It’s also important to be up to date on the information you present. Do a little research beforehand so you’re ready for that “curve ball” question that will invariably arise. However, don’t be afraid to admit if you don’t have the answer to a question — just promise you’ll find out the answer and get back to the questioner, then follow through.

When you are discussing maintenance services, be sure to include the benefits. Discussing “the sizzle” of a maintenance service — to borrow from the old saw, “Sell the sizzle, not the steak” — rather than saying that their car will fall apart if they don’t have an ATF flush every 30,000 miles is likely to develop a much more positive relationship.

Finally, be helpful. Answer any question, no matter how trivial or foolish it may seem to you, because you never know if a few simple words will result in the creation of a lifelong customer.

Moving Past the Fear
For most of us, speaking in public is difficult. But there are steps you can take to overcome that fear and become a polished, engaging speaker, like these “Top 10” strategies recommended by public speaking experts:

1. Follow the example of others — watch videos of speakers you admire, noting their styles and mannerisms. Imitation and flattery and all that, after all.

2. Learn the lay of the land — arrive at the speaking venue early to gauge that the sound system (if applicable), video screen or any props you may need are in place and in working order.

3. Practice, practice, practice — rehearse your talk before you give it (maybe in front of friends, family or pets who won’t heckle you too much) so you’ll feel comfortable.

4. Know your stuff — a crowd will be able to tell if you’re winging it. Do your homework before you give a talk.

5. Know your audience — visit with a few early arrivals so you’ll have an idea of the topics they’re interested in.

6. Slow down — most of us talk too fast when we’re nervous. Make sure to talk in a normal rhythm. And don’t let on that your nervous; that makes your listeners uncomfortable and uncertain of your abilities.

7. Look ’em in the eye — select a few of the friendliest faces and routinely make eye contact with them. This keeps your eyes off your notes and on the crowd, where they belong.

8. Don’t apologize — if disaster strikes and you knock over your water or trip over a microphone cord, keep your composure and act like it happens all the time.

9. Tell a joke or two — as long as they’re tasteful. But make sure they’re really funny to someone besides yourself by trying them out on friends or family first!

10. Focus on the message, not the messenger — after all, you’re just there to deliver the information you, as a professional, possess. Be confident in the fact that no one in the audience knows your topic like you do, and you’ll do just fine.

In the end, giving a discussion on automotive maintenance is about more than boosting your sales. It’s about developing relationships with potential customers and, just maybe, making friends in the process.

Back
[ 1 ] [ 2 ]

[Printer-friendly version]