When you talk to client groups about benefits renewal, you maximize your chances of a high rate of return on your time. Talking effectively to groups is a simple process. A lot of people say they are uncomfortable doing public speaking. Some fear it almost as much as others fear going to a dentist! So let's take a look at it in a little more detail. Follow these steps and your group talks will be easy, enjoyable and effective. The steps are both straightforward and time-tested. You will succeed as a speaker and you will bring in more business.

Background Preparation

Divide your talk preparation into two parts:

1. The Information you want to talk about. You know your dental plans and who they are aimed at. You know the benefits of each plan and how those benefits relate to different client groups. This is your base material; use it to build your talk. Lay out the major benefits of the plans you sell, and list major changes so you have specifics to talk about. Look at coverage changes (deductibles, dollar maximums, preventive care, choice of dentist, etc.) then see how rates have changed, and then decide if the group you will talk to is affected by government policy in any way. This is the basic information you will base your talk on.
2. The order you want to follow. Using this material, decide on the main points you want to get across to each group, and the order in which you want to cover them. List them out, and write down each major point as a subheading. Under the subheading write your opening sentence, leave a space and then write down your last sentence. Do this for each subheading. Remember that you want your opening sentence to be interesting, important or surprising, so it captures your group's attention. Since they last renewed there will have been an important change, or a news item, etc., so deciding what to open with is easy. Make the last sentence either a simple summary of the information, or an important conclusion to draw. When you have your opening and closing sentences, fill in the blank space with a few sentences about the detail. That way, your talk will be made up of useful information divided into subheadings with an order that goes - interesting opening sentence, detail, concluding/summary sentence.

The Talk and How You Give It

Now we come to the group talk itself. We will cover this in two parts as well.

1. What they will learn. Decide on what you want your listeners to learn from your talk and then what you want them to do. You already know what facts, ideas, changes, etc. that you are going to talk about, so what is the underlying message? Based on the information you will give them, will your audience simply learn new facts, remember how good their coverage is, learn how much better it has become over the year, or learn that you have worked hard to find a better plan for them?Whatever it is, that is your opening sentence. "Ladies and gentlemen, today you are going to learn about important changes and improved coverage . . .” That is what they will learn.

2. The call to action. Now decide what you want them to do. "At the end of my short talk I want you to say to yourself 'I must . . ." This is the 'call to action.' You decide what you want them to do and tell them that. Then begin your talk - subheading by subheading until you finish. Then repeat the call to action.

Write out, at least, the first two minutes of your talk. Memorize those two minutes. Practice saying them out loud. Repeat it to a mirror, a family member, or just to your pet. Get it word-perfect. This will really impress your audience, because most group speakers get the first two minutes wrong. They sound nervous, embarrassed, they try to tell a joke, they check their notes - they do anything but look and sound like a pro. So memorize the first two minutes.

Giving Your Talk

Here are specifics for you to follow. These essentials are how many professional speakers sound so natural.

1. Breathe deeply two or three times to get your blood flowing into your brain
2. Stand, quickly scan your audience, make eye contact as you do so, and smile
3. Thank them (and the group leader) for inviting you
4. Speak your two memorized minutes
5. Stand still or walk up and down in front of them, whichever makes you feel more comfortable. (If you are nervous, walk up and down. It will look natural and will help you to sound natural)
6. Move your hands as you speak, just like you do in normal conversation
7. Look at different people in the group and make fleeting eye contact
8. Smile at the start or end of a subheading, as you make eye contact with someone
9. Check your notes confidently (don't sneak looks at them) if you need to. The audience will feel it shows you are going to miss nothing out
10. When you get to the end of your talk, remind them of what the main point of your talk was (what they learned) and remind them of the call to action
11. Smile, thank them, look at the group leader, and thank the leader
12. Tell them you will answer any and all questions, either now or later - whichever they prefer

Follow these essential tips for talking to groups about benefits renewal. You will enjoy your talks, they will be effective, and your audience will want to renew their plans with you.