The Biggest Mistake in Sales Presentations

So what do you think is the biggest mistake in sales presentations?

• Selling features instead of benefits?
• Talking too much and not listening?
• Not knowing the product?

In a recent presentation, Ron Karr, of Karr Associates, Inc. and author of Lead, Sell or Get Out of the Way, asked the audience, "What are you selling?" People responded by calling out their products and services. Ron went on to say that one of the biggest mistakes in sales is selling the "how" instead of the "what". "You're selling outcomes", declared Ron. He challenged the audience to get clear about the outcomes their audience or clients receive from them. The outcome he presents to his audience is to "sell more in less time." He went on to explain, "Most people spend 70% of their time talking about what they do when they should be spending 60% of their time in first impressions and qualifying.

As with all presentations, it first begins with mindset. How do you think of yourself in relation to your audience? Are you an expert? A peer? A trusted adviser? Ron recommended that people begin to position themselves as a resource. Selling is self-focused but a resource is customer-focused.

Whether you're selling a product, or giving a status update, good presenters live by WIIFM-What's in it for me? They know that the audience cares only about one thing-their own self interests. In other words, it's all about outcomes.

http://www.amazon.com/Lead-Sell-Get-Out-Way/dp/0470402180/ref=sr_1_1?ie=UTF8&s;=books&qid;=1263764153&sr;=8-1

DiResta Communications, Inc. Communicating With Impact!

911 for Speaking Bloopers

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.

DiResta Communications, Inc. Communicating With Impact!

Presentations That Lose Business. What Was Google Thinking?

Good presenters get better jobs, receive promotions, make more sales and get more business. They also build a strong brand reputation. Consider Steve Jobs of Apple.He uses the platform to launch his new products to an audience that's engaged, excited, and eager to hear his message.

Now consider the launch of Google's new Nexus 1 phone. Here was an opportunity to create buzz for the new technology with their presentation. Instead of opportunity, the company became the target of much ridicule. Why? Because of their presentation. It takes seven seconds or less to make a first impression and the visual impact was immediately negative. The presenter used an overhead projector. Why would anyone use an outdated way of presenting when they are touting the newest technology? This was a disconnect for the audience. In addition, the presenter appeared nervous and dispassionate.

When launching a new product, companies must choose the best presenters. Speakers who are confident, dynamic, and passionate sell products. The impact of the presentation was negative. News shows mocked the presentation and this affected the brand reputation.

Whether you're launching a product, seeking funding, or pitching business your communication must be congruent. And be sure to put your very best presenter forward!

DiResta Communications, Inc. Communicating With Impact!

Mastermind Your Way to Speaking Success

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.

http://www.toastmasters.org

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!

DiResta Communications, Inc. Communicating With Impact!

How Long Should A Presentation Be?

I hear this question frequently. In fact, I was interviewed by WNAV-AM 1430 news talk radio in Baltimore this morning. The question about timing came up there as well.When it comes to creating a speech, less is more. The audience will actually remember more of a shorter, more concise speech.

The ability to get your point across clearly, concisely, and quickly is an advantage for any speaker. I tell my audience to always have a short version of their speech. If you have a one hour presentation, be sure you can deliver a 10 minute version. If your time is cut short, you'll still be able to deliver a powerful message.

Watch how Steve Jobs cut a 90 minute keynote into a 60 second speech. Do you remember the points? You bet.

[youtube=http://www.youtube.com/watch?v=Yz1-cPx0cIk]

DiResta Communications, Inc. Communicating With Impact!

Presenting Yourself for the Job Interview

A job interview is a business presentation. You have the opportunity to learn about new companies, new positions, and network with new people. The first step is to equalize the power. And that involves an attitude adjustment. The power should be 50-50. The interviewer is sizing you up AND you're sizing up the company. Don't give all the power to the interviewer. You decide if the company meets your criteria. Once you've balanced the power, here are some tips for presenting a positive image:

Prepare and rehearse. Anticipate difficult questions and prepare a strategy for answering them. Practice your answers out loud until you feel confident.

Know your message. What are your top three strengths, abilities and accomplishments? Know them cold and be able to back them up with examples.

Give a firm handshake. This is your first impression. A weak handshake creates a negative image, as does a bone crushing grip. A firm handshake combined with direct eye contact spells confidence. The handshake should not differ for men and women. Use the same confident and firm grasp.

Create chemistry. Make some small talk to break the ice. Then observe the interviewer and pace his or her energy. Does the interviewer like to get down to business? Then sit up and get to the point. Is he or she a storyteller? Then slow down and give more examples and vignettes. We like people who are most like us. A University or Michigan study determined that when hiring managers the formula was 60% chemistry and 40% skills.

Think and Pause. An interview is not a free association test. Think before you answer. Pause and wait for a response. Don't rattle on at breakneck speed. Speed talking is a sign of nervousness.

Be enthusiastic and upbeat. Nothing sells like enthusiasm. A study by the University of Michigan revealed that when hiring managers, the formula was 60% chemistry and 40% skills. Eagerness and a positive attitude can compensate for a lack of experience.

Ask questions. Job candidates who don't ask questions are perceived as disinterested. Preplan some questions. In the event that the interviewer is extremely thorough, ask an industry question. Don't lead with salary and benefit questions.

Listen. This skill more than any other is the key to your success. Listen with your eyes. What's the body language telling you? Listen with your ears. What do you hear in the tone and words? Listen with your heart. What do you hear between the lines? What is not being said? Clarify and paraphrase what the interviewer said before answering the question. (To improve your listening ask about the Listening Styles Profile and the Listen and Sell audio tape at www.diresta.com)

Ask for the next step. Don't leave without knowing what's next. This is especially critical in sales jobs. The interviewer wants to see if you can ask for the order. If appropriate ask for the job. Express your interest and say, "Where do we go from here?" " What is the next step?" "When should I call you?"

Say thank you. Write a thank you note and mention something specific to each interviewer. Stay in touch. Follow-up may be the reason you finally land the job.

Copyright © Diane DiResta. All rights reserved.

DiResta Communications, Inc. Communicating With Impact!

Are You Straining To Speak?

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.

How is Public Speaking Like Cooking a Meal?

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.

DiResta Communications, Inc. Communicating With Impact!

Seven Social Media Mistakes

Social media is the big buzz. We've been swept up in the currents of Linkedin, Facebook, and Twitter. We can allow the currents to carry us to new connections, new business, and massive reach and visibility. Or we can get caught in the riptides that pull our reputation under. The biggest mistake in social media is not realizing that social media is a presentation. That's right.

Success in social media follows the rules of effective presentation skills.

Mistake one: No purpose or focus. What is your objective? Why are you using social media? What are you trying to accomplish? To make new contacts? To promote yourself or your business? To research? To reach new markets? To establish yourself as a thought leader? To find a job?

Mistake two: No strategy. How will you use social media? How often? Which forms? Frequent communication is better than an occasional posting.

Mistake three: Speaking to the wrong audience. Who is your audience? Are you simply collecting names or are you more targeted? Linkedin is more business-like and professional. Facebook is more social and casual. For example, if you're serious about job hunting you'll want to use linkedin as well as Facebook.

Mistake four: Projecting the wrong image. I've read posts about working on a boring project for a client. Maybe you know your client isn't one of your connections. But what about the people who referred you? What are you saying to them? People tend to let their guard down more easily on Facebook. It's inappropriate to talk about a nasty divorce, problem kids, or drunken driving. This is not a private conversation. Worse yet, is to use another's name in a survey. Ex. "Do you think Jane Doe is good looking?" People fail to realize that they are always on stage. Mistakes after a live presentation can be forgotten. In social media, your blunders live forever on the internet.

Mistake five: No real message. What do you plan to say? How will you say it? What is the style and tone of your communication? Nobody is really interested that you're watching TV. This kind of banter is content free. Provide value and you'll attract more followers. New blog entries, an interesting statistic, a link to an article or even a thought-provoking quote or book reference will make you more interesting.

Mistake six: Hard selling. Nobody likes a presenter who sells from the platform. It's no different in social media. If every post is an ad for your products and services you'll soon be disconnected. Let people know about your accomplishments but don't tell them to buy.

Mistake seven: Not building relationships. Many people put up a profile and never visit the site. Maximize your presence by updating your profile to let people know what you're doing. Ask questions. Answer questions to establish your expertise. Invite people to connect with you and then stay in touch. Be a resource. Connect others. A good presenter knows how to create a relationship with the audience.

Nothing will ever replace face-to-face communication. But meeting in person can be time consuming. Social media can be a phenomenal platform to build a reputation and to communicate with the world.

Just be sure you know how to present yourself, your message and your value.

DiResta Communications, Inc. Communicating With Impact!

Speaking Internationally

If you've been invited to speak internationally or would like to, I thought you'd benefit from my experiences abroad. Speaking internationally is an adventure and a learning experience. When I traveled to Russia with 20 women from The Alliance of American and Russian Women, I learned quickly the importance of cultural training. We were there to teach women about entrepreneurship. It was 1993 and a market economy was a new concept for Russians. We were warmly welcomed. The Russians drank at every meal and made a series of toasts. When it was my turn, I shared my husband’s nervousness about my traveling such a distance. He didn’t want me to go. But it was so important to me, I said, “Too bad. I’m going.

Press Release: What's Your Reputation Worth?

For Immediate Release Philadelphia, PA (December 1, 2009) — Diane DiResta, top speaking strategist and founder and CEO of DiResta Communications, a communication skills consulting company, was invited to speak at the Biotech 2009 conference held in Philadelphia, November 16-17. Her panel session, Creating and Delivering the Message: Advanced Lessons in Reputation Management, focused on creating and successfully delivering credible key messages, reviewed current best practices in corporate and marketing communications, and offered various perspectives on how to develop internal consensus on key messages, how to present them effectively, and how to build reputations for transparency and excellence.

Click here to read full Press Release.

How Should Tiger Woods Present Himself?

The media won't stop asking questions and covering the Tiger Woods accident. Up until now, Tiger had a squeaky clean image. But with the hint of a scandal and unanswered questions, it's become a media circus and a problem for his reputation.

What should he do? One of his mistakes was to retreat. When a crisis hits, the best strategy is to respond immediately, in person, and in a positive way. If there is any personal culpability take responsibility.

Tiger's website posted this statement:

"As you all know, I had a single-car accident earlier this week, and sustained some injuries. I have some cuts, bruising and right now I'm pretty sore.

This situation is my fault, and it's obviously embarrassing to my family and me. I'm human and I'm not perfect. I will certainly make sure this doesn't happen again.

This is a private matter and I want to keep it that way. Although I understand there is curiosity, the many false, unfounded and malicious rumors that are currently circulating about my family and me are irresponsible.

The only person responsible for the accident is me. My wife, Elin, acted courageously when she saw I was hurt and in trouble. She was the first person to help me. Any other assertion is absolutely false.

This incident has been stressful and very difficult for Elin, our family and me. I appreciate all the concern and well wishes that we have received. But, I would also ask for some understanding that my family and I deserve some privacy no matter how intrusive some people can be."

While it's a good statement, his mistake was not showing up to deliver the message in person. Trust is increased when people meet face-to-face. Lawyers often advise against saying anything in public. Even if he doesn't answer questions, he can still speak for himself. People want to hear from the person and not read a public relations statement. He needs to manage his reputation. As Michael Paul, a crisis communication expert so eloquently put it, "Image is what people think you are. Reputation is what you are."

DiResta Communications, Inc.Communicating With Impact!

You Can Learn to Speak Even in Tough Economic Times

Most people agree that developing their public speaking skills is a good investment.
Some people such as students or job hunters just don't have the money to hire a coach. So I want to propose a solution that I offer to many people.
Here is an email from someone who heard me speak:

Dear Diane,

Three years ago, your speech convinced me that there was much room for improvement in my communication skills. I had to do something about it.
While I was much tempted to subscribe to your service, by the time one travels to NY City and back, a whole day is gone. I can never afford the time required.
Looked for alternative, I joined the local Toastmaster club. It has been extremely beneficial for me.
You planted the seed that has lead to some important improvement in my life.
Diane, in this time of "Thanksgiving" I wish to express my gratitude for planting such seed and for the positive effect that your powerful presentation has had on me.
I owe you. I'll be glad to contribute and to return the favor whenever an opportunity will present itself.
Thank you once again.

Kindest regards

Louis N.

Why would I promote Toastmasters when I offer coaching and speaking services?
Toastmasters is an association for anyone who wants to practice public speaking.
It provides another venue for my coaching clients to practice in front of a new group.
Toastmasters members are not professional coaches; rather, they are people from all walks of life who want to overcome fear of public speaking.

Don't let lack of funds stop you from giving a Knockout Presentation.
Join your local Toastmasters club at wwww.toastmasters.org

DiResta Communications, Inc.Communicating With Impact!

Speaking Skills for Women-Obsolete?

Yesterday I gave a webinar entitled Speaking Skills for Women in Tough Economic Times.
The moderator told me that prior to the meeting, two men saw the listing and commented that the topic was outdated. They did not attend the webinar so they didn't know what I said.

That made me think. Yes, women represent larger numbers in the workforce but where are they? How many traditionally male industries have representations of women of 30% or greater? How many corporate CEOs are women? Thirteen out of the top 500 companies?

Even though women have made tremendous progress I still hear complaints from women when dealing with male colleagues. And when I train or coach women I still see ways that we sabotage ourselves by the way we present ourselves and by the way we communicate. But maybe it's just me.
What are your thoughts? Is this topic outdated?

DiResta Communications, Inc.Communicating With Impact!

Round and Round She Goes

Enjoy this guest post by Tom Antion

Round and Round She Goes
by Tom Antion

I recently spoke at a seminar where the hotel representative had talked the meeting planner into using round tables for the room setup. I later found out that the hotel had run out of classroom tables and told the inexperienced planner that round tables are better.

When I saw the set up I was horrified. That's because I know that people are spread out further from the presenter and also, you have the problem of half the chairs facing away from the stage area.

Unless you are doing a banquet/luncheon/breakfast, or unless you are conducting a workshop where the attendees are interacting more than you are talking, this is the "kiss of death" seating method.

Unfortunately I didn't learn this until I had done 1500 presentations. After I did learn to seat people as close together as possible and as close to the presenter as possible I found that the same humor I had been using for years got a three times bigger response. Also, I would notice more head shaking in agreement with my points and a much larger overall excitement level in the room.

I'm certain the hotel person was just trying to cover up for not having enough tables and I'm also certain the hotel person had never held a microphone in his hand. No one will ever blame the room setup crew if you bomb. As the presenter you must take care of every logistical detail in your control to make sure you hit a home run every time you speak.

Since there were no more tables and I was stuck with the rounds, the first words out of my mouth were, "everyone who is facing the wrong direction go ahead and stand up and turn your chairs around. I want to make sure you are comfortable."

Tom Antion is a professional speaker and entertainer with over 2700 paid speeches to his credit. You can check out his award winning public speaking site http://www.Public-Speaking.org where you'll find 120 articles on professional level, yet easy to implement, speaking techniques and his speaking blog at http://GreatPublicSpeaking.blogspot.com

DiResta Communications, Inc.Communicating With Impact!

The Right Word at the Right Time

On my way home tonight, I stopped in a CVS store. As I was waiting in line the cashier called out to the person in front of me. It sounded like "Next guest, please." I wasn't sure I heard correctly. Then he looked at me and said very clearly, "Next guest, please." Wow!I immediately told him how nice it was to be called a guest. He replied, "That's what you are." I explained that it was the first time I had been called a guest in a store. He said, "I hope all of my people would say that". It turned out that he was the manager. I told him I had never had that experience anywhere except in a hotel.

There were two things that struck me. First, the manager was working the cash register. That action sent a message that customers come before job titles.
Secondly, his use of the word "guest" created a different experience. If the customer is a guest, then the cashiers are hosts. If they are hosts, they are there to welcome us and give us an experience, as opposed to conducting a transaction.
The entire interchange took three minutes. Yet that one manager created a pleasant experience by just using one word-guest.
What are the words that you use with your audience? your direct reports? your customers? Words are powerful. Words have the power to transform.
The trend in speaking has moved beyond conveying content to creating an experience. You don't have to be entertaining or funny to create an experience. Simply change your words.

DiResta Communications, Inc.Communicating With Impact!

Even Beauty Queens Need Good Presentation Skills

You say you don't need presentation skills? You're not a public speaker? Think again.
Beauty pageants aren't just about beauty. Did you know that the interview is 40% of the grade? That means if a contestant flubs the presentation there's a good chance she won't win the crown.

It's no different in business or the workplace. I've known very bright, competent people who lose instant credibility because of an inability to communicate or speak in public.
But don't take my word for it. See for yourself.

[youtube=http://www.youtube.com/watch?v=gZ1lCR--_RE]

DiResta Communications, Inc.Communicating With Impact!

Don't Assume You Know What Your Audience Wants

My friend, Vera Moore, launched her line of Vera Moore cosmetics at Duane Reed. It was exciting for her to get her product line in the New York City store next to Macy's. I stopped by to share in her celebration. I had just returned from a networking breakfast where the authors gave us two books. I was juggling my handbag, a small tote bag and these two books in my arms. The books were too big for the tote bag. It was cumbersome to say the least.

When I left Vera's cosmetic display, I noticed a table with a wheel in front of the store. People were lined up to spin the wheel to win a prize. The prizes were a Jersey Boys CD, a tee shirt, or some little souvenirs. If you didn't land on a prime spot you would get a plastic bag with a brochure. I really wanted the bag. The CD was good but I really needed that plastic bag to hold my books for my commute.

As I spun the wheel I was hoping it would not land on one of the prizes. In other words, for the first time in my life I was hoping to be a loser. And I got my wish! The needle landed on the white space and they gave the plastic bag as a consolation prize. I put my books in the bag and went on my way a lot happier and feeling a lot lighter.

What is the lesson here? How often do we think we know what the client or audience wants? We make decisions using our own criteria rather than what the audience values.
Why would anyone want a plastic bag as a prize? Because at that moment in time that was my most pressing need. I needed to free my hands.

A consultant friend had a client who paid him his entire fee in advance. He thought it was because of his good reputation and negotiation skills. He later discovered the real reason. The client told him that he always paid up front because then the company couldn't cancel his project.

People do things for their reasons, not our reasons.

Years ago a company decided to do business with me after looking over several proposals. I asked them why they chose me. I thought they'd say it was my training design or the price. I was stunned when they told me the reason. "We like you."
Wow! I hadn't considered that.

The next time you're preparing a presentation or going on a sales call, ask the audience what they want. You may be surprised by what you hear.

DiResta Communications, Inc.Communicating With Impact!

Taking Audience Reaction A Little Too Personally?

I read a recent article in Forbes Woman entitled, Taking Things Too Personally? The article written by Heidi Brown, talks about how stress makes people "touchy" and overly sensitive to criticism in the workplace. I started to think about my clients and how nervous they feel in front of an audience. I sometimes think we take things personally and give the audience too much power.
I often tell people "Get Over Yourself!" If you're focusing on your fear or sense of rejection, you're being self-centered. It's not just about you.

This summer I was invited to speak at a scientific conference about public speaking.
The audience consisted of scientists, researchers, physicians, health care providers, and a few performers. It was stated up front that there was very little research on the science of public speaking. I felt resistance in the audience who valued research studies and data. One man actually opened his laptop and started typing. At first I was concerned and thought he was checking emails. Then I told myself, maybe he's taking notes on my talk! :)
I was so confident in my subject that I knew I was offering value. It may not have been the message they wanted to hear but it was a message they needed to hear.
Too many technical experts read their research studies and clutter their slides with tiny print. They needed a new perspective and I was going to be the one to tell them.

During the Q&A; session I was challenged a couple of times. I smiled and said thank you. It's okay to be challenged. It's fine for people to disagree. There were also people who loved my talk and how I delivered it.

The questions to ask yourself are "Am I in integrity?" "Am I speaking my truth as I know it?" "Do I care about the audience?" "Am I open to different opinions and ideas?" "Do I believe in my message?"

A day later, the coordinator emailed me and told me about one of the presenters.
A physician had stopped in the middle of her presentation. She said, "Oh, I'm reading my slides. Diane DiResta said not to read the slides."
Something got through. The message landed. As speakers we may have an impact and never know about it.

So...realize that your audience comes with their own expectations, experiences, and filters through which they see the world. It's easy to be confident when everybody hangs on your every word.

The real test is to stand with confidence and not react to every response from the audience. In other words, don't take it personally.

DiResta Communications, Inc.Communicating With Impact!

Does Your Audience Trust You?

On Friday morning, I heard Chris Brogan speak on a panel at the Harvard Club in New York City. The topic was about the New Relationship Economy and the Trust Economy. He said "we are farmers and stewards, not machinists". Another panelist, Charlie Green, said the doctrine of competition is poisoning the economy. "People trust people-not companies," he explained.

The third panelist, Julien Smith, referenced social media as the new megaphone. The reasons for trust are the same but the set of tools are changing over time. "We know what body language signals mean", he stated. "There is a new model of trust modeled online". If we don't answer emails for three days, the lack of response impacts trust. Each person left with books from the authors.

So what are the implications of building trust for speaking?
My first observation of this panel was the high level of preparation and delivery of the speakers. Each panelist spoke for exactly five minutes.
Embedded in those five minutes were nuggets of information and food for thought.

The event began with networking and breakfast and the presentation began on time. When the speakers finished, the rest of the meeting was for the audience. This style is Chris Brogan's signature. As a celebrity at podcamp, he believes that the expertise is in the room and not just in the minds of the speakers.
I would say that there was a good level of trust from this audience.

So how do you create trust with your audience?
1. Deliver what you promise. If you advertise a 9:00 start time, don't start at 9:15.
2. Create community. People bond around food. When one of my corporate clients cut back on breakfast, I brought in donuts. Allow people to mingle and make small talk to feel comfortable and connected.
3. Provide value in manageable segments. Trust expands when you respect people's time. Give them information they can use.
4. Share personal experience. We trust people who are real and who are most like us.
5. Involve and engage. Podcamp is called the "unconference". That's because the members of the audience contribute as much during the sessions as the speaker. A friend of mine shared a story with me. He was at a sales conference. During the presentation he raised his hand to offer an additional tip from his own experience. The speaker, feeling threatened, shot back "Excuse me. This is my speech." My friend was devastated. If you come from ego, you'll alienate the audience.

The new model of speaking is discourse not monologue.
When people can share ideas and opinions and they feel heard and respected, trust will grow exponentially.

DiResta Communications, Inc.Communicating With Impact!