How to Run Seminars and Workshops : Presentation Skills for Consultants, Trainers, Teachers, and Salespeople

Make your message stick with expert help from this classic trainer's resource How to Run Seminars and Workshops is the classic guide for trainers and presenters in any industry. Packed with clear advice and real-world practicality, this book covers all aspects including planning, setup, delivery, coaching, and more-including valuable guidance on selling your services. This new Fourth Edition has been updated and expanded, with new information on training simulations, self-marketing, and online delivery. New templates and worksheets help you sell your presentation more effectively, and insider tips leave you equipped to handle any situation that might arise. Novice presenters will find extensive guidance for every phase of the process, and even veteran presenters will learn how to fine-tune and adjust their methods to suit their audience and mode of delivery. Most trainers and presenters know all they need to know about their chosen topic, but very few know how to present it effectively. For more than a decade, this book has been training the trainers-from behind-the-scenes preparations to "in the pit" performance and working with trainees hands-on, straightforward guidance shows you how to: Capture and hold the audience's interest with expert pacing and visual aids Take advantage of new technologies that make training more accessible Prepare each session thoroughly to avoid mistakes, malfunctions, and delays Offer effective feedback, fine-tune delivery, market your services, and more As training departments shrink-many disappearing entirely-more and more companies are turning to keynote and workshop delivery as a way of reaching key clients. Podcasts are replacing live training, and new technology is continually changing the way presentations are made. Professional trainers and speakers must understand the nuances of any audience/delivery permutation, and tailor their methods to match. How to Run Seminars and Workshops is a trusted resource for presenters seeking to boost their effectiveness at any level, in any industry How to Run Seminars & Workshops 1 Contents 9 Preface 11 Acknowledgments 17 Part I: Getting Started 19 Chapter 1: Creating a Seminar Business 21 Branding Yourself 21 Rule #1-Think Outside of the Box 22 Rule #2-Keep It Simple 22 Rule #3-Don't Underestimate the Basics . . . Just Don't Advertise It! 23 Rule #4-Be Passionate 24 General versus Closed Seminars 24 General Sessions 24 Closed Sessions 26 Keynotes 28 Seminars and Workshops 29 Seminar Materials 30 After the Seminar 34 Marketing Your Programs 35 Writing the Book 35 Speakers' Bureaus 44 Third-Party Marketing 45 Summary 46 Chapter 2: Working with Adult Audiences 47 Create an Atmosphere Conducive to Training 48 Build and Maintain Interest 50 Capitalize on the Experience of Adult Trainees 51 Structure Your Presentation Logically 53 Use Activity to Promote Involvement 54 Set Definite Goals 55 Use Repetition to Increase Retention of Critical Information 57 Tell Trainees What You Require of Them 58 Motivate Adult Trainees to Learn 60 Make the Presentation Visual 61 Satisfy the Information Needs of the Trainees 62 Summary 64 Chapter 3: Recognizing Trainees' Levels of Behavior 65 Level One-The Unconscious Incompetent 65 Level Two-The Conscious Incompetent 66 Level Three-The Conscious Competent 67 Level Four-The Unconscious Competent 68 The Four Levels of Behavior in Action 69 The Next Level 71 Summary 72 Chapter 4: The Personality Parade 73 The Loner Trainee 74 The Quiet Trainee 77 The Amiable Trainee 78 The Discouraged Trainee 80 The Enlightener Trainee 83 The Joker Trainee 85 The Reliant Trainee 87 The Sniper 90 How to Handle Snipers Whose Reputation Precedes Them 92 What to Do If You're Blindsided by a Sniper 94 Flushing a Sniper Out 95 Some Closing Thoughts 100 Avoid the Squirrel Mentality of Reaction 100 Summary 101 Chapter 5: The Pace Race 103 How to Pace a Course for a Large Group with Wildly Diverse Needs 103 What Not to Do when Training Diverse Groups 105 How to Work with the Slowpoke 106 How to Work with the Whiz Kid 107 Summary 109 Chapter 6: Anatomy of an 8:00 a.m. Start 111 7:00 a.m.: Arrive Early to Ensure Everything Is Ready 111 7:30 a.m.: Arrange Who Sits Where 112 7:45 a.m.: It's Time for Music to Create a Relaxed Atmosphere 114 7:50 a.m.: Greeting Your Trainees 115 8:00 a.m.: Let's Get Ready to Rumble! 116 8:10 a.m.: Time to Break the Ice 117 Icebreakers 117 Icebreaker Misconceptions 117 Icebreaker Considerations and Examples 119 The Presenter's Role in the Icebreaker Process 123 8:30 a.m.: Expectation Time 124 How to Set Expectations 126 Summary 128 Part II: Delivery: The Art of Making Great Presentations 129 Chapter 7: The Secret of Success 131 Introducing the UPPOPPR Process 135 Utility: Conveying the Benefit of the Training Program 136 Product: Setting a Goal for the Training Program 139 Process: Describing the Approach to Training 140 Objective: Write Specific Training Goals 142 Example 145 Process Justification: Identifying the Source of Information Presented 146 Proof of Ability: Demonstrating the Success of the Training Approach 147 Review: Emphasizing the Critical Information 148 Mastering the UPPOPPR 148 The Body 149 The Final Review 153 Introducing the UPPOP Process 154 Summary 158 Chapter 8: Thirty Tips on Maintaining Interest 159 What to Do about Sleepy Trainees 181 Summary 183 Chapter 9: The Art of Effective Questioning 185 Types of Questions 185 Fact-Based Questions 185 Opinion-Based Questions 187 Comparison-Based Questions 188 Case History-Based Questions 189 Preparing and Coaching Trainees to Answer Questions 190 Techniques for Asking Questions 193 Guided Technique 193 Overhead Technique 195 Relay Technique 196 Reverse Technique 196 Do's and Don'ts of Questioning 198 Have a Positive Attitude toward Questioners 198 Know Your Material 198 Understand the Question 199 Ask Questions If None Has Been Asked 200 Don't Discount or Discourage Questions 202 Don't Rush to Fill in Those Moments of Silence 205 Don't Worry about Questions without Answers 206 Thank Trainees for Their Questions 209 Summary 209 Chapter 10: Using Visual Aids 211 Flip Charts 212 Video 214 Objects for Demonstrations 215 Pointers 216 Dos and Don'ts 216 Watch Your Shoulders 216 Watch Your Body Position 216 Watch Those Speakers 217 Do Not Forget to Practice with That Remote 217 Do Not Prepare Too Many Slides 217 Do Not Forget to Show Up Early 218 Some Final Thoughts 218 Summary 219 Chapter 11: Technology and Training 221 The Technical Revolution 221 Presentation Software 224 Laptop Computers 227 Projectors 229 Additional Projector Technology 232 Troubleshooting 234 Other Considerations 234 Music 234 Electronic Whiteboards and Copy Boards 236 Document Cameras 238 Summary 238 Chapter 12: Taking Your Training Online 239 The Challenges of Online Training 240 The Strengths of Online Training 242 Natural Fits for Online Delivery 243 Tips for Successful Online Delivery 244 Tips for Successful Online Videos 246 Letting Others Know about Your Online Presence 249 Summary 251 Chapter 13: Giving Feedback and Coaching 253 Pitfalls to Avoid 253 Giving Feedback without Intimidating Trainees 254 Coaching Using the Three Ss 256 Situation 258 Support 258 Solution 258 Summary 259 Chapter 14: Tricks of the Trade 261 Summary 281 Part III: Improving the Training Process 283 Chapter 15: Inside the Mind of a Professional Speaker 285 Always Present a Positive and Enthusiastic Attitude 285 Don't Advertise Any Lack of Experience 287 How to Handle Illness on the Job 289 Surviving with a Split Personality 291 Stay in Training Shape 291 Be Confident, Not Arrogant 291 Coping with Doubt 294 Working with Anxiety 294 Welcome to the Club 295 They're Rooting for You 295 Get Moving 296 Study the Start 296 Prepare, Prepare, Prepare 296 Take a Breath . . . or Two 296 Put on Your Game Face 297 Summary 297 Chapter 16: The Value of Good Training 299 Meet the New Breed of Presenters 300 Whom to Hire 303 Summary 304 Chapter 17: Avoiding the Training Trap 307 How to Build Credibility and Gain Respect for Training 307 Build a Qualified Training Staff 307 Make Sure Trainers Are Knowledgeable and Up-to-Date in Their Fields 308 Training Can't Solve All Business Problems 309 Consult to Find Out Whether Training Is Really Needed 309 Analyze the Potential Audience for the Training Program 310 Investigate the Training Curriculum 310 Pilot a Test Training Program 311 Validating Your Training Programs 312 Summary 314 Chapter 18: Developing a Training Staff 315 Emphasize the Quality of Your Training Programs 315 Make Sure Trainers Work with the Curriculum Developers 316 Promote Consistency in Course Content and Training Style 317 Summary 319 Chapter 19: Evaluation and Support 321 Evaluating Trainees 321 Evaluating the Trainer 322 Advance Preparation Using Preschools 323 Realistic Expectations 326 Summary 327 Chapter 20: Adventures in Cross-Training 329 Factors to Consider before Cross-Training Trainers 329 How to Cross-Train a New Presenter 329 Don't Be a Perfectionist 332 Power and Its Many Misuses 334 Summary 335 Epilogue: What's Next? 337 Index 341 Feedback Form 349 Additional Resources 351 End User License Agreement 352 Getting started. Creating a seminar business ; Working with adult audiences ; Recognizing trainees' levels of behavior ; The personality parade : training all different types of people ; The pace race : how to train groups with diverse needs ; Anatomy of an 8:00 a.m start : finalizing on-site preparations Delivery : the art of making great presentations. The secret of success : selling your presentation ; Thirty tips on maintaining interest ; The art of effective questioning : getting trainees involved ; Using visual aids ; Technology and training ; Taking your training online ; Giving feedback and coaching ; Tricks of the trade Improving the training process. inside the mind of a professional speaker : how to present your best self ; The value of good training : hiring effective trainers ; Avoiding the training trap : problems with relevance and respect ; Developing a training staff ; Evaluation and support ; Adventures in cross-training. "How to Run Seminars and Workshops has taught tens of thousands of people how to sell, teach, stand up, and deliver an effective training session on almost any subject in almost any setting. Updates to the Fourth Edition include: - New Chapter: Taking your training online. As podcasts continue to take the place of live deliveries, and companies like Udemy offer shorter, simpler online delivery option, those who deliver seminars and workshops must adjust their approaches to delivery."--Provided by publisher.