How Do You Make Decisions? (And Why It Matters)

July 30th, 2014

When my three kids were young, Toys R Us was one of their favorite outings. Not so much for me. Don’t get me wrong–I enjoyed being in on the big reward for saving up their allowance and redeeming Grandpa and Grandma’s gift certificates. (They didn’t have gift cards back then.) The not-so-much-fun part was running the zone defense with their dad and not letting it turn into a half-day ordeal. John covers Patrick and Timmy; I stay with Kelsey, the youngest. And the easiest. Kelsey races ahead of me just enough to test the “No running!” rule. She knows what….

Posted in AEC, Business, Communication, Marketing, Presentation Skills | 4 Comments »

 

Four Basic Things Your Message Must Do (If You Want to Get Results)

June 17th, 2014

Dallas Cowboys Coach Tom Landry began football camp every year by holding up a football and saying, “Gentlemen, this is a football.” Celebrated UCLA basketball coach John Wooden’s first lesson for new players each year was teaching them precisely and specifically how to put on their socks and tie their shoes. “Wrinkles cause blisters. Blisters mean you don’t play. And if you don’t play, we cannot win,” he reasoned. Two record setting and record-breaking coaches believed so strongly in the value of going back to the basics that they did so every year. I’m going to give it a try….

Posted in Advertising, AEC, Business, Communication, Marketing, Presentation Skills, Writing | 2 Comments »

 

Powerpoint Slides and Presentation Skills: How to Beat Boredom and Hold Their Attention When Creating Slides and Giving a Presentation

May 15th, 2014

Do you know how to make your presentation slides more interesting and use them effectively in your Powerpoint (or Mac Keynote) presentations? Here are three simple things you can do to improve the presentation itself, and your skills in delivering it. Done well, slides can add punch to any Powerpoint (or Mac Keynote) presentation. Done poorly, your slides can put people to sleep. You don’t want to be boring, do you? Know Thy Enemy. Your presentation has an enemy. It’s not the competition, nervousness or the heckler sitting in the corner, in the dark, in the back. Your enemy has a….

Posted in AEC, Communication, Presentation Skills | No Comments »

 

Can You Give People the Only Two Reasons They Need to Hire or Buy from You?

April 16th, 2014

People have the same two reasons for everything they do. They are: 1. The real reason. 2. The reason that sounds good. The real reason is emotional, based on feelings. The reason that “sounds good” is full of facts and logic, used to justify the decision. That’s why, in a logic-versus-emotion smack-down, emotion wins. Every time. Don’t believe me? Ask your neighbor why he bought that expensive new car. You’ll likely hear him quote Consumer Reports for gas mileage, resale value or safety ratings, right? Sounds good, but you know better. You know your neighbor sees that car more like….

Posted in AEC, Business, Communication, Presentation Skills, Sales, Uncategorized, Writing | No Comments »

 

Three parts every new business pitch needs to prevent chaos

April 23rd, 2013

Congratulations! You or your firm made it to the short list. It’s between you and who-knows-how-many other folks who do the voodoo you do. Woo-hoo! Let the fun begin. Or maybe not? You may have anywhere from 30 minutes to 3 hours to give your presentation. Ugh. How do you convince anyone of anything in 30 minutes? You may have anywhere from 3 days to 3 weeks to create and rehearse your presentation. Rehearse? You mean “talk about it in the car on the way over.” Input? If it’s a team presentation, and you’re in charge of pulling the pitch….

Posted in Advertising, AEC, Business, Communication, Marketing, Presentation Skills, Sales | No Comments »

 

How To Give Facts and Logic the Power to Prove Your Point

March 27th, 2013

Don’t get me wrong. Despite my rants about the power of emotion, I don’t hate facts and logic. Facts, studies, numbers, step-by-step logical explanations and reasons are the go-to, default tool we all use whenever we need to support a recommendation, make a point, justify a decision, sell an idea. Facts are my friends, honest. However–you knew that was coming, right?–facts are not necessarily the slam dunk, double dog sure way to get the response you’re looking for. Why? Because facts can be cold and preachy. Numbers, percentages–even when presented as pie charts–can be mind numbing. Statistics? Don’t get me started…..

Posted in AEC, Business, Communication, Presentation Skills, Writing | No Comments »

 

What a layperson needs to know about great graphic design.

February 7th, 2013

The client says the logo is too small.  The client wants more bullet points.  The client says there’s room to put a little snipe across the top that says XYZ. Graphic designers and creative directors all over the planet just twitched and rolled their collective eyeballs skyward. I know this because that was me talking, back in my ad agency and marketing firm days. One day, the creative team had had enough. They called a meeting. Uh oh. Creative people hate meetings. I made a note to arrive early and clear the room of Exacto knives. It was one of….

Posted in Advertising, Communication, Marketing | 4 Comments »

 

Does your web site sound like you?

December 12th, 2012

By “you,” I mean, does it sound human? Most companies want to make sure their web content sounds professional, respectable and trustworthy. Nothing wrong with that. Except that with everyone trying to sound professional, respectable and trustworthy, too many all start sounding the same. By “same,” I mean, boring. “We are a full-service whatever firm, founded by experts who are dedicated to providing high quality, service and value to help you achieve whatever lofty goal or objective you tell us you want.” I’ve always wondered…does anyone ever tout being a half-service firm? Are there any companies willing to admit they….

Posted in Advertising, Communication, Marketing, Writing | 4 Comments »

 

Tautology: When Twice is Once Too Much

August 25th, 2011

You know how it is when you learn a new word and then it pops up all over? That hasn’t happened yet–not exactly, anyway—but I’m more nervous about writing this email blast than any other. The word is tautology, and while I have not heard or read it since first learning what it is, I have, to my horror, found evidence of it in my own writing and conversations. A tautology is the opposite of an oxymoron, sort of. An oxymoron combines two contradictory terms, like jumbo shrimp. A tautology is unnecessary repetition of meaning, using different and dissimilar words….

Posted in Communication, General, Random Thoughts, Observations | 12 Comments »

 

Put an end to endless follow-up

March 9th, 2011

I recently did the closing keynote at a sales and marketing conference in Las Vegas, and I arrived in time to hear the opening keynoter, Tim Wackel. Tim’s the sales guy; I’m the marketing gal. As you can imagine, my antennae are always up, listening for ideas, tips or tools that resist the usual, ordinary or expected way of doing things, and Tim had plenty of them. First a bit of context. Tim reminded us of the statistics that say about 80% of sales are made on or after the 5th attempt. Yuck. For me, that means after I send….

Posted in Communication, Marketing, Sales | 1 Comment »

 

Terri Langhans

Terri Langhans, CSP, COE
Certified Speaking Professional
Chief of Everything
Blah Blah Blah Etc., Inc.


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