Corporations

I. Communicate for Hard Dollars!

We’ve listened to our clients. This series is targeted specifically to business development. If your firm wants to differentiate your services, increase your client base, cross sell/market and target potential leaders from within, this is the training.

An interactive series of three group and one individual session targets what every professional absolutely needs to know to be successful– but never learned in business school. Specific content includes developing effective elevator speeches, crafting compelling client anecdotes and the secret to effective presentations on your area of expertise, to identifying your intention and successful team presenting. Sessions are digitally recorded and Eloqui provides all materials, including manuals. Each participant receives their own DVD.

      Time: Three 1/2 day group and one thirty minute individual session.
      Note: When bringing together professionals from different geographic areas, this training can be conducted
                  over two full days on location.
      Participants: Six to 10 participants, ideally from within the same team, practice group or division.

II. Presenting in Teams: The Art of the Hand-off

When companies make it to the short list of competitions, pitches or beauty contests, they are fairly evenly matched. What sets them apart is not the size or the company, their name recognition or resume– but successful hand-offs. Effective team presenting is the unspoken, but critical component in winning new business.

Presenting with a partner doubles your chances of succeeding. With solid execution, passing the baton appears seamless, as if the presenters have been working together for years. The variety in voice, pacing and point of view also engages the audience/client.

What makes for a seamless team presentation and hand-offs? In this highly interactive session, participants learn ground rules for working effectively with a partner and techniques for directing the audience’s focus; using appropriate body language and gestures; incorporating visuals like PowerPoint; and playing to your strengths.

Eloqui employs techniques from repertory ensembles, where performer awareness is essential to captivating an audience. Eloqui also delivers specific skills for how to divide up content, assign roles and orchestrate the performance. Discover and fine tune the impression you’re telegraphing about your partners, to make the collaboration successful every time.

      Time: One half day
      Participants: Up to 12
      Two traines
      Available for off-site retreat or boot camp: 2-4 hours

III. Crafting the Corporate Message

Leading a company takes vision and the ability to exert influence through communication. There are specific mechanisms to inspiring and motivating an audience; leading a call to action; and creating congruence with your company’s website, collateral materials and branding.

Differentiators are unique qualities that form the building blocks of a compelling corporate message. Eloqui will share the techniques for identifying core values, creating differentiators and constructing a persuasive message.

      Time: One 8 hour day or two half days
      Participants: 6 to 8, ideally a team within a department or practice group
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

IV. Verbal Calling Cards: the new Elevator Speech

Employed correctly, networking is the most effective and least expensive way to generate new business. Yet most service professionals waste precious time and energy attending networking functions, unable to clearly set themselves apart. Delivering a succinct description of who you are, what you do, your ideal client profile and what makes you different is difficult. As Mark Twain said “I didn’t have time to write a short letter”.

Studies show that we do business with people we know, trust and like. Eloqui has devised a list of triggers that shortens the process of being known, trusted and liked. Eloqui will work with sample elevator speeches and demonstrate how they can be transformed from generic and forgettable, to compelling and memorable.

      Time: One half day
      Participants: Up to 10
      Two trainers
      Available for off-site retreat or boot camp: 1-3 hours

V. Engineering Perception: The Trusted Advisor

To successfully engineer the perception of being considered a trusted advisor, a speaker needs to utilize the components of empathy, understanding, anecdotal history of long term relationships, active cueing and listening skills before making recommendations or advisements that will be followed.

Eloqui reveals how to play to your strengths; demonstrate the right tone and body language; and construct content as a trusted advisor. The end product can be to influence a decision, contract for your services, or build an ongoing relationship. Knowing the rules of the game when you step onto the playing field increases your odds of winning. In the final analysis, it’s all about perception.

      Time: One 8 hour day or two half days
      Participants: Up to 10
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 1-3 hours

VI. Networking Seminar (Ensuring positive ROI from your marketing efforts)

Networking, bringing in new business and generating referrals from existing clients is always a priority. Speaking can be the least expensive and most effective use of your company’s marketing budget. Everyone in your firm has the potential to be an effective rainmaker. But it takes strong communication skills and developing each individual’s unique resources to be successful.

The seminar identifies each individual’s unique differentiators, clarifies their objectives, gives skills in active cueing and listening, speaker engagement techniques and how to shorten the curve of being considered a trusted advisor.

The training is conducted over two 1/2 days, spaced approximately one month apart. In between the two sessions, the participants commit to and are held accountable for attending at least two networking meetings or social functions, utilizing their new networking skills and elevator speeches.

      Time: Two half days
      Participants: Up to 10
      Two trainers, including individual DVD’s.
      Participants are encouraged to contact the trainers between sessions for assistance with elevator
      speeches.

VII. How to Sell Without Selling

The necessities of competitive business dictate we all become rainmakers, and continuously increase our book of business. But here’s the caveat. Selling doesn’t work. In fact, recommending someone enlist your services or explaining why you are the best is off putting, and the least effective way of generating new business.

Eloqui provides practical techniques to build your business through effective communication of services and differentiators. Exercises include active cueing and listening to engage and retain clients; the rule of reciprocity; identifying unique qualities; techniques for crafting unforgettable elevator speeches; and innovative marketing avenues for attracting new clients.

      Time: One 8 hour day or two half days
      Participants: Up to 15
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

VIII. The Power of Narrative

From the beginning of time, stories have served as vehicles for passing on our culture. Similarly in business, relating case studies demonstrates how we operate and deal with challenges. The listener identifies with the characters, puts themselves in the scenario and better understands what it took to solve the problem.

Anecdotes, metaphors and similes allow technical information to come alive. But the true power of narrative rests in the telling. Eloqui performance techniques feature a template to structure content, and how to keep your audience or clients’ attention, from a compelling open to a satisfying close.

      Time: One half day
      Participants: Up to 20
      Two trainers
      For off-site retreat or boot camp: 2-4 hours

IX. Transform Your PowerPoint

PowerPoint was initially devised to convey technical information in a visual format. Speakers have become dependent on PowerPoint to organize their material, list key talking points and provide text rich details. Unfortunately, using PowerPoint as a script of reference guide relegates the speaker to second chair.

There is hope. The latest research on information reception and retrieval, from the field of cognitive psychology reveals how PowerPoint can be used to complement a speaker. Eloqui summarizes these findings in Visual Literacy, from how to distinguish blocks of data and the size of font, to effective titles and directing the viewer’s attention.

      Time: One half day
      Participants: Up to 20
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

X. A Page from the Actor’s Handbook (Speaker Tips from the Entertainment Industry)

Speakers can draw inspiration from their fellow thespians. Performers understand how to manage anxiety. They know how to engage an audience, move within a space, identify an intention and deliver it through a role. A trainer performer is a master of emotional persuasion, regardless of their script. And when contracted in a stage production, a performer knows how to keep it fresh, even after repeated performances.

Eloqui will identify each participant’s unique abilities and demonstrate the techniques to be successful in any venue– from formal presentations and elevator speeches, to cold calling over the phone and media interviews.

      Time: One 8 hour day or two half days
      Participants: Up to 20
      Two trainers, including individual DVD’s and follow-up 30:00 phone coaching sessions with each
      participant.
      Available for off-site retreat or boot camp: 2-4 hours

XI. The Art and Science of Winning Presentations

This intensive, interactive seminar blends theatrical art with the latest findings in cognitive and neuroscience. The science of speaking involves the cerebral cortex– where 30% of our brain is dedicated to visual processing; emotional vs. cognitive persuasion (since the majority of our decisions are made emotionally); and memory– how we absorb, retain and retrieve information.

But science alone is not enough. The art of great speaking includes perspective or voice; movement to sustain visual interest; and classical storytelling, where all the elements are woven together. Focusing on direct application to business, each individual’s style is fine tuned. The session is videotaped and Eloqui provides all materials. Each participant receives their own DVD.