1.International Economic Development Conference Houston, Texas September 30, 2012

2. 7:00 am EDC Board Meeting update on activities9:30 am Client Visits Community pitch community forprojectNoonRotary Meeting presentation on localeconomy2:00 pm Prospective Investor Meeting pitch yourorganizations value3:30 pm Workforce Development present EmployerSurvey Results5:30 pm Young Professionals Networking Event7:30 pm City Council Meeting - Company IncentivePackage 3. No such thing! 4. I. Selling Your Community ContentII. Fundamental Presentation SkillsIII. Sample Presentations from PeersIV. Key Take-Aways 5. DreamsWhats ontheir mind DesiresNeedsProblemsQuestionsFears Catches their attention 6. Message DistillerAnswer their problems/fears What can you say that will address one of your audiences keyproblems, needs or fears? Answer their Angle itdesires/dreams What can you sayWhat can you say CORE thats trendy, newsthat will address one making or that fits aof your audiencesMESSAGE theme that matters key desires, dreamsto them? or hopes? Make it Authentic Set it ApartWhat can you say that soundsWhat can you say that sets youespecially authentic coming fromapart that will make youryou, based on how they seeaudience say, Nobody elseyou/your reputation/your ethos? can say that?Source: www.redpen21.com 7. Based on the target audience determine:Value PropositionKeyMessagesUnique points ofdifferenceProofPoints 8. SIMPLE Is the message easy to understand?TANGIBLE Does the message create a concrete image that canbe proven?IMPORTANT Does the message matter to your target audience(s)?CREDIBLE - Do others believe the message in context of yourcommunity?KNOWN FOR - Does these message DIFFERENTIATE yourcommunity (in a positive way)? Does the message LEVERAGE whatyou are known for? 9. Situation Action Result 10. STICKy Message Tools Understand what the Maps client needs Case Studies What assets in your community/region align to client needs Whats distinctive 11. I. Selling Your Community ContentII. Fundamental Presentation SkillsIII. Sample Presentations from PeersIV. Key Take-Aways 12. Meetingwith a prospect company or siteselector - goal to influence decision-maker tochoose their community/influence decision-maker to keep branch location in theircommunity 90 second networking (1 on 1)presentationmore informal but opportunity to sellcommunity Webinar/video conference any special tips? Short videos and media interviews 13. To ReportTo ExplainTo Persuade To MotivateConvincingtheUpdating InspiringDetailingaudience thethe how totoaudience audience carry out a purchase on a to take process or somethingproject or some procedure or toevent action accept an idea 14. The OpeningThe BodyThe Ending 15. Topic:Encouragingemployees touse the company fitness center Quotation Do you agree with Mark Twain: Im pushing 60; thats enough exercise for me?Question How much do you think the average employee exercises each week?SituationHow much weight would you lose if you did an additional 30 minutes of aerobic activity every day?StoryHeres why I believe in exercise: three years ago, I lost 55 pounds.Startling Fact Sitting for six or more hours a day increases your chance of death within 15 years by 40%. Visual (Show a video of the new fitness center.) 16. CriteriaDirect SequenceIndirectChronologySequenceCause/Effect/ Order ofSolutionImportanceElimination ofAlternatives 17. Finish on a strong, upbeat note: Summarize mainpoints Add a personalappeal Makerecommendations Discuss next steps 18. Personal Knowledge/Experience Audience and Situational Knowledge Sources and Research Interviews- Internet Histories- News Visual Support Managing your speaker impressions Use to the advantage / benefit of the speaker and audience~ 19. Kinesics - gestures, body movement Tactilics - touch Oculesics eye movement & focus Paralanguage vocal variations Proxemics - space Chronemics - time 20. Individualism Time Orientation Power Distance Uncertainty Avoidance Formality Materialism Context Sensitivity 21. TeleconferencingBrochureFace-to-Face Meeting Blog IM Phone CallNewsletter Videoconferencing Microblog Voice Message Flier RICHLEAN Online MeetingVideoReportEmail VlogText MessageIn-Person Oral Presentation Components | Barriers| Mediums|Ethics 22. Usevideo to engage theaudience, illustrate apoint, and make anemotional appeal Integrate videos into thepresentation Practice using the video inyour presentation roomPlanning | Organizing | Team/Online | Visuals |Delivering 23. Before- check lighting- volume- area- distractions During- watch body gestures- vocal affects- noise issues After-review all elements (your audience and you) 24. Considershorterpresentations becausepeople may loseattention more quickly Keep the audienceengaged Practice with thetechnology Plan a backup system Components | Barriers | Mediums | Ethics 25. WHOS LISTENING? TARGET AUDIENCE 26. Physical noise Message problems - poor organization, acronyms, jargon confusing language Presentation problems - nonverbaleffects 27. Inattentiveness- personal needs/concerns,excitement, distraction Receiver apprehension uncertainty Challenges of audience diversityEliminateisms(ethnocentrism, sexism, racism) and trigger words 28. Previous negative experience Limited time Limited money Indifference People will listen, learn, and remember a message only if it relates to their needs, wants, or wishes. 29. Overall speaker impression -commitment, adaptation, purpose,freshness, ethics Substance - worthwhile message Structure - clear, orderly design Presentation - simple, direct, concrete language; natural, enthusiastic, responsive delivery 30. Inadequate Problems with Channelsinformation Incompetent Information Overload Communication Poor-Quality Ineffective Goal SettingInformation Communication Anxiety Poor Timing Cultural Barriers Lack of Feedback orFollow-up 31. InitialMedia Statement- Emergency Response/ Press Release Media is the liaison with the public Treat Reporters fairly Cooperate Professionally In a timely manner Show your enthusiasm 32. Name & Role in the Situation Major Concern- Major Purpose Safety of the People and the environment Short Description of Situation Use caution with names and details Refer to Communications Expert/Appreciation to Participants Anticipated follow-up Politely Excuse Yourself 33. No SpeculationEspecially if there is danger/potential causeNo Industry Jargon or AcronymsNo AngerNo, No CommentUse Negative body language 34. NoStatements on company history, policy or futureNo Statements Inferring Negligence by AnyoneNo Casual Conversations or Interviews 35. On the spot adjustments History to the event/ occasion Expansion / details to the occasion Questions to/from the Audience Story of familiarity 36. I. Selling Your Community ContentII. Fundamental Presentation SkillsIII. Sample Presentations from PeersIV. Key Take-Aways 37. Janet M. MathisExecutive DirectorRenew Moline Moline, IL 38. Whatwas the most positive aspects of thespeakers presentation? Did the speaker clearly identify theobjective, and provide a format for theirpresentation? Did the speaker speak with purpose/conviction? Did the speaker provide resources/ outsidecredibility to the presentation? 39. Dave Quinn, CEcDExecutive DirectorBastrop Economic DevelopmentCorpBastrop, TX 40. Whatwas the most positive aspects of thespeakers presentation? Did the speaker clearly identify theobjective, and provide a format for theirpresentation? Did the speaker speak with purpose/conviction? Did the speaker provide resources/ outsidecredibility to the presentation? 41. I. Selling Your Community ContentII. Fundamental Presentation SkillsIII. Sample Presentations from PeersIV. Key Take-Aways 42. Messages that STICK Maps! Maps! Maps! Stand out = memorable case studies Prepare- Practice- Perform Polish & Shine Presentations Speaking without Saying A Word 43. Suzanne Buck Allison LarsenInstructional AssistantCompetitiveReadyProfessorChabin Valenti School of Communication(509)972-0833University of Houston@allisonCHABIN 101 Communications Bldg Houston, TX 77204-3002allison@chabinconcepts.com (713)743-2874 sbuck@uh.edu