speaking

Over the past decade, I have written countless articles on how to raise capital. I have taught thousands of entrepreneurs how to create a great business plan, how to develop a strong financial model, and ways to devise a slide presentation that gets investors excited.

And then, I have written extensively about how to grow your company once you have raised capital. Discussing how to motivate your employees to maximize their effectiveness. And how to find partners that can take your business to the next level.

But there's one thing I haven't written about. One thing that I've totally neglected. And this one thing can increase your effectiveness at ALL of these activities - from raising capital to performing all the tasks needed to grow your successful business.

For this I apologize.

So what is this one thing?

The answer is public speaking, and your ability to communicate ideas to investors, partners, employees and others.

I realized that public speaking was the missing key when I recently reviewed a unique book called "The Power Presenter" by Jerry Weissman.

And, I might not have read the book if it had not received so much praise from venture capitalists. These VCs have relied on Weissman to prepare them to not only raise money for their own funds, but to teach their portfolio company CEOs so they could raise future funding and better grow their companies.

So, why are Weissman's teachings so important? Because, your ability to present effectively and be a great public speaker is critical to your ability to raise money for your business, attract and formalize relationships with key partners, and build a highly motivated team among other things.

And importantly, Weissman's research proves that the content of your presentations is less important than your body language (most important factor) and your voice (next most important factor).

Allow that to sink in for a minute.

What this means is that when you meet with a venture capitalist, angel investor or bank loan officer, your presentation skills are more important than the content of your presentation!

This fact is a bit bothersome to me.

Why? Because it means that an entrepreneur who has great public speaking skills but a poor investor presentation and business model has a superior chance of raising capital than an entrepreneur with a great investor presentation and business but poor communications skills.

But, rather than me pouting about this seemingly unfair reality, let me tell you some of Weissman's keys to making you a better public speaker and presenter.

First of all, to reiterate, the most important thing influencing your audience is visual (i.e., your body language), then vocal (your voice and speaking rhythm) and then verbal (the story you tell).

Secondly, when you present in front of a group, your natural "fight or flight" instincts kick in. Your adrenaline starts pumping and you often get anxious and fidgety. The way that you act as a result of this poorly impacts your audience's perception of you.

To decrease your anxiety, use the following techniques:

1. Practice, practice and practice some more. The more you practice your presentation, the more comfortable you will be when you give it.

2. Concentrate. Just like an elite athlete, you need to clear your mind before the presentation so you can fully concentrate on the task at hand.

Important side note: many years ago, I had the pleasure of introducing entrepreneur and author Harvey McKay at an event. Before he went on, I saw him with his head against the wall talking to himself. I thought it was absolutely bizarre. But he used that technique to focus his mind and pump himself up. The result - he had the audience in the palm of his hand the whole time. It was truly amazing.

3. Shift Your Focus from You to Them. If you give a presentation and your best friend happens to be in the room, chances are that after the presentation the first question you will ask your friend is "How did I do?"

It is this mentality of thinking about yourself that makes people nervous. Rather, focus on the audience. Look at them and think "how are they doing?" This will allow you to present more effectively.

4. Focus on specific people in the audience. Whether there are three prospective investors or business partners in the room, or you are speaking to a room of 50 or 500, you need to visually focus on one person at a time. That is, pick one person to start and complete your first main point. Then you should shift to different people for each key point you make during the presentation. This helps you concentrate better and make sure you are focusing on the audience rather than on yourself.

5. Practice your hand gestures. Hand gestures often positively engage an audience. But, making hand gestures in front of an audience often feels awkward and uncomfortable. You must practice using them with "warmer" audiences (e.g., your friends, co-workers and/or employees) until they become second nature.


Like it or not, your public speaking ability and presentation skills are more important than the content of your presentations. As such, successful entrepreneurs need to master these skills. Use these tips to improve your skills, and remember to really practice all your presentations before the actual event. As you know, in most cases, you only get one shot at key presentations.

To Your Success.

invitation

i would like to set up an appointment to get to know more about your group
and how we can work together to help our clients.

We thus take pride in and
are recognized for
developing creative solutions, providing unparalleled

service and funding capabilities in getting the difficult deals done.
Our focus is on
originating, structuring,
advising and acting as equity investor in management-led buyouts, strategic
minority equity investments, equity private placements, consolidations and

buildups, and

growth
capital financings.
As you may know my core business
is helping companies find money for working capital or expansion if you know

any businesses that need help we can also help them find
more cash flow and
eliminate expenses
without firing any employees!

Since
we share common interests in innovation, and the value of networking I
thought I would send you this intro and ask if you would like to connect

for future opportunities to collaborate, learn and share knowledge.

My request is based on personal interest, and a pay it forward philosophy. I
believe
that we can all learn
through and perhaps help one another in some

way through new connections.

Best regards,

thomas duffy
vci llc
president
o 860-350-4440

f
203-648-4942

referrals

I appreciate the conversational exchange this opens around referrals. Having built 7 businesses in 7 industries has given me perspective I don't know I could have gained out of following any one set of approaches. Here are the most, most valuable three tips I diligently practice now.

(and of course, you can't just practice these -- having an actual system you honor and the mindset of inclusiveness and appreciation can also never be replaced!)

1. BECOME the type of referral you SEEK. I am constantly intrigued by those who complain or lament regarding referrals they do not get - who have rarely, rarely even made ONE -- or at most a very few -- lifetime. Gandi cracked this code long ago: BECOME what it is you seek. Reciprocity RULES. It even supersedes all the lofty and often quite expensive of sales-training.

2. STOP practicing "sales" jargon. Who wants to ever be "closed???" How on earth has this lingo prevailed? If you are truly about relationship (which is the root from where sustainable referrals thrive, reside and die) are you not about:

is it not OPENING you really seek??? (vs closing) (duh!)

Just speaking with the whole lingo of "prospect," "closing" etc is very, very revealing about what's really primary and on your mind. Take a hint...people are not stupid and they don't appreciate being prospected. A lifetime, compounding value of the client relationship is what you really want. Why not set it up for that to most often become possible?

Another way you can self-check - once there is no possibility of "a sale" -- what happens in your commitment to staying in touch with those you've also formed real (or you think they are real, right?) relationships? If they go off your radar completely - you may also know why that person is no longer in your sales-zone of possibility.

Here comes Social Media -- word travels fast in this new, more transparent world of easy-pattern-detection.

(in fact, this week I've actually blocked 3 globally known and highly regarded FRIENDS who have constantly used Facebook for literally nothing but pitching "free" stuff with sales sandwiches tucked within the edges of all the bait. One was actually discontinued from Facebook in April, learned nothing, and now back here in May is doing the same thing - just at decreased frequency. That's when i blocked her friendship link also - who needs that kind of friend online? That does not mean i don't still like her - i just don't need to deal with deleting the clutter she's proliferating the space with any longer.

(if you need to know how to block pitch-folk - there is a little window within which to add their name at the bottom-right-hand corner of the Privacy section. Facebook obviously isn't making this easy to locate..being now in the sales and pitching biz themselves.

Whew! end of rant...i love business development -- and i really am aware when folk even unconsciously but consistently forget the relationship element i do believe being we're all ultimately connected - it reflects poorly on the whole arena of business cultivation and maintenance.

3. So...on a more positive note: Almost everyone i've ever know who does not get referrals - who truly IS capable, talented AND appreciative - has simply failed to understand how/who referral NATURALLY works well FOR and with...and it's pretty obvious.

Referrals work best for:
1. that 5% you cannot KEEP from delighting in telling you about everything great they just discovered -- trip destinations, where to shop for xxx, books to read, people to meet, organizations to consider joining, the greatest new movie, the concert by xxx. THOSE are the people who are inherently WIRED to share...and they truly love doing it and do not consider it a cost - but an opportunity.

Now...regretfully, statistically because you have to realize they are also putting their OWN credibility and reputation as being an informed referrer on the line each time - -a small, small percentage love to take that risk. So...we would maybe be wise to let up out of the theoretical headlock of blame ALL those others who are simply not pre-disposed to refer.

There is ONE exception -- probably another 5-10% who genuinely appreciate you and what you provide WOULD be periodic (vs automatic or extremely thoughtful) referrers -- IF, and only IF -- you educate them specifically in how to best do that, make it incredibly EASY for them to do so (give them links, materials, cards - whatever) so they can do it gracefully, tastefully, willingly -- when it is convenient to THEM.

Yesterday, I finally personally MET a woman I've cross paths with at least 10 times in the past year here in Austin. I had NO idea she was actually a PR specialist who GOES to major events with her clients. We struck up a natural conversation easily -- about someone i did not KNOW was her client there at that event - who i really, really admire and who i will also soon be working with myself. She did not know that. I did not know anything else about her -- and yet I recognized immediately due to HOW she implements her business, how well she cares for her clients so personally -- she and i will do business together.

I left the event with 3 more of her cards -- 2 go to former clients of my own - 1 to a collaborator. It will be a sheer pleasure to make these referrals as i know we ALL will win -- and she is a mutually giving referral also, both to me and will be to each of them if she has confidence in their deliverables.