What if there were a way to market up close and personal and it was free? The answer is right under your nose - It's your mouth.
Public speaking is a powerful and cost effective way to market your business. Small businesses can’t compete with glitzy advertising campaigns but public speaking as a marketing strategy levels the playing field.
When you engage in “speakmarketing
This morning as I was watching Morning Joe on TV, a clip was played of Sarah Palin. http://www.msnbc.msn.com/id/3036789/#39684087
The discussion was facilitated by Mike Barnicle who asked that the clip be played again, but this time we should listen to the tone. After listening for a second time, Barnicle asked the group, "Do you want to listen to that for four years?" While I agree that Palin sounded a little shrill and high pitched, that was not the issue. The issue was the way the question was asked. Barnicle's question was judgmental. Let's ask it a different way. "What do you think of her voice? Do you think she loses credibility? How will that impact her on the campaign trail?"
This is a different kind of question and a valid one at that. The voice is 38% of the message according to a UCLA study. The meta message is in the tone and not the words. Hillary Clinton lost credibility when she gave vent to her anger and passion in the form of an escalating tone. She has since found her voice. Men have an advantage over women in the vocal arena. A deeper or lower pitched voice will be perceived as more authoritative. While using the upper range of her pitch level doesn't serve a woman candidate, it seems that there's a double standard when it comes to men.
Former Mayor Koch of New York City has a nasal sounding voice and uses /um/ after almost every other word. This is how he spoke during his administration and he still uses this speaking style. Yet, we didn't hear comments such as "Could you listen to him for another four years?"
The points made during the discussion regarding tone were valid. What some people don't get is that there is a tone to language. And I heard an element of sexism in Barnicle's comment. What do you think?
There was a popular song years ago that went " Who let the dogs out?" And that's a question that's apropos this week in the media. The answer is President Obama let the dogs out in his recent speech in Milwaukee. Alluding to his opponents he said, 'They're talking about me like a dog." What does this tell us? Language reflects thought. While some studies state that words are only 7 per cent of the message, words are powerful. They give us insight into what the speaker believes and feels. In this case, Obama is saying he feels like a victim. The key is the wording "They're talking about ME". It's something that is happening to him. It's not the language of leadership. There is a difference between being genuine and appearing weak.
Former Mayor Giuliani showed genuine sadness during the bombing of the World Trade Center but he never spoke like a victim.
The dog statement was not written in the speech. He acknowledged that he went off message. When giving a formal speech that's televised it's best to stick to the script especially if the speaker is in an emotional state. Otherwise, you might end up in the dog house.
I was on the ferry this morning reading the paper and having my green tea when I was distracted by the woman sitting next to me. She was aggressively ripping out pages from a magazine. I looked at the pile of pages next to her to see if there was any pattern to her choices. They seemed random- a page of text, a good looking male model. Curiosity finally got a hold of me as I leaned over and asked, "Are you creating a vision board?" She paused for a moment as if trying to process what I had just said. "No, " she explained, "I'm pulling out the ads. It makes it easier to read." She went on to say, "It's disturbing to realize the magazine is mostly ads." She was right. I find those paper pull-out ads to be annoying and they make turning the pages difficult.
What a novel way to read a magazine! I'd never seen anyone prepare to read. Yet, that woman on the ferry was more prepared than many of the presenters I observe.
And it made me realize something about speaking. Those paper ads are like non-words in a speech. Those irritating fillers such as "um", "you know," "ah", "like" are everywhere. Non-words are analogous to those annoying ads in magazines that prevent you from reading the article or even finding the article with ease. Non-words, like ads, are distractions that blur the message.
What are you doing to prepare your audience to hear your message?
How are you weeding out non-words that distract from your content?
If everybody practiced their presentations out loud and determined where they inserted non-words, they could then write reminders in their notes and verbally tear out those insidious fillers. When you use non-words you lose credibility even if you're a subject matter expert.
Last week I reconnected with a woman I hadn't seen in years. We figured out that she had attended my Learning Annex Class on How to Give a Knockout Presentation in year 2000! She confided that I had inspired her and that she still thinks of me. How did I inspire her? She said, "You told us never to use non-words and since that time I stopped saying /um/. I tell other people to stop doing it."
Well, apparently, it made a big impact on her presentation as she is now being called as an expert in the media and doing a terrific job. Think of non-words as clutter. Just as we don't like ads in our magazines or commercials on TV, your audience doesn't like hearing a cacophonous trail of ums and ahs.
On Friday I was driving home from a coaching assignment in New Jersey. I was on the Garden State Parkway which has a number of toll booths. At the second toll booth, I extended my hand and gave the toll collector a dollar. She waived me on. I remained there not understanding. She said, "The person before you prepaid your toll." I was surprised. It was so unexpected that I couldn't process it at first. Why me? I tried to figure out through the Law of Attraction what was different this particular day that I had attracted such positive energy. All I knew is that I felt good. I was flying high. It was only a dollar but it wasn't about money. It was about the gift. It was about feeling special. The feeling lasted over the weekend as I called friends to tell them about this random act of kindness.
It got me thinking about what I teach in my speaking and communication seminars.
It's the little things that make the greatest impact.
Speakers overwhelm themselves trying to make bold changes. They think they have to completely remake themselves and achieve the equivalent in a Ph.D in Public Speaking. All it takes to make an impact is the little things-an extended pause, holding eye contact a bit longer, expanding a gesture, using an analogy, telling a personal story, standing up straight, breathing before you speak, holding a positive image before your presentation, bringing your intonation downward at the end of a sentence, smiling.
These are simple, little things that when activated, can make a big impact on the audience. The impact of my experience at the toll booth was worth so much more than a dollar. Don't discount small steps. You never know the affect they will have on not only you but your audience.
For years I've talked about the power of three's. I advise my clients to present 3 agenda items, 3 main points, and 3 benefits. People remember things in three's.
Karl Bryan does a good job of this in his recent email, Anatomy of Growing a Business. Consider speaking in threes as verbal bullet points. Now imagine Karl is presenting this out loud. It would be easier for the audience to remember. But you be the judge. Here is his email:
I want to recap on the ideas we've gone over through the business development lessons and essentially the anatomy of a growing, thriving business.
An entrepreneurial fallacy, is an assumption that anyone can succeed at business with: • Desire • Some capital • Projected a targeted profit
There are essentially three key roles that need to be filled to set your business up for success: • The Mechanic • The Manager • The Entrepreneur
The four different stages of a business life cycle are: • Infancy • Adolescence • Growing Pains • Maturity
There are a few basics to know about Franchising: • Business Format Franchise • The Franchise Prototype • Franchise Prototype Standards
There are three main areas of business development: • Innovation • Quantification • Orchestration
7 specific areas you need to consider in your franchise prototype process: • Primary Aim • Strategic Objectives • Organizational Strategy • Management Strategy • People Strategy • Marketing Strategy • Systems Strategy
Wasn't this format easier to follow than reading a lot of long sentences? It's especially true for speaking.The best speeches are written for the ear, not for the eye. Creating a speech or presentation is as easy as 1-2-3. That means simple language, concise statements, and colorful words.
As I continue to share success stories from my living laboratory this month, I recall working with Bill for a Just-in-Time coaching session. Situation: Bill, a bright, young entrepreneur, was a Managing Partner of a software company. He was on his way to the West Coast to deliver a presentation when he called me for some coaching. His company was positioned to sell their start-up to a large organization. His partner was concerned about their image because Bill was such a terrible presenter. How often are team members or partners embarrassed by how they present themselves and the company brand? I explained to Bill how important it was to be visible and to get out there and speak. As an owner of the company, he was the face of the organization and people wanted to hear from him. Bill was motivated to change.
Solution: I worked with Bill on his transitions. We reduced the number of slides in his PowerPoint presentation, got him to slow down his speaking pace, and coached him to connect eye-to-eye with the audience. These were all small changes but like many speakers and presenters he was unaware of how to change. He didn't require a major make-over to be effective.
Result: After only TWO HOURS, Bill had transformed his image. He faxed me the results of his first speech and the results after coaching. He went from scoring a 2.6 on his audience evaluations to a 4.0 on a scale of 1-5. Audience members praised his presentation as "entertaining," "informative," and "clear." Bill confided that the meeting planner withheld the evaluations from his first speech because they hadn't been very good. His partner in the firm was blown away by the transformation! As I always say, It's the little things that make the greatest impact.
For public speaking tips visit http://www.atozpublicspeaking.com
I've coached a lot of speakers and I've seen more speakers than I can count. And I've discovered that there is more to great speaking than excellent platform skills. We've all seen speakers who have perfect timing, never say um, have a well organized speech and exude confidence on stage. Yet, there's something the audience doesn't like about them. It could be air of arrogance, they may appear slick, or their words sound pretentious. If the audience can't connect they don't like the speaker. After working with so many clients and speaking to numerous groups I started to realize that people's success depended on how well they were liked. According to a Yale University study, people gain success not by aggression but by being nice. Being respected is good; being liked is even better. Juries award higher compensation to people they like. The most likable candidate usually wins an election. During the Democratic primary,Hillary Clinton's likability surfaced as an issue. Obama was perceived as more likable and won. During tough economic times, when a manager has to choose who gets a pink slip it won't be the the employee who is most liked. Employers hire people they like, clients do business with people they like, and sometimes likable students may even get a higher grade. So, if you want your message to be heard, if you want to influence, you've got to be liked.
What is likability? Find out in this video. http://www.youtube.com/dianediresta#p/u/0/wZd4Az8eDnE
Carl-Henric Svanberg, Swedish Chair of BP was blasted for his comment about "small people".Here is what he said:
..."He's frustrated because he cares about the small people and we care about the small people. "I hear comments sometime that large oil companies or greedy companies that don't care but that is not the case in BP. We care about the small people."
Had this been said by an American it would have been condescending;however, Mr. Svanberg is Swedish. English is a second language. He was referring to President Obama's frustration about the impact on the people in the Gulf area and he was saying that he shares his frustration and concern for the people.
When it comes to communication, there is a sender and a receiver, an intention and an effect. My belief is that Mr. Svanberg's intention was to show concern for the common man and to convey that they are sorry for the oil spill and it's impact.
The effect was to trigger emotion and a feeling that he was talking down to the citizens. Two words-"small people"caused this reaction. And that is the power of language. Language and culture don't always translate. When the Chevy Nova was introduced in Mexico it didn't sell. NOVA in Spanish translated into" No Go".
It would have been more effective if the Chairman had used the terms, American people, people in the gulf region, or the workers. When listening to words we also need to listen for intention. And when somebody is speaking a foreign language, understand that there will be miscommunication.
http://www.youtube.com/watch?v=th3LtLx0IEM
It’s a global world and eventually you’ll be speaking to an international audience. At the very least, the global world has come to you. Most cities have become multicultural workplaces. I’ve spoken in Africa, the Caribbean, Europe, the Middle East, and South America and although people are the same everywhere, the way we communicate is different. Here are some tips I’ve learned along the way to be successful when speaking internationally.
1. Study the Culture. Learn the protocol to gain trust and avoid miscommunication.
Know whether you should shake hands or bow. Know the policy on gift-giving. A good book on International protocol is Kiss, Bow or Shake Hands and the new book by Jan Yager called Grow Global.
2. Meet the Translator. Will they use simultaneous or consecutive translation? Did they study British or American English? Explain all idioms in your speech. It makes a difference.
3. Speak Slowly-even more slowly than usual. When English is a second language it takes longer to process and translate into their own language.
4. Use Body Language Carefully. You can unintentionally insult the audience with certain gestures. You would never expose the sole of your shoe to an Arab audience. And the A-ok sign in the U.S. is an obscenity in Brazil.
5. Speak the Native Language. The greatest rapport builder is to say a few words in the native tongue. The best time to do this is in your greeting. When I spoke in Tanzania, I said, "Good morning. I’m happy to be here" in Kiswahili. The audience broke into applause. Little gestures have great impact.
6. Avoid Humor. Even if you’re naturally funny, it just doesn’t translate across cultural and language barriers. Stick to your message but do smile. Smiling is a universal language of good will.
7. Learn their Idioms. Don’t assume that because you’re addressing an English speaking culture that you speak the same language. You don’t. I learned this the hard way. When addressing a company in the U.K. I told them that these management skills could be used “on the job.
We've heard the stories about the healing power of laughter. Scientists are now "graphing the laugh" and it's a serious subject. They've discovered that even animals laugh (no, not just hyenas). In the research lab, rats would continue to return to handlers who tickled them. Dr. Robert Provine, author of Laughter: A Scientific Investigation, studied laughter for years and concluded that laughter is mostly social and only a very small percentage of laughter is a result of joke telling. Laughter can actually produce a chemical that acts as an anti depressant in the brain. While there is no scientific evidence that laughter alone produces a direct health benefit, it's enough that laughter feels good and creates good feelings. So don't stress yourself if you can't tell a joke. Laughter is about engagement. You can project a funny cartoon, show a humorous video clip or even play off the humor of the audience. All you need to create laughter is another person. Nervous? Laughing is a good way to burn off nervous stress. Facing a hostile audience? Get them laughing. You can't be angry and laugh at the same time. So stop being so serious and bring a little laughter into your presentations.
Last month I heard Seth Godin speak at the Small Biz Summit in New York City. He was there to promote his new book, Linchpin. It was the first time I'd heard him speak and he blew me away! I turned to my friend and said, "Now that's a professional speaker!." What was it about Seth's presentation that was so exciting?First, he had a very challenging room set-up. It was two rooms in one divided by a wall with the stage angled between both audiences. The two audiences could only see part of the other room of people. Yet, as a masterful public speaker, Seth pivoted between the two groups with ease never losing the connection.
His energy and enthusiasm never waned. He was so passionate about his subject that we hung on his every word.
But he didn't rely on energy alone.There was substance combined with the sizzle. His message warned us that complacency in our businesses or careers would render us obsolete. This was based on trends that he studied.
The final reason he captured and kept our attention was his PowerPoint. Yes, PowerPoint. Every slide was a picture. We couldn't dismiss him and read the slides. Like a good ad, the visuals flashed before us with each point burned into our brains.
We left his presentation informed, entertained, motivated, and inspired. Each person received a complimentary copy of his book. And the greatest gift was the gift of himself. He stayed behind to sign each book. Public Speaking Lessons Learned: Work the room Be entertaing Engage the audience Energy and passion sell Choose visual images over words Deliver a message with substance Offer a gift Stay behind to talk
I continually tell audiences that life is a presentation and that everybody is a public speaker. Here's an example of how speaking skills can impact your personal life. What to do when your wife complains your Seder is boring and your story of the Jews' freedom from bondage is as long as Cecil B deMille's movie "The Ten Commandments?" You get a coach and she doesn't even have to be Jewish.
Tired of his wife's criticisms every Passover, a man I'll call Burt, hired me to help him with his Seder presentation. Being Christian I had to do a quick study of the Haggadah,(the guide for conducting a Seder containing prayers and songs). With not a moment to waste, we got down to work.
We began paring down his story and I showed him how to tell it in an animated voice. He needed to shift from being a lecturer to an emcee. Then we created index cards with one sentence descriptions of each Seder food to be read by guests. Each of the ten plagues were also written on cards for the children to recite, followed by the refrain of a group song that each of the ten tables would sing.
The key to a successful presentation is to engage the audience. Group participation raises the energy level and keeps peple interested and engaged.
The Seder will be held on March 30th at a New York City restaurant. The Indian chef has learned to cook Jewish food with a unique blend of Indian spices. I look forward to attending the Seder and hearing the new and improved presentation.
Did you hear the one about the elephant who walks into a psychiatrist's office?... If you've ever been challenged finding your funny bone, you need to read Jan McInnis' book, Finding the Funny Fast.Humor is so important in a presentation. Laughter bonds you to the audience, breaks the ice, releases tension,and makes people feel good! And according to Jan, you'll get more favors if you make people laugh.
But if you're a recovering serious person like me, you may wonder if you're capable of being funny. Jan McInnis believes anyone can be funny once you know the formula. Finding the Funny is a quick read chock full of simple ideas for crafting jokes. The secret formula for finding humor is to ask questions. She observes her environment and notices what's missing or what stands out. She then asks herself, "What if it wasn't there?" "What's good about it?" She then creates lists of fun lines that answer the questions.
In a nutshell,writing jokes is about saying out loud what the audience is thinking and making connections between the environment and their experience. She uses analogies, stereotypes, and common assumptions to "get to the funny fast." Jan can write 15 jokes in two hours and believes creating humor doesn't have to be laborious.
The most memorable speakers and ads are the ones that are funny. This book is a great investment. I can't wait to try her techniques in my next speech.
Are you still stuck in lecture mode? Don’t get me wrong. We all have to convey information. But after seven minutes or so, the brain starts to drift. Lecturing, along with reading, are the most passive and least effective forms of learning.
Make learning active! By involving your audience and getting them moving they'll understand and retain the information better and longer.
If your audience is falling asleep, side-talking, or can’t remember what you just said it’s time to turbo-charge your training seminars.
Here are some alternatives to lecturing and tips to accelerate learning:
Understand how people learn. Learning styles may be either visual, auditory, kinesthetic, or cognitive. People may be global, needing the big picture, or linear, needing a logical, detailed approach. Make your learning active and varied and you will capture all the styles.
Tell stories. Create a skit or story to explain a concept. Try setting it in a fairy tale or in King Arthur’s Court and substitute your business concepts. Once upon a time there was a knight who wanted to get to King Arthur’s castle. So he asked the wizard of communication “What is the secret of leadership?
If you've ever seen the outtakes of a movie or TV show, it can be quite funny. The actors make mistakes and then they laugh about it. But what about public speaking bloopers? Suddenly it doesn't seem so funny. I watched a man give a presentation with his fly open. Another presenter had the slides in the wrong order. President Bush frequently mispronounced words. And I once knocked over a cup of coffee while giving a seminar!
We're going to make mistakes. That's a given. But how you handle the mistake is what counts. What's your recovery strategy? I ask my audiences to think of their worst fear. One person was afraid she'd trip over a wire on the stage. So, imagine it actually happening. What could you do to recover?
How about saying... "I want you to know I've been practicing that entrance for weeks."
Or you could say... "Never let it be said that I don't know how to make an entrance."
Or... "Now that I have your attention..."
One motivational speaker had to contend with a fire in the middle of his speech. He led his audience to the parking lot, stood on a car, and continued his speech. If companies and cities can have disaster recovery strategies, so can you. Develop a list of one-liners that you can put in your toolbox and you'll be prepared for any situation.
As I attended my monthly mastermind group this morning I had a realization. It's no wonder people have difficulty enhancing and sustaining their speaking skills. They try to go it alone.Yes, they may take a class or sign up for a coaching session. Maybe they read Knockout Presentations. But if you don't use it you lose it.
The best way to commit to being a better speaker is accountability. This is where a mastermind group comes in. Why not get two or three friends or associates and form a speaking mastermind? Members should be like-minded people who want to work on their skills. They should also be willing to give honest and balanced feedback. Most importantly, each person would set goals and the group would hold them accountable.
One goal may be to practice more often. If you don't have the opportunity you can join toastmasters.
Commit to a date and do it. If you have a group to report to, you are more likely to take action.
A mastermind group can be formed for all kinds of communication and workplace goals. The key is to keep it small, appoint a facilitator or leader, have an agenda, and show up for meetings. Groups are powerful for helping you advance your goals.
To learn more about forming a mastermind group I recommend the book Meet and Grow Rich by Joe Vitale and Bill Hibbler. http://www.amazon.com/s/ref=nb_ss?url=search-alias%3Daps&field-keywords;=mastermind+and+get+rich&x;=7&y;=16
There is no substitute for professional coaching but at some point it will end. You can continue to develop and advance your speaking goals by starting your own mastermind group. You don't have to go it alone.
Make it happen in 2010!
I just returned from a networking event. The venue was crowded and noisy. The host tried to get our attention by speaking over the crowd. We had difficulty hearing him and he was obviously straining his voice. Straining your voice can cause laryngitis, vocal nodules and inflammation. A vocal pathology affects your image but can also cause you to cancel meetings and lose business. Too many people misuse their voices.
To protect your voice, here are some tips for good vocal hygiene:
Never speak above noise. Find a quieter venue or use a microphone or an amplifier. Chattervox or VOISTA digital voice amplifer are two portable, cordless products you can carry with you.
Avoid dairy products 24 hours before a long speech. They create mucus build up. Drink water with lemon at room temperature. Coffee can restrict the veins. Alcohol has a drying effect.
Use abdominal breathing to project your voice and to remove tension from the neck muscles.
Hydrate the day before. Drinking lots of water will reduce dry mouth.
Do some neck roll exercises to relax the muscles.
Pause so you can fill up with enough air before your next sentence.
Take turns speaking. Who said you have to do all the talking? Let a partner have the floor to make announcements or introductions.
Don't speak at full volume. Practice speaking more softly when talking to an individual.
Resist clearing your throat. Take in air and swallow instead.
Practice vocal rest. People are constantly on their cell phones and taxing their vocal folds. Try 1o minutes of silent meditation each morning. Better yet, practice the art of listening. It will save your voice and pay great dividends in building relationships.
On Christmas day, my husband prepared a delicious fish dinner. He started with bass made with ginger and scallions,and prepared scallops which were sliced in half and sauteed in a glaze of orange marmalade with lemon and orange zest and ginger. The side dishes were a ratatouille of zucchini and squash, steamed spinach and a medley of mushrooms and onions. After complimenting his cooking he said, "The hardest part is the preparation." How true! It seems like most of us enjoy the fun part of cooking-eating. It's the same with speaking. Most presenters enjoy being in front of an audience but they don't give as much thought or time to planning and preparation. Every chef knows the importance of shopping for the freshest produce. Then they set up the kitchen with the right tools. Once a system is in place, the process of chopping, dicing, and mixing takes place. The chef needs to get the heat just right and test the food to know when it's done. It takes hours and hours of prep time for a 15-30 minute meal.
When it comes to speaking it's 90% preparation and only 10% delivery. Unfortunately, too many presenters wing it. They throw together a few message points on a slide and then stand up and deliver them. They continue from beginning to end without checking in with the audience. That's like putting a high flame under the pan regardless of what is cooking.
When a chef "throws a meal together", it's based on years of practice and principles of cooking. And when a speaker makes speaking look easy, you can bet it's because of preparation and experience. The writer Mark Twain once said, "It takes about two weeks to give a good impromptu speech." If you had company you wouldn't leave your meal to chance. And good presenters don't don't throw their presentations to the wind.
The secret sauce to good cooking and good speaking is this: It's all in the preparation! To learn more about preparing a presentation read chapter six in Knockout Presentations.
Murphy's Law was in full effect. My associate and I conducted a live teleseminar together.
We rehearsed the night before using the conference service. She did a live recording of a different class the day before and it went off without a hitch. So we knew the service was reliable.
The day of our teleseminar we hit a glitch. As soon as we started the recording feature several people were kicked off the call. A flurry of emails warned us that they couldn't get back on. While my colleague furiously contacted tech support I carried on with my part of the seminar.
What should you do when you've prepared your presentation and you still get derailed?
Take a lesson from champion ice skaters. When they fall on the ice they get up and keep going. Immediately after the call, we recorded the same content without any listeners on the line. We then sent the link to everybody who registered. We offered them the recorded call, an offer to call us with any questions, and a refund if they were not satisfied. Only one person asked for a refund. (We sent her the link anyway).
What's the lesson here?