Following are typical Eloqui presentations or keynotes that are always modified according to the needs of our clients.
I. Speak to Lead
Leading a company or industry takes vision and the ability to exert influence through communication, especially during tough economic times. Eloqui delivers the tools to inspire and motivate an audience; lead a call to action; and exhibit congruent language and behavior. Many companies invest in website, collateral materials and branding message, but fail to invest in and provide guidance to their key people.
Eloqui has coached the nation’s top executives in law, finance, accounting and technology to distill their vision into powerful messages and present a compelling image. This presentation (or training) focuses on the mechanics of leadership—from identifying the intention and assuming the right role, to constructing a persuasive message.
II. Team Presenting: Pitch to Win
Working with a partner can be powerful. When two unique personalities work well together, the variety in pacing, point of view and style engages the client or audience.
Presenting a two-hander doubles your chances of succeeding. Handing off allows one to relax, collect their thoughts and gather energy for a new attack. Done well, “passing the baton” appears seamless, as if the presenters have been working together for years.
Eloqui draws upon repertory ensemble technique, where performer awareness is essential to captivate an audience. Engineer the impression you telegraph, control audience focus and make the collaboration successful every time. Included are use of appropriate body language and gestures; incorporating visuals like PowerPoint; maintaining each individual’s rhythm, and playing to your strengths.
III. Reading Your Audience
When the goal is to persuade your client or customer to your point of view, what tools do you employ? Traditionally, presenters construct a logical argument, bring all the facts to bear and educate their audience. However, we know from cognitive science that this approach is only marginally effective. Or, you can ask the right questions, read your audience’s temperament and speak their language.
Eloqui delivers the secrets to effectively read and respond to each of the four main personality types. Having trained across all industries, Eloqui understands that when you correctly identify how someone responds to a situation, you achieve buy-in.
IV. Engineering perception: Demonstrate you’re the Trusted Advisor
George Burns said, “Acting is all about honesty. If you can fake that, you’ve got it made.” The same applies to business interactions. Your clients’ perception is even more important than the factual content being delivered.
The key is congruent language and behavior. Yet identifying yourself as a trusted advisor is less effective and a weaker position than demonstrating advisor attributes. Eloqui reveals the techniques to demonstrating the right tone and construct content through vocabulary choices and use of anecdotal material.
The end product of engineering perception can be to influence a decision, contract your services, or build a successful ongoing relationship. Knowing the rules of the game increases your odds of winning. In the final analysis, it’s all about perception.
V. How to tell a compelling client anecdote
Memorable speakers are great storytellers. They understand the power of narrative. They know how to frame content, provide obstacles and incorporate vivid details to keep listeners engaged.
In business, relating case studies demonstrates how we operate and deal with challenges. The listener identifies with the characters, puts themselves in the scenario and better understands what it took to solve the problem. Eloqui performance techniques feature a unique template to structure content, the physical grammar of movement, and how to keep your audience’s attention, from a compelling open which suggests a theme, through your main points, to a satisfying close.
VI. The art and science of a winning presentation
Business communication has experienced a cataclysmic change. The traditional model of structuring content, speaking in generalities, and assuming the role of authority figure behind a podium is passé. Audiences must know, trust and like speakers before doing business together.
The science of speaking involved the cerebral cortex—where 30% is dedicated to visual processing; emotional vs cognitive persuasion (since most decisions are made emotionally); and memory or how we absorb, retain and retrieve information.
But science alone is ineffective. The art of speaking includes strong perspective; movement for visual interest; and storytelling, where all elements are woven together. This intensive, interactive presentation demonstrates how to blend art and science.
VII. How to Sell without Selling
Many of us believe selling is distasteful or beneath us. We have achieved prominence in our respective fields and are put off that we also have to bring in new business, as opposed to servicing existing clients—which is hard enough.
Today, competitive business dictates we all become rainmakers, and continuously increase our book of business. But traditional sales techniques don’t work. Recommending someone enlist your services or that you are “the best” is the least effective way of generating new business.
Eloqui provides practical techniques to build business by crisply articulating services and the use of differentiators. An essential component is how to convert personal relationships into business partners. Included are active listening skills to engage and retain clients; the rule of reciprocity; identifying unique qualities; techniques for crafting unforgettable elevator speeches; and innovative marketing avenues to attract clients.
VIII. Transform Death by PowerPoint into Visual Literacy
PowerPoint was devised to convey technical information in a visual format. But speakers have become dependent on PowerPoint– to organize material, list key talking points, and provide text rich details. Unfortunately, using PowerPoint as a script or reference guide relegates the speaker to second chair.
There is hope. The latest research on information reception and retrieval, from the field of cognitive psychology reveals how PowerPoint can be used to complement a speaker. Eloqui summarizes these findings in Visual Literacy, from how to distinguish blocks of data and the size of font, to effective titles and directing the audience’s attention.
IX. Page from the Actor’s Handbook: Tips from the Entertainment Industry
Service professionals can draw inspiration from actors and performers– masters of emotional persuasion. Performers understand how to manage anxiety. They know how to engage a client and audience, move within a space, identify an intention and deliver it through a role. And when contracted in a stage production, a performer knows how to keep it fresh, even after repeated performances or mediocre scripts.
Eloqui has translated these performer techniques for executives. They will demonstrate the mechanics and share industry secrets— from dynamic movement, voice and diction, and finding one’s authentic voice, to reading your audience and engagement techniques.
X. Verbal Calling cards, the new Elevator speech
Employed correctly, networking is the most effective and least expensive way to generate new business. Yet most professionals waste time and energy attending networking functions, unable to set themselves apart. Delivering a succinct description of what you do, your ideal client profile and what makes you different is difficult.
Studies show we do business with people we know, trust and like. Eloqui has devised a list of triggers that shortens the process of being known, trusted and liked. Cognitive science has also identified how we process, retain and retrieve information. Eloqui will work with sample elevator speeches and demonstrate how they can be transformed from generic and forgettable, to compelling and memorable.