Hard A-Lee

Deborah Shames — Sat, 22 Aug 2009 03:20:56 +0000

TIP OF THE WEEK: HARD A-LEE

In sailing, hard a-lee is a command to change the direction of a boat. To alter public opinion, one must wage a campaign with specific rhetorical elements. First, frame your content by enlisting a tactile term to alter common perception; such as “death panel”, “global warming”, or “cut and run”. The more negative the emotion (to arouse fear), the more effective the framing.

Then, encode the new definition by repeating it over and over, thereby effecting neural re-programming in the minds of susceptible listeners. Use all available media for a blitz: cable tv, radio, blogs, and other types of widespread social media, so the effect is maximized.

But the most effective weapon is the verbal expression by a respected and recognizable speaker. While they create the impression, the tools engrave it in the minds of listeners. History has often been rewritten by this method.

WORD OF THE WEEK:

Propinquity. Noun. Nearness in place; proximity. Nearness of relation; kinship. Affinity of nature; similarity, or nearness in time.

Use in a sentence: Tim was able to sway the board to retain his company with propinquity; every few minutes he inserted “the danger of change” into his presentation, until it was perceived as a palpable impediment.

QUOTE OF THE WEEK:

“If you cannot convince them, confuse them.”
Harry S. Truman, American President (1884-1972)

TESTIMONIAL OF THE WEEK:

“My wife has always been my toughest public speaking critic, and I was a little upset when her Fathers’ Day gift to me was Eloqui’s Power of Five. Amazingly, I enjoyed this experience from beginning to end. I quickly realized I needed a total overhaul in my approach to presenting. Deborah and David always encouraged me by education and example. They are the perfect mentors for anyone interested in improving his/her skills.

The final exam occurred when my wife observed one of my presentations. She was so impressed that now she wants her own lessons.

My new skills have empowered me to deal with a variety of situations, from public presentations to business meetings to media encounters. I now know how to tell my story. They’ve taught me to speak with ease and to have fun doing it. This is The Power of Five.”
          Richard G. Just, M.D.
          Managing Partner
          San Diego Pacific Oncology and Hematology Assoc, Inc.
          Director of Clinical Research, Premiere Oncology of San Diego

ANNOUNCEMENTS OF THE WEEK:

We wanted our faithful readers to be the first to know. As of today, we are launching the new Eloqui website at www.eloqui.biz. There are still some glitches and necessary updates, but check it out and let us know what you think.

For advance copies of of our new book: Own the Room, go to www.owntheroombook.com. Sites like Amazon and Barnes and Noble discount early orders!

Deborah and David will be guests on Cindy Rakowitz’s Voice of America radio show on August 27th. The focus will be Own the Room. Tune in at 7 a.m. West Coast time, or visit her website at www.brpublicrelations.com for a recorded version of the program, which will be available for one week. Or download the content in perpetuity on www.voiceamerica.com.

Bited-Sized

Deborah Shames — Mon, 03 Aug 2009 22:15:06 +0000

When being interviewed on radio or TV, learn to speak in sound bites or snapshot statements. Time is highly compressed, so you must create a dynamic bounce between you and the interviewer. If you include context or windup, your statement could be cut before you get to the point. Brief, concise phrases leave listeners and interviewers wanting more, and are prompts for follow-up questions.

To rehearse, ask a colleague to toss you questions. You only have about twenty seconds to make your point. Dive in, using a colorful, visual description, and end with a downward inflection. Soon you will know the proper length of time by reflex, and have the ability to deliver sound snapshots that are vivid, brief and convey your message.

WORD OF THE WEEK:

Fractal (FRAK-tuhl) Noun (mathematics, physics) A term used to describe geometrical structures whose shape appears the same regardless of the level of magnification used to view them. An example is a seacoast, which looks roughly the same whether viewed from a satellite or an airplane, on foot, or under a magnifying glass.

Use in a sentence: Dennis knew that his pitch to the city on risk management was a perfect fractal which enabled everyone on the board to see his firm’s services clearly and distinctly.

QUOTE OF THE WEEK:

“To grow mature is to separate more distinctly, to connect more closely.”
Hugo Von Hofmannsthal (1874-1929) Austrian novelist, poet
and dramatist.

TESTIMONIAL OF THE WEEK:

“After training with Eloqui, I don’t use a podium when I speak; I move in the space… I don’t say “help” and “work with”; I use active verbs that more accurately describe what I do… And I wear a blue shirt, rather than a white one when I want to be more approachable. Now when I present, I’m playing to my strength, in my own unique style.”
Eric Bell
Senior VP
Bank of the West – Wealth Management

ANNOUNCEMENTS OF THE WEEK:

Eloqui has partnered with the PR firm of Planned TV Arts and the marketing firm of Newman Grace to promote our book: Own the Room, published by McGraw-Hill and in bookstores and Amazon on September 18th.

Next week, the Own the Room website will be up and running. Soon after that, we will launch the newly designed Eloqui website.

Also, on August 27th, Cindy Rakowitz will interview Deborah and David for her “Stars of PR with Cindy R” radio show on VoiceAmerica. The focus will be Own the Room, as well as practical techniques for driving business through speaking. Tune in.

Trust the Silence

Deborah Shames — Sun, 28 Jun 2009 21:30:51 +0000

When pitching prospective clients or speaking to an audience, it is sometimes uncomfortable to listen, be quiet or pause. Three seconds of silence can feel like an eternity, as if we were DJs who keep talking so that listeners don’t change the station. We use fillers, like “you know, well, uh, or um…” Or, we race through our content, diminishing the impact of our words.

Silence gives you time to think ahead, to allow the weight of your statements to register, and bunch your ideas into discrete sections. Listeners can catch a mental breath, better remember your material, and appreciate the variety between sound and the lack thereof. Silence is golden; trust it.

WORD OF THE WEEK:

Quiescent (kwee-ES-uhnt) Adjective. Being at rest; quiet, still; inactive or motionless.

Use in a sentence: The gecko looked like part of the wall, quiescent as stone, waiting for the tasty evening mosquitoes.

QUOTE OF THE WEEK:

“Well-timed silence hath more eloqence than speech.”
Martin Fraquhar Tupper, English writer and poet (1810-1889)

ANNOUNCEMENT OF THE WEEK:

Drum roll, please. The title of our upcoming book to be published by McGraw-Hill Professional is Own the Room: Business Presentations that Persuade, Engage and Get Results.

Brian Hemsworth of Newman Grace came up with this title, which was chosen by McGraw-Hill. He wins a weekend in Tahoe for up to ten friends. Thank you so much Brian, and to all of you who submitted creative titles.

Eloqui Tip of the Week

Deborah Shames — Tue, 23 Jun 2009 23:59:52 +0000

SPEAKER TIP OF THE WEEK: NEOPHOBIC

At two or three years old, children shrink from new tastes. That is the age, through much of human history, at which children first gather and forage for themselves. Those who strayed from what was known and trusted wouldn’t survive.

Being change averse is wired into our DNA, so recreating the way we introduce our business, pitch a client or deliver a presentation is sometimes nerve-wracking. Our self-defense mechanisms make us hold fast to the familiar. But the use of the unfamiliar, the unexpected in speaking is what captures the attention and interest of your client or audience. Craft new introductions. Use metaphor, simile and vivid descriptions. And stray outside your comfort zone. When you feel your psyche tugging you back into the primordial high-chair, keep the courage of your convictions and persevere.

WORD OF THE WEEK:

Au courant (oh koo-RAHN) adjective. Up-to-date, fully aware or familiar; cognizant. From French, meaning “in the current”.

Use in a sentence: After the seminar on social networking, we felt absolutely au courant and able to navigate this new world with ease.

QUOTE OF THE WEEK:

“I can’t understand why people are frightened of new ideas. I’m frightened of the old ones.”
John Cage, American composer (1912-1992)

ANNOUNCEMENT OF THE WEEK:

I just wanted to tell you how much I enjoyed and learned at your workshop on Friday. It was such a great group of people and despite my awkwardness at doing something new like this, I had a blast and am thankful to have been a part of it. You guys are wonderful!!
Linda Pushkin
Yoga instructor and owner of Inner Power studio

+++++++++

We have opened another Eloqui business development workshop on July 23rd from 1-5:00 p.m. which includes how to tell a compelling client anecdote, identify your unique differentiators, and craft a memorable elevator speech.

For only $400, network with high level attorneys, CPAs, professionals from the financial and insurance industries and set yourself apart. These workshops have become viral. Don’t miss out. We won’t be holding another one until fall.

Best,
Deborah and David