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- Body Language and Gestures,
- Career Development,
- Customer Service,
- Elevator Speech or Mission Statement,
- Human Behavior,
- Marketing Communications,
- Messaging and Content Development,
- Networking and Relationship Building,
- Professional Speaking,
- Sales or Outreach,
- Series - Presentation Reviews,
- Social Media,
- Venture Capital and Entrepreneurship,
Ira Koretsky, The Chief Storyteller, has delighted audiences around the world turning communications into tangible, top-line results. From your elevator speech to your presentations, proposals, website, capability statement, and everything in between, Ira develops and implements high impact strategic messaging programs. With 23 years of experience, he is a sought-after speaker, consultant, columnist, trainer, and professor. Follow him on Twitter @chiefstorytellr.
On Monday evening, I was invited by a colleague to attend Arthur Herman's book launch at the American Enterprise Institute for Public Policy Research. In "Freedom’s Forge: How American Business Produced Victory in World War II," the AEI website writes," Pulitzer Prize finalist Arthur Herman describes how the U.S. won history’s greatest conflict by harnessing free market principles and private-sector creativity and innovation to increase war production."
I enjoyed Herman's talk very much. Overall, well done. I am looking forward to reading my signed copy of "Freedom's Forge."
For The Chief Storyteller's "Presentation Review" Series, here are some thoughts and ideas on Mr. Herman's presentation:
> Dr. Herman began talking about the rainy weather. While it may seem mundane, it was a great way to build rapport with the audience.
> The real meat and potatoes started with "Now, what I want to do here tonight is to tell you a story. And this is a story that usually is told backwards.
If you go to the textbooks, if you go to the movies, if you go to the usual discussions..."
> Excellent way of engaging the audience with "usually told backwards." Now we are waiting for how, why, etc. He builds intrigue.
> He uses a veru powerful figure of speech called anaphora. Anaphora is where the speaker repeats the same word or phrase at the beginning of two or more sentences. Herman uses "If you go to the" three times.
> He showed a black and white photograph of a B29 Bomber to complement his message.
> Herman shared a very logical and linear approach to support his ideas.
> My suggestion is to tell more stories to illustrate your points. While he hinted at some in short, 20 to 30 second spans, I'd suggest two to three minute stories. For example, in the Q&A, he mentioned a richly told story of a young woman working in a factory. He shared that she wrote a letter to her husband saying something like, "I am helping build a ship for him to come home in." The quiet in the room was palpable. It was a moving example. More example stories would have made his talk even better and more memorable.
> Herman wrapped up his presentation in a neat little bow. "The people I think you will meet in this book. The people that I met as a result of writing it. I have to tell you. I fell in love with them. I hope in reading this book you will too. Thank you very much." (Around the 44:00 minute mark in the video)
> During Q&A, Mr. Herman was poised, inviting, and comfortable. He made every person whom asked a question feel important.
> His photographs perfectly complemented his points and were engaging and interesting to look at.
> He varied his voice quality, tone, and cadence in just the right ways. Body language as well.
To learn more about Dr. Herman:
- AEI video of his presentation
- Wikipedia page
- Time interview "How To Build a War Machine"
- Book listing on Amazon (click here or on the image below)
I have never heard of speed interviewing...until today. I was forwarded this article today from Life.Inc/MSNBC, "Want a job? You have 60 seconds to convince me."
It starts off, "In at least one extreme example, workers are being given just one minute to sell their skills to a hiring manager. If they fall short, they are out the door. That’s the approach MediConnect Global has been taking with its interview process. Even though it may sound like a nightmare for some job seekers, it has worked out great for the medical records company and some lucky employees who passed the test."
I was certainly intrigued. And it makes sense. Personally, I would still do a thorough interview process.
Another way of looking at this...it's your answer to "Tell me about yourself." It's your job hunting elevator speech.
I emailed Duane (my colleague at The Chief Storyteller) sharing that I liked his blog “Has Self-Service Finally Gone Too Far?”
My email to Duane:
“Funny thing...I'm quite happy during self-service and prefer no interactions whatsoever! The interactions slow me down.
Like Sunday night when I checked into my hotel. I just drove three hours, it was 11pm. I smiled at the woman, told her it was a long drive from Washington, DC and I was glad to finally be at the hotel to get some sleep. I even told her a was a little tired and cranky. She smiled. Processed my credit card. Then as I began walking away, started to tell me about breakfast. I had to stop and look back. If it was me behind the desk, I would have asked, “Would you like some information on breakfast?”
And not five minutes after getting into my room, she called to see how everything was. Probably protocol. Now, it was a nice thing to do, unexpected, and something not even five star resort hotels do with any regularity.
Again, If it was me behind the desk, I would not have called at all.”
Duane emails back…
In my blog, I was writing about two grocery stores, [NameA] and [NameB]. The difference between them was too large not to notice. The fact that it happened twice in one day was even more noticeable.
And the fact that [NameC], who went through a period of really good then really bad and now really good customer service, found a way to deliver a positive self-serve customer experience really made [NameA]’s problems stand out.
It was a smart move on the hotel's part to call you. By doing so, they effectively disarmed you from finding something to complain about (who knows? you could have taken your complaint/issues online for all to see?).
Brilliant move on their part. I would have done the same thing.
And I wrote back, “This is my next blog!”
This exchange shows you the wide views on customer service. The big take-away is that Duane would have made a deliberate choice to call me in my hotel room. I would bet $1 billion Monopoly dollars the front desk person called because she was following the protocol rules…
I'm at the NSCA Leadership conference in Dallas. I'm delivering a workshop, "Social Media for Revenue Growth: Top 5 Social Media Applications." While at dinner I had an inspiring discussion with Jim about making social media work for him, advice I had about effort and reward. One thing he mentioned that he does frequently is answer questions in LinkedIn. His point inspired me to see if there were any questions I could answer. The last one I answered was February in 2011, nearly one year ago. LI is a great place for help and to establish your self personally and your organization as experts.
Question: "To Business Coaches, Consultants & B2B Marketers: How are you effectively using social media for B2B lead generation?"
I'm at a conference right now delivering a workshop on social media messaging and its ability to drive revenue. Social media is one more communications channel. To be effective, it has to be part of a broader, strategic messaging campaign.
My approach to social media is centered on a five-step plan:
1. Know your audience: where do your ICP's (Ideal Client Profile) spend their time? What sites? What information are they seeking? What are their hot buttons and pain points? If an organization can’t discover this information, then the leadership team should really rethink using social media.
2. Determine your objectives: This is my Try, Learn, Buy model of sharing content appropriate to each bucket, balanced with your audience's needs and sensitivities to each approach.
3. Develop your strategy: Are you doing the bare minimum, a little bit more, or making social media a key communications channel? Consider your available resources, how you will deliver on the commitments, and consistently deliver valuable content.
4. Implement the messaging: You MUST have an editorial calendar that unifies all of your content sharing back to your core business message. In the end, you are going to connect with your prospect either by telephone or in person. What you say must be consistent and complement the information shared throughout your social media sites.
5. Measure, evaluate, adjust: Specific and measurable statistics should be part of every successful plan. The key here is to appreciate and expect that in a B2B environment, social media is expanding your brand and positioning you as an expert. Kelly has listed some excellent measures and you too must do the same. Your efforts must connect to something that either directly or indirectly helps you attract and retain clients. Figure out what works for you specifically based on your target audience preferences and your comfort level.
For example, I upgraded my LI account so that I can reach out to people who visit my profile. It has been a fantastic way to find collaborators, experts, and prospects. Another example is Twitter. Using Google Analytics I have found that the majority of new visitors to my website come from Twitter. When I learned this, I began spending more quality time on my tweets and tweeting more often.
Read all of the great ideas in the answers. Create a priority list for yourself of what activities you are going to start to do. Ensure you have established measurable success factors. Then evaluate and adjust your activities. Through all of your actions, you still need a message of substance, a message that promises a better tomorrow.
I was invitied to a National Press Club lunch (thanks Matt, Advocatus Group), to hear Danica Patrick speak. Her topic centered around her history as an Indy Car driver and the now transition to NASCAR.
In the introduction by NPC President Theresa Werner, Werner shared a few interesting facts: a) The first woman to lead an Indianapolis 500; b) the first woman to win an IndyCar series race, and c) the best finish for a woman in an Indianapolis 500 at third place. What I found interesting was how much emphasis everyone was placing on gender--her being a woman--and not how accomplished of a driver she was.
Danica's message was all about being a great driver first, and oh by the way, I am a woman. She did say that being a woman did indeed accelerate her success and perhaps even was a contributor in her early days because of the media coverage.
Here are a few of her quotes that I thought interesting and insightful.
- “I always wanted to be the first me, not the next somebody else”
- "Let's face it, if someone is different and unique, it's a story"
- "My goal is not to be the best girl. It is to be the best driver"
- When she answered a question about how she selects sponsors, she responded, "Does the brand fit?"
- "It's a whole package deal. So I am going to use the package. I am going to use it for all that I can and all that I am"
The NPC provided a nice smile-inducing desert of racing car cookies inscribed with Danica's number 10.