In January I was invited to work in Cairo, Egypt. It was an amazing experience. The Egyptians pride themselves on their hospitality. In the perfume shop I was invited to have tea as I sampled the array of essential oils. When I worked with my clients, we began each coaching session with a one hour breakfast in the hotel to "break the ice." It was evident that relationship building is as important as acquiring new skills. They were very open to learning the American way of communicating and valued our presentation approach.
On my day off, I hired a guide and headed off to see the pyramids and the sphynx. I was struck by their majesty and wondered how they could still be standing after 4,500 years. It made me realize that the key to their longevity is their solid, well built structure. A single stone weighing tons, fit perfectly into the groove of another stone.
And that's a lesson for public speaking. The delivery is only as good as the structure. Each point must fit or flow into the next idea. A presentation won't be effective without a solid structure. I've worked with clients for one to two hours just on organizing and building a framework from which their ideas can flow.
Good structure and design will enable you to be clear, get to the point more quickly and stay on message. When your speech has a strong structure, your presentation will stand the test of time. Just like the pyramids.
Does Caroline Kennedy Really Want to Be Senator?
In a interview Caroline Kennedy made the following statement "You know, I think, really, um, this is sort of a unique moment both in our, you know, in our country's history and in, you know, my own life, and, um, you know, we are facing you know, unbelievable challenges"
What was the message? She sounded tentative, nervous, and lacking conviction. The hesitancy becomes the message. It raises doubt as to whether she really wants to be a senator. When people feel strongly about something, it is evident in their language. They use fewer ums, stronger word choice, and a passionate tone.
After hearing her interview, the public questioned her ability to lead.
Let's make the message stronger:
"This is a unique moment and we face unbelievable challenges."
The first message got lost in the delivery. The second version is clear, strong, and memorable.
When you pepper your conversation with numerous non-words or fillers you dilute the message and weaken your leadership.
I've coached many intelligent, competent people whose leadership was challenged because of their verbal presentation.
Everyone uses one or two /ums/. But when it's excessive the speaker loses credibility and the audience stops listening.
One executive used 108 /ums/ during his presentation to shareholders. After coaching he reduced the number of non-words to eight.
Don't make people walk through the weeds to find the kernel of your message.
Even Pizzarias Make Presentations
Recently I went to a local pizzaria. I ordered an eggplant hero and a salad. I stepped aside and waited for my takeout order. After a while a young man said my food was ready and he rang up my order. After I paid him he walked back into the kitchen.There was a pizza box on the counter. I stood there waiting for him to bring out my food but it never came.
The impatience must have showed on my face because the owner came over to the counter.
He asked if he could help me. I said that I paid for my food but the waiter never brought it out. The owner pointed to the pizza box and said "It's right here."
Well, why would I know a salad and sandwich were in a pizza box? Usually they put them in a paper bag. He placed a pizza box on the counter, took my money and walked away. The young man never PRESENTED IT to me. That was like a speech that has no conclusion. It leaves the audience confused.
Fast forward a couple of weeks. I am now in a Subway shop ordering a tuna hero. I watch the server as he fills the sandwich. He takes my money and walks to the cash register.
He never comes back. I kept waiting for him to bring me the sandwich. I didn't see it. Finally I told someone else that I was waiting for my sandwich. They told me it was on the counter. I walked over to the end of the counter and there it was sitting by the register where the server left it. He never PRESENTED IT to me. He made the sandwich, put it down and went into the kitchen. What is going on here? While this may seem like a customer service issue there are lessons here for business presenters.
1.Always have a clear, strong conclusion.
2.Don't assume your audience understands your business.
3.Never disrespect your audience or leave them confused.
4.End your presentation with a smile and a thank you.
Your presentation IS your business.
The Persuasive Power of Three
For years I've been telling my clients and audiences to group things in threes-three agenda items, three main points, three benefits.
Three is a magical number. We remember things in threes. Think about it. We experience many threes in this culture: traffic lights (red, yellow, green), nursery rhymes (three little pigs, three little bears, religion (the trinity), movies (Three Coins in a Fountain), baseball (three strikes and you're out), and even public speaking (opening, body, conclusion).
According to the American Psychological Association there is scientific evidence that customers are more easily persuaded by repetition in sets of three. To read more click here.
Your Networking is Only as Good as Your Presentation
The holidays are a good time to network to find a job, develop new business, and to connect with friends. But your networking success is only as good as your presentation.
Here are a few tips for holiday networking from Laura Hill, CEO of Careers-in-Motion.
• Have your answer to “What do you do?
Your Delivery is Only as Good as Your Proposal
One thing I've discovered is that speakers don't deliver their message effectively because they lack a solid foundation. I've spent two hours coaching speakers on their strategy, structure, and message points before we ever work on delivery. Only when they have a solid structure can they truly persuade their listeners.
Whether you work in business, sell for that business, or own your business, you'll be called upon to present a proposal. But you can fail to win the business even if you're a confident, dynamic speaker. You can't sell unless your proposal sells.
Adrian Miller, owner of Adrian Miller Sales Training, presented tips on Writing Proposals That Close More Sales at the NY XPO.
Adrian advised that your proposal Be Clear-use conversational language and no jargon.
Be Specific and Relevant. She warned againt Boiler Plate B.S. One size does not fit all.
Another mistake presenters make is they waste time on prospects who won't buy. Adrian was adament about not skipping over the qualifying step.
She then described the process: Begin with a Hook, Establish Goals, Speak to their Background, Summarize the Current Situation and Desired Outcome, then Present your Recommended Plan, Details, and Next Steps.
It's just as important to know what a proposal is not. It's not a price quote, a contract, an equipment spec sheet, or brochure copy.
And never forget-it's all about the prospect! http://www.adrianmiller.com
What's Your Elevator Pitch?
If you got into an elevator with Donald Trump would you be able to pitch yourself or your idea so that he'd be interested? That's the question Susan Solovic, CEO of SBTV.com asked the audience at the NY XPO.
Susan talked about the Cs and Ps of a good elevator pitch.
When you craft it, make sure it's content appropriate, concise, compelling, clear, confident and gives a call to action. When delivering your pitch you must have poise, projection, passion and practice, practice, practice.
Finally, there must be a benefit to the listener. Describing yourself as an executive coach is boring. To stand out you can say, "I inspire companies and people to be the best they can be." If the listener asks you how you do that, you know you have a compelling pitch.
An elevator pitch is verbal marketing. Do you attract people with your words? As I always say, life is a presentation. Make yours a knockout!
Online Communication is a Business Presentation
This was my question on linkedin: What is the best CRM for small business?
The first reply follows below:
"Your requirements are too generic - just about any stand-alone CRM has a web-based interface and integrates with Outlook and Quickbooks. Both Outlook and Quickbooks have CRM add-ons, for example, that meet your criteria. Intuit has an ecosystem of CRM and other vendors that integrate with QB. It's best to describe how you intend to use it - track leads, manage forecasts, run marketing campaigns, etc."
In face-to-face communication there is an immediate in-the- moment dialogue.
Questioner: "What's the best CRM for a small business?
Respondent: "What are you looking for?" or "What do you want to use it for?" or "Why do you ask?"
In written or social media being specific is even more important than when you're face-to-face. You don't have the time to dialogue in real time if you post a question to a group. So it's important to create a specific message and to target your question to a specific group.
Public Speaking Fear is All in the Mind
According to the October 25th Newsweek article there is agreement among researchers who study the processes of mind and brain that underlie belief. "As scientists began studying belief in the paranormal, it quickly became clear that belief requires an open mind—one not bound by the evidence of the senses, but in which emotions such as hope and despair can trump that evidence."
The article went on to say that "the brain's sensory regions, including vision, are at the mercy of higher-order systems, such as those that run attention and emotions. If attention is not engaged, images that land on the retina and zip back to the visual cortex never make it to the next stop in the brain, where they would be processed and identified and examined critically."
Neuroimaging studies have shown that there is a "constant back and forth between cognitive and emotional regions of the brain. It can intensify perceptions as when fear sharpens hearing but it can also override the senses."
What does this mean for public speakers? Fear can intensify your perceptions. If your attention is not fully engaged, a serious face in the audience can be perceieved as hostile or the pleasant, receptive expression can be missed all together.
This is why speakers have an "out of body" experience where they don't remember what they said. Focus your attention on your breath, slow down, and be fully present.
In other words, get over yourself. It's not about you, it's about them.
You Can't Lead If You Can't Speak
History was made November 4, 2008. Barack Obama was elected president. Political campagains aside, what made him stand out? His oratory. Leaders must be able to inspire an audience and that requires excellent speaking skills. Passion, poise, and a consistent message inspire trust. The ability to handle challenges and attacks without getting flustered conveys a sense of confidence. Delivering a message to a crowd is only part of the process. A good leader must be able to connect one-on-one. How many times have we seen a dynamic speaker who shares an exciting vision and then quickly exits the stage bypassing the handshake? Obama successfully used social media as well as making contact face-to-face.
When is comes to leadership there is a relationship between speaking and leading. To the victor belong the spoils. And to the leader belong good communication skills.
Matt Lauer Gets Roasted
On Friday, October 24th I attended the Friar's Club roast of Matt Lauer at the NY Hilton. It was a star-studded event with a surprise guest-Tom Cruise. Tom came out while the lights were dim and gave a funny tribute to Matt. On the dais were Donald Trump, Katie Couric, Ann Curry, Al Roker, Meredith Viera, Martha Stewart, Joe Scarborough, Clay Aiken, Omarosa, Miss America, Miss USA, Jeff Zucker, Brian Williams, comedians Richard Beltzer, Pat Cooper, Jeffrey Ross, Bob Saget, Gilbert Gottfried and others. In the ballroom of 1900 guests were Howard Stern and his wife, and Joy Bahar of The View. Aretha Franklin sang the national anthem. After she sang, Stewie Stone said it was the first time he heard the fat lady sing before it was over. Aretha communicated her response with a New York gesture.
Many of us have an opportunity to give a toast but roasting is less common and requires a special skill. It was interesting to experience how some people can read a script and be funny where others are not. It's all in the delivery. The best comedian was Jeffrey Ross. Jeff Zucker, TV anchor Brian Williams, and Meredith Vieira were surprisingly funny. Richard Beltzer kept tripping over his lines and finally Matt got up and read it for him. At the end of the luncheon, Matt Lauer gave a gracious thank you speech.
A roast is expected to be funny and raunchy especially when it's for entertainment celebrities. But in a business setting it's important to be careful. You need to remember that humor in the workplace is a great release when it's appropriate. But unlike the celebrities who went home after the event, you live in your workplace. You'll see the same people the next day. So when you roast, make sure it's well done.
And the Winner Is...
Tony Osime from Lagos won the contestand and received my free ebook, Difficult Conversations. She organized adult learning methods in order or most active to most passive learning. Why is this important? Because most speakers rely on lecturing and reading notes. To increase retention try some of these methods:
1)Teach Others
2)Immediate Use of Learning
3)Practice by Doing
4)Demonstration
5)Audio visual
6)Lecture
7)Reading
You can get your own ebook at the online store - www.diresta.com
What Joe the Plumber and Ronald Reagan Know about Pubic Speaking
Why all the hoopla about Joe the Plumber? A man asked a simple question. He wanted to buy a business. He was concerned that he would not be able to afford to do so if his taxes were increased. Why does Joe's 15 minutes of fame seem to have a life of its own? Because it struck a nerve.
Joe the Plumber represents the common man. He wants practical answers to everyday issues that affect his life. He doesn't want theories about spreading the wealth. He wants to know in practical language what he can expect so that he can make a decision.
How often do financial speakers present their numbers without telling the story behined the numbers? What about technical speakers who don't translate how the technology actually benefits the end user?
Ronald Regan knew how to relate to the general public. He spoke in simple terms. He appeared as comfortable having a beer with a group of blue collar workers as he did when dining at a state dinner.
The lesson here is know your audience. Never underestimate or ignore a question. Speak simply and clearly. And adjust your style to match the style of your listeners. In other words, speak their language.
Make Your Message Stick
Most speakers go into default mode. It's called lecturing. But lecturing is only one form of speaking and it's passive learning. Your audience needs a variety of methods in order to remember your message. So get active!
Arrange these seven learning methods in order of most active (1) to most passive (7).
Post your answers. The first person to answer correctly will win a free copy of my book, Conversations on Success.
Audio visual
Demonstration
Lecture
Practice by Doing
Reading
Immediate Use of Learning or Teach Others
Can You Spell Boring?
Last night's presidential debate was a lesson for any business presenter or public speaker. Your audience will forgive almost any gaffe or foible except for being boring. Where was the fire in the belly? Enthusiasm sells!
Both candidates may as well have been giving a P&L; report. There was no passion, no conviction that created a feeling of excitement in the listeners. They were calm and matter-of-fact but did not inspire leadership. It was a safe presentation. There was nothing controversial and nothing memorable. Who won the debate? Nobody. They both lost the opportunity to rally the crowd
I always tell my clients there are no boring topics-only boring presenters. Well, Obama and McCain certainly proved my point.
Posturing for Success
My clients often come to me to develop executive presence.
Executive presence is hard to define but you know it when you see it. And when it's lacking, it affects your leadership. It begins with the way you command the platform whether your platform is a stage or a conference room. An audience sizes you up from the moment you walk into a room.
And many presenters project weak posture. People with good posture are perceived as more successful. Confident people stand up straight, with their shoulders back, their head held high, and their eyes looking ahead. It's amazing how a simple act of standing tall with shoulders back can impact perception.
Poor posture will make you seem smaller,cause lower back pain,and create a negative impression.
The challenge is being aware of your posture especially if you have a tendency to slump. Now there is a device that can give you instant feedback and you can wear it under your clothing. It's call iposture.
The iPosture is an intuitive electronic device designed to improve posture. Just over one inch in diameter, the iPosture automatically senses when the body slouches, and it alerts the user with brief vibrations to correct it. http://www.iposture.com
Discover Your Power Voice with Les Brown
What is your power voice? It's your authentic self-not the talking head but the real you. How do you find your power voice? Motivational Speaker and Trainer Les Brown will show you how in his Speaking Bootcamp. Listen to my interview with Les Brown at the National Speakers Association convention in New York City. http://www.youtube.com/watch?v=YODg3VFKkZ4
You're an Expert But Can You Speak?
Has this happened to you? I attended a teleseminar the other day. The guest speaker was touted as a real expert in his field. Based on his background this was true.
The teleseminar was given in two parts with each part being one hour.
Although I took notes, I can't tell you much of what I learned in two hours.
The reason was because I tuned out. When the interviewer asked him a question he would respond like this: "Well, um ah yeah the the answer to that well is you know the way I think of that is..." SPIT IT OUT!
A teleseminar is still a presentation.
It was so frustrating to listen to someone who couldn't answer with a clear, to-the- point message. The two hour content could have been delivered in one hour.
It would have helped to have a handout. Although I remember a few tips, it could have been delivered just as easily with a few written bullet points.
So here is the lesson: As I say in my book, Knockout Presentations, your success depends on the quality of your presentation. This applies to everybody but celebrities. Why?
Because people want to been seen with a famous speaker or want to learn from the top experts. So unless you're a celebrity invest in your presentation skills.
Luckily this teleseminar was free.
Thirty Seconds to Win or Lose
It takes 30 seconds or less for an audience to decide to listen or tune out.
Your opening must grab and focus attention.
Most people I coach have difficulty getting started. People are most nervous at the beginning of a speech. Even when their speech is well organized they hem and haw during their opening.
It's like revving up a car on a cold, winter day. It takes time to get the motor running.
They may start with "So...I want to tell you about..." or "Good morning, um, I think my idea is, I feel this is a good idea.."
This scattered approach will set you up for failure. Your opening must be crisp and focused. The way to achieve that is to write your opening line and memorize it.
Recently, I worked with someone who had a technology product that would benefit the audience. But it took the speaker too long to get to the point.
We worked on refining the opening: "I'm going to show you a way to make your life easier. It will enable you to pull the data faster."
The speaker captured their attention, focused the presentation, and sounded more confident.
The presentation was a success.
When it comes to opening statements-less is more.
Are You an All Star Speaker?
Yesterday, I had the opportunity to see the All Star parade in New York City. The great players of baseball waved to the crowds from their floats-Whitey Ford, Yogi Berra, Reggie Jackson, Derek Jeter, Alex Rodriguez, and others. The night before I watched Josh Hamilton hit 28 home runs at the Home Run Derby. Amazing!
He was so natural and made it seem effortless as he hit the ball out of the park.
I started to think about what makes a player great. And it's the same thing that makes speakers great.
First, they look natural. They make speaking look easy. You would never know how many months and years they studied and practiced. That grace and ease takes discipline. Greatness in sports and in speaking takes hard work and focus.
In baseball, it's about the numbers, the stats. In speaking it's about the results. What is the audience outcome? Do they leave with infomation they can use or do they wonder where the value went? Great speakers provide practical tips and current information. Great speakers make an impact on the audience.
In any sporting event, the fans go on a roller coaster ride of emotions from passion, to anger, to suspense, to triumph. Great speakers know it's not enough to deliver information. Audiences want an experience. They want to be entertained. For that reason great speakers are master storytellers. They paint pictures with their words and take the listeners on an emotional journey.
Finally, great players are risk takers. They see an opportunity to score points by stealing bases. Great speakers steal moments. They're not afraid to be spontaneous, improvise, and take the speech in another direction if something unexpected happens.
You don't have to be in the Hall of Fame to be an All Star Speaker. Work on your craft, focus on results, give the audience a valuable experience, and take risks. And you'll be the star of your own speech.