Diane DiResta, CSP, is Founder and CEO of DiResta Communications, Inc., a New York City consultancy serving business leaders who deliver high stakes presentations— whether one-to-one, in front of a crowd, or from an electronic platform. DiResta is the author of Knockout Presentations: How to Deliver Your Message with Power, Punch, and Pizzazz, an Amazon.com category best-seller.
DiResta Communication Inc. – Diane’s website
3 Value Bombs
1) There are 2 major reasons why people don’t leverage the power of public speaking as a marketing tool: the fear factor and ignorance.
2) Y.A.M. is a formula that includes everything you need to know about public speaking. Know Yourself, know your Audience, and know your Message.
3) Gifted speakers are born. Effective speakers are made.
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Today’s Audio MASTERCLASS: Set Your Audience on Fire: How to Give a Knockout Presentation
[01:52] – Diane shares something interesting about herself that most people don’t know.
[04:05] – Why is speaking the new competitive advantage for entrepreneurs?
- With social media and so much transparency, people want to know who you are.
- You are the brand, as the CEO. So, it’s really important for you to be able to speak because speaking is what’s going to get your message out.
[06:02] – Why is communication a soft skill that also has a hard dollar bottom line result?
- In the absence of communication, there can be no business.
- Speaking, when you do it well, brings in dollars.
- Stock investments are about psychology. It’s based on fear and confidence. The wrong communication can change markets.
[10:11] – Why is speaking one of the most powerful and cost-effective marketing strategies?
- The 2 major reasons why people don’t leverage the power of public speaking as a marketing tool are the fear factor and ignorance.
- Speaking gives you the chance to speak and get leads in one shot versus individual cold calls, meetings, or emails.
[12:23] – Speakers make mistakes when they’re selling on stage. Why is that the case?
- The mistake that people make is that they are in front of a group, but that group is not really their buyers.
- Another mistake is that they have poor delivery. When you convey a message, if you don’t sound enthusiastic, if you’re not confident and clear, people lose interest right away and they won’t believe that you are a player or a leader.
- Hard-selling from stage is a big mistake, too. What you need to do instead is to educate and provide value.
- Sometimes people may not be hard-selling, but they’re not really providing any value.
- If you advertise what you’re going to talk about, stick to that, and deliver what you promise – great! If you don’t, you’re going to lose credibility and you will not be successful within the speaking world.
- Lack of follow up is also a mistake.
[17:34] – What’s the secret to getting your audience fired up?
- First of all, you have to be fired up yourself.
- Anything that you can do to get people excited will get people fired up.
- Make people believe the possibility of their greatness.
[18:48] – The Y.A.M Principle
- Y.A.M. is a formula that includes everything you need to know about public speaking. Know Yourself, your Audience, and your Message.
- Know yourself—who are you as a package of skills? What is your brand? What is your style? Stay true to that, because if you’re not authentic, your audience knows it.
- Know your Audience—there are three things that your audience is thinking even though it may be subliminal.
- Who are you?
- Who are you to tell me?
- What’s in it for me?
- Know your message—familiarize, don’t memorize. That means you have key message points and you tell them in a conversational way, so that if you forget one thing, you can tell it in a different way.
[21:30] – It is nerve-wracking to get in front of an audience. How do we manage our nerves?
- Nervousness is a mindset. It begins in the mind. The body just reflects what’s going on internally.
- When you are nervous, you are being self-centered.
- If you’re nervous, you’re living in the future. You’re thinking of all the things that can go wrong.
- Think of nervousness as adrenaline. What you want to do is to channel that adrenaline to give you a dynamic performance.
[24:13] – Gifted speakers are born. Effective speakers are made.
- Anybody can be effective in communicating their message from their brain to your brain.
[26:57] – Diane’s parting piece of guidance
- Speaking is the new competitive advantage. It is a business skill. It is a soft skill that has hard bottom-line results.
- DiResta Communication Inc. – head over to Diane’s website to see what she has going on!
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