unless you’re giving something away that will lead to a sale That’s the whole deal

So following up where we left off, let’s go through a possible close This comes from a real talk that I gave to a trade group recently It goes like this:

And so just as Napoleon Hill told us in ‘Think and Grow Rich,’ make sure your goals are written and measurable and that you review them twice daily - when you get up in the morning and when you go to bed

at night; and I promise you that you will begin, almost immediately, to see yourself moving towards achieving those goals And this concludes my formal presentation; but before we go I do want to let you know that I’ve recorded this presentation tonight as my special gift to you If you will simply place your name and email address on the sheet that is being circulated, I will email you the recording and you can listen to it on your computer or you can burn it to CD This is

my way of thanking you for the invitation to come here tonight, so please fill in your name and email address and again, that does conclude my presentation Thank you so much for the invitation.’

You see how easy that was? Now in a few minutes I’m going to show you how to easily turn that freebie into money But right now, here are a couple

of quick thoughts Notice that I started you out ‘selling’ something that’s

actually free This won’t always be the case and it will not be the ticket to big dollars

But I did this for three reasons: First of all: Sometimes –rarely, but sometimes – it’s just not appropriate to offer a product after a great presentation Number two: If every presentation is a sales presentation but you can’t offer a product, this is a great way around the rules Hmm… Number three: After you do this a few times and you get some practice and you see what type of great response you get, actually asking for an order for your product for sale is going to be a breeze So let’s go back to the talk but let’s put a real product and a gentle close on it

‘So do as Napoleon Hill suggests and I promise you will (blah, blah, and blah) And that brings us to the conclusion of my formal presentation; but on your way in here tonight, you may have seen several copies of my book, ‘How to Succeed At Everything Without Really Trying.’ Well it’s not actually my book A lot of the material for tonight’s talk came out of that package though, which is actually my success skills course based on the teachings of Napoleon Hill as well

as modern day masters such as Bill Gates and Donald Trump I’ve brought twenty copies of the package with me tonight and if you will simply fill your name and the pertinent information on the form that’s being passed out right now and then just bring that form to me in the back of the room, I’ll be happy to answer any questions you may have and I’ll leave you with your copy Once again, thank you for having me with you tonight Thank you.’

Then, by the way, as they are applauding, stand there and enjoy the applause This is their moment, not yours Enjoy the applause Stand there with a smile on your face Humility, smile, more humility, another thank you

if it’s appropriate and walk away But the whole thing is pretty painless, isn’t it? Notice that I didn’t even mention the price because I’m not selling Back

up I didn’t even mention the price because I’m not selling I’m just offering more information The price is on the form and they can decide when they get the form whether they want to buy or not

So a couple of quick points:

● Make sure that the sponsors know that you’re going to be offering a product and that you have agreed on their cut, if there’s going to be one