Last week’s edition of the Influence Factory brings you the latest industry news and lets you hear from Industry Experts! Last week’s Influencer Guest, Michael Angelo Caruso, talks about how he has built his Influence through the use of Events.

When speaking at events, there are certain connections that you make at them. As speakers, we tend to just come in to an event and then leave. There are thousands of opportunities to network with other attendees when you present. You want to find ways to make your material connect to them. We will go through the key points Michael discussed during the webcast here so you can present like an Event Influencing pro!

The Power of Cognitive Speaking

The way we affect our audience during a presentation can be boiled down to a simple science. Cognitive speaking sounds like a new scientific term, but it has always been in the art of presenting. In our webcast, Michael spoke about how Brian Tracey utilized this psychology to understand how leaders and presenters influence others. Cognitive speaking usually involves having a bias. This can be an optimism, pessimism or even confirmation bias. When leaders talk, they can use this to sway an opinion and even sell someone on an idea. You also want to use what you say to show people that you are passionate about your area of knowledge, something that further enhances engagement. Cognitive speaking requires a human approach so make sure you do it!

“When you can show us what you care about, it makes you seem more human.”

 – Michael Angelo Caruso

It’s All in The Details

One way to gain influence when speaking at events is to pay attention to the details (AKA your audience). This seems like an obvious point, but so many people rarely utilize it to its fullest extent. In these days, we are more invested in ourselves than we are with other people. If you want to see how your audience is reacting to your material, Michael said you “should look up at your audience once in a while.” In doing this, you are able to see what they are doing, AND you make your lesson more personalized. This is simple math: Eye contact plus addressing the audience = engagement.

Influencer Marketing Pro Tip: A “ride along” can be helpful when you are doing a presentation. This means that someone watches your presentation and can tell you things that you miss or do not realize that you are doing. We can become too invested in a presentation that we fail to change the way we address things to people. When we are told what we miss, we can be more aware of it so we can adjust the flow of a presentation for our viewers.

Watching your language

There are half a million words in our language and it can be a challenge to find the right words for a response. We may be able to anticipate some things our audience might say but we really need to think on our feet about the words that will create an impactful response. We do this by using word substitution. When you practice, you may find yourself using words that don’t give the presentation impact. By subbing out those words, you can find other words that give your speech a boost.

“While complete perfection is not possible, you can get very close to it when crafting a presentation.”                    

 – Michael Angelo Caruso

Influencer Marketing Pro Tip: You can make speeches more effective during preparation by having a deep vocabulary. There are websites that often do a “Word of The Day.” If you want to deepen your word bank effectively, finding websites that do this can be a HUGE help. Michael recommends Wordsmith.org as a personal favorite.

Build a Good PowerPoint

Unfortunately, PowerPoint has become a bit of a crutch that many people are overusing in presentations. The best presentations will have certain restrictions for PowerPoints. If you are to use one, use it in the middle third of a presentation. The first third should be used to develop a relationship with the audience and the final third should be your “call to action.” A presentation should also use oversized text (limiting how many words are in a slide) and no more than one photo. Remember, people will turn their back to the audience if all their points are in the presentation. You want to make sure your audience is engaged and that cannot happen when you have your back to them.

“The fastest way for leaders and salespeople to excel is to master the art of the presentation.”                                                                                                                        – Michael Angelo Caruso

Knowing The Colors of Personality

While it’s important to dress your best for an event (and try to highlight the colors of your brand in your outfit), you should be MORE aware of the different personalities in the audience. There are four personalities – the thinker, relator, socializer and director. You should get an idea of which of these personality types are in the audience during a presentation.  Once you learn WHO is in the audience, you can then tailor your word choice and presentation to them. This will maximize impact and keep people engaged in what you have to say. You’re using color, but just in an unconventional sense.

Get Feedback and Stay Relevant

This is the most important part of any presentation. The biggest metric of success is seeing what people say about your presentation. You should be asking people about your presentation to see what they got out of it. By learning this feedback, you know what you need to cut out or even add.

“When you want to find out what people think about your presentation, ask them what they took away from your speech.”                             

– Michael Angelo Caruso

On your social media channels, relevance is EXTREMELY important. You want to show your audience that you are up to date on current happenings in the world and your area of expertise. When you post relevant information, it keeps your audience interested in what you have to say.

In Summary

While it seems like a lot to give a successful presentation, these tips are very easy to apply. Remember that using cognitive bias will help you sway your target audience and get them interested in what you have to say.  Once you have done that, you need to be aware of your audience and pay attention to reactions and their personality types. Don’t be too reliant on a PowerPoint as you want to keep eye contact with the audience, NOT give them your back during a presentation.

Influence Factory live episodes air Wednesdays at noon central . Register here.

You can also subscribe to previous and upcoming shows on the Social Jack website.

We hope to see you on our next Influence Factory!

 

 

 

 

 


 

How to Rock Your Personal Brand – The Start of Your Influence

If you have ever received a referral for a job or new business, you know how critical your online personal brand can be. People are only one click away from choosing you or moving on, and many times you will never even know. In our Social Jack Influencer Development Classes we teach the fundamentals to make that shift to be found and chosen first by your network. Let’s cover some of the core principals.

In our 8 step process, we start with a core story to build your personal brand. We first want to make sure we understand the desired outcome of our professional. Everything should drive to that destination or outcome.

Know or Define Your Authentic Self (Your Story)

We want to know the “what” our professional subject is going for and “why” being known is so important. We want this information as part of their story and to begin the creation of their persona and personal brand. Sometimes we have professionals and executives who are working on their career, so they may want to get to a certain level of career advancement or promotion. Some are looking for executive presence and thought leadership. Whatever goals you are wanting to accomplish, it is important to know this before you begin to work on yourself or with someone like us.

Knowing your story is critical, but it is perfectly okay to start with a draft and adjust along the way.  Some people wait years to even begin writing their story; the key is to pick a point and simply begin. Find trusted allies that will provide feedback, and even some subject matter, and experts to help you as well. Generally speaking, people are very willing to help. You may also have colleagues you work with that might have gone before you. Ask yourself this question: “What do you want to be known for?” Use your answer to craft a short narrative, typically 300-500 words. Catch yourself: you will want to tack things on as you go, which is fine, but make sure they are relevant. Stay targeted. Keep your focus.

Watch our latest class on establishing your personal brand HERE

When writing and building profiles and bios we look at the story as a whole, analyze the target audience, and determine which words people will use to find you on the internet and how you want to be found. Sometimes the keywords are not always what you would choose, however, they are what people would use to find you. Keywords and phrases are typically made up of 1 to 3 words and the ideal profile has 10 keyword phrases. If that seems like a lot right now, start small- itt is okay to start with 5 and add from there. Once you have your keywords, weave them into your story. You should do this AFTER you draft your story so you can flow with your ideas before worrying about keywords. If you need more help with keywords, we have a whole course you can reference in our Basic Social Jack Account.

Know Your Ideal Target

Think about your ideal audience: these are the people you want to attract and who you ideally want to do business with. You should be able to identify your ideal target at a very specific level: industry, title, type of company, geographic locations, size of organization, years in business, whatever matters most to you. Narrowing it down can be tough for many of us as we sometimes want to keep adding, however, the tighter you make your ideal target the better your story will be.  Plus, it will take less effort to generate new business or advance your career when your story is concrete and your target is narrow.

Even if you do not go into social selling, you should do this next step at least once a month for your own protection. First, Google your name and any variations. This could look like your name + your company name, your job title, etc. When you Google your name, you are looking for things that you are NOT aware of and making sure that all your Social Media profiles, websites and content are in alignment with your new brand (story). Look over at least the first two pages of your search results. The first things that should appear are any Social Network accounts, websites and high-traction videos. You can simply replace your old profiles with your newest profiles or update the information across platforms, but you absolutely want to delete any old, invalid profiles.

Next, set up Google Alerts with your name, brand names, company names, etc. With this free tool, you can have Google alert you at the frequency you desire (we recommend daily) any time your name pops up on the internet. I actually do this for my entire family! You will need a Gmail account to set this up, but that is also free.

Engage In Relevant Online Conversations

Anywhere online — blogs, video, pod casts, Social Media sites, online news articles, etc. — make sure you get your name and your brand attached to the content that’s most relevant to your story and that fits the keywords you want to be known for. This will take some practice. You can also engage (like, comment, share, retweet, etc.) with the content of other thought leaders. This will give you reach and visibility into their Social network, which can only be good for you. See the 7 likes and 3 comments on the post below. On average, this would reach thousands of views in news feeds as people keep engaging. Keep playing with this and have fun; it’s networking right from your smartphone.

It might seem like you have a long way to go, but remember you can start right now with these first few steps. It only takes a few hours to make basic changes and get out of the gate. If you don’t like where you’re starting from, you can make simple adjustments as you grow.  Just remember any time you make changes to one profile you should make the same changes across your other profiles, too. Also, remember to do this with others! Our goal is that you take what you have learned and someone else; you are never alone- nor should you be! If you need further resources, check out our Free Resource Center at Social Jack. You can access our Free Resource Center by signing up for a Basic Social Jack Account plus browse the worksheets and classes currently available.

We will see you (and your story) online!

We hope to see you in one of our next classes!

Join us for our next Online Flash Class: Personal Branding and Storytelling – How to Rock Your Digital Presence

Register HERE


Who is Your Social Competition? You Might Be Surprised!

By Dean DeLisle

 

Social Selling

 

When we are looking at organizations we get called into three primary areas with our Social Jack™ Training Programs, Relationship Marketing, Social Selling or Career Advancement. One common theme is that all areas are not only looking to excel in their area and hit their goals, but they have a strong desire to know their social competition, once they know they have social competition!

The first competitor is probably the most obvious, it’s them. They many times are in their own way, they either are holding back from two primary reasons, fear or they hold on to the wrong social network (of people). What we see is that they have fear. They fear of knowing their true identity, what to do or say and who should they connect with among others. So they simply play small or hold back, which means they are in their own way! The second part of this is that they have the wrong network of people, this at the core can be fatal. Even organization construct very unproductive social networks and forget the target customers and partners, so we often have to reorganize out of the gate more than not.

Social Selling

Relationship Marketing Competitors

Your competition here are all the prospect and customers out there on your social network platforms, and in your databases. Are you holding their attention over the competition? We also see the competition look like content and platforms such as websites, landing pages and micro sites.

Social Selling Competitors

This one might be the most obvious depending on the organization. These are also prospects and customers, however they might be in control of your accounts execs, relationship managers, customer service or no one. As an organization it’s your duty to provide structure and training to your sales force, set guidelines, boundaries and a solid attack plan to form an intentional social network so the competition can’t penetrate.

Career Advancement Competitors

Flat out this is where you are in competition with your peers and can be tricky depending on the culture. We see this from two angles the inside out and the outside in. So if you are on the inside, its best to network with your peers and really work together for each other. Unfortunately many cultures don’t allow this so they tend to breed a protective environment and dictate survival of the fittest wins and this can be unproductive and harmful to growth in most cases. It is so much better to approach this from a position of authenticity and relationship. From the outside, it’s great to be in this mode to penetrate the walls of a corporation and take out someone who is in competition for a position you desire. Then remember to shift once you get on the inside, be the thought leader here!

In my next blog on this I will get into how to really take out the competition and what we see as our best techniques used by our Social Jack™ students. Social Jack™ was developed by Dean DeLisle and his team at Forward Progress in response to an overwhelming demand for their social media training and development workshops, which are delivered both in person and online. With SocialJack.com, clients can select their professional destination, map out a plan, and access the coaching and training needed to support them to that destination. They will develop the skills they need to build and manage the social networks required on their journey.

Want to take your strategy to the next level? Join us  on Feb 10th – 11am CST: Social Jack™ hosts “LinkedIn – How to Knock Out Your Social Competition”

Are you wondering why some people are generating new business from LinkedIn and you're not? Or, maybe why your competition is getting in front of your current clients? Join our webinar and learn how to use 5 steps to take out your competition and create new business. Register Here

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Okay, this first move is both easy and hard. At Forward Progress, when we engage in what we call a Rapid Launch Plan, we figure out where to help an organization structure their relationship and community marketing efforts. We often find that there is one critical thing that everyone finally has to deal with and we all need work on this, even us!

This is your first move with the relationship. We are not sure why we see so many people who have great landing pages, registration forms, website capture forms and often see people overlook that next step conversion. Remember, you started a conversation with your audience, don’t misguide them or leave them hanging. Think of your own experience’s online. What turns you on and what turns you off? Then think of what you are offering out on the net.

“What turns you on, what turns you off?”

 

 

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For example, you get a person to fill out your form, make a request or give their email, and what is your first impression? Follow these simple steps to test yourself.

 

  1. Ask people who enter your world how did we do, what do you think?
  1. Test it yourself, do you feel welcomed and tended to, do you feel a relationship forming?
  1. Track your success or failure rate to convert leads into customers

 

Remember once you do these, you can then adjust the experience of that first move accordingly. Your next customer could be closer that you think, like in your CRM or lead database, you just misfired, dropped off or forgot about them. Look and let us know what you find!

See you online – Dean