News and Information for the Speaking Community by SpeakerMatch

Volume 4, Issue 3 · November 2013

1

What’s Inside

Asking Why Can Be Counterproductive .......................... 2

Killing the Cold Call Monster ............. 4

Pay it Forward on LinkedIn ................. 6

Don’t Pad Your Presentation with “Corpspeak” ......................................... 8

Good moods or bad moods, they're contagious!

You try avoid picking up germs from someone who is coughing, but when you encounter a person who is in a bad mood, you can just as easily pick up their cranky germs. Moods are contagious.

It's easy to catch a good mood. When you're at work and co-workers have good news about something or someone, they want to share with you. They seem excited as they tell the good news. Everyone is in a better mood.

The contagious quality of mood and emotion has been one of the most widely studied of all the different forms of contagion. Without consciously trying, people are extremely good at picking up on other people's negative or positive emotions, according to the Association for Psychological Science.

They call the situation "emotional contagion." The first step involves unconscious copying of facial expressions and movements. Seeing a smile makes you smile. Seeing a frown makes you more likely to frown.

If you're both frowning, maybe you'll start to feel bad too. You may share emotions and experiences until you are both in the same mood.

Mood copying is common when you're are in frequent contact with others. When a friend or co-worker is in a mood, it's more likely that you'll catch it than if you're dealing with a stranger.

(Continued on page 12)

Connecting With Your Audience

Keeping prospects moving through the sales process is getting harder. New research shows more companies are experiencing longer sales cycles in 2013 than even in 2012.

A 2012 survey by CSO insights found that 33 percent of respondents said their sales cycle was seven months or more. In 2013, 40 percent reported seven month sales cycles.

And more deals are stalled these days -- up to 26 percent in 2013 from 14 percent in 2012.

According to marketing strategist David Dodd, the most important question you can answer for a client is: Why should I deal with this problem/issue now?

Or, as Verne Harnish, the CEO of Gazelles, Inc., says in Fortune Magazine, “People will do more to avoid a loss than to score a win.”

QUICK TIP: Forget the benefits. Help your prospects understand what it is going to cost them to delay immediate action.

It’s Easy To Catch A Good Mood

Someone's sitting in the shade today because someone else planted a tree a long time ago.

— Warren Buffett

Behind The Podium

2

Editor’s Notes

2

Bryan Caplovitz

One of the challenges of putting

together this newsletter is

selecting a variety of stories that

you can connect with. And by

“you,” I mean the entire

SpeakerMatch readership.

You come from a wide range of

professions, stages of life, points

in your career, and more. I try to

select some travel tips, business-

building advice, and (or course)

articles of interest to those in the

speaking profession.

Our goal is always to help you

build a sustainable speaking

business. We want you to learn

what it takes to succeed.

So… my question for you this

month is: What’s your take on

this newsletter? Is there anything

you’d like to see on these pages

that we don’t currently cover?

Please let me know by sending

an e-mail to

bryan@speakermatch.com.

As people try to work through difficult situations in their lives, they sometimes focus on "Why."

They ask: Why was there a tornado; why did I get laid off; why was there a car accident? Why me?

Modern psychologists say they are asking the wrong questions. "Whys" keep them in the victim state and focusing on placing blame.

They should begin to focus on how to get on with their lives by asking "What" and "How."

These questions focus on solving problems, and the answers keep you moving forward:

"What should I do now?"

"How can I make my situation better?

"What can I do to get through this and come out a stronger person?"

Doctors at Psychiatric Associates in Indianapolis say asking how and what questions helps you focus on the future instead of the past. You begin to realize that you have the power to make changes.

They recommend honestly admitting to yourself what your thoughts and feeling are. Allow yourself to experience the crisis.

Ask yourself the right questions and develop a plan of action.

'Top Dog' Guy Tells How To Have A Successful Career

Asking Why is Usually Counterproductive

Po Bronson is the co-author of Top Dog: The Science of Winning and Losing. Recently interviewed for CNNMoney, he makes some interesting observations.

If you're just looking for stability in your career, you'll lose your edge. You're playing to lose rather than to win.

Competition at work is crucial. It makes you tap into hidden reserves of effort and motivation. Competition is energizing and gives you focus.

Maladapative competition is the bad kind and can destroy people as they try to win at all costs, even if it means cheating and destroying relationships. Adaptive competition is the right kind. It's about playing within rules and striving for excellence. There's no downside.

Someone who isn't inclined to be competitive can still excel. A "worrier," for example, is prone to anxiety but is a very good planner and does lots of preparation. Even if you are uncomfortable with competition, it's important to put yourself in the spotlight,

says Bronson.

Fight burnout. You need periods of rest and recuperation. Spending time with family and doing volunteer work can give you new ways of thinking.

The competitive drive isn't reduced with age. After age 50, we compete just as intensely but are more selective in what we choose to compete over.

Short-term stress triggers energy for what you need to achieve. Long-term stress is bad for performance.

The home field advantage can help your career. We act differently on our own turf. You increase your chance of getting a raise by asking for it in your own office. You make more successful pitches to clients at your own office. At meetings, arrive first and spread your papers out.

What makes a long and satisfying career is an adequate challenge. When your work is respected and honored by people around you, your life is meaningful.

It’s a Good

Mix, Right?

November 2013

3

3

Behind the Podium (ISSN 1949-5544) is published 4 times a year as a resource for emerging professional speakers, business leaders, technical gurus, educators, and other subject-matter experts. Editor Bryan Caplovitz welcomes your input. Please e-mail any comments or suggestions to Bryan at: editor@speakermatch.com.

Behind the Podium publishes the opinions of experts and authorities from many fields; however, the use of those opinions is no substitute for accounting, legal, investment, or other professional services. Material may not be reproduced in part or in whole in any form whatsoever without the written permission of SpeakerMatch. SpeakerMatch is the world’s largest source for speaking opportunities.

Behind the Podium is published monthly, by SpeakerMatch, 4807 Spicewood Springs Road, Suite 1120, Austin, TX 78759-7944. $149/year, $24.95/issue (US funds). Periodicals postage paid at Austin, TX. Behind the Podium is a trademark of Simply Speaking, Inc. Copyright © 2013 by Simply Speaking, Inc. POSTMASTER: Send address changes to SpeakerMatch Subscription Department, 4807 Spicewood Springs Road, Suite 1120, Austin, TX 78759-7944.

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Check Mileage Before Accepting A Rental Car

Rental cars with up to 50,000 miles on their odometers have become more common. Travelers are complaining about worn tires, weak brakes, dead batteries, ineffective wiper blades and other middle-aged auto problems.

According to the FlyerTalk forum for frequent travelers, rental-car companies have moved away from leasing new cars from manufacturers every few months. In recent years, they've been more likely to buy and hold cars for up to two years.

The companies say vehicles today last longer and that their fleets are carefully maintained so even those with relatively high mileage drive well and are in good condition.

They say they will try to provide a replacement car if a customer asks for it.

Flat-Out Sleep On The Plane

For those willing to pay a premium, both United and Delta Airlines provide seats that collapse into flat beds for business-class customers flying between New York and Los Angeles.

American and JetBlue will provide them next year and hope to make them even better than those available now.

Car Rental and Flight Tips

I was visiting my granddaughter last night when I asked if I could borrow a newspaper.

"This is the 21st century," she said. "We don't buy newspapers. Here, use my iPad."

I can tell you this. That fly never knew what hit him.

The Lighter Side

Behind The Podium

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B uilding your speaking business and generating sales requires cold calling, yet most speakers and authors would rather be

doing anything but that dreaded activity which will create the very opportunities they desire.

Here’s the great news…you don’t have to cold call …a lot…to build your speaking business or expert platform. I’m going to share 3 simple strategies which will help you fill your calendar with new speaking gigs, show you how to leverage your relationships which will put dates on your speaking calendar, and how to position yourself as an expert within your niche.

Create A “Why” For The Call

I live in the Midwest, near the banks of the beautiful Mississippi River, located 2.5 hours west of Chicago. I love it here…except for when the skies are smothered by a grey blanket of overcast clouds for weeks at a time during the winter months.

Every fall, I call past clients and new prospects to offer them my “Get me the hell out of the Midwest in Winter” special. They usually laugh, but many will book me for dates in Phoenix, Orlando, Los Angeles, or wherever they only see dreary winter images in pictures.

I find it much easier to focus on picking up the 300 lb. phone when I have a purpose doing so.

Here are a few “reasons” that you should could use to reach out to past or new clients:

A new book

A new program

A new baby

Changes within their industry

They’ve added or lost people

Current events have thrust your topic area into the spotlight

Recent media appearances

Block booking to maximize your time around a date

It has been 12 months since you’ve spoken to them

No reason at all

Networking vs. Not-Working and Referrals

Being involved in your community with networking groups, charities, and groups is a fantastic catalyst for building relationships that could possibly benefit you…and them. Create your “bungee jumping pitch” (people don’t have the attention span for an elevator pitch

anymore).

Keep it simple and stupid.

More importantly, listen to what the other person is saying about themselves 90% of the time. They will tell you everything you need. My friend, Craig Valentine, encourages you to disqualify potential prospects at networking events rather than trying to qualify them.

If you want to be known as someone with a speaking business vs. someone who just speaks, community involvement is not only essential; it is your responsibility.

Referral Business is the “Miracle-Gro” for Any Business

Here is a game changing strategy that I picked up from my buddy, Tony Rubleski, in his first book, Mind Capture: change the word “Referral” to “Introduction” and watch your prospect’s barriers crumble.

“John, I’ve really enjoyed speaking to your Rotary club. Could you do me a

favor? Who could you introduce me to that would enjoy an awesome program for their business or organization?” is the type of question that I use, and my coaching clients use with great success.

If you are not asking for referrals every time, even from people who don’t book you to speak, you are leaving money on the table!

KILLING THE COLD CALL MONSTER

BY DAVE SHEFFIELD

“All things being equal, people will do

business with people they like.

All things not being equal, people will do

business with people they like.”

- Jeffrey Gitomer

November 2013

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Become an Expert

The most important person that you will sell your expertise to is you. While humility is an awesome trait, it is important to recognize that your message can help many people, if you can get it out there.

I have worked with coaching clients who are medical doctors, people who have sold millions of books, created strategies which have helped their clients triple their revenues, and even speakers who have been featured on national television specials; yet they charge $1000 to speak. This is not viewed as a “great deal” in the eyes of an event planner. You are viewed as a “non-expert”.

When I “get in their face” by reading the list of accolades that they have just told me, they usually mutter “well…yeah, I guess I could charge more.” Try it. The worst thing that can happen is that the event planner will say, “No”.

“The toughest six inches of real estate to sell is between your ears.”-The Shef

Here are some strategies you can use today to build up your expert profile and platform:

Write articles like this for niche publications

Participate in LinkedIn groups that target your client’s interests. (respond, don’t just initiate)

Speak for free in your area. (Just make sure you know how to convert them to paid dates. As a Speakermatch Member, you are entitled to my $79 guide titled The Art of Conversion: Moving from Free to Fee In Your Speaking Business at no charge. Just email my assistant at info@TheShef.com and print “Conversion” in the Subject line.

Leverage testimonials. If you say how good you are; you’re bragging. If others say how good you are, it’s proof.

Be a guest on Podcasts and radio shows that your target market listens to.

Take photos of you will other recognized experts

Write some “expertise” goals down when journaling or goal setting. This may sound crazy, but five years ago, I wrote that I would be sharing the stage with John Assarf, Jeffrey Gitomer, and Zig

Ziglar. I was speaking at an event in San Diego this past spring. My time slot was immediately following John Assaraf, and as I was preparing to take the stage guess who saunters into the convention hall? Jeffrey Gitomer.

John was leaving for another event, but paused long enough to pose for a picture with Jeffrey and I after I showed him my worn down goal list that I carry with me. Life rewards those who stay in motion pursuing their goals.

Here’s the deal: God gave you the brains to not only know something of value, but the spine to get out and share it with people. Don’t get in your own way.

Dave “The Shef” Sheffield is a bestselling author and successful speaker. He has helped over 500,000 people through his speaking and books. He is also an expert at helping speakers grow their speaking business very quickly. You can contact his offices through his website at www.theshef.com.

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Behind The Podium

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With the holiday season around the corner, why not set aside a half hour each week between now and the end of the year to show some gratitude to your network by paying it forward on LinkedIn?

Here are 5 ways you can: 1) Write an unexpected Recommendation for a connection. If you worked with or hired someone that turned out to be a rock star go ahead and write a recommendation for them. It's also a great way to reconnect with a connection that's drifted off your regular touch base list. Just keep it brief and specific and avoid writing a generic recommendation because they're almost always useless to your contact. Most folks don't even display recommendations that sound similar to this, "Bob is a stand-up guy and someone I'd be happy to work with again in the future. Most people think they know sales, but Bob really does!" This might have some posting value if it instead said, "Bob is a reliable, proactive and positive team player, and if I were asked to name a few sales leaders to be on a speaker panel, Bob's name would be at the top of my list. He exceeded our team goals quarter after quarter and made it to our President's list 5 years in a row."

2) Endorse a connection's skills when you're reminded of them (maybe via a tweet, status update, blog post or prompt from LinkedIn). Since LinkedIn added this new "To Do" to our lists, I've heard both groaning about as well as praise for it, but why not try to endorse at least 1 connection's skills during your regular visits to LinkedIn?

3) Invite new or old contacts to connect on LinkedIn. Just be sure to send a PERSONAL message expressing what you noted, respect or appreciate about them, and if you only "met" them via Twitter or somewhere random like that, just be honest about why you want to be connected on LinkedIn ("let's not lose touch"). Whatever you do, don't use the default Invitation to Connect unless you're using your smart phone right in front of them at an event or on the subway (or whatever) and have opened the http://learn.linkedin.com/mobile/.

4) Make mutually beneficial unsolicited introductions. When you absolutely, positively know that 2 of your connections would benefit by knowing each other, use LinkedIn to make an introduction. Just be sure that in the message you explain your motivation and then let the 2 parties take it from there. When you make intros within LinkedIn your connections can usually see a bit more

about the other party (via their profile) and can then decide for

themselves whether they want to take the conversation further and/or outside of LinkedIn. 5) Share your knowledge and insights on http://www.linkedin.com/answers?trk=tab_answers. Unlike the Discussions

section within LinkedIn Groups, promoting your personal/

professional brand by way of sharing your knowledge, advice and insights is an accepted way to pay it forward, and possibly be recognized (maybe you'll win a Best Answers green star?) when you're within Answers.

I also think that for folks that live in smaller metros where the in-person networking opportunities are limited, Answers is a great way to broaden your reach and grow your network online.

Sandy Jones-Kaminski is a self-described networking enthusiast and accomplished marketing and business development professional. http://www.belladomain.com/

by Sandy Jones-Kaminski

Pay It Forward on LinkedIn

“ Set aside a half hour each

week between now and

the end of the year to show some

gratitude to your network by

paying it forward on LinkedIn.”

November 2013

7

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Enter the BETA Code btp1013 for early access!

Behind The Podium

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Presentations Are Better When They Sound Conversational. This blog post is inspired by Paula Kiger’s “12 Most Supercilious Corpspeak Terms.” From “synergy” to “scalable” to “ping,” here are some of the most atrocious examples of corporate speak — and their translations. If you’ve sat through as many mind-numbing business meetings as my corporate speech coaching clients have, you are familiar with the terms Paula discusses. The famous executive speech coach Patricia Fripp — yes, that is me — says, “A speech is not a conversation; however, it needs to sound conversational.” In your professional life, you’ve heard speakers who pad their speeches with corporate speak. They will never be accused of sounding “conversational.” Paula—who sits in meetings and takes note of how many corpspeak phrases she hears — says, “I have been known to amass seven ‘leverages,’ three ‘synergies,’ an ‘actionable,’ and a ‘non-harmonized’ all in one two-hour meeting!” Why do speakers force themselves to use more syllables than necessary to get their points across? To use another corporate-speak term, perhaps they see themselves as “thought leaders” and think this type of language bolsters that identity. Here are 12 of the worst offenders: 1. Synergy People say this if they want people with complementary talents or

resources to find a way to do something that would be impossible without working together. Translation: “You have something I need. I have something you need. Let’s make something great together.” 2. Leverage People say this if they want to use something that has already been done, bought, or said to move a project forward without having to start from scratch.

Translation: “Joe already has his project management certification. Let’s take advantage of that instead of paying for someone else to get theirs.” 3. Pedagogy The person who says this is someone in the field of education who chose to use four syllables when two would do: “teaching.” Translation: “Teaching educates students.” 4. Deep dive This is a legitimate IT term that means to immerse a group quickly into a topic to brainstorm an idea or solve a

problem. But as a layperson in meetings where people use the term, it always makes me giggle a tiny bit and lose track of my corporate-speak tick marks. Translation: “Let’s all think quickly and rapidly about this concept so we can get some good ideas going.” 5. Scalable People say this when they want the work done in step one to be something they can make bigger and

easier without recreating the wheel. Like “deep dive,” it is

legitimate in IT. Translation: “We’re going to program this function

for your 10 users, but if the idea catches on and a million users want to do the same thing, it will be easy to do that.” 6. Ping Someone who wants to communicate with someone else quickly and electronically without looking him in the eyes says this. There’s no translation, but if you really want to throw someone off, walk two doors down to his desk and look him in the eyes. 7. Actionable The person who says this is someone who is seriously hoping what he wrote on paper will, in reality, work.

Don’t Pad Your Presentations With “Corpspeak” by Patricia Fripp

In your professional life,

you’ve heard speakers who

pad their speeches with

corporate speak. They will

never be accused of sounding

“conversational.”

November 2013

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Translation: “It will work.” 8. Mitigate People say this if they are facing a lengthy Gantt chart or project plan and seriously hope to prevent something from derailing progress. Translation: “Let’s make sure things don’t go wrong.” 9. Granularity This is what the person taking the deep dive has to wade—or swim—through: a bunch of very specific details. Translation: “You will need to read 200 pages in that work plan to make sure there is a plan to close the door when it gets cold outside.” 10. Seamless People say this in public programs where the goal is for fifteen entities to make it look like they are one from the client’s end. Seamless doesn’t happen often. When it does, there’s a lot of hard work going on in the background.

Translation: “It took five entities with lengthy names to make your ‘one-stop’ application a reality. Five more will handle it before you get an answer.” 11. In the weeds This is where you are while you deal with granularity and are on the verge of taking a deep dive. It is where you are threatened with losing sight of the main objective. Translation: “While you are re-writing a letter no one will need to receive for two years, someone else is getting credibility points for saying, ‘Let’s break this process down into manageable pieces. The weeds are a bad place to be unless you have a way out.’” 12. Robust This means we want to keep the contract—we really do. We have a plan. Translation: “Our plan/project/product is no lightweight.”

“Thought leaders” like syllables; they like sounding like the next best thing. Me? I prefer someone who leads with her thoughts but tells me about them in plain English. Is there a particular corporate term that irritates you? Here are some tired, old phrases. What plain English alternatives do you recommend? Paula Kiger works for a non-profit corporation and blogs at BigGreenPen.com. Thanks Paula! Keep up the great work. Patricia Fripp, CSP, CPAE is a Hall of Fame keynote speaker, in-demand executive speech coach, and sales presentation skills expert. Individuals and companies hire Patricia when they want the competitive edge that comes from persuasive presentations.

Behind The Podium

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Q. What made you select the SpeakerMatch lead service to market your speaking services?

A. I heard the name mentioned at one of my Los Angeles Speakers Bureau meeting. We were discussing how some bureaus take 30% of your

revenues, plus assorted other fees for just letting you list with them. SpeakerMatch was named as an alternative resource that was great for all levels and subjects of speaking. Q. How has SpeakerMatch helped your business?

A. I’ve only been a member for a couple of months, so I was so excited to book a great gig right away with the LACERS, the Los Angeles City Employee Retirement System! Fitness, aging well and nutrition are niche areas, not nearly as popular as sales motivation, but I’m hopeful that more opportunities like this come up! Filling out all the needed information really helped me tighten my subject matter and hone my brand. Writing the paragraphs and summaries of speech subjects and my expertise really brought my thought process in line. This has led to a better marketing plan, a better “30 second commercial” and so on. I’m more confident about what I speak about and what my brand stands for and that has led to better interviews and bookings locally. Q. How have meeting planners contacted you through SpeakerMatch? Directly through email? By phone? Or, was it through one of our general requests for speakers? Any specific event you booked that you would like to share?

A. So far, I’ve had two meeting planners contact me by phone and one by email. Unfortunately, they were all on the east coast and didn’t have the budget to fly me in to have me speak. Just the fact that they called because of my SpeakerMatch information was wonderful!

I also applied to a recent request for a speaker. The LACERS (a Los Angeles City Employee division) was looking for a fitness expert for a series of fitness events. I thought , “This is PERFECT for me!” Being a certified trainer, healthy chef and advanced Toastmaster got me on the short list. I also have done numerous radio and TV segments dealing with exercise and cooking healthful, delicious things. I had a reel made of a few of my more memorable and funny moments and uploaded it to SpeakerMatch, so they were able to see me in action. THIS is what sold them. They saw my slightly wacky personality combined with my extensive knowledge about my chosen field. The fact that I’m local to them was a bonus. I got the gig and am incredibly excited about it. Q. Have you identified a “best method” when it comes to responding to meeting planners via SpeakerMatch? Tell us about it.

A. I always want to speak to whoever the decision maker is by phone right away. However, that’s not usually possible. Most meeting planners want

us to contact them first via the

SpeakerMatch email system. What I found works really well is to NOT be too

business-like. Think about it.

If someone hiring a speaker to be

motivational, inspirational and entertaining, writing a ‘business’ letter back won’t get their attention, will it? Letting my personality shine through my words in my submissions helps me stand out. I’ve been told I have a rapier wit. If I can make someone laugh with my emails, I know they’ll realize I will do

New Member Interview

SpeakerMatch Q&A With Rona Lewis

Rona Lewis joined SpeakerMatch in May.

“ What I found works really well is to NOT be too business-

like. Think about it. If someone hiring a speaker to be

motivational, inspirational and entertaining, writing a

‘business’ letter back won’t get their attention, will it?”

November 2013

11

Instant Access to Exclusive Interviews!

SpeakerMatch Member Benefit

We Explore Key Areas of

Starting and Growing a Speaking Business

www.speakermatch.com/member

that in my speeches. That’s when they call me and I can make them believe in me even more over the phone. Q. In your view, how does SpeakerMatch compare to other speaker marketing services you have encountered?

A. SpeakerMatch gives me more options to get my name out there. I can probably find a ton of sites that will help me do it myself, but with SpeakerMatch it’s all in one place! Other marketing services do only a

portion of what is needed. That just makes it harder for me to keep things in order. I’m not the most organized person in the world. The minutia of running my own business takes up enough time without having to add to my ‘to-do” list. Why make things tougher on myself? I have a mother to do that for me. (Don’t include that—she’ll probably get mad. Wait. She’ll never read this. Go ahead).

I asked myself, “What is your time worth? Don’t you want to concentrate on what you love to do? Help people become healthier and

happier and giggle all at once?” It’s all about time management. Q. Any other comments you would like to make about SpeakerMatch?

A. SpeakerMatch was a great find for me. I’m excited about getting myself out there as a brand and I know that your service will be a big help.

Please contact us at support@speakermatch.com if you’d like to share your story.

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Marriage researchers at the University of California, Los Angeles, found that husbands experienced lower marital satisfaction when their wives reported higher stress. Wives were less affected by their husband's stress levels.

Studies emphasize the importance of choosing friends wisely. People who are positive and upbeat can make you feel the same way.

While it may be best to ignore a someone's bad mood, if you really feel you can help with a problem, maybe you can pass your good mood on to that person.

It’s Easy To Catch

A Good Mood (Continued from page 1)

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