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Make yourself presentable
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February 23, 2000: 11:05 a.m. ET
A coach may help you pitch your idea, sharpen your skills, balance your life
By The Applegate Group
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NEW YORK (CNNfn) - Before you go out and make your next funding pitch to investors, or meet with your managers, coaching experts have some advice on how better to prepare yourself and your business for success.
"Most people get caught up in talking about their company, 'data dumping' is what I call it," said Dan Sapp, a communications coach based in Mill Valley, Calif., who helps small-business owners prepare for funding presentations.
"I try to get my clients focused on what it is they want to happen, and what the investor needs to hear."
After being in the coaching field for seven years, working for a firm called Speakeasy in Atlanta, Sapp started his own company, Dan Sapp and Associates, in 1998.
The coaching profession has been around for years, according to Sapp, but now, it's a resource, and a business people are more willing to use. "Having a coaching relationship has become de-stigmatized," said Sapp. "Now, it seems to be easier for folks to say, 'Yeah, I need a certain kind of help.' "
Sapp's fees are at the high end: Clients pay $4,500 a day for his time, although Sapp often will exchange his expertise for stock or equity in his clients' companies. He helps clients with their body language, voice and overall presence when they give a presentation. He also works on the content.
"From a delivery standpoint, the presenter has to be comfortable in their skin; otherwise, investors are going to go home," Sapp said, adding that Investors want to make a connection with a real person. "Otherwise, we'd all be doing our presentations on CD-ROMs and videotapes."
A good presentation focuses on what the audience needs to hear.
"They don't care about how long you slaved in your garage," Sapp said. "They just need to know why your company is going to win in the market."
Some suggestions for your next presentation
1) When you're standing up, make sure that your weight is balanced on both feet.
2) Be comfortable with silence. Say something and pause. Think about what you want to say next. Give yourself time to think and breathe.
3) Use a strong downward inflection. We have a pattern of ending our sentences on an upward note, which makes people seem less confident.
While Sapp focuses on preparing people for pitching their businesses to investors, Audree Halasz helps workaholics find balance in their lives.
Halasz owned a bagel store for five years, and then worked in the fitness industry for 12 years before she started her own personal-coaching company, Axis Coaching, in 1999. She says fitness coaching made for an easy transition to business coaching, because both require balance and time management.
"I got attracted to coaching because I love helping people figure out who they are as a person," Halasz said. "Many people are working in a field that is totally out of line for who they are as a person."
Halasz says that most of her business clients love what they do, but "work is their lifeline." Her most common recommendation is to take hours off in the middle of the day, forcing entrepreneurs to blend their personal time with their workday.
Do something for yourself
"I tell people to do something for themselves at lunch," Halasz said. "It doesn't matter whether it's having a manicure, taking a spinning class or going for a walk."
Halasz recommends exercise, but only if it's something you enjoy. "Our society really encourages exercise," said Halasz. "People think, 'Oh, what can I do to release; I'll work out,' but I don't think it's the solution unless it feels good to the individual."
Halasz recommends doing things that organize and separate your business life from your personal life.
"She assigned me to write out a schedule at the end of each day," said Harlow Newton, one of the founders of SF Station, which produces an online city guide in San Francisco. "She got me in the habit of planning for my week, and then, planning my company's week."
Eric Bergman, publisher of Web Techniques magazine in San Francisco, has been working with Halasz for several months. She's helping him find more time for fun and make the most of his time at work.
"She's helping me learn how to relax my mind to quit thinking about work," said Bergman. "She's also helping me organize and figure out how to do everything that needs to be done."
Bergman said a good coach makes practical suggestions, and helps clients deal with their personal situations without imposing his or her own beliefs.
A basic personal coaching session with Halasz costs $200, which covers two half-hour sessions by phone and unlimited e-mail coaching, as well as "laser coaching" (Five-minute phone consultations).
Is a coach necessary? Ask yourself these questions
1) I'm so unmotivated it's hard to get out of bed.
2) My boss doesn't understand me.
3) I don't have passion for my work anymore.
4) I'm so excited I'm going to start a business.
5) I've got so much to handle I'm so burned out.
6) My desk is so cluttered I can't work.
7) I have a huge presentation, and I'm not ready.
She also suggests clients make a list of annoying things that they should deal with, such as water leaks. "Just handle it, and get it out of your life."
What does Halasz do to take a break from her workday? "I always like to put the music on really loud and dance around."
-- Reported by Julie Neal
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