How well do you know your stuff?


A number of years ago I was in Texas attending an event related to one of my businesses. The room was filled with several hundred attendees waiting to hear the featured speaker who was scheduled to do a training. Unfortunately, he had the flu and couldn’t speak.

One of the event organizers knew me and asked if I would be willing to fill in. I had nothing prepared but I said yes, got on stage and did a 30 minute training. I was able to do that, without notes or preparation, because I knew the subject matter. I had trained many times before, both on stage and on conference calls, and was able to pull a rabbit out of a hat.

Even if you don’t regularly speak or train or address a jury, you should be able to do the same thing.

You know your area of expertise cold, don’t you? You should be able to explain what you do in a cogent manner. The challenge is to make it interesting enough to engage your audience, so they will remember what you said, and remember you.

So here’s my charge to you. Flesh out a five minute talk about some aspect of what you do. Start with a few bullet points, then add an opening and a closing.

Open with a story, a startling statistic, or a provocative question. Share stories about cases or clients you’ve had, to illustrate your material and to bring it to life. Close with a summary and tell them what you want them to do.

Practice your talk. Record yourself delivering it. Get good at it, because even if you’re never called upon to deliver it to a live audience, it will help you become better at communicating what you do.

Wait. You’re not done. You should also prepare a 20-minute talk, and be prepared to deliver it if called upon. A standard talk you could do at a luncheon or on a webinar. Who knows, you might find you like speaking and have a new way to bring in business.

Finally, prepare a one-minute talk. This will probably be the most difficult, but also the one that you are most likely to deliver.