Rainmaking Presentations: How to Grow Your Business by Leveraging Your Expertise [NOOK Book]

Overview


Most professionals don't enjoy marketing. Even when they have a service they know will benefit the customer, they are reluctant to market it. In Rainmaking Presentations, author Joe Sommerville shows professionals that there is a marketing tool that positions professionals not as a salesperson, but as an advisor. It?s the tool that puts you in front of the economic buyer most often. Whatever you call it, speech, talk, address, lunch and learn, presentation, the scenario is the same. You have somewhere ...

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Rainmaking Presentations: How to Grow Your Business by Leveraging Your Expertise

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Overview


Most professionals don't enjoy marketing. Even when they have a service they know will benefit the customer, they are reluctant to market it. In Rainmaking Presentations, author Joe Sommerville shows professionals that there is a marketing tool that positions professionals not as a salesperson, but as an advisor. It’s the tool that puts you in front of the economic buyer most often. Whatever you call it, speech, talk, address, lunch and learn, presentation, the scenario is the same. You have somewhere between fifteen minutes to an hour to be in front of a live audience and deliver your message--and to market yourself. 

This book shows professionals how to:

- Organize presentations effectively

- Create persuasive marketing messages

- Communicate technical information

- Determine which professional presentations will deliver future business

- Increase the ROI on every presentation you deliver



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Editorial Reviews

From the Publisher
From the author, Joseph Sommerville:

"Effective communication skills are essential to successful business development. Yet they're often under-emphasized and sometimes completely ignored. Why? Because we communicate so much and so often (approximately 20,000 words per day) we often take it for granted. But regardless of how good your product or service is and how much expertise you have in your area, it all goes to waste unless you can communicate it to others."

From his clients:

“Your experience and knowledge, particularly about subtle changes in content or style that make such a big difference, makes you the expert when it comes to presentations. This is the most direct and effective method I’ve seen for moving a presentation from concept to podium.” —Michael Sorkin Vice President, Boston Scientific

“Your presentation really created a buzz! In addition to the value we received from the principles you explained, it was fun!” —Carol Lavendar Partner, Insight Advantage

“Excellent use of our time. A great session to drive home essential, yet overlooked principles. Your are an inspiring and perceptive facilitator with insights that will benefit all executives.” —Steve Morris, author of Glorious Leadership

“The book is the most up-to-date source available on the increasingly wide array of opportunities for professionals to present their knowledge and services. It covers new electronic channels, such as the webinar and podcast, as clearly and thoroughly as it does more traditional forums. It’s thoughtfully organized to be used both as a guide and a reference book. It’s a tremendous resource.” —Ford Harding, author of Rain Making, 2e

"Communication is a crafted skill honed over time and through great practice. The advice and strategies provided in this book are designed to build masterful communication habits for excellent performance." —Dr. Nido Qubein, President, High Point University, Chairman, Great Harvest Bread Co.

"Whether you're a novice speaker or a seasoned pro, you'll find Dr. Sommerville's new book a treasure of tested tools and tips that will clearly enhance your next presentation. In a highly readable and pragmatic way, he shows us how to bring life to any talk and how to impact our audiences in an engaging way." —Edward E. Scannell, CMP, CSP, Past President, National Speakers Assn., Co-Author-McGraw-Hill's "Games Trainers Play"series

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Product Details

  • ISBN-13: 9780230619760
  • Publisher: St. Martin's Press
  • Publication date: 3/17/2009
  • Sold by: Macmillan
  • Format: eBook
  • Pages: 224
  • File size: 3 MB

Meet the Author


Joseph Sommerville founded Peak Communication Performance in Singapore in 1997 and moved the company to Houston in 2001. 1,500 audiences from 25 countries have benefited from Joe's programs on topics such as designing  powerful presentations, the language of influence and using speaking as a rainmaking tool. He serves on USA Today’s Entrepreneurs Advisory Panel. In addition to his regular column for New Business Today, he has been featured as an expert on communication in numerous trade and professional journals and appeared on CNBC’s Smart Money Program. He lives in Houston, Texas.

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Table of Contents

Acknowledgments v

Foreword vii

1 Leveraging Expertise: Grow Your Business by Leveraging Your Expertise 1

2 Analyze: Rainmaking Presentations Connect with Your Audience 23

3 Strategize: Rainmaking Presentations Contain Purpose 51

4 Organize: Rainmaking Presentations Transform Information into Knowledge 65

5 Vitalize: Rainmaking Presentations Make the Theoretical Concrete 89

6 Verbalize: Rainmaking Presentations Persuade with Language 101

7 Visualize: Rainmaking Presentations Illustrate Ideas 117

8 Dramatize: Rainmaking Presentations Engage Listeners 135

9 Rainmaking Presentations in Different Contexts 153

10 How to Discover and Create Rainmaking Opportunities 169

11 Marketing Your Rainmaking Presentations: Materials and Methods 185

Toolkit Sections 199

Index 211

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