“It’s not often that motivational speakers take the time to customize their program to address specific needs of their client.” We introverts like to plan out important tasks. If you are asked to speak pro bono or paid for your work, it is critical to understand your audience. Taking the time to talk with and even survey the meeting planner and even just a handful of attendees will satisfy anyone with analytical tendencies, and leave the audience wanting more.

“Hats off to you for capturing and keeping everyone’s attention regardless of it being a Saturday morning combined with potential daydreaming of golf and beach going.” More introverts like meaningful conversation than idle chitchat. Whether you speak for marketing or your marketing attracted you a paid event, clients appreciate it when you keep your content relevant. I think because of our natural desire to go deep and wide about topics we have a natural advantage of keeping the listeners focused.

“I thought we would need a cane to get the participant volunteers off of the stage – you created such a fun exercise.” We’re often more comfortable being an observer than a participant. While I can ham it up to the degree of any one on the platform, speaking in public is an incredible energy drain. To balance energy, consider experiential activities in your agenda if at all possible. This allows you to facilitate. Then if you can tune into your already highly tuned intuition, give yourself permission to observe the audience and bring further insight into your program.

“Your content was key. By getting people to focus on how they interact, you got them thinking more about their personal behavior and how to get more cooperation through diplomacy.” We have a natural tendency to focus. Since we work best being focused, when we are on the platform we’re going to naturally keep the audience focused and on track.

Audiences come to listen to the message and you. If you are true to yourself – take time to plan, stick to the key points, get others involved to give yourself some downtime and stay focused – people are going swear, “You’re no introvert!” Why? Because when we relax into our strengths instead of trying for force that extrovert side of us to take over, the real us comes through in the most positive of ways.

Thank you Connie Ragen Green for asking this question which otherwise, I might now take for granted.

More to come. But, how helpful was this?

Are Introverts Better Communicators at Live Events? is a post from: Courage Coach for the Reluctant Marketer

If you already believe introverts must be poor at public speaking because they lack the social skills, consider at least two things: first, as an introvert you already have many natural tendencies to be well-received on the platform and second, more demanding audiences today want to see evidence of this from the speakers they listen to.

-#1 - Analytical tendencies are needed to prepare and present. Know your audience, know your topic, be creative. Research of the audience and topic is naturally satisfying to introverts. Just as planning uses the front of the brain, introverts will find up front preparation adds to the success of a well-received presentation. Relax and savor your planning tendency.
-#2 - Listeners want you to say something important. Audiences don't want to hear small talk; they want to hear what is relevant for them. Yes; we might as introverts want to learn how to insert some humor, encourage participation or even handling of a few difficult participants. But in the end, if you want a presentation score of 10 and a paycheck as a paid public speaker, our advantage of innately speaking only what is important, gets us 80% there.
-#3 Be the observer, not the participant. Introverts observe and listen before commenting. Speaking in public allows you the chance to observe, listen and then make a conscious decision of how to continue or which direction to go with a well-planned presentation. With your intuition highly tuned, give yourself permission to observe the reaction of the audience to know if and when to make a presentation adjustment.

These are just a few introvert natural strengths; many extroverts have to learn these very characteristics. This means we already have a solid foundation for public speaking. Do we have to learn some other pieces? Of course; but that's no different than anyone else needing to learn what they don't have.

What do you think about bringing your strengths to the party of speaking in public? Are you willing? Because you are ready.

Introvert Tip – Top 3 Innate Strengths for Public Speaking is a post from: Courage Coach for the Reluctant Marketer

“What determines how quickly things can turn around, is how quickly you can drop the fear and harness your imagination,” Andrea Conway. A recent sales call that would otherwise have left me no results for one year of follow-up, demonstrates the speed of recovery. When you join the creativity of introversion with the verbal mastery of extroversion, the results can be astounding.

On my ride over to the new client’s office, I could see him sign the agreement which was on the passenger side seat. I knew the dates on my calendar that we already agreed on – my Planner was open to that month. My feeling was calm and confident. Regardless of how things are played out with the media naysayers, it’s true that we can control what happens.

As I got out of my car I felt excitement increase to be able to help this new client get new clients for themselves. We quickly got into rapport as I sat in front of their desk. The conversation started to change to personal; I went with the flow. The prospect was telling me they just took a major hit in commission. My internal thoughts were, “I can help you get that back quickly.” Once we moved to the business I was there for I asked, “So are you ready to confirm our coaching plan today?”

It was no surprise to me when he said he would now have to wait because of this big financial hit. He just told me this! I let a few seconds go by before I spoke. My thoughts were that while true, what would happen to them if things got worst?

“What determines how quickly things can turn around.” I asked, “What if we could make this happen in an affordable way for you without me reducing my fee? Would that help?” Needing that thinking and planning time before I had something mutually agreeable, I asked him to tell me, what would be some options they think could work. Most introverts can't always talk their thoughts aloud that quickly.

“How quickly you can drop the fear and harness your imagination.” My mind was conjuring up some options, however, not being totally prepared for the turn of commitment as they spoke, I thought and pulled it all into a creative option.

The integrity of the value of my services is maintained because my fees weren’t compromised, and a salesperson on straight commission now is excited about increasing their own results.

What happened? My fear was less than my desire to help this new client. Any fear that floated, dropped as my imagination worked for a mutual benefit. Yes, right now the worldwide economy is weak but it still breathing and alive. Drop the fear, and harness your creativity to help your clients.

Uncover how your sales skills measure up with an honest and quick assessment!

Sales Tip – Sales Grow When Fear Drops and Creativity Rises is a post from: Courage Coach for the Reluctant Marketer

1. Cancelled appointments
Are you confirming any appointments you set with prospects? Either the day before or the morning of, telephone or email prospects. If something has come up for the prospect, I reschedule with them right then; they’re already on the telephone. If they just don’t show, that’s an entirely different problem and solution. NOTE: never assume that a no show means not interested. Introverts can make this work to their advantage as it’s another chance to build your connection.

2. Prospects buying from competition
Are you going through all that you know how to do and losing sales to the competition? What about losing to the competition of procrastination? Examine your qualifying process. If you are an introvert this examination process allows you to bring in your natural planning skills. You have a qualifying process, right? At a minimum, early on you want to be certain of four things: you are working with someone with a budget for your product or service; you are talking with all decision makers; the prospect has indicated a need by conveying a problem they want to eliminate or a solution they need, and their timeline fits with your sales process timeline.

3. Not following up because of whatever excuse
I’ve heard most of the excuses: “I don’t have time, I feel like I’m bothering people, I don’t know what to say next, I don’t have enough energy, I’m afraid.” If you have this SOS call, run, don’t walk, and get a sales coach. Selling IS about follow up. And as an introvert this follow-up, it's about deepening that relationship.

4. Poor presentation skills demonstrates lack of confidence
If you are at any business function, or even social for that matter, you want to speak with confidence. Be confident with your elevator pitches. Drop the “ums,” the “ya knows,” and any other puffy fillers that chip away at your image. Why be careful even at social events? It is absolutely true that it is a small world; you are only ever about six people away from who you want to meet. Your ability to speak in a way that people want to listen to will help you meet them.

Selling has a beginning and a continuation. It really never ends. Don’t ignore the SOS coming from your lack of sales results. Instead, when you examine your sales results, get to the problems that are hurting you and then take a different approach to solve them.

Join me on Tuesdays in 2009 for Tuesday Tune-Ups guaranteed to demolish your devastating doubts: Sales Tips for Introverts.

Sales Tip – Salespeople “Save My Sales” Universal Distress Signals is a post from: Courage Coach for the Reluctant Marketer