Marketing With Integrity

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Copyright 2005 Larry Tracy

I recently posted an article titled Internet Marketing and Public Speaking: Ten Tips for When the Twain Shall Meet. One of the tips concerned a means to practice your sales presentation with a Murder Board. I received several emails requesting a fuller explanation of this practice method.

I decided to write two explanatory articles, so vital is this method to improve one s public speaking, specifically in preparing a presentation aimed at selling off-line your on-line product. In this article, I ll provide an in-depth explanation of this practice method; in the second, I ll cover the seven steps need for a successful Murder Board.

Simply stated, the Murder Board is a realistic simulation of the actual presentation to be made. Colleagues role-play the audience, asking the type of questions they believe this specific group is likely to ask. It is intended to be more difficult than the actual presentation.

If you want to become an effective and persuasive presenter to boost your on-line marketing, this realistic practice session is the most effective shortcut to speaking excellence. It allows you to make your mistakes when they don’t count, increasing the odds that you will shine when the actual presentation is made.

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The Origin of the Murder Board

The term Murder Board has its origins within the U.S. military, specifically within the extensive training system of the U.S. Army. When a person has been selected to be an instructor at an Army school, he or she must go through a demanding instructor training program.

Graduation and designation as an instructor is dependent not on a written test, but successful delivery of a 50 minute class from the curriculum of the school.

The audience for this crucible can be instructors who have gone through their own Murder Board, and are determined that this would-be instructor will experience the same frustration and humiliation they did. They ask tough, realistic, questions, the type of questions their students are asking.

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At the end of the 50 minute class, the aspiring instructor gets a a thumbs up meaning he or she can now join this band of brothers and sisters as an instructor, or a thumbs-down, meaning another opportunity to go through a Murder Board.

Lessons from the Pentagon

This realistic simulation has permeated the military culture. As an example, when I ran the Defense Intelligence Agency’s (DIA) briefing team, we had three Murder Boards before the daily briefing to the Chairman of the Joint Chiefs of Staff.

The first one was at 5:30 AM, the second at 6:30 AM, the third in front of two General officers and all the analysists, one hour later. By the time my briefer or I was standing in front of the Chairman, those intense sessions had provided the right answers to virtually any conceivable question the Chairman was likely to ask.

Why have a Murder Board?

This painstaking practice session has two overriding objectives:

1. Hone delivery skills
2. Anticipate probable questions and objections so succinct, accurate answers can be developed.

Many presenters, while accepting the need to sharpen delivery skills, reject the idea of a Murder Board, confident they can anticipate the difficult questions likely to be asked, and need not practice in front of others, especially their peers. These people may actually be displaying a false bravado to mask their discomfort at speaking in front of a group, perhaps exposing their lack of skill in the presentation art, and/or their apprehension at giving a less than sterling performance in front of their colleaqgues.

They are also very mistaken. I have given more than 3000 presentations, and always find it beneficial to conduct a Murder Board before an important talk. No matter how hard we try to think of tough questions that may be asked, a little censor in our mind generally provides only questions to which we already have answers. In my executive training workshops, I always emphasize the importance of a Murder Board, and the practice presentations made by my clients are set up as Murder Boards to get them accustomed to this simulation.

I am in good company in believing that we need other minds to assist us in preparing for a sales or other presentation.. The man who possessed perhaps the greatest mind of the 20th Century, Albert Einstein, realized that even he needed help. He once said:

“What a person does on his own, without being
stimulated by the thoughts and experiences of
others, is even in the best cases rather paltry and
monotonous.”

The Murder Board is the presenter’s version of the actor’s dress rehearsal, what lawyers do in preparing a witness to face cross-examination in a trial, what the flight simulator is to the pilot.

Just as with the actor, the witness, and the pilot, this simulation permits the presenter to learn from his/her mistakes, so that the actual presentation is (1) more responsive to the informational needs of the audience, (2) answers are developed for likely questions to be asked, and (3) overall speaking confidence and competence enhanced.

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The Murder Board enables you to visualize the presentation in advance. Not only is proficiency in speaking increased by such a meticulous practice, so too is self-confidence. Public speaking ranks high in the pantheon of phobias because, in large measure, of the apprehension that one is going to be embarrassed by not being able to answer questions from the audience.

If you have been able to anticipate questions, then you can develop answers ahead of time. Think back to when you were in college or graduate school. Your GPA would probably have been higher if you could have seen the questions before the final exams. The Murder Board permits the presenter a look at the audience’s probable “exam questions.”

The only obstacle to developing a question-anticipating simulated presentation is your imagination and willingness to take hard hits in practice so you can be more effective in the actual presentation.

About the Author

This article is excerpted from Larry Tracy s book, The Shortcut to Persuasive Presentations. Larry, a retired Army colonel, has been cited in numerous publications as one of the top presentation skills trainers in the US. His website is at top of Google for persuasive presentations. Visit it for FREE tips and additional articles:
http://www.tracy-presentation.com

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et Practice And The Internet Entrepreneur

 by: Elizabeth Piotrowski

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Internet marketing, a lot of the time really is hit and miss. Always keep in mind that when you promote your site you are, in effect trying to get the word out to the whole world. Not an easy task! How can there NOT be variables when you are advertising to billions? It isn’t always where you advertise that makes the difference; it’s HOW.

First and foremost, it is SO important to have effective ad copy. Without it, you truly are wasting your time and money. Along with effective ads, it’s imperative that you have variety! Don’t advertise all over the place with the same ad. The surfer of today seems to get bored very quickly, so it’s important to pique their curiosity as often as possible.

Rotate your ads - this means, that if you post to ffa.net with Ad A on Monday, you will post to that site with Ad B on Tuesday. And track your ads so you know which ones are getting the most clicks. Once you know this, you can scratch the less-effective ads off your list, and write new and improved versions.

The time of day you submit can also make a difference. You have to test/track this as well. Try different times of the day, different days of the week, and different ads on each site. See how your ads do when you advertise once a week, twice a week or every day. It’s a lot of work!

I have found ffas to be quite effective. Now, before you say “UGH!” let me tell you - ffas aren’t the only advertising method that generate mounds of email! If you don’t like the idea of submitting to individual ffa pages, try a database submitter, like worldsubmitter.com or mymegasubmitter.com. Your ad can be on thousands of sites in minutes. And don’t forget to set up a ‘junk’ email account BEFORE you post to the ffas, or you will be in trouble!

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Next are the safelists. I submit to under 40 safelists daily, but receive over 1000 emails in each of my 7 mailboxes every 2 days! The point is, whether you use ffas or safelists, you cannot escape a full inbox Safelist examples are adtactics.com and mbpsafelist.com, and they get pretty good results if your headline is effective. If you can, try a sponsor ad (your ad at the top of every email sent to the safelist) - incredible results, but only for the first 3 or 4 days - I noticed a loss of interest shortly thereafter.

The list goes on and on - start page programs, banner exchanges, reciprocal links, classified ads, ezine advertising - try all of the above. Find the mix that works best for you. And, when it stops working, either drop it entirely or mix differently. Eventually you will find a winning combination.

Elizabeth Piotrowski

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