Category: Speaking

How to make money as a speaker without charging a speaking fee

I am in the process of assisting with the organisation of our Toastmasters Conference in Southern Africa. Now, because we are not for profit, we have very little money to pay our guest speakers.

However for many of the speakers, they are literally losing income by not accepting a paid gig when they are speaking to us for no cost. So for one of our speakers, we needed to figure out a way to make it work.

Then, I something that I learned in a CD course called “Get Paid to Speak by Next Week“, by Darren laCroix came to mind, and that is that there are ways to make money as a speaker without charging a platform fee.

One of the easiest of these is Back of Room Sales, or BORS. Very simply, in exchange for speaking for free, you  arrange with the conference team to provide you with facilities to sell your products after your presentation. In fact, very often you will do this regardless of your speaking fee.

So, our conference team approached the speaker with the following suggestions:

  1. We provide a high-profile table with two volunteers to assist on the day of his speech
  2. We sell his products in our “stock shop”, for the duration of the conference, and all proceeds go to him
  3. He speaks directly before a tea break, so that he has an opportunity to work the room, sign books etc directly after his speech
  4. If 20% of the delegates buy his book at R100, that is about R5000 he will be making, which is not bad, considering that he could have received nothing at all for the presentation

We took this offer to him, and he gladly accepted our proposal. This was truly a win-win situation.

So, as a speaker, are you going to do something similar? If you are approached to speak, and they cannot afford to pay you (or to pay you much), how about suggesting a similar arrangement.

Now, some of you are saying that you don’t have a product. Here is a secret from Darren. “That does not matter!” If you have a great speech, you will most likely have books and CD’s that have had an impact on you, books and CD’s that have helped determine your outlook, and influenced your message. Those are perfect places to look at useful products that you can sell at your presentations, get used to the idea of selling products, and make some extra cash. For example, I often speak on PowerPoint, and there are some great books that have helped my shape my views on PowerPoint. These are books that I believe will help anybody to give a great presentation. These are perfect starting points for products.

So, go out there, and sell products!

If you really want to learn about creating and selling products, you need to get the CD set “Get Paid to Speak by Next Week“. By the way, I paid for it in two speaking engagements!

Book Review – Speak Up!

Speak Up!  A woman’s guide to presenting like a pro. By Cyndi Maxey (CSP) and Kevin O’Connor (CSP).

Speak upThe folks at St Martin’s Publishing kindly send me a review copy of the book. so here are my thoughts.

When I started reading it, I quickly realised that it is not just a book on presentation skills for women, but it is also on how to present yourself as a women. So, in addition to learning how to speak with credibility, be memorable, use PowerPoint, know your audience and speak with conviction, you will also learn how to make connections, network with colleagues, and communicate with executives.

Speak Up! address three areas, namely preparation, presentation and professionalism. It is made up of 40 short chapters, each of which ends with a brief summary of the key points in the chapter. This makes it easy to delve into a particular chapter, and in a few minutes find solutions to a particular problem. Alternatively, since it is an easy read, you can simply read it from beginning to end, and then keep it as a reference.

The authors,  Cyndi Maxey and Kevin O’Connor are both Certified Speaking Professionals, which means that they have plenty of experience on the platform. This comes through in the practical advise and tips in the book.

Speak Up! mentions some of the natural of advantages of being a women, and discusses how to take advantage of them. For example, women are (typically) more emphatic listeners than men, which can help you to have a deep understanding of the needs of your clients.

There are two underlying themes in the book. The first that a person that has strong presentation skills will stand hand and shoulders above the crowd. This rings true to me, since I believe that you cannot get ahead in life without effective communication skills. The second theme is that a woman can operate in a (still) largely male business world, and yet still be authentic to herself.

While the book focuses on the issues that a woman typically faces when giving presentations, most of the lessons are equally relevant to both women and men. So, for the guys reading this review, read the book. It will help you to become a better presenter, and it will help you to help women that you work with to become better presenters as well!

Do I recommend the book? Yes most definitely.

The book is available at most book retailers, including Amazon.com and Barnes & Noble, or from Cyndi’s website. The cost is $14.95.

Finally, watch out for an interview with the author on my blog. It should be published in the next few days.

Craig Valentine’s five part formula for speech writing

Craig Valentine has just published a greate article on his website in which he presents a simple 5-part formula to creating a great speech. He should know, because of course he is the 1999 world champion of public speaking.

In summary, the formula uses the acronym PARTS:

  • Phrase
  • Anchor
  • Reflection
  • Technique
  • Sale

You can read the full articles and details of the formula on Craig’s website.

PowerPoint Presentations – a wishlist for 2009

I was recently asked by a fellow public speaking blogger, Olivia Mitchell from Speaking about Presenting what I would like to see in PowerPoint presentations this year. The answer to me is quite simple – LESS.

  • Less Slides
  • Less Text
  • Less Complexity

Less Slides

The trend in 2008 has largely been to replace lines and lines of bullet points with pictures illustrating the points. This is great because pictures have a powerful ability to illustrate points that text never will have. Hence the large and vivid pictures commonly used on newspaper front pages.

However, pictures are only part of the solution to giving an effective presentation. I still feel that most presentation need to be simplified and to have fewer slides. Remember that if a slide does not add to your message, it probably detracts from it.

Less Complexity

If you push the capabilities of PowerPoint (esp version 2007), you can create some amazing effects and transitions. Here is a great example. However, the more effects and transitions you add to your presentations, the more complex they become, and greater the chance of you messing it up. So, unless you really know what you are doing, or you have some great designers and PowerPoint experts working with you, you might want to cut back on the complexity.

I have also seen very few transitions, effects and animations that add to a presentation.

Less Text

We still need to see less text. Far to many presentations are text heavy. Laura Bergells makes a great point about going picture crazy and replaceing every single line of text with graphics. We do need to find a balance, but I would still rather see a presentation with too many graphics than with too much text.

So, lets cut back on the slides,simplifiy the slides that we keep, and use less text. Here’s to some great PowerPoint presentations in 2009!

Using just the right words

One of my mentors, David Brooks, speaks about economy of words, and using just the right words to get your message across. His message came home to me when I won the recent humour-hopabout contest. At one stage, I was speaking about Murphy’s law’s of cell phones. and in an early draft I said something like this:

Murphy’s first law of cell phones states that the probability of your phone battery being flat is directly proportional to the urgency of the call that you need to make.

While the point that I was making was funny, I was being convoluted in the way that I was saying it. As soon as the audience heard words like “probability”, and “directly proportional”, they were going to be reminded of high-school math class, and fall asleep. In the final version, I said something  like this:

Murphy’s first law of cell phones says that your battery is full if when you don’t need to make a call, but it is flat when you need to make an urgent call.

Short, simple and to the point. The audience can relate it it immediately, and have no trouble following it. It was a minor change to the message, getting exactly the same point across, but in a far more effective manner.

When you speak, consider what yout message it, how you are portraying it, and how effective you are getting it across.

By the way, you can watch my speech here.

Winning the humour hop-about contest

Humourous HopAbout Competition 24th November 2008 - Copy
Monday evening was the annual humour-hopabout contest, hosted by Table Bay Toastmasters club in Cape Town. Since I am a Toastmasters district officer, I am usually not allowed to enter contests. However, because this is not an official contest, I was able to enter.

The humour-hopabout contest has been running since 1980 and it always draws fierce competition, a large audience, and lots of laughter. To compete, you need to present a 3-4 minute long humorous speech. I believe that the more you speak, the more you learn (stage time), so I entered the contest.

Well, imagine my surprise when I won the contest with my speech, which examined the lighter side of mobile phones. Clearly, I must be learning something from the Champions Edge. I also re-listened to Darren?s Make em Laugh set the week before the contest, which helped me to focus on and edit my speech.

So, at least for the next year I am the humour champion in Cape Town!

43 Dos and 35 Don’ts of Public Speaing

In some ways, public speaking has changed dramatically over the last 100 years, but in others it as barely changed at all. 

Read about 78 lessons in public speaking from 1916 that are still as relevant today as there were in 1916.

These lists are from the book Talks on Talking by Grenville Kleiser. It was originally published in 1916, and it is amazing how almost 100 years later, the principles hold.

DON’TS FOR PUBLIC SPEAKERS

  1. Don’t rant.
  2. Don’t prate.
  3. Don’t fidget.
  4. Don’t flatter.
  5. Don’t declaim.
  6. Don’t be glib.
  7. Don’t hesitate.
  8. Don’t be nasal.
  9. Don’t apologize.
  10. Don’t dogmatize.
  11. Don’t be slangy.
  12. Don’t antagonize.
  13. Don’t be awkward.
  14. Don’t be violent.
  15. Don’t be personal.
  16. Don’t be “funny.”
  17. Don’t attitudinize.
  18. Don’t be monotonous.
  19. Don’t speak rapidly.
  20. Don’t sway your body.
  21. Don’t be long-winded.
  22. Don’t “hem” and “haw.”
  23. Don’t praise yourself.
  24. Don’t overgesticulate.
  25. Don’t pace the platform.
  26. Don’t clear your throat.
  27. Don’t “point with pride.”
  28. Don’t tell a long story.
  29. Don’t rise on your toes.
  30. Don’t distort your words.
  31. Don’t stand like a statue.
  32. Don’t address the ceiling.
  33. Don’t speak in a high key.
  34. Don’t emphasize everything.
  35. Don’t drink while speaking.
  36. Don’t fatigue your audience.
  37. Don’t exceed your time limit.
  38. Don’t talk for talking’s sake.
  39. Don’t wander from your subject.
  40. Don’t fumble with your clothes.
  41. Don’t speak through closed teeth.
  42. Don’t put your hands on your hips.
  43. Don’t fail to stop when you have ended.

DOS FOR PUBLIC SPEAKERS

  1. Be prepared.
  2. Begin slowly.
  3. Be modest.
  4. Speak distinctly.
  5. Address all your hearers.
  6. Be uniformly courteous.
  7. Prune your sentences.
  8. Cultivate mental alertness.
  9. Conceal your method.
  10. Be scrupulously clear.
  11. Feel sure of yourself.
  12. Look your audience in the eyes.
  13. Be direct.
  14. Favor your deep tones.
  15. Speak deliberately.
  16. Get to your facts.
  17. Be earnest.
  18. Observe your pauses.
  19. Suit the action to the word.
  20. Be yourself at your best.
  21. Speak fluently.
  22. Use your abdominal muscles.
  23. Make yourself interesting.
  24. Be conversational.
  25. Conciliate your opponent.
  26. Rouse yourself.
  27. Be logical.
  28. Have your wits about you.
  29. Be considerate.
  30. Open your mouth.
  31. Speak authoritatively.
  32. Cultivate sincerity.
  33. Cultivate brevity.
  34. Cultivate tact.
  35. End swiftly.

47 Phrases to avoid when speaking

This list is from the book Talks on Talking by Grenville Kleiser. It was originally published in 1916. While many of the phrases have fallen into disuse, it is amazing how many are still being used today! What do you think we should add to the list?

  1. I rise with diffidence
  2. Unaccustomed as I am to public speaking
  3. By a happy stroke of fate
  4. It becomes my painful duty
  5. In the last analysis
  6. I am encouraged to go on
  7. I point with pride
  8. On the other hand (with gesture)
  9. I hold
  10. The vox populi
  11. Be that as it may
  12. I shall not detain you
  13. As the hour is growing late
  14. Believe me
  15. We view with alarm
  16. As I was about to tell you
  17. The happiest day of my life
  18. It falls to my lot
  19. I can say no more
  20. In the fluff and bloom
  21. I can only hint
  22. I can say nothing
  23. I cannot find words
  24. The fact is
  25. To my mind
  26. I cannot sufficiently do justice
  27. I fear
  28. All I can say is
  29. I shall not inflict a speech on you
  30. Far be it from me
  31. Rise phoenix-like from his ashes
  32. But alas!
  33. What more can I say?
  34. At this late period of the evening
  35. It is hardly necessary to say
  36. I cannot allow the opportunity to pass
  37. For, mark you
  38. I have already taken up too much time
  39. I might talk to you for hours
  40. Looking back upon my childhood
  41. We can imagine the scene
  42. I haven't the time nor ability
  43. Ah, no, dear friends
  44. One more word and I have done
  45. I will now conclude
  46. I really must stop
  47. I have done.

A lesson in being prepared

Roadworks

Last night, I spoke at a function in Cape Town, and I was almost in big trouble.

Now, I know the venue very well, and I know how long it usually takes to get there. So I left from home, planning to arrive at the meeting at least 45 minutes ahead of schedule, which would give me plenty of time to setup. But three things happened:

  • Firstly, one of the main freeways into town was closed due to roadworks. This resulted in a massive traffic slowdown on the other roads.
  • Secondly, there was another large function on at the venue, so I struggled to find a parking spot.
  • Finally, the meeting was running way ahead of schedule, so while I was expecting to arrive before their coffee a break – during which I would setup – and then speak at 9:15pm, they were already on their break at 8:40pm when I eventually arrived.

That gave me about 10 minutes to setup and test my equipment before speaking. In the end it all worked out fine. I got everything working in good time, and my presentation went very smoothly. But it was too close for my liking. I did not have time to mingle with the delegates beforehand, or to gather my thoughts.

Even though I thought I had plenty of time beforehand, I didnt. So, what did I learn?

Give yourself plenty of time to arrive and setup beforehand (at least 1 ? hours). No matter how well you know the venue/route/meeting arrangements, things can and will go wrong to derail your plans. Arrive early, and be prepared.

Let’s get our ducks in a row

If you cut to the chase and get your ducks into a row, you will be able to focus on the bottom line. It is obvious that you need to put your nose to the grindstone, pull up your socks and focus on the critical success measures. Then when the dust settles, you will see the light at the end of the tunnel and start sailing with the wind beneath your wings…

…yawn

Do you use clich?'s in your speeches? How often? The above example is rather extreme, but how much value do those extra phrases add to your communications? I see this happening a lot in corporate and business presentations (hence the term boardroom bingo – a simply game in which you complete a space in a bingo card whenever the speaker uses a jargon word).

Sometimes it is a long phrase, such as "get your ducks into a row", and sometimes just one or two words, such as "you know", or "kind of…". These words and phrases detract from the effectiveness of a presentation, adding unnecessary fluff that adds little or no value to your message.

A way to practise is to listen to interviews on talk radio – take note of how often people being interviewed pad their speaking with filler words, wrapping their message in layers of unnecessary bubble-wrap.

This is another reason for recording your presentations, to become aware of the superfluous words that you add to our presentations. I keep finding myself guilty of doing so, you need to be constantly aware of your word usage when speaking.

So, when you speak, please cut to the chase, focus on the message,

and so on and so forth…

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