The New York Times interviewed me for an article entitled, "Um, Uh, Like Call In the Speech Coach". We discussed how non-words, or fillers, can rob you of credibility as a public speaker and diminish your executive presence, especially during media interviews. I've recently discovered there is a new "um" creeping into our presentations ... Watch this video to learn how this new word is infiltrating the public speaking world.
Why Public Speakers Fail
Professional speakers who are satisfied with the status quo will surely find their audience slipping away. Just like the car replaced the horse and buggy, dynamic, interactive presentations are replacing the talking head. Today, public speakers have to play a bigger game in order to give a Knockout Presentation.
In a recent article entitled, Why Leaders Fail, the author cites the number one reason leaders fail and it's because they believe past success equals future success. There's a lesson here for public speakers and presenters. The article made me think about some of the public speakers I've heard. And just like in leadership, the rules of public speaking have changed. I've observed public speakers using an old time, one-size-fits-all presentation style. But what worked in the past, won't necessarily fly in today's market place.
Today's audiences are more sophisticated and demanding than ever before. The old, traditional method of the expert keynote speaker with the passive, listening audience, is an old model. Technology and social media have changed the game. Today, speakers engage their audience by using live polling for just-in-time responses, encouraging tweeting content, and interactive activities, even with large audiences.
Speakers have to look at their expertise differently and more creatively. It's not enough to be a standup keynote speaker. Today's savvy keynote speakers distribute their content through many media channels: podcasts, mp3 programs, white papers available on their websites, pre-program questionnaires or surveys, downloadable handouts, and youtube video clips. The focus has changed from "speaker-as-expert" to audience engagement and tapping into the expertise of the audience.
You can still take a horse and buggy ride, but it won't get you very far. If you want your presentation to have impact, you have to shift gears from giving a speech to taking a ride on the interactive highway and giving the audience an experience.
Les Brown Tells Professional Speakers to Surrender to the Story
Les Brown and Diane
I was the co-chair of the Les Brown mega event sponsored by the NYC chapter of National Speakers Association on February 15th. Les mesmerized 150 audience members as he taught us how to tell transformational stories that change lives.
Les Brown is one of the top celebrity motivational speakers and made a rare appearance for the benefit of local professional speakers.
Les Brown and Marquesa
In the afternoon session, he gave an interview from the stage and spoke about the business of professional speaking. Les warned professional speakers that focusing on back-of-the room sales is the wrong strategy.
"It's impact that drives income," he explained.
People have emotional memory. While content is important, it doesn't move people to action. When speakers create impact through stories and passion, the audience will want to do business with them. A powerful public speaker creates special moments. The best public speakers create an experience for the audience.
Les revealed that "the power is not on the stage; it's in the seats." He spoke about the rhythm of speaking and advised public speakers to pay more attention to listening than to their speaking.
"Never let what you want to say get in the way of what the audience wants to hear," he stated.
His passionate presentation flowed seamlessly, appearing effortless and spontaneous. But he demonstrated that there is a structure to storytelling and public speaking. Using his storytelling structure of It's Possible, It's Necessary and It's You, he demonstrated how he could use this template for any industry.
He taught a storytelling technique calledpivot and bridge. He then demonstrated the skill using story topics from volunteers in the audience. "Never make a point without telling a story and never tell a story without making a point." But this doesn't give public speakers license to drone on. Les explained, "The best speakers use the fewest words to go the furthest".
Les left the audience of professional speakers, toastmasters, and guests cheering on their feet and wanting more.
"The goal of a speaker is to give the audience a larger vision of themselves", he said. "Surrender to the story and speak from the heart."
Press Release: Get Ready to Give a Knockout Persuasive Presentation
For Immediate Release Diane DiResta's webinar, Give a Knockout Persuasive Presentation, is one of nine classes in the MarketingProfs Telesummit, Presentations Unleashed: Inform, Persuade, Inspire
New York (February 14, 2013) -- Diane DiResta, founder and CEO of DiResta Communications, Inc, was contacted by MarketingProfs to do a seminar as part of their Telesummit, Presentations Unleashed: Inform, Persuade, Inspire. DiResta's 60 minute webinar, entitled "Give a Knockout Persuasive Presentation," will go live on the website beginning February 14, 2013 at 12:00 noon EST and will be available as part of the course for 12 months.
Lincoln's Public Speaking Secret
Inaugural speeches come and go and most of them are quickly forgotten. But we all seem to remember Lincoln's Gettysburg address. What did Lincoln know and do in his speech that the other presidents didn't consider in their speeches? One word-Brevity.
When the listeners glance at their watches and their eyes glaze over you know you've lost them. The best way to keep your listener's attention is get to the point-and do it quickly. Here are some quick tips to help you sound presidential and get to the point.
Set it up. One of the biggest speaking mistakes is starting with details. Technical speakers often fall into this trap. Begin with a purpose statement.
Point of view plus two. Give them a road map by providing a two or three point agenda. Why two or three points? They're easier to remember. An agenda is a road map. It tells them where you're taking them.
Spell it out clearly and concisely. Flesh our each agenda item with examples and data but keep it brief.
Bring it home. Summarize your main points. Don't leave them hanging. Review where you've been. Bring back your main message points and end with a call to action or an inspiring statement.
When you follow these steps your listeners will enjoy the destination AND the journey.
I've Got the Power: How to Feel Powerful As a Public Speaker
You may be about to go on stage to speak before a difficult audience. Maybe you're getting ready for a job interview. Or you could be about to present at a high stakes meeting. There is a way you can automatically feel powerful when speaking in public or giving a presentation. It's all about mastering body language. Yes, there is a body language of power. I'm not talking about "posturing" and psyching the other person out. Power is about putting your body into certain positions before you enter the presentation room. There's a science to body language and power. Amy Cuddy, a social psychologist, explains how to go from powerless to powerful and it's all in your control. Watch her TED talk to learn how these positions can make you a powerful leader, public speaker, or job candidate.
Speak Your Way to Phenomenal Success
I'm promoting this NSA event in February - The Mega Motivational Meeting. Les Brown, the top motivational speaker, is coming to New York. Click the postcard for more information.
Evolution of Business Presentation Technology
In a past blog post I said that words will die. Well, that's not completely true. We're not going to revert back to smoke signals and gestures..But a growing trend is info graphics. Presentations are continuing to evolve. Nothing will replace the story but there are new ways of telling the story. From blackboards to interactive touch screens here is a look back at how presentation technology has evolved. This infographic is from propoint graphics: So the next time you curse PowerPoint, take a walk down memory lane and be thankful you don't have to use overhead transparencies anymore.
What Marketers Don't Know About Telephone Presentations
It's 8:15 p.m. on a Thursday night. I'm at home in front of my computer. The phone rings. I say hello twice before I get an answer. This is always a telltale clue that it's a telemarketer calling. "May I speak to Diane DiResta?," she asks. "Speaking," I reply. She begins to talk about bank security and identifies the bank she is representing. I have an account there so I listen. She continues reading her script about completing a survey. I never participate in surveys but because it's my bank I continue to listen. But she continues reading and I don't know where this is going. Finally, in an annoyed tone, I said, "STOP! You're reading. What is it that you want to know?" She responded by saying, "Have a horrible day and hung up. Okay, it wasn't my finest hour. Maybe I could have said that more sweetly. But I don't like my time wasted and these uninvited calls are an intrusion in my personal life. The point of the call is to get information not to practice reading out loud. Cut to the chase!
Marketers who create these scripts have no understanding of presentation principles. How often does an audience tune out because the speaker drones on with a long winded opening? So why would they think a person would listen to a long introduction on the phone? The purpose of an opening is to capture attention and set the stage for the body of the presentation.
Reading a script is no different from a public speaker reading PowerPoint slides. We've all experienced death by PowerPoint. The audience can read faster than the presenter can speak. When you read a slide you make yourself unnecessary. This is a lesson that few telemarketers have learned.When someone calls me and reads, I find it insulting.
Whether you're speaking in person or by telephone, it's all public speaking. And basic presentations skills are required. So here are some principles for the marketing script writers and telemarketers to remember:
1. Practice the script out loud several times until it's familiar.
2. Highlight key words and phrases so that they are easily seen.
3. Make the script your own. Modify it to sound conversational. Speak the way you would normally speak.
4. Never read word for word.
5. Get to the point right away and give a benefit to the listener. "Good evening. We care about your business and we'd like you to answer a few questions so that we can serve you better."
6. Keep the survey brief. Just as an audience will tune out during a long speech, nobody will stay on the line for a 100 question survey.
7. Be flexible. If the listener says, "What do you want to know", answer the question and get right into the survey. Public speakers who give dog and pony shows may be dynamic in their delivery. But if the group wants them to skip ahead they panic and don't know what to do. Here's a tip. Skip to the next point. Give the audience what they want.
Remember these public speaking principles when you're presenting by phone. Don't be wedded to your script or you'll soon be divorced from your audience.
Words Will Die. 2013 Communication Trends
Words are dying.
According to 2013 communication trends research by Davis & Company, words will die. What does that mean for speakers and their presentations? And what will replace words?
Obviously, we won't stop speaking. But visuals will rule. And I don't mean PowerPoint. Pinterest is the fastest growing social media platform.It's usage has increased 1000%.
Engagement on facebook increases 100% when posts are visual. Photos, videos, and infographics have more impact and are quickly making written text outdated.
When coaching transitioning executives on their elevator pitch, I often go to the white board to draw visuals. Instead of scripting words, I use graphic facilitation to create visual cues (graphics, symbols) to build a storyline and help them remember their core messages.
The transformation is amazing! Suddenly, their presentation flows as they stop struggling to remember the written words. Their presentations become conversational as the visuals serve as concept cues. The job applicant or presenter sounds natural instead of scripted. Graphic facilitation is also effective in leading groups toward a common goal and is becoming more popular for strategy sessions. The facilitator organizes information spatially and visually.
Presenters who use graphic facilitation will increase audience engagement, big-picture thinking, and group memory.
Change the way you communicate or get left behind. Improve your presentation, remember more, and stop reading your notes. Leave a message in the comment box to learn how to use graphic communication to be a better presenter and to engage your audience.
Delete These 3 Annoying Words in 2013
Resolve to delete three deadly words from your vocabulary this year. We make resolutions on January 1st and then we go back to our usual habits in less than a month. But you can't afford to let your communication and presentation skills slide. Why? It's a new game. It's tougher, more competitive, and harder than ever to be heard above the noise.
Your speech can undermine your success in an interview, a sales presentation, or a promotion opportunity. And it can sabotage your leadership. Jargon, non-words, and slang will not serve you.
According to a Marist poll, the most annoying word in 2012 was "whatever", followed by "like', and "you know" was a close third. The word "whatever" topped the list for a third year. Other annoying words included "twitterverse" and "gotcha".
People under the age of 45 in the Northeast were most annoyed by the word "like" while "you know" was offensive to people over 45 years old. Go figure.
Regardless of demographics, using these words will, like, undermine your executive presence, you know? So choose your words carefully during your next communication or presentation. When tempted to use these three words in presentations, hit the delete button and pause. It's up to you. Whatever.
Press Release: Diane DiResta Gets Her Executive Presence On at Saks Fifth Avenue on 12-12-12
For Immediate Release
DiResta Teaches Women How to Amp Up Their Executive Presence
New York, NY (Dec 12, 2012) -- Diane DiResta, CEO of DiResta Communications and author of Knockout Presentations, co-hosted a holiday event for executive women sponsored by Saks Fifth Avenue. The title of the event was, Get Your Executive Presence On, and included a short presentation from DiResta, a preview of Tahari's elegant winter line, and free Chanel makeovers for the women in attendance.
DiResta works with emerging leaders and executives to develop executive presence and gravitas. DiResta says, "At a certain level, it's not what you know, it's your leadership and ability to influence. Executive presence is difficult to define; it involves good presentation skills, speaking with conviction, decisiveness, self-confidence and a polished image."
The Top Things to Consider When Booking Your Keynote Speaker
Back in September, I wrote about When Celebrity Speakers Fail to Deliver. This post generated interest and was re-posted as an article on the The International Association of Franchisees and Dealers' website.
UK-based Business Growth Specialist Andy Gwynn commented that he liked my article and referenced his own list - The Top Things to Consider When Booking Your Keynote Speaker. I think this is an excellent list, so I'm sharing it with you.
How do you know that you have got the right speaker for the job?
1. What experience do they have on the subject that you want them to speak on?
2. Have you seen video testimonials of clients or attendees that have seen and heard them speak?
3. How detailed is their fact find of you when you speak with them?
- Do they ask you about your audience and what message /content/value you want them to deliver in their keynote?
4. Do they send you a comprehensive “speaker booking form” to help them help you get the very best value from booking them?
5. Do they ask about your organization's culture and the overall message or theme of your event?
6. What physical “takeaways” do they offer to give your audience, such as documents, downloads, books, cd’s, DVD’s, etc?
7. How focused on you and your audience are they compared to focusing on their needs, fees, expenses etc?
8. Can you speak with previous clients of theirs?
9. Do they ask you about your event and offer suggestions that might help?
- Like timings, sound and AV specifications, marketing.
10. Do they offer to stay behind after their presentation to interact with your audience or are they just going to “grab their money and run?
11. Do they offer any sort of follow up / contact or support for you or your audience?
12. How confident are you that they will “under promise and over deliver”?
TEDx Silicon Alley Tells Public Speakers to Keep it Simple
TED.com stands for technology, education, and design. Some of the top and most innovative public speakers can be seen on youtube giving an 18 minute presentation on new and creative topics. It's very competitive to get a speaking slot at a TED.com event, so many presenters are opting to organize and speak at local events called TEDx. I recently attended the TEDx Silicon Alley event in New York City. The theme was "Rise of the Machines," but what stood out to me was the connection between technology and human presentation.
One of the presenters, Ken Segall, represented the agency that worked with Apple. He was the man credited for naming the iphone and ipad. He spoke about Steve Jobs and his focus on the simplicity principle. The presenter showed an effective ad for McDonalds coffee. It stated: Any size for only $1.00. It was elegant in it's simplicity. Da Vinci said, "Simplicity is the Ultimate Sophistication."
I continue to focus on the K.I.S.S. principle when I speak to audiences. Whether you say Keep it simple stupid, or Keep it super simple, it's not easy to do. When I coach public speakers I tell them to create a short and long version of their presentation. They discover that's it's easier to create a longer presentation. As Ken explained, "Simple can be harder than complex".
My clients realize they have to work harder to get the message clear enough to be simple. They quickly learn that I act as "the lowest common denominator". These presenters must be able to speak so that I understand the message without being an expert in their industry. One presenter told me that when he worked in a law firm they would give a memo or letter to the assistant to read. If she didn't understand it, they rewrote the letter until it was clear.
The more complex the idea, the crisper the message needs to be. This is especially critical when speaking to the media. Professional speakers have a harder time with media training. Motivational speakers are master storytellers so they must make a shift in their presentation. I show them how to speak in sound bites. The average sound bite is about 10 seconds. If it's not short and simple, it won't land and the audience will check out.
Many of the TEDx Silicon Alley speakers focused on technology, from text to speech to algorithms to flying robots. Whether it's face-to-face or virtual, we can't get away from the need for good presentation. How do you tie these two worlds together? The thread that runs through both is simplicity. Steve Jobs said it best when he said about simplicity: "it's worth it in the end because you can move mountains."
Why the Early Bird Speaker Catches the Worm
When I first started out in my speaking business, I was hired by American Management Association to give public seminars in public speaking and presentation skills.
One day, the program director sent around a memo stating that all AMA presenters were expected to arrive early to the class. It was not acceptable to show up at 9:00 a.m. What? Who would do that? I always arrived an hour early.
To be a good public speaker or presenter, you need time to set up the room.
When the curtain rises on a Broadway show, all actors are in place. But they don't show up 5 minutes before curtain call. There is a lot that goes on behind the scenes of any performance. In addition to getting into costumes and makeup, actors warm up their voices and review their lines and staging to make sure they get it right onstage. The same is true for public speakers.
As a keynote speaker, facilitator, or trainer, you are giving a performance. What happens before the presentation is as important as the live presentation delivery. Master public speakers know that successful speaking is 90 percent preparation and 10 percent delivery.
So the next time you give a speech or presentation, arrive early. Practice the presentation in the empty room. There's something about getting the feel of the room that can boost your performance. Use the time to do some deep breathing and to visualize a positive outcome. And then get ready to greet every person who enters the room. This will create a positive tone and talking to people before your speech will reduce nervousness. It will also help the audience feel comfortable with you. Next time you're tempted to breeze in at the last minute, don't!
For a free checklist on what to do before, during and after a presentation,
our facebook page.
The Power of One Voice
Josephine "Jody" Prestovino single-handedly brought missing federal supplies to Staten Island, New York by using her voice. Jody lost her home during hurricane Sandy and spoke on behalf of her own community with no media training. She looked directly at the camera and said, "Obama promised to cut through the red tape, but we've seen nothing. Nobody is here."
It's because she spoke with conviction and passion that she had an impact.
Because she spoke out, supplies started coming in. Janet Napolitano wanted to speak with her personally. My husband and I ran into her in a local coffee shop in Staten Island and congratulated her on her leadership and presentation. Everyone is a leader, everyone is a public speaker - when you speak from conviction and passion. When you do a good job as a public speaker or presenter, you'll be invited back. Such was the case for Jody. You'll see in this video the reporter asks her opinion. Her emotion and passion are still evident.
Where do you feel great passion? That's where your power lies. Speak from that place and you'll move mountains. It only takes the power of one voice.
Here's a link to her interview on NBC: http://www.nbcnewyork.com/news/local/NYC-Marathon-Post-Storm-Resources-Mayor-Bloomberg-Defends-Decision-177019721.html
So You Want to Give a TED Talk
TED talks are going viral and they're raising the bar on public speaking. TED stands for technology, entertainment and design. These videos feature some of the best public speakers who are spreading the most compelling content and ideas. It's tough to be selected as a TED speaker. So on a community level, presenters are forming local events called TEDx.
Jeremy Donovan, the speaking sherpa, organized his own local TEDx event and shared his experience and secrets to being a TEDx presenter. Anybody can organize a local event. The caveat is that an organizer cannot be a speaker for the same event.
Donovan, who's been a TEDx organizer and speaker told the audience that speaking at TED is all about the story. Not every TEDx presenter is a top speaker but the one thing they all have in common is an inspiring story. He shared his formula for creating stories. Citing the movie Star Wars, Donovan deconstructed the hero's journey as a typical structure for inspirational stories. The two most important elements that are consistent in the highest rated TED presentations are storytelling and humor. He advised using humor within the first two minutes of your presentation.
While all TED talks are timed for 18 minutes, a TEDx talk can be 3 minutes, 5 minutes, or 18 minutes. Donovan gave one speaker a 5 minute slot because he wanted the audience to hear his story while protecting him from a lack of platform experience.
A big mistake first time motivational speakers make is to extol their own virtues. He warned that the audience must be able to relate and that being humble goes a long way.
How do you get selected for a TEDx talk? As in life, networking is the best way to make contact with an organizer. The interview process may require a video of your presentation as well as a marketing platform. When Donovan was an organizer, he expected presenters to have at least 500 linkedin contacts. As in publishing, the TEDx organizer needs help in promoting the event.
Can anybody be a TEDx speaker? Probably not-unless they have an inspirational idea worth spreading.
10 1/2 Ways to Keep Viewers Engaged in Your Video
Video marketing is hot. The next best thing to face-to-face public speaking is a video. More businesses are creating video presentations because they know videos attract attention. Youtube is now the second largest search engine after google and for good reason. Video presentations are more engaging and motivational than webinars which have static slides. Video presentations make use of both visual and auditory learning styles but unlike PowerPoint, it's a lot easier to learn a skill by watching a video.
But video alone will not engage your audience. There’s a lot of competition for boring videos. Effective video marketing requires compelling content and good presentation skills.
This video immediately engages the listener. I'm not endorsing the content or the speaker but the video serves as a good model for capturing and keeping attention. Notice how this video presentation follows all the guidelines. http://www.doubleyourfatlossnow.com/
Here are some tips to keep your audience listening and engaged to your video presentation from beginning to end.
Attract Attention with a Great Title Titles sell. Here's how to create attractive headlines:
- Use Numbers: Five Ways to Grow Your Business
- Pique Curiosity: Untold Secrets Internet Marketers Don't Want You to Know
- Ask a Question: What is your Reputation Costing You?
- Use Emotion: All Stressed Out and No One to Choke
Get Started Immediately Attentions spans are short. Make sure the video starts up when opened. Don't allow ads. Introduce yourself and get right to the point. Lengthy introductions are passe.
Get Personal People buy from people they know, like, and trust. So tell them something personal. Add a photo of yourself, possibly a family member or pet. People relate to animals and a picture of your pet humanizes you and creates a bond with the audience.
Provide A Promise What will they gain by listening to your video presentation? Provide an agenda or road map. Listeners want to know where you're taking them. A three point agenda works best.
Keep the Action Going Every Three Seconds The trend in videos is to change scenes every three seconds. Yes, three seconds! I tested this on myself. I noticed that every time I was about to fast forward a video presentation, the scene would change. I found it uncanny that this video was so tuned into my attention span. Looking for a formula, I started to count. One..two..three. The slide changed. One..two..three. The slide changed again. That's how I discovered the three second rule.
Provide Real Value Nobody will stay tuned for a sales pitch or a rambling message. Effective video marketing offers new information, and promises more data and solutions that the listener desires. Content is king on the internet as well as in videos.
Find Their Point of Pain Education for the sake of knowledge is noble but it won't sell your product, service, or brand. People need to know you understand their pain.Identify their pain points and offer relief. Your presentation must speak to them directly.
Build Anticipation In the above video, they tease the audience with the 4 hormones needed to burn fat that the medical profession doesn't talk about. Just like a good soap opera, build anticipation and people will stay tuned.
Entice with your Voice. Video presentations are a form of public speaking. If you can't afford a professional voice over, make sure you use the deeper range of your voice, articulate clearly, and keep an even pace. If your voice is not your best asset, invite a friend to do the voice over.
Don’t Add a Control Bar How many times do you try to fast forward to the end? As much as I desire a control bar as a listener, this gives the audience too much control. As long as the video provides strong content and moves quickly, you'll keep the audience listening.
Save the Offer for the Very End Avoid a sales pitch and focus on education. As you build a convincing case, people will be ready to buy. Make sure the offer happens at the very end on the last slide. Nobody likes a hard sell.
What are your tips for creating a knockout video?
Send me your links to the best videos you've watched.
What's Your Speaking EQ?
Most discussions about emotional intelligence talk about communication and controlling emotions in the workplace. But rarely, do I hear about public speaking in regard to emotional intelligence. Yet, public speakers who present with high EQ tend to be more successful and are more engaging to the audience. Here's a simple tip from Jeanne Sullivan. In every presentation Jeanne aims to "tell them something they don't know and to make them laugh." This is a good public speaking goal for any presenter at any level. When you make an audience laugh you are tapping into your EQ skills because laughter accesses the emotions. Watch this video to learn about your public speaking EQ.
Obama Needs to Fire His Debate Coach
The first presidential debate on October 3, 2012 belongs to Mitt Romney. It was a clear win in terms of content and delivery. Both candidates began cordially and gracefully. The President acknowledged his wife on the evening of their 20th anniversary. Mitt Romney also congratulated him and quipped about how Obama probably didn't want to spend a romantic evening on stage with him.
Both candidates are skilled public speakers. They each looked presidential but Romney owned the room with his rapid fire responses, his knowledge of the facts, and his aggressive approach. He seemed more relaxed and natural and was finally able to humanize his image by talking about people he had met on the campaign trail and correcting any inaccuracies about his policies. What was especially effective was his ability to speak crisply as he quickly enumerated three to four points he wanted to make. He made direct eye contact with Obama and his passion was evident. Gone was his robotic delivery.
What was missing last night was President Obama's trademark confidence. He looked downward as Romney was speaking. His body language was weaker than expected and he would have been better served by standing with his shoulders back and making direct eye contact. He still needs to speak more crisply to be more impactful.
The real loser in this debate was Jim Lehrer, an accomplished journalist and moderator who seemed to be off his game. He acknowledged they had gone over their time and Romney seemed to take advantage of Lehrer's loose time-keeping.
As in any speech, or media presentation, public speaking skills are very important. But visual images can send a strong message. At the end of the debate, Michele stepped on stage to greet her husband. At the same time, Romney's wife and five sons joined him on stage for a victory hug creating an image of strong support.
Romney won the first debate on domestic policy. Will he be able to keep the momentum in the second debate? Will Obama rise to the challenge? What do you think?