Effective communication and Pitching Techniques | Barbara Boldt - Ep 175

WEBVTT
1
00:00:02.839 --> 00:00:06.240
Hey, hey, hey, hey, hey, guess what time it is,
2
00:00:08.279 --> 00:00:11.919
doctor Steve Green, the Success Doctor, host of the Make
3
00:00:12.000 --> 00:00:13.599
the Great Experience podcast.
4
00:00:15.279 --> 00:00:19.199
It is late August twenty twenty five. Can you believe it,
5
00:00:20.000 --> 00:00:23.839
people out there in podcast listener and viewing land. I
6
00:00:24.079 --> 00:00:26.679
just seems like yesterday it was New Year's and if
7
00:00:26.679 --> 00:00:29.239
you remember, we had that really awesome New Year's podcast
8
00:00:29.879 --> 00:00:33.679
at twelve o two am, which actually is still the
9
00:00:33.719 --> 00:00:37.600
most listened to podcast this whole year because we talked
10
00:00:37.600 --> 00:00:41.560
about goal setting and it's importance. Today I got another
11
00:00:41.600 --> 00:00:44.439
guest today. I'm back with guests. I love having guests.
12
00:00:45.560 --> 00:00:50.640
Barbara Bolt a transformational speaker, a coach, a facilitator, and
13
00:00:50.679 --> 00:00:55.920
the owner of Bolt Global LLC. Pretty impressive, huh you say?
14
00:00:56.000 --> 00:01:01.560
Transformational communication coach who specializes in guiding introverted leaders on
15
00:01:01.600 --> 00:01:04.840
their journey from not wanting to be seen to becoming authentic.
16
00:01:05.799 --> 00:01:16.120
Imagine somebody being introverted anyway. She takes them and turns
17
00:01:16.120 --> 00:01:21.439
them into powerful public speakers using a unique dual approach
18
00:01:21.719 --> 00:01:26.879
that combines anxiety management with presentation skills development. So, Barbara,
19
00:01:26.879 --> 00:01:28.319
I don't want to pay pressure on you, but you
20
00:01:28.400 --> 00:01:34.519
better be a super dynamic speaker. Here, listen. Let me
21
00:01:34.519 --> 00:01:36.640
tell you something. I'm just I'm going to just opine
22
00:01:36.680 --> 00:01:38.760
here for a second. I don't care what you're doing.
23
00:01:39.280 --> 00:01:40.920
I don't care if you're in sales. I don't care
24
00:01:40.959 --> 00:01:42.879
if you're in politics. I don't care if you're a teacher.
25
00:01:43.159 --> 00:01:48.159
I don't care if you're anywhere. Public speaking skills number
26
00:01:48.200 --> 00:01:50.719
one fear in the world. Right, Some people are less
27
00:01:50.760 --> 00:01:53.239
afraid to jump off a bridge than speak at public
28
00:01:54.040 --> 00:01:57.079
I'm afraid of heights, Believe me, my friends. I can't
29
00:01:57.079 --> 00:01:59.000
go up like you know, there's wind. You go up
30
00:01:59.040 --> 00:02:01.439
on top building. I got a glad floor. I'm like, I've
31
00:02:01.480 --> 00:02:03.400
got like white knuckles holding on to the railing. I'm
32
00:02:03.400 --> 00:02:05.680
afraid of heights, but I have no problem with public speaking.
33
00:02:06.640 --> 00:02:10.439
Go figure anyway, Barbara, welcome. I am really happy to
34
00:02:10.520 --> 00:02:13.599
have you here. I think it's going to be really important.
35
00:02:13.599 --> 00:02:15.120
We do a lot of stuff with success, but we
36
00:02:15.120 --> 00:02:18.840
don't always talk about actual mechanical skills that people need
37
00:02:19.319 --> 00:02:21.039
because a lot of people got it up here. By
38
00:02:21.039 --> 00:02:24.039
the way you and podcast listening, I'm pointing to my head. Okay,
39
00:02:24.520 --> 00:02:26.919
in my head, it's visually okay, visual image not people
40
00:02:26.960 --> 00:02:29.039
got it upstairs, right, but they can't get it out,
41
00:02:29.280 --> 00:02:31.800
they can't communicate clearly. So this is the topic is
42
00:02:31.879 --> 00:02:34.199
very important to me. I feel very strong about this.
43
00:02:34.240 --> 00:02:36.639
I do a lot of coaching in this realm as well. Barbara,
44
00:02:36.719 --> 00:02:39.479
let's start out with this. Okay, Well, just tell us
45
00:02:39.479 --> 00:02:43.319
a little about yourself. How did you become this transformational
46
00:02:43.360 --> 00:02:46.400
communication coach? What's your little backstory here?
47
00:02:46.840 --> 00:02:48.960
First of all, doctor Steve, thanks so much for having me.
48
00:02:49.159 --> 00:02:52.319
We met kind of serendipitously, and I'm really glad to
49
00:02:52.360 --> 00:02:53.159
be on your podcast.
50
00:02:53.520 --> 00:02:56.159
Indipulously somebody looked that up there you go.
51
00:02:56.319 --> 00:02:59.080
I intend to use some sort of big words.
52
00:03:00.080 --> 00:03:01.599
It was fate. It brought us together.
53
00:03:01.759 --> 00:03:04.800
Keep going, Okay, it did bring us together. So basically,
54
00:03:04.879 --> 00:03:09.159
everything I know about communication I learned living abroad. Interestingly,
55
00:03:10.039 --> 00:03:14.360
I learned other languages and taught my own, and then
56
00:03:14.439 --> 00:03:17.520
taught a lot of people whose first language wasn't English
57
00:03:18.000 --> 00:03:22.280
to communicate clearly in English. And I developed this technique
58
00:03:22.280 --> 00:03:26.400
and methodology that my brain sort of hears what's not
59
00:03:26.520 --> 00:03:30.759
in order or what's not well structured, pardon me, well structured,
60
00:03:31.080 --> 00:03:35.199
and I'm able to help people restructure their messages. I
61
00:03:35.800 --> 00:03:38.240
also pay a lot of attention to language. And I
62
00:03:38.319 --> 00:03:41.520
know when the first time we talked you that resonated
63
00:03:41.560 --> 00:03:45.520
with you. You said that you also, yeah, clarity is
64
00:03:45.560 --> 00:03:49.840
super important, and yeah, people don't like the G word
65
00:03:50.360 --> 00:03:57.319
that grammar they yeah, they hate that. However, language structure
66
00:03:57.680 --> 00:04:00.800
makes a difference. Language is that you know, so grammar's
67
00:04:00.800 --> 00:04:04.199
there for a reason. It helps people. If you use
68
00:04:04.240 --> 00:04:07.120
proper grammar, it helps you to be more clear. So
69
00:04:07.199 --> 00:04:10.159
I can sign it sound like a preachy teacher sometimes,
70
00:04:10.520 --> 00:04:13.759
but really it's about what is going to get your
71
00:04:13.800 --> 00:04:16.920
message into the mind of your listener with the least
72
00:04:17.600 --> 00:04:22.000
cognitive struggle. We want to decrease that cognitive load for
73
00:04:22.040 --> 00:04:24.879
our listener. And if we pay attention to our language
74
00:04:24.920 --> 00:04:28.120
and the structure of what we're saying, it can really
75
00:04:28.120 --> 00:04:29.759
help our listener get our message.
76
00:04:30.040 --> 00:04:32.879
I love this. There's an old saying it's not what
77
00:04:32.920 --> 00:04:34.000
you say, it's what they hear.
78
00:04:34.639 --> 00:04:36.199
Yes, exactly.
79
00:04:36.399 --> 00:04:38.319
So I got to ask you this, This is almost
80
00:04:38.360 --> 00:04:41.480
a total sidebar. How many agents can you speak?
81
00:04:42.319 --> 00:04:46.439
I say, parts of four. Generally, my English is pretty fluent.
82
00:04:47.079 --> 00:04:56.720
I'm fluent in Italian molto abastanza beni ancora. I mean
83
00:04:56.720 --> 00:04:59.160
it'spent a lot of years that I haven't lived in Italy.
84
00:05:00.040 --> 00:05:01.600
It's like so sexy sounding.
85
00:05:02.879 --> 00:05:05.720
Oh you should hear me when I'm swearing at my computer.
86
00:05:08.519 --> 00:05:11.279
The language of a more Maybe I.
87
00:05:11.240 --> 00:05:11.959
Should try that.
88
00:05:12.199 --> 00:05:16.560
I'm usually boy, we had English, Italian? What else?
89
00:05:16.839 --> 00:05:21.480
Some French? I lived in a French for six years
90
00:05:21.519 --> 00:05:25.439
and then traveled there for another eight. German was the
91
00:05:25.439 --> 00:05:33.839
first language I studied in aung Yah, schlecht Deutsche.
92
00:05:34.079 --> 00:05:39.120
I know, I know it's a very limited German. Okay,
93
00:05:39.319 --> 00:05:41.199
so let me ask you a question. Let me ask
94
00:05:41.240 --> 00:05:44.120
you a question. I don't think anybody is going to
95
00:05:44.199 --> 00:05:46.560
disagree with this statement. It is very important to you're
96
00:05:46.560 --> 00:05:50.319
able to communicate clearly. So how do you take someone
97
00:05:50.920 --> 00:05:57.079
who's introverted, shy, reticent, maybe not completely comfortable with the
98
00:05:57.160 --> 00:05:59.920
language anyway, Like you don't want me doing a pot
99
00:06:00.079 --> 00:06:03.279
cash to interview in Spanish? That wouldn't go, well, no,
100
00:06:03.439 --> 00:06:05.480
it wouldn't. I can if I can speak Spanish to
101
00:06:05.519 --> 00:06:08.000
get by, like at a resort, you know, or something,
102
00:06:08.040 --> 00:06:11.600
but you uno maservice that sort of thing. But so
103
00:06:12.360 --> 00:06:15.920
is it? Is it mindset? Is a technique? Is it
104
00:06:15.920 --> 00:06:19.879
building confidence? Is it all the above? You know, what's
105
00:06:19.879 --> 00:06:20.560
your take on this?
106
00:06:21.959 --> 00:06:25.879
It's definitely building up confidence, I would say, But what
107
00:06:26.000 --> 00:06:30.920
I find is that introverts have to expand their zone,
108
00:06:31.240 --> 00:06:35.800
their comfort zone, and it's really very somatic. It's like
109
00:06:35.920 --> 00:06:40.199
something that happens in their body. They have to they know,
110
00:06:40.519 --> 00:06:43.399
you know, their comfort zone is pretty limited at the beginning.
111
00:06:43.920 --> 00:06:47.240
So what I often do is have them do exercises
112
00:06:47.240 --> 00:06:51.560
that force them to exaggerate. They exaggerate the annunciation, they
113
00:06:51.600 --> 00:06:55.480
exaggerate the volume, they exaggerate the tone to the point
114
00:06:55.480 --> 00:06:59.160
of possibly even feeling a little bit ridiculous. But what
115
00:06:59.199 --> 00:07:02.360
that does for them is shows them that they have
116
00:07:02.519 --> 00:07:06.600
it in them to communicate that way. And then when
117
00:07:06.639 --> 00:07:09.920
they come back to a sort of middle place, it's
118
00:07:09.959 --> 00:07:13.839
a little bit more expressive than maybe where they started.
119
00:07:14.600 --> 00:07:19.000
So it's and they gain confidence as they put themselves
120
00:07:19.079 --> 00:07:23.439
out there. It's developing an alternative style of communication that
121
00:07:23.480 --> 00:07:26.959
they can turn on when they need it. But they
122
00:07:27.000 --> 00:07:29.639
have to know where they're headed, right, They have to
123
00:07:29.680 --> 00:07:33.079
know what that energy and their body feels like, so
124
00:07:33.160 --> 00:07:37.120
they know if they turned it on enough in front
125
00:07:37.120 --> 00:07:39.199
of a room or in a meeting where they want
126
00:07:39.240 --> 00:07:41.519
to impress their boss or whatever.
127
00:07:41.199 --> 00:07:44.160
The case might be, or clients, right, could.
128
00:07:44.000 --> 00:07:49.079
Be clients, Yeah, I actually use a Steve Jobs text.
129
00:07:49.480 --> 00:07:54.279
It's his communit his commencement address, and the language in
130
00:07:54.319 --> 00:07:58.160
it is just fun. He's like, stay foolish. And I
131
00:07:58.160 --> 00:07:59.879
can't remember all of it, but there are all these
132
00:08:00.279 --> 00:08:01.839
fun phrases that are short.
133
00:08:02.600 --> 00:08:04.639
It's Stanford or something. Where did you remember that?
134
00:08:05.000 --> 00:08:08.480
I think it's Stanford. I think it's the Stanford commencement address.
135
00:08:08.879 --> 00:08:11.600
And I've got it broken down into bits and in
136
00:08:11.680 --> 00:08:14.120
big print. And I used to have my students run
137
00:08:14.160 --> 00:08:18.480
around the room shouting this and stamping their feet, and
138
00:08:18.519 --> 00:08:22.199
it's all about energy in the body. Is a lot
139
00:08:22.240 --> 00:08:24.800
of it for the for the introverts.
140
00:08:24.240 --> 00:08:27.959
This body language transcends spoken language right.
141
00:08:28.040 --> 00:08:31.079
Often, like Tony needs to be coherent with this is.
142
00:08:31.040 --> 00:08:40.480
A fantastic podcast, I'm saying, I podcast cling on that. Okay,
143
00:08:40.480 --> 00:08:42.559
I was making it up. Now I'm saying, but no,
144
00:08:42.840 --> 00:08:48.279
you can express something like like no no no no
145
00:08:49.000 --> 00:08:51.919
like sometimes are and this is another sidebar. I'm sorry
146
00:08:51.960 --> 00:08:54.200
to distract it. I know there are languages, kind of
147
00:08:54.200 --> 00:08:57.360
more primitive languages that don't even have tents. The way
148
00:08:57.399 --> 00:09:01.480
they express tents is by your is your inflex your voice? Right? Yeah?
149
00:09:01.600 --> 00:09:05.519
Like Hebrew, like somebody's really old languages haven't evolved like
150
00:09:05.639 --> 00:09:08.799
some of the newer ones. Okay, let's turn this a
151
00:09:08.799 --> 00:09:12.279
little bit to business, right, Okay, with business, somebody's trying
152
00:09:12.320 --> 00:09:15.559
to make a sale. Somebody's trying to present something. Let's cool,
153
00:09:15.600 --> 00:09:18.960
call it a pitch. How do you define a pitch?
154
00:09:20.320 --> 00:09:24.240
A pitch for me is time limited, so it's short.
155
00:09:24.320 --> 00:09:27.879
Generally speaking, it can expand or contract, but generally no
156
00:09:27.960 --> 00:09:30.960
more than fifteen minutes, no less, you know, thirty seconds
157
00:09:31.120 --> 00:09:33.519
a minute can be at the low end. So concise,
158
00:09:33.960 --> 00:09:41.120
concise focused a mix of informing and persuading, and we
159
00:09:41.200 --> 00:09:44.279
need to be more toward the persuasion side of that
160
00:09:44.399 --> 00:09:48.320
equation or that continuum in order to get people to
161
00:09:48.360 --> 00:09:52.960
take action. If you're only informing your people are not
162
00:09:53.000 --> 00:09:55.799
going to be as likely to take action as if
163
00:09:55.879 --> 00:10:00.919
you build in some persuasive techniques. And really, as you know,
164
00:10:01.440 --> 00:10:04.960
the best one is story. Now, that's why we encourage
165
00:10:05.000 --> 00:10:07.720
people to tell stories as part of their pitch, because
166
00:10:07.759 --> 00:10:11.399
that's what grabs the audience. It's what creates an emotional
167
00:10:11.440 --> 00:10:15.559
response in that audience. It's relatable, yes, yeah, And frequently,
168
00:10:16.000 --> 00:10:19.559
especially tech entrepreneurs or people who are in a technical
169
00:10:19.639 --> 00:10:24.399
field will tend to overload on the info side and
170
00:10:24.440 --> 00:10:28.879
they'll give too much information too soon. You really, you know,
171
00:10:28.960 --> 00:10:32.480
you have to hook that audience member to thinking, Wow,
172
00:10:32.519 --> 00:10:35.879
this is something I want to know more about before
173
00:10:36.039 --> 00:10:38.559
you do an information dumpy.
174
00:10:38.600 --> 00:10:42.799
You know, it's interesting, Barbara Is. I think the implication
175
00:10:43.559 --> 00:10:45.720
when you say you're sort of training people that are
176
00:10:45.720 --> 00:10:49.440
coming from a foreign language, the implication of Spanish, Italian, German,
177
00:10:50.480 --> 00:10:55.879
Arabic finish. But in a sense, think about this in
178
00:10:55.919 --> 00:11:00.399
a sense, a lot of these highly technical job it's
179
00:11:00.440 --> 00:11:04.240
almost a foreign language. If I'm an engineer and I'm
180
00:11:04.320 --> 00:11:07.000
used to talking to other engineers, you know, you know
181
00:11:07.080 --> 00:11:11.360
the mechanical quadrant, blupa sata duba, you know that interfaces,
182
00:11:11.440 --> 00:11:13.720
you know, like it's it's basically a foreign language. It's
183
00:11:13.720 --> 00:11:16.519
the same, you know, same with medicine, right, Like I've
184
00:11:16.519 --> 00:11:19.240
been in situations where people my family had medical stuff
185
00:11:19.360 --> 00:11:21.879
and the doctors talk to each other. I have no
186
00:11:21.919 --> 00:11:23.840
idea what they're talking about. I mean, if you translate,
187
00:11:23.840 --> 00:11:25.919
they're saying, no, he's got a broken leg. But it's
188
00:11:26.240 --> 00:11:30.720
you know, the subadificis fracture of the models medius And
189
00:11:30.799 --> 00:11:35.320
you're like, what like English, so it sometimes it isn't
190
00:11:35.600 --> 00:11:38.360
just what we classical we would think about as foreign
191
00:11:38.440 --> 00:11:41.120
language as right, it's it's it's making sure. Like the
192
00:11:41.159 --> 00:11:42.720
way I say it when I when I train on
193
00:11:42.720 --> 00:11:45.159
this little bit is you got to relate at the
194
00:11:45.240 --> 00:11:47.879
level of your audience. Yep. And then there's always the
195
00:11:47.919 --> 00:11:50.240
emotional piece. I completely agree with you on that. So
196
00:11:50.320 --> 00:11:52.919
a pitch is essentially me or you or anybody you're
197
00:11:52.919 --> 00:11:55.440
going to train to try to convey what they want
198
00:11:55.480 --> 00:11:59.039
their audience to hear. Right, So what's the basic purpose
199
00:11:59.080 --> 00:12:00.519
of that? Is it to make a sales? It to
200
00:12:00.559 --> 00:12:02.519
build rapport? Is it? Is it all the above?
201
00:12:03.200 --> 00:12:06.200
Well, pitch is always wanting some people to do something.
202
00:12:06.480 --> 00:12:08.320
So you could want them to buy something. You could
203
00:12:08.320 --> 00:12:12.120
want them to invest in your startup. You could want
204
00:12:12.120 --> 00:12:16.360
them to join your startup. So you're always But for me,
205
00:12:16.519 --> 00:12:19.000
a pitch is not a pitch without an ask. It
206
00:12:19.480 --> 00:12:21.600
You must ask for something and give a.
207
00:12:21.600 --> 00:12:24.639
Short example, like a one or two sentence example on
208
00:12:24.679 --> 00:12:25.000
the fly.
209
00:12:25.440 --> 00:12:34.399
Oh gosh, So we sell palelettes ecological palettes. They decrease
210
00:12:34.480 --> 00:12:38.759
the use of wooden pallettes in warehouses. They are safer,
211
00:12:40.200 --> 00:12:45.600
they cut down on medical emergencies and we would like
212
00:12:45.720 --> 00:12:52.320
you to try our but compostable palette to prove to
213
00:12:52.360 --> 00:12:54.279
yourself that you can save money.
214
00:12:54.559 --> 00:12:56.320
So there's your ask, right.
215
00:12:56.240 --> 00:12:58.360
That's the ask. I did do a super good job
216
00:12:58.360 --> 00:13:00.200
of outlining the problem.
217
00:13:00.600 --> 00:13:04.639
Well, but the point is you gave information, you gave
218
00:13:04.759 --> 00:13:07.600
a validation that what kind of call it, and sales like, Okay,
219
00:13:07.919 --> 00:13:10.240
here's what we do, here's why it's important in your case,
220
00:13:10.720 --> 00:13:14.480
it's safer, help, good for the environment, et cetera. Then
221
00:13:14.480 --> 00:13:17.639
you got your call to action. So when you're training
222
00:13:17.679 --> 00:13:20.759
people on this, I come to you say, Barbara, I
223
00:13:20.840 --> 00:13:23.360
really feel like I know my subject. People love me.
224
00:13:23.399 --> 00:13:27.840
I'm so good looking, so charismatic, but I just can't
225
00:13:27.879 --> 00:13:30.279
seem to convey that. Do you have a formula? Do
226
00:13:30.320 --> 00:13:33.720
you have a system that you might use that would
227
00:13:33.759 --> 00:13:37.519
help people to construct a pitch?
228
00:13:38.159 --> 00:13:41.919
Yeah? I do, and I call it the heart of
229
00:13:41.960 --> 00:13:44.879
the pitch. So you always have to paint a clear
230
00:13:44.960 --> 00:13:48.440
picture of the problem that you're solving. And the way
231
00:13:48.480 --> 00:13:51.519
I have people do this is think about your solution
232
00:13:52.200 --> 00:13:55.759
and what is important for your audience to know about
233
00:13:55.799 --> 00:13:59.360
that solution. What do they have to get We very
234
00:13:59.360 --> 00:14:03.080
carefully the words that they're going to use to describe
235
00:14:03.120 --> 00:14:07.639
their solution, which is information. Then we backpedal to create
236
00:14:07.679 --> 00:14:12.519
a story that incorporates all of those aspects that you
237
00:14:12.600 --> 00:14:15.600
want to talk about in your solution. So you build
238
00:14:15.639 --> 00:14:19.679
into that problem story something that relates to each part
239
00:14:19.759 --> 00:14:24.080
of the what problem your solution solves, so that when
240
00:14:24.519 --> 00:14:29.240
you get to speaking about the solution, your audience goes, oh,
241
00:14:29.559 --> 00:14:32.799
of course the problem is this. Of course this solves
242
00:14:33.240 --> 00:14:36.879
this issue. And then you go back to the story
243
00:14:37.519 --> 00:14:42.000
to create It's what I call transformation, but it's really
244
00:14:42.039 --> 00:14:45.799
the benefit. What is the benefit that that solution provides.
245
00:14:46.320 --> 00:14:49.399
How is the life of a person who interacts with
246
00:14:49.440 --> 00:14:53.799
your solution different? And it very much follows the hero's
247
00:14:54.000 --> 00:14:58.919
journey template. Right, there's a problem. People are in a pit,
248
00:14:59.320 --> 00:15:03.320
they're in a b they're struggling. They discover your solution,
249
00:15:03.919 --> 00:15:06.960
they interact with it, and this is how their life
250
00:15:07.080 --> 00:15:11.720
changes once they've interacted with that solution. And my belief
251
00:15:11.799 --> 00:15:14.080
is that no matter how long your pitch is, no
252
00:15:14.080 --> 00:15:18.840
matter what pitch purpose, your pitch has, that piece, those
253
00:15:18.960 --> 00:15:22.519
three elements need to be there, and they need to
254
00:15:22.519 --> 00:15:26.039
be The vocabulary that you use needs to be carefully crapped.
255
00:15:26.440 --> 00:15:28.600
This kind of a bullet point way because I want
256
00:15:28.600 --> 00:15:31.080
everybody out there to understand this, because this is super important.
257
00:15:31.320 --> 00:15:34.840
I really can't underscore. If you're in sales, you're in marketing,
258
00:15:35.240 --> 00:15:38.240
you present, you're in teaching, it doesn't matter. The three
259
00:15:38.279 --> 00:15:40.200
things you got to have in a pitch are number.
260
00:15:40.000 --> 00:15:44.679
One, problem that you solve clearly painted for your audience.
261
00:15:45.039 --> 00:15:47.559
Number two is solution that you offer.
262
00:15:47.480 --> 00:15:49.480
So the solution to that, In other words, the number
263
00:15:49.480 --> 00:15:51.080
two answers number one right.
264
00:15:51.279 --> 00:15:56.919
And then transformation is the difference that that solution makes beautiful.
265
00:15:57.279 --> 00:16:01.879
Yeah, so hey people, you can't hear my podcast because
266
00:16:01.919 --> 00:16:05.879
your phone's dead. Let's send you a new phone in
267
00:16:05.919 --> 00:16:08.679
the mail and imagine how much better your life would
268
00:16:08.679 --> 00:16:09.960
be when you can listen to the Make the Great
269
00:16:10.000 --> 00:16:12.840
Experience podcast with doctor Stephen Grant and my guest today
270
00:16:12.879 --> 00:16:15.840
Barbara Bolt. By the way, this is a transition into
271
00:16:15.919 --> 00:16:18.360
our little station break for a second. So again you
272
00:16:18.399 --> 00:16:20.080
are listening to the Make the Grade podcast. I hope
273
00:16:20.080 --> 00:16:25.639
you're enjoying it. Our guests Barbara Bolt. Basically, she teaches
274
00:16:25.679 --> 00:16:28.679
you how to do a good concise sales pitch or
275
00:16:28.720 --> 00:16:32.039
introductory pitch. And because she has a formula, she has
276
00:16:32.080 --> 00:16:34.840
a system anybody ever listened to this podcast before we're
277
00:16:34.879 --> 00:16:37.279
like episode three hundred. Have I ever talked about having
278
00:16:37.279 --> 00:16:41.360
a system for everything? I know? I know it's incredible,
279
00:16:41.360 --> 00:16:45.440
isn't it? Barbara? Yes, sir? What are the people out
280
00:16:45.480 --> 00:16:49.799
there saying? Well, this makes sense. It's easy for Barbara
281
00:16:49.840 --> 00:16:52.759
because she's been doing it for well, Barbara's like thirty
282
00:16:52.840 --> 00:16:57.240
years old, let's say ten years. You know, it's second
283
00:16:57.320 --> 00:17:00.519
nature to her. But I'm, you know, an introvert. I'm
284
00:17:00.559 --> 00:17:02.639
not really as confident as she might be, or as
285
00:17:02.720 --> 00:17:05.440
maybe even as Steve is public speaking, I don't know
286
00:17:05.480 --> 00:17:08.079
if I'm going to be able to do this. What
287
00:17:08.079 --> 00:17:08.640
do you say to that?
288
00:17:09.839 --> 00:17:12.240
Well, what I would say is that the method the
289
00:17:12.480 --> 00:17:16.000
having the methodology can give you the confidence to then deliver.
290
00:17:16.680 --> 00:17:19.799
That's very important, right You Practice makes perfect.
291
00:17:20.160 --> 00:17:24.400
You absolutely need to practice, and you need to not memorize,
292
00:17:24.440 --> 00:17:27.119
but you need to learn your pitch so that you
293
00:17:27.200 --> 00:17:30.839
can deliver it in a way that's relaxed and because
294
00:17:30.839 --> 00:17:34.880
people if you just memorize, you're going to forget stuff. Yeah,
295
00:17:34.880 --> 00:17:36.480
you won't be able to get back to where you
296
00:17:36.519 --> 00:17:40.759
need to be. But if you there's memorization involved in
297
00:17:40.799 --> 00:17:43.920
the learning process. But You want to get to the
298
00:17:43.960 --> 00:17:47.559
point where it's so automatic that even if somebody asks
299
00:17:47.559 --> 00:17:51.599
you an off the wall question, you're not thrown. It
300
00:17:51.640 --> 00:17:55.799
doesn't throw you for a loop. You're able to answer
301
00:17:55.839 --> 00:17:58.480
that question and pick up to get back to where
302
00:17:58.519 --> 00:18:01.559
you want it to communicate what you want to communicate,
303
00:18:02.039 --> 00:18:04.279
because sometimes you know, people will ask you a question
304
00:18:04.400 --> 00:18:06.480
just to just to throw you off or.
305
00:18:07.000 --> 00:18:09.359
Yeah, especially especially in like a high stakes like you know,
306
00:18:09.519 --> 00:18:14.279
six figure million dollars sale. Right. True or false? Everybody's
307
00:18:14.319 --> 00:18:16.319
pitch is perfect the very first time they do it.
308
00:18:16.759 --> 00:18:17.039
No.
309
00:18:18.359 --> 00:18:21.880
False, everybody's pitch is perfect the tenth time they do it. No,
310
00:18:22.079 --> 00:18:24.839
probably not exactly. It's an evolving process.
311
00:18:25.359 --> 00:18:27.480
Well, and I always say a pitch is a living thing.
312
00:18:27.960 --> 00:18:32.759
You know, it's never it never is just static. You
313
00:18:32.880 --> 00:18:35.480
always are going to modify it in some way. You
314
00:18:35.480 --> 00:18:37.240
shouldn't reinvent it every time.
315
00:18:37.519 --> 00:18:40.200
Bad answer, because you're true or false every time you
316
00:18:40.279 --> 00:18:42.039
do the pitch. It should be exactly the same.
317
00:18:42.400 --> 00:18:46.920
No, absolutely not, because your audience is different exactly. We
318
00:18:47.519 --> 00:18:50.920
are like brilli, same on the wavelength.
319
00:18:50.960 --> 00:18:52.920
No, but it's true. This is so true, and I
320
00:18:53.039 --> 00:18:54.599
love to hear you say it because of valid these
321
00:18:54.640 --> 00:18:56.559
things I said for a long time. So here, Okay,
322
00:18:56.559 --> 00:18:59.240
it begs the question how do I know? And maybe
323
00:18:59.240 --> 00:19:01.559
I don't completely? But how do I feel confident? Because
324
00:19:01.599 --> 00:19:03.559
I think that's one of the things you're suggesting is
325
00:19:03.559 --> 00:19:05.880
a self confidence. How do you feel confident that the
326
00:19:05.880 --> 00:19:08.480
way I'm going to communicate whatever particular version of my
327
00:19:08.559 --> 00:19:11.599
pitches is going to resonate with my audience. Now I
328
00:19:11.599 --> 00:19:13.000
have an answer I'm thinking of, but I want to
329
00:19:13.000 --> 00:19:13.640
hear what you say.
330
00:19:14.160 --> 00:19:16.119
I think the only way that you know that is
331
00:19:16.160 --> 00:19:18.079
by the questions that people ask.
332
00:19:18.640 --> 00:19:23.039
If you ask them or you ask them.
333
00:19:23.279 --> 00:19:27.400
Right, I mean, the questions that are asked when after
334
00:19:27.440 --> 00:19:31.039
you deliver your pitch are so instructive because if there
335
00:19:31.039 --> 00:19:34.359
are questions about clarity, like what do you mean? And
336
00:19:34.400 --> 00:19:37.119
could you say that again, it means you weren't clear,
337
00:19:37.720 --> 00:19:39.920
so you need to work on that. But if there
338
00:19:39.920 --> 00:19:45.000
are questions about substance, like tell me more, that's really interesting,
339
00:19:45.559 --> 00:19:49.279
then you know you've been successful in delivering that pitch
340
00:19:49.400 --> 00:19:52.839
to that audience because you grab them and they want
341
00:19:52.839 --> 00:19:53.359
to know more.
342
00:19:53.680 --> 00:19:55.319
See one of the things I teach people to do,
343
00:19:55.359 --> 00:19:57.880
and you may although it hasn't been part of your
344
00:19:57.920 --> 00:19:59.440
formerly yet, it may be, so I don't want to
345
00:19:59.440 --> 00:20:02.039
steal your thunder is I have people before they do
346
00:20:02.079 --> 00:20:06.440
a pitch, it sort of many interview the audience. Let
347
00:20:06.440 --> 00:20:11.319
me ask you a question here, Uh, how how how
348
00:20:11.359 --> 00:20:13.839
important is you define to you define a solution to
349
00:20:14.200 --> 00:20:18.440
whatever the problem is? Well, you know we're six months out,
350
00:20:18.799 --> 00:20:21.960
we're in budget whatever, Oh we need it yesterday, because
351
00:20:22.000 --> 00:20:26.240
that could that's information that you might modify your pitch, right, and.
352
00:20:26.160 --> 00:20:28.559
It also can tell you how much they already know.
353
00:20:28.960 --> 00:20:31.880
Here's another good question. What have you already tried to
354
00:20:31.880 --> 00:20:35.599
do or what have you already done to solve the problem. Well,
355
00:20:35.640 --> 00:20:39.039
we hired eighteen consultants. They all sucked. I hope you're
356
00:20:39.079 --> 00:20:45.119
not the nineteenth Steve, not Barber Steve. That's another good thing,
357
00:20:45.160 --> 00:20:47.799
right if you're if you're ninth in the batting order,
358
00:20:47.839 --> 00:20:50.240
so to speak, you got you might have you might
359
00:20:50.319 --> 00:20:53.440
be under a stiffer scrutiny than if you were first. Right,
360
00:20:54.200 --> 00:20:56.440
they got to make sure you're clear. Another good question
361
00:20:56.480 --> 00:21:00.319
to ask is this, what's your time frame to have
362
00:21:00.400 --> 00:21:04.119
this solution implemented? Now? They might say, well, you know,
363
00:21:04.559 --> 00:21:06.200
we got a project and it's going to roll out
364
00:21:06.240 --> 00:21:08.039
in three months we'd like to have it sold by
365
00:21:08.079 --> 00:21:11.240
then they might say, OMG, we're losing money every day
366
00:21:11.319 --> 00:21:14.240
because the bleed that we have here or whatever. So
367
00:21:15.000 --> 00:21:17.680
you know, what have you tried before? How important is
368
00:21:17.720 --> 00:21:19.240
this to you? I think I'm doing that order, but
369
00:21:19.640 --> 00:21:22.200
you know, what's your time frame? These are simple questions
370
00:21:22.200 --> 00:21:25.880
that are not out of line in a presentation, right all,
371
00:21:25.880 --> 00:21:28.039
I'm coming out of left field. So let me ask
372
00:21:28.039 --> 00:21:32.519
you this, and feel free to expand on this. What
373
00:21:32.599 --> 00:21:35.759
are the benefits of using a system having a formula
374
00:21:35.799 --> 00:21:39.039
like you have to constructing your pitch. There's a chance
375
00:21:39.079 --> 00:21:40.599
for you to kind of toot your own horn here.
376
00:21:41.640 --> 00:21:45.119
Well, I like my system or my order, but I
377
00:21:45.119 --> 00:21:48.400
think the benefit of it is that it saves time
378
00:21:48.480 --> 00:21:50.920
and energy because you don't have to reinvent the wheel
379
00:21:50.960 --> 00:21:53.480
every time. If you know that, no matter what it
380
00:21:53.519 --> 00:21:56.480
is that you're pitching, you need these three elements, and
381
00:21:56.519 --> 00:21:59.200
you'll need other elements too. You know, sometimes you need
382
00:21:59.240 --> 00:22:02.640
market size or sometimes you need to explain your business model,
383
00:22:03.079 --> 00:22:09.599
but those the problem solution transformation. If you know that
384
00:22:09.599 --> 00:22:12.680
that's what you need every time, then you can kind
385
00:22:12.680 --> 00:22:15.599
of plug and play. If you know whatever solution you
386
00:22:15.680 --> 00:22:19.839
are trying to sell you know that you need to
387
00:22:20.759 --> 00:22:23.599
very clearly and beautifully paint a picture of the problem
388
00:22:23.599 --> 00:22:29.039
that that solves, and communicate clearly the difference that it makes.
389
00:22:30.759 --> 00:22:33.680
Somebody's sitting out going this is awesome. I need to
390
00:22:33.680 --> 00:22:35.160
get a hold of Barbara. How do they reach you?
391
00:22:36.279 --> 00:22:41.400
My website is www dot bold global dot com. It's
392
00:22:41.480 --> 00:22:45.279
boldt right Das and David tasn't tom As.
393
00:22:45.279 --> 00:22:47.279
I always be in the show notes, of course, but
394
00:22:47.480 --> 00:22:47.960
keep going.
395
00:22:47.920 --> 00:22:49.880
Right, and that's the easiest way is to go to
396
00:22:49.960 --> 00:22:53.759
my website. I'm also on LinkedIn as Barbara A.
397
00:22:54.400 --> 00:22:54.759
Bold.
398
00:22:54.920 --> 00:22:58.920
I use my middle initial on LinkedIn, But yeah, reach out,
399
00:22:59.000 --> 00:23:00.279
send me a direct message.
400
00:23:00.559 --> 00:23:03.839
There are lots of well are you primarily of one
401
00:23:03.880 --> 00:23:07.160
on one consultive? Is a group? Is it asynchronous? How
402
00:23:07.160 --> 00:23:07.680
do you do it?
403
00:23:07.960 --> 00:23:11.599
I primarily do one on one coaching, and I do
404
00:23:13.240 --> 00:23:16.160
I will do groups if I'm asked. I do speaking
405
00:23:16.240 --> 00:23:20.039
to groups, more speaking to groups and than actual kind
406
00:23:20.039 --> 00:23:22.640
of coaching to groups. But yeah, I like to work
407
00:23:22.680 --> 00:23:26.599
one on one and I do virtual, and sometimes it's hybrid.
408
00:23:26.680 --> 00:23:28.680
It depends if people are local or if people are
409
00:23:28.680 --> 00:23:30.680
not here, you know, not in the Detroit area.
410
00:23:31.000 --> 00:23:33.039
So are you in like Greece or something. Right, now,
411
00:23:33.079 --> 00:23:33.960
where are you living now?
412
00:23:34.559 --> 00:23:40.519
I live in Farmington, Michigan. I'm state Side's.
413
00:23:40.200 --> 00:23:42.240
That's like the middle north of the United States.
414
00:23:42.640 --> 00:23:45.640
Yes, I do not call it Midwest because I'm from Iowa,
415
00:23:45.799 --> 00:23:48.200
which I consider to be the true Midwest. But yes,
416
00:23:48.240 --> 00:23:49.720
Michigan is north.
417
00:23:49.759 --> 00:23:52.880
Mid You know what they call people from Michigan.
418
00:23:53.559 --> 00:23:55.799
Michiganders, Yeah, which is like a funny word.
419
00:23:55.960 --> 00:23:57.920
Somebody told me that. I'm like, really, that's like a
420
00:23:57.960 --> 00:24:01.240
weird word. Yeah, I guess it's no better than Pennsylvanians.
421
00:24:01.279 --> 00:24:02.759
I don't know, but Michigan.
422
00:24:03.720 --> 00:24:05.519
Yeah, I know, it's kind of funny. I heard another
423
00:24:05.640 --> 00:24:07.000
version of it the other day, but I can't think
424
00:24:07.039 --> 00:24:10.920
of it. But yeah, Michiganders where I'm an Iowan by birth,
425
00:24:11.319 --> 00:24:11.640
But that.
426
00:24:11.680 --> 00:24:18.079
Kind of makes sense, like iowin Pennsylvanian and it can't
427
00:24:18.079 --> 00:24:20.400
be Michigan. Right.
428
00:24:20.720 --> 00:24:24.079
It's awkward, it gets awkward, but they're very proud people
429
00:24:24.079 --> 00:24:24.880
from Michigan or vice.
430
00:24:25.920 --> 00:24:29.839
One more question for you, What's what's the best way
431
00:24:29.880 --> 00:24:33.759
to practice a pitch? Is it to kind of do it,
432
00:24:33.960 --> 00:24:36.200
maybe record yourself on your phone and play it back.
433
00:24:37.000 --> 00:24:38.519
Is it to find some friendly fire?
434
00:24:38.559 --> 00:24:38.720
You know?
435
00:24:38.759 --> 00:24:41.680
Maybe friends of yours. There going to be a friendly audience.
436
00:24:42.279 --> 00:24:47.599
Is it just what do you recommend? Because people I do.
437
00:24:47.599 --> 00:24:50.240
Think that recording yourself and listening back to it is
438
00:24:50.359 --> 00:24:53.359
very instructive because you'll hear things you don't expect to hear.
439
00:24:54.240 --> 00:24:56.279
I would say, if you're going to give your pitch
440
00:24:56.359 --> 00:25:00.240
to and to someone else to get feedback, you to
441
00:25:00.279 --> 00:25:02.279
make sure that they're not the people who are your
442
00:25:02.279 --> 00:25:04.200
mom and dad. You know your mom and dad are
443
00:25:04.240 --> 00:25:07.599
going to say that's great. But what you want is
444
00:25:07.920 --> 00:25:12.839
you want to author. Yeah, you want constructive feedback, but
445
00:25:12.960 --> 00:25:17.160
not bashing feedback either. So you have to find people
446
00:25:17.240 --> 00:25:21.079
you can trust. And actually what's really good is to
447
00:25:21.240 --> 00:25:24.240
pitch it to somebody who knows nothing about what you do.
448
00:25:24.839 --> 00:25:27.920
That will help you with clarity because they will just
449
00:25:28.200 --> 00:25:32.039
if you aren't using language that's accessible to them, they'll
450
00:25:32.200 --> 00:25:34.960
tell you immediately like what are you talking about? Or
451
00:25:35.039 --> 00:25:37.880
I don't get that, and then you'll know that you
452
00:25:37.960 --> 00:25:40.799
need to change some words because your language is not
453
00:25:40.880 --> 00:25:44.759
at a level that everybody can understand, you know, and
454
00:25:44.799 --> 00:25:48.240
if people are pitching to investors, you can't assume that
455
00:25:48.680 --> 00:25:51.799
people who are looking to make money will understand the
456
00:25:51.839 --> 00:25:54.720
tech or will understand some of them do. Some of
457
00:25:54.720 --> 00:25:57.240
them have a medical background or a technical background, but
458
00:25:57.400 --> 00:26:00.640
not all. So you really have to as I've.
459
00:26:00.559 --> 00:26:03.400
Worked with people who are going into a presentation and
460
00:26:03.440 --> 00:26:05.519
you got you got like the IT guy there, you
461
00:26:05.599 --> 00:26:07.559
got the CEO, there, you got the CFO, you got
462
00:26:07.960 --> 00:26:10.400
this person, you got the bean counter, you got the tech,
463
00:26:11.079 --> 00:26:13.720
you got the marketing, and it's almost like you need
464
00:26:13.759 --> 00:26:19.039
four pitches. Yeah, I challenging. I mean, and another thing
465
00:26:19.240 --> 00:26:22.240
which we won't get into, but sometimes you're in a team.
466
00:26:22.720 --> 00:26:24.279
I've had situations so I was a part of a
467
00:26:24.319 --> 00:26:26.880
team with three or four people doing a team pitch.
468
00:26:27.319 --> 00:26:32.200
Oh wow, Yeah, that's a whole whole different dynamic. Yeah.
469
00:26:33.480 --> 00:26:37.200
I did a presentation for Project Management International last year
470
00:26:37.319 --> 00:26:39.480
and our actually was earlier this year. But one of
471
00:26:39.519 --> 00:26:42.559
the women in the audience asked that very question. She said,
472
00:26:42.599 --> 00:26:45.119
I'm pitching this project and I need resources and I
473
00:26:45.240 --> 00:26:47.519
but I've got all these different people in the room
474
00:26:47.519 --> 00:26:51.680
who have different priorities. You know, how do I deal
475
00:26:51.720 --> 00:26:53.400
with that? Yeah, it's challenging.
476
00:26:53.839 --> 00:26:55.400
When you say you got to get it reminds me
477
00:26:55.440 --> 00:26:58.079
of the Rodney danger Field joke. Guy goes to doctor
478
00:26:58.119 --> 00:27:00.920
and the doctor says, Hey, you know you're not doing well.
479
00:27:00.920 --> 00:27:03.039
You drink too much. Doctor. I don't like what you're saying.
480
00:27:03.039 --> 00:27:07.079
I want a second opinion. Yeah, you're ugly too. I
481
00:27:07.079 --> 00:27:08.440
don't get into respect anyhow.
482
00:27:09.799 --> 00:27:11.519
Yeah, we date ourselves.
483
00:27:11.920 --> 00:27:14.960
Yeah, so listen. I first of all those you out
484
00:27:14.960 --> 00:27:19.319
in podcast land, this is great information, Barbara, Thank you, really,
485
00:27:19.440 --> 00:27:21.839
thank you a lout for sharing very well, because I
486
00:27:21.839 --> 00:27:26.680
think people undervalue, or maybe under I don't give me
487
00:27:26.720 --> 00:27:32.039
a better word, underappreciating, underappreciate the importance of clear, concise,
488
00:27:32.559 --> 00:27:36.160
lucid information as you present. If you do it well,
489
00:27:37.400 --> 00:27:40.440
it creates an air of subject matter expertise. If I
490
00:27:40.480 --> 00:27:43.240
do a lousy presentation, you're probably thinking this guy knew
491
00:27:43.279 --> 00:27:43.960
he's talking about.
492
00:27:44.359 --> 00:27:44.480
Right.
493
00:27:44.799 --> 00:27:47.960
If you're clear, if you're precise, if you're on point,
494
00:27:48.279 --> 00:27:50.319
it's like, oh okay, maybe if we don't buy from
495
00:27:50.359 --> 00:27:53.880
this person, at least they were impressive. Yeah, okay. And
496
00:27:54.160 --> 00:27:58.400
that's a learned skill, that's a practice skill you've done
497
00:27:58.440 --> 00:28:00.920
in a certain number of times. Right. Is there anything,
498
00:28:01.240 --> 00:28:03.240
as we're going to kind of wrap up here, you
499
00:28:03.279 --> 00:28:05.359
have not gotten to about this that you want to
500
00:28:05.400 --> 00:28:07.880
share with our listeners and viewers.
501
00:28:08.400 --> 00:28:11.599
Well, I think the the as a parting shot here,
502
00:28:11.759 --> 00:28:16.720
I would simply say everybody's got their own style, and
503
00:28:17.039 --> 00:28:20.799
you don't necessarily have to look like someone else that
504
00:28:20.839 --> 00:28:24.519
you've seen in order to be successful. But you do
505
00:28:24.599 --> 00:28:28.400
need to know if you have any habits or ticks
506
00:28:28.880 --> 00:28:32.319
that are going to distract from what you say or
507
00:28:32.359 --> 00:28:34.680
how your message comes across. So there's a lot of
508
00:28:34.720 --> 00:28:39.119
self awareness involved in being a good communicator.
509
00:28:39.799 --> 00:28:43.200
Like you don't want to say like like every eighth word.
510
00:28:43.119 --> 00:28:47.119
Like right yeah, or you know you know, you know,
511
00:28:47.559 --> 00:28:48.119
you know, you.
512
00:28:48.079 --> 00:28:51.279
Know, you know you know, And for better worse, people
513
00:28:51.279 --> 00:28:53.519
do have habits like that. It's not a personality flaw,
514
00:28:53.880 --> 00:28:57.480
it's just you're like I used to have a job
515
00:28:57.480 --> 00:29:01.240
when I was in college education teach people to be teachers,
516
00:29:01.799 --> 00:29:05.119
and one of the things was elocution, which is fancy
517
00:29:05.119 --> 00:29:07.720
word for speaking right. And we used to say kids
518
00:29:07.720 --> 00:29:09.839
can be cruel, Like if you're a teacher and you
519
00:29:09.880 --> 00:29:12.440
get a habit and you kids pick up on it,
520
00:29:12.480 --> 00:29:14.880
they will they'll beat you up on it. Right, if
521
00:29:14.880 --> 00:29:17.240
you're a teacher and you're always saying you know, you know,
522
00:29:17.640 --> 00:29:20.079
you know, or like like like the kids like like
523
00:29:20.359 --> 00:29:24.119
like because we use that because they thrive on like
524
00:29:24.160 --> 00:29:27.839
annoying the teacher, right, or if every time you pause
525
00:29:28.039 --> 00:29:32.279
uh uh or oh or like. Sometimes you have to
526
00:29:32.279 --> 00:29:37.119
be very cognizant of these habits sometimes and sometimes it's
527
00:29:37.119 --> 00:29:42.319
it's it's almost like a reprogramming of your thought and
528
00:29:42.359 --> 00:29:43.559
your speaking process.
529
00:29:43.640 --> 00:29:46.680
So you have to train yourself to catch yourself. It's
530
00:29:46.720 --> 00:29:49.079
a process, but you can do it. But the first
531
00:29:49.160 --> 00:29:51.319
thing is to have somebody just snap their finger every
532
00:29:51.319 --> 00:29:53.960
time you say right or like, so you become aware.
533
00:29:54.400 --> 00:29:57.000
Yeah, and it's the same thing sales is really teaching.
534
00:29:57.519 --> 00:30:00.279
You know, everybody knows me. It's sail by edge cation.
535
00:30:00.359 --> 00:30:01.839
That's my thing. I should get a T shirt that
536
00:30:01.880 --> 00:30:06.359
sets up You got like a nickname Barberson, the pitch,
537
00:30:06.440 --> 00:30:07.920
the pitch woman or something. I don't know.
538
00:30:08.200 --> 00:30:10.359
No, I don't have any nicknames that I know of.
539
00:30:10.480 --> 00:30:12.240
I mean, people could call me something behind my back,
540
00:30:12.319 --> 00:30:12.720
but I don't know.
541
00:30:13.079 --> 00:30:15.799
They wouldn't do that. Well that you need to create
542
00:30:15.799 --> 00:30:18.039
your own right, Like I'm the success doctor. Other people
543
00:30:18.039 --> 00:30:20.319
called me. I didn't make it up myself. You should
544
00:30:20.359 --> 00:30:23.359
be like the pitch the perfect pitch person that I
545
00:30:23.599 --> 00:30:26.200
like that has an alliteration, The perfect pitch person person.
546
00:30:26.400 --> 00:30:28.559
But then they would sort of suggest like singing, you know,
547
00:30:28.599 --> 00:30:29.519
like the perfect pitch.
548
00:30:29.519 --> 00:30:32.920
All, yeah, that's the thing that the perfect pitch the
549
00:30:32.920 --> 00:30:33.680
movie comes up.
550
00:30:34.039 --> 00:30:37.880
Yeah, but then you but it's a conversation starter. Oh
551
00:30:37.920 --> 00:30:39.000
do you teach vocal training?
552
00:30:39.000 --> 00:30:39.119
No?
553
00:30:39.119 --> 00:30:41.799
No, no, I teach people how to do sales presentation. Right.
554
00:30:42.559 --> 00:30:44.880
Well, that's exciting and set yourself apart, right like.
555
00:30:45.119 --> 00:30:48.680
Barbara, I'm going to w you the perfect pitch person.
556
00:30:50.200 --> 00:30:50.559
Thank you.
557
00:30:50.960 --> 00:30:52.960
I feel anointed anyway.
558
00:30:53.039 --> 00:30:55.759
Oh, somebody's called me sorry about that. Don't they know
559
00:30:55.799 --> 00:30:58.200
not to call him? A podcast? All right, so listen
560
00:30:58.480 --> 00:31:04.319
our guest today, Barbara Bolt. Okay, we talked about in
561
00:31:04.359 --> 00:31:07.160
a formula for constructing a piece that motivates your audience
562
00:31:07.160 --> 00:31:10.279
and take action. She's got a plan. You gotta know
563
00:31:10.319 --> 00:31:11.920
your problem, you gotta know your solution. You got to
564
00:31:11.960 --> 00:31:15.839
have this transformational thing. Got to be confident, You got
565
00:31:15.880 --> 00:31:20.160
to have a self projection. That's clear. I'm leaving anything out, Barbara.
566
00:31:21.720 --> 00:31:23.799
No. I mean some people might think they have to
567
00:31:23.799 --> 00:31:27.599
be charismatic, but they really don't confidence. You can speak
568
00:31:27.599 --> 00:31:29.839
confidently without necessarily being totally cruel.
569
00:31:30.559 --> 00:31:33.119
So she's got a way to teach you this. You
570
00:31:33.160 --> 00:31:35.240
go to her website, right yep.
571
00:31:35.799 --> 00:31:38.319
And there's lots of forms on there in different places
572
00:31:38.359 --> 00:31:41.799
that book a call or send me an email or
573
00:31:41.839 --> 00:31:42.720
whatever you want to.
574
00:31:42.640 --> 00:31:45.480
Do there you go, give me one sec here you
575
00:31:45.599 --> 00:31:49.920
have to respond rib notes here, all right, So listen,
576
00:31:49.960 --> 00:31:52.039
Do you have anything coming up? Anything you want to plug?
577
00:31:52.119 --> 00:31:54.519
You doing a program, you speaking and singing in Vegas,
578
00:31:54.640 --> 00:31:56.440
anything like that. You got anything you want to plug?
579
00:31:56.480 --> 00:31:59.160
Your not singing in Vegas. I am working on my book,
580
00:31:59.240 --> 00:32:03.880
which is a memoir are I'm hopefully on track to
581
00:32:03.920 --> 00:32:05.880
get that manuscript out by the end of this year,
582
00:32:06.160 --> 00:32:08.880
so it'll be coming out next year. It's called leap
583
00:32:09.039 --> 00:32:13.200
Land Live. How moving to Italy for love became a
584
00:32:13.279 --> 00:32:17.200
journey of self discovery and it's quite entertaining actually.
585
00:32:17.480 --> 00:32:22.319
So, so you moved to Italy, I assume for some guy.
586
00:32:22.799 --> 00:32:25.720
I did, and hopefully it worked out.
587
00:32:26.039 --> 00:32:29.240
It did not did not work out with that guy,
588
00:32:29.400 --> 00:32:30.359
but I stayed he.
589
00:32:30.440 --> 00:32:31.400
Was Italian or American?
590
00:32:32.079 --> 00:32:35.599
He was Italian. He was Italian. But yeah, I went
591
00:32:35.640 --> 00:32:37.119
back to live with him after I'd met him on
592
00:32:37.200 --> 00:32:42.519
vacation and it was an unmitigated disaster. But I was this.
593
00:32:42.519 --> 00:32:43.920
Might be a whole other episode.
594
00:32:44.119 --> 00:32:47.079
Oh it could be. It's very fun. It's a fun story.
595
00:32:47.440 --> 00:32:48.079
Part Italy.
596
00:32:48.960 --> 00:32:52.960
I moved initially to Tuscany, Umbria. It was a Tuscan
597
00:32:53.079 --> 00:32:56.559
Umbrian border. I was there for about eight months, and
598
00:32:56.599 --> 00:32:58.079
then I ended up in Milan.
599
00:32:58.079 --> 00:33:00.000
Near Florence, Siena of that kind of area.
600
00:33:00.880 --> 00:33:04.480
Yeah, I was. Actually I studied Italian in Peruja, which
601
00:33:04.519 --> 00:33:05.480
is more Umbria.
602
00:33:06.279 --> 00:33:08.960
And then all right, can you say this an Italian
603
00:33:09.359 --> 00:33:12.880
cosa will make the great experience? Podcast is the best?
604
00:33:14.000 --> 00:33:14.720
Oh dear.
605
00:33:16.519 --> 00:33:20.440
English, but the great that's the name of the podcast, right,
606
00:33:21.039 --> 00:33:23.440
or you could just say Steve's podcast is the best.
607
00:33:23.559 --> 00:33:25.240
I just want to hear the Italian. It's like a.
608
00:33:25.240 --> 00:33:29.279
Song podcast Stefano.
609
00:33:31.519 --> 00:33:33.440
It's like, yeah, you ever see the Adams Family. You
610
00:33:33.519 --> 00:33:34.400
got to be at least.
611
00:33:34.279 --> 00:33:36.440
Yeah, You're like it's like a fish called Wanda.
612
00:33:36.799 --> 00:33:41.440
So really when you speak French, yesh, same thing? Real quick?
613
00:33:42.079 --> 00:33:45.359
You want to play my my favorite podcast game. Okay,
614
00:33:45.400 --> 00:33:47.200
there's a little spice bar, but then notice was coming
615
00:33:47.839 --> 00:33:49.640
well the fave five. No, no, it's easy. We just
616
00:33:49.680 --> 00:33:51.640
will learn a little bit about you. Okay, I can
617
00:33:51.640 --> 00:33:55.519
answer in any language you want. I want to say,
618
00:33:55.759 --> 00:33:57.119
I'm going to give you a topic you tell me
619
00:33:57.160 --> 00:34:00.960
your favorite thing in that topic. Okay, okay, this one
620
00:34:01.359 --> 00:34:02.319
or should we jump right in?
621
00:34:03.039 --> 00:34:04.200
Oh? You can jump right in, all right?
622
00:34:04.599 --> 00:34:14.920
Color? Blue? Blue? A yeah, azul Spanish? I don't know what.
623
00:34:15.039 --> 00:34:19.320
How do you say it in Italian? Almost the same? Yeah,
624
00:34:19.440 --> 00:34:22.880
sounds so much better in Italian? Blue sounds like you're
625
00:34:22.880 --> 00:34:30.599
throwing up? Is azula? Favorite food? I think I got
626
00:34:30.599 --> 00:34:34.280
a guess here. You lived in Italy? Favorite food?
627
00:34:35.199 --> 00:34:40.960
Oh, ma Udico, spaghetti, consugo diplomet oral.
628
00:34:41.119 --> 00:34:43.480
I gotta tell you, I've been Itarly four times. The
629
00:34:43.519 --> 00:34:46.239
Italian food. I love Italian food anywhere, but it is
630
00:34:46.280 --> 00:34:49.320
so it is el fantastic in Italy. It is, It's
631
00:34:49.440 --> 00:34:50.599
very fresh.
632
00:34:50.280 --> 00:34:51.239
It's really really good.
633
00:34:51.320 --> 00:34:55.519
Yeah. Music, musica, Oh.
634
00:34:55.440 --> 00:34:57.400
Elton John is my favorite musician.
635
00:34:58.079 --> 00:34:58.960
You got a favorite song?
636
00:34:59.440 --> 00:35:04.199
Oh? Damn, I love Daniel. I love almost all the Yeah.
637
00:35:04.559 --> 00:35:04.880
That's no.
638
00:35:07.440 --> 00:35:11.360
Favorite place. You've been to many one you want to
639
00:35:11.400 --> 00:35:11.840
go back to?
640
00:35:13.079 --> 00:35:15.360
Uh? You know, there are lots of places. But I
641
00:35:15.400 --> 00:35:18.960
lived in Lausanne in Switzerland for six years, and that
642
00:35:19.440 --> 00:35:21.920
Lungo Lago as you walk along the lake and you
643
00:35:21.960 --> 00:35:24.519
have the view of all the Alps, that is really
644
00:35:24.599 --> 00:35:25.440
kind of hard to beat.
645
00:35:25.920 --> 00:35:31.559
It's bellissima lago means lake in Italian Italiano.
646
00:35:31.840 --> 00:35:35.440
Yeah, lungo lago is the walk along the lake, So
647
00:35:35.440 --> 00:35:39.400
that's how you say that. Hugo lamo, lago di como
648
00:35:39.519 --> 00:35:41.119
see and lago di Genevra.
649
00:35:41.480 --> 00:35:43.360
That's not far from Milan Como.
650
00:35:43.760 --> 00:35:45.639
No, it's not. I went there many times.
651
00:35:46.280 --> 00:35:47.280
Hobby hobby.
652
00:35:48.760 --> 00:35:50.800
Oh gosh, people ask me that and I never know
653
00:35:50.880 --> 00:35:54.119
the answer, which is terrible. But I would say one
654
00:35:54.159 --> 00:35:56.119
of my hobbies is making sure I stay in touch
655
00:35:56.159 --> 00:35:59.159
with my friends. I'm a person that reaches out and
656
00:36:00.079 --> 00:36:01.360
reconnects with people.
657
00:36:02.239 --> 00:36:07.639
Well done, fave rito cinco? Correct or not? How you
658
00:36:07.679 --> 00:36:08.880
want a bonus? Sixth question?
659
00:36:09.719 --> 00:36:10.199
Oh sure?
660
00:36:11.280 --> 00:36:18.440
Favorite podcast host doctor Stephen Green, incredible continues one hundred
661
00:36:18.440 --> 00:36:22.199
and forty seven straight people have gotten that right? Well,
662
00:36:22.239 --> 00:36:27.119
who else would we say? That's actually French, but there's
663
00:36:27.119 --> 00:36:30.679
probably Aalian version. All right, So listen, we have some
664
00:36:30.719 --> 00:36:34.039
fun here, but we also learned a lot. Barbara, thank
665
00:36:34.039 --> 00:36:36.559
you very much, gracias grazzi.
666
00:36:37.039 --> 00:36:41.360
Prego prego And it's not a sauce, that's not a pizza.
667
00:36:41.480 --> 00:36:45.159
It means you're welcome in Italian. Listen, let's sum it up.
668
00:36:46.599 --> 00:36:52.559
Sales pitch pitch super important, more importante, right Barbara, If
669
00:36:52.559 --> 00:36:54.440
you don't know how to do one, you're not comfortable whatever.
670
00:36:54.599 --> 00:36:56.519
Now maybe you're even doing a language not comfortable in.
671
00:36:57.440 --> 00:37:00.400
This is your solution. So here's your problem. Your sales
672
00:37:00.400 --> 00:37:05.039
pitch is not so good. What's your solution? Get some help?
673
00:37:05.360 --> 00:37:08.159
Reach out to Barbara Bolt at her website. What's your
674
00:37:08.199 --> 00:37:08.760
website again?
675
00:37:08.840 --> 00:37:14.800
Quick? Www dot Bold Global dot com.
676
00:37:14.400 --> 00:37:17.559
B O l dt bo l d T. What's the
677
00:37:17.599 --> 00:37:23.119
transformation before my pitch stunk? I went to Barbara's website,
678
00:37:23.119 --> 00:37:25.360
I set up appointment, I worked with her. Now it
679
00:37:25.400 --> 00:37:27.119
is it works.
680
00:37:27.480 --> 00:37:30.280
Yeah, and you know your pitch works if you get response,
681
00:37:30.480 --> 00:37:34.159
that's how you know it works. Thank you so much.
682
00:37:34.199 --> 00:37:36.239
Such I gotta say this. I'm sorry it didn't work
683
00:37:36.239 --> 00:37:37.559
out with your man in Italy.
684
00:37:39.360 --> 00:37:39.599
Love.
685
00:37:40.119 --> 00:37:44.119
You know that's not the topic of this podcast. If
686
00:37:44.159 --> 00:37:46.039
you get that answer, let me know. I'm still trying
687
00:37:46.039 --> 00:37:52.480
to figure it out to I've been married tents. Yeah,
688
00:37:52.599 --> 00:37:54.599
not so easy every day, but we make it work.
689
00:37:54.920 --> 00:37:55.400
There you go.
690
00:37:55.519 --> 00:37:57.639
Listen. We got a lot coming up in the Maktree podcast.
691
00:37:57.719 --> 00:37:59.960
This is all I asked you. I had fun doing this,
692
00:38:00.079 --> 00:38:02.639
especially when I have a really fun guest like Barbara.
693
00:38:02.679 --> 00:38:05.400
But it's not about fun. It's about the value. I
694
00:38:05.480 --> 00:38:08.119
want you to have better tools to be a better
695
00:38:08.159 --> 00:38:10.800
business person, to be a more successful business person, a
696
00:38:10.800 --> 00:38:13.960
more confident business person. I don't care what you're selling.
697
00:38:13.960 --> 00:38:16.079
I don't care what you're repping. You don't even have
698
00:38:16.119 --> 00:38:17.880
to be in business. You could be a student going
699
00:38:17.920 --> 00:38:21.760
to interview in a job interview just as important, right,
700
00:38:22.119 --> 00:38:24.679
and the whole here is to bring you these skills
701
00:38:24.760 --> 00:38:26.960
from people who are really good at it. People are
702
00:38:27.000 --> 00:38:29.960
doing this every day. So all I ask I should
703
00:38:30.000 --> 00:38:32.800
like this is please subscribe to the podcast, and please
704
00:38:32.840 --> 00:38:36.840
share this with other people who you think this made benefit. Okay,
705
00:38:36.880 --> 00:38:40.840
it's a little tiny tenchy weeny. They got to do
706
00:38:40.880 --> 00:38:43.559
this a push on a button click. Thank you very much,
707
00:38:43.639 --> 00:38:45.039
of course. Now if we want to take another step
708
00:38:45.079 --> 00:38:48.239
and give an incredibly positive five star review, how you
709
00:38:48.239 --> 00:38:49.400
say five stars in Italian?
710
00:38:49.719 --> 00:38:51.559
Sinco?
711
00:38:53.480 --> 00:38:57.199
It just sounds so nice in Italian. One of these
712
00:38:57.280 --> 00:38:59.199
days I can come. I'll come out to a Michigan.
713
00:38:59.239 --> 00:39:01.280
We can go out, have some pasta together.
714
00:39:01.679 --> 00:39:02.239
There you go.
715
00:39:02.400 --> 00:39:05.599
There's a lot of really good Italian food in Philadelphia, big.
716
00:39:07.320 --> 00:39:08.199
Huge diaspora.
717
00:39:08.400 --> 00:39:14.199
ALTI Ben that's what we started malto Benny. Yeah, take
718
00:39:14.239 --> 00:39:16.400
it down to little Italy. I'll get some real Italian food.
719
00:39:17.440 --> 00:39:19.360
It's real Italian in Philadelphia if it's got a red
720
00:39:19.360 --> 00:39:23.360
and white checked tablecloth, picture of Frank Sinatra on the
721
00:39:23.360 --> 00:39:25.199
one and Dean Martin Perry Comb on the wall, and
722
00:39:25.199 --> 00:39:27.599
then you know it's legit. And the that's not in
723
00:39:27.599 --> 00:39:30.119
a wine glass or like a triangle or like they
724
00:39:30.119 --> 00:39:32.920
serve it to you like that little round sort of
725
00:39:33.000 --> 00:39:34.360
juice cup. That's how they drink.
726
00:39:34.519 --> 00:39:37.280
Oh, that's because wine is just part of food. It's
727
00:39:37.320 --> 00:39:37.880
part of the meal.
728
00:39:38.960 --> 00:39:41.760
All Right, we're gonna wrap this up. Barbara again, thank
729
00:39:41.800 --> 00:39:43.719
you very much. I hope everybody got value of this.
730
00:39:43.719 --> 00:39:47.519
Please comment below the podcast. Thank you so much, and
731
00:39:47.639 --> 00:39:49.840
you know, let's talk about I'll see everybody next time.
732
00:39:49.880 --> 00:39:52.719
We got the next three or four podcast or guests.
733
00:39:52.960 --> 00:39:55.400
I'm interviewing several guests this week and next week. They'll
734
00:39:55.400 --> 00:39:58.440
probably all hit in about a week or two. So
735
00:39:58.480 --> 00:40:04.599
you got a lot to look forward to. A rivederci arivederci.
736
00:40:04.800 --> 00:40:07.880
There we go, Thanks again, Thank you,