The FINAL WORD about making a powerful seminar presentation: PRACTICE. You heard the old saying, “How do you get to Carnegie Hall? PRACTICE. PRACTICE. PRACTICE!”
The same applies to being a powerful and effective seminar presenter. Before you get up in front of your audience, you better know your presentation by-heart. You do not want to be looking back and forth at the screen to get cues on what to say when. While you’re going to be sharing important information – a seminar presentation is still a performance. You must show complete mastery of your presentation and the subject matter. This leads to the next key point on making a great presentation – know your stuff!
KNOW YOUR STUFF
Knowledge is power. The key to conducting a smooth, successful seminar is to know your topic inside and out. The better you know your material, the more compelling your message will be. Your audience will know if you are prepared and will quickly determine if you believe in what you are saying. The more compelling you are, the more people you will move to action. Remember, you’ll never be able to set appointments with your prospects unless you can establish that “know, like and trust” factor. From the minute you stand up and begin talking to the minute you’re finished – you are on “stage” and being assessed by each attendee. Don’t “wing it” and don’t take for granted that each person is “sizing you up” as you speak.
In addition to knowing your stuff inside and out, you want to know yourself even better. There are a couple of “closes” that take place during the presentation – well before these prospects consent to make an appointment to see you:
- You will have to sell them on “Why you?”
- You will have to sell them on “Why your law firm?”
- You will have to sell them on “Why they should take action now?”
- In other words, from the client’s perspective: “What’s in it for me?”
Be social, tell stories about how you have helped local folks with your services and do not let the PowerPoint Presentation do you in. What do I mean by that? Many presenters have folks staring at the screen instead of having them focus on them and what they are saying. Engage people by asking easy questions or having them participate in some way. Entertain them and be a great host in every way. Their experience that day is what matters. They will tell others if you come across as an experienced, educated, caring and helpful individual. That is who they are looking for. They want someone to help them… and that can now be you.
Jorge Villar is President of Response Mail Express (RME), with more than 26 years of direct marketing experience, he is known in several industries for his ability to create mail packages that garner the highest response rates. He is responsible for the Seminar Success program that, for the last 17 years has accounted for more than 65% of the social educational events being held in the nation with over 12 million individuals making reservations. Mr. Villar has also been very successful marketing to physicians and business owners regarding Marketing Success Planning and Lead Generation. Response Mail Express is a $25 million marketing powerhouse, housing over 133 employees in their state-of-the-art facilities located in Tampa, Florida. Their marketing ideas have been utilized by over 10,000 clients, including: top producing advisors, estate planning attorneys, large financial organizations, health care organizations, franchise operations and several other industries. Mr. Villar is a frequent speaker nationwide at financial symposiums and training conferences.
Academy Guest Blogger
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com
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