Business Presentations-It's About People, Not Technology

After years as a professional speaker and speech coach I thought I had seen it all. I've seen people freeze at the podium, I've heard the worst technology and financial monotones, I've seen the speaker with his fly open and I've even seen the woman lose her half slip while she was speaking.
But I NEVER thought I'd see someone answer a cell phone during a speech.
WHAT WAS RUDY GUILIANI THINKING?
Recently, Mr. Guiliani spoke to the National Rifle Association. The audience was not a fan of his views on gun control. He had an opportunity to express his views and try to win support for his campaign. Instead, his wife called him on his cell phone and he answered it in the middle of his speech. He had a brief conversation with her before hanging up. At first the audience thought it was a joke. He may have thought talking to his wife humanized him but it had the opposite effect. He looked weak and it was rude and disrespectful to the audience. He did not present himself as an executive.
What should he have done? He should have turned his phone off. He should have informed his wife not to call during the hour he would be speaking. In this case, he should have ignored it or apologized as he shut it off. Under no circumstances should he have spoken to the caller.

How often do we attend meetings or sales calls that are interrupted by cell phones? By taking the call, the speaker may think he appears important but the opposite is true. A leader is present. A good speaker connects and attends to the audience. When a leader is truly important, the callers can wait.

Communication Takes a Giant Step Backward

Technology is great. It allows us to be more productive, to be globally connected and to access information faster. So upgrading your technology will help you communicate better, right? Not necessarily.
I was surprised when one of my long time online newsletter (Impact Player) subscribers asked to be removed from the list. She was an early subscriber from the inception of the paper version, to the text version to the html version. For years I received compliments on both the design and content of the newsletter so I couldn't figure out why this reader was leaving.

I decided to call her. The answer she gave me was not what I expected. She said that since she accessed most of her email on her blackberry she couldn't receive html files. What an eye opener!

In an attempt to upgrade, look cool and be state of the art, I forgot the most important principle of communication. It's not about technology-it's about people.
Nothing will ever replace the personal touch. I went back and offered subscribers a text or html version. Clients remember me for my handwritten thank you notes and post cards. The most powerful communication is old fashioned face-to-face, person-to-person connection.

As we move forward with connectivity we need to remember to take a step back and truly connect.

To Be Memorable And Remembered, Be the First

When speakers ask me how they can be memorable, I often give them several tips and oratorical devices to enhance their business presentations. Having a memorable speech is temporary. They may remember a point, an analogy, a principle but they may not remember you.

To be truly remembered, be the first. You'll know you've made your mark when others start to model or copy YOU. I wrote my first book, Knockout Presentations:How to Deliver Your Message with Power, Punch, and Pizzazz several years ago. It has continued to be a popular seller on amazon.com.

I was the FIRST to claim that title. Today, I'm happy to say that Harvard University Press is copying me. Here is their new digital book:

The Knockout Presentation: A Timeless Tool of Persuasion [DOWNLOAD: PDF] (Digital)
by Harvard Business School Press (Author)

Watch Your Way to Speaking Success

I often tell audiences that I improve my skills by observing other speakers.
If you want to get to the next level of speaking, watch good speakers. That’s right. I’m talking about the power of modeling behavior. When you observe someone else, the brain fires “mirror neurons". Mirror neurons in the brain reflect the behavior of humans. The neurons build a model of the observed behavior.This allows the unconscious mind to try the behavior.

In a lab experiment, monkeys watched a researcher pick up a piece of fruit. When the monkey observed the behavior of picking up the fruit, the brain was activated as if the monkey had actually picked up the fruit. The next step was to show a bowl of fruit to a monkey which was then hidden behind a screen. The researcher reached behind the screen. The monkey couldn’t see what the researcher was doing. Yet, the monkey’s brain was activated as if the monkey had picked up a piece of fruit. At this point, the monkey was visualizing in his mind.

This is the power of visualization. If you’re nervous and want to become a confident speaker, continue to watch confident speakers. If you want to become more humorous watch comedians. Over time, an image of the behavior will form in your mind and you'll begin to model good speaking techniques.

TOP TEN MYTHS ABOUT PUBLIC SPEAKING

Whenever you're presenting, you're going to make mistakes. Sometimes the mistakes you make on the public speaking platform result from commonly held myths. At other times, mistakes might stem from ignorance or inexperience. Whatever the case, here are some of the most common mistakes speakers make.

I'm not a public speaker
Reality: We all speak in public. Public speaking goes far beyond standing on a stage in front of 100 people. We're presenting ourselves all the time. In fact, life is one big presentation.


Don't talk with your hands
Reality: Expressive, dynamic speakers use their hands. Speakers who don't use any hand movement appear stiff. So let your hands speak for themselves!


Look over the heads of the audience
Reality: Look directly at key individuals. We connect with each other through our eyes. Effective speakers look at a few people, one at a time. This creates a relationship, and it's less scary giving your message to each person than to a large crowd.


Memorize your speech
Reality: It's more effective to memorize concepts, not words. If you forget a word, you can make your point another way or go on to a new point. Your audience will not know the difference. When possible, avoid using manuscripts. Notes and outlines will better help you to stay on track.


Stand in one place
Reality: Purposeful movement can be dynamic. Watch some of the top motivational speakers, like Zig Ziglar, Tony Robbins, and Les Brown. They work the crowd. They move across the platform. By doing this, you'll increase the energy in the audience.


Always use a lectern
Reality: There's only one reason to use a lectern: to hold your notes. Use a lectern only when you have to speak from a manuscript. Otherwise, you risk giving a presentation that will be perceived as formal and stiff.


Cover all your points in your speech
Reality: Consider the time frame and modify your talk. Give three major points instead of six. Condense your examples. Tell shorter stories. People will be more likely to remember your speech if you take this approach instead of trying to squeeze too much into too short a window of time.


Start with a joke
Reality: Don't do it. You don't have to be funny to be effective. Use humor or irony instead of telling a joke. Or, simply start with a story or a quote. Throw away the jokes. More often than not, they backfire.


Shut the light off to show slides
Reality: In total darkness, your audience members will fall asleep. And they'll be startled when you turn the lights back on. Use a dimmer instead. Give people enough light to see the slides, and be sure you can see their faces as well.


You shouldn't be nervous Reality: You can control and manage nervousness, but you can't eliminate it. For most of us, the fear of making a presentation never really goes away. Even the top speakers get nervous. But some nervous energy is good for you. It keeps you dynamic. The goal is to channel your nervous energy into a positive performance.

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Do Looks Really Matter?

John Lennon wrote the lyrics-“Got to be good lookin’ cause it’s so hard to see.” What about the old adage that “you can’t judge a book by it’s cover? Who’s right? There is truth in both statements but when it comes to your presentation it helps to look good. And it’s even better to be good looking.

Consider this. You may buy a book based on the table of contents (what’s inside). But the reason you pick it up off the shelf is because of the book cover. It looks attractive. The title calls out to you. The colors catch your eye.

Why? Because the first communication is visual. How you look sends a message. In a leadership position people expect you to look like a leader. So you can have outstanding credentials but if you walk into a room hunched over, if your hair isn’t attractively coiffed, if your suit isn’t well tailored and your heels are worn, PEOPLE WON’T THINK YOU’RE A LEADER.

In the 1987 movie Broadcast News, David Hurt was an aspiring journalist who was not as bright as his experienced competitor. But because of his good, clean cut looks the TV station bumped him up to anchorman. He didn’t even realize that his success was due to having the right look.

The most beautiful fashion model isn’t always selected for a photo shoot. But you can bet she has the right look to sell that product.

Think about executive presence. It’s difficult to define but we all know it when we see it. During the recent U.S. Republican presidential debate there was one person who was more presidential than the others-Mitt Romney. He was polished, well-spoken, confident and good looking. He looked presidential. Some broadcasters thought he won the debate.
I listened to some family members’ comments during the broadcast.
They commented on one candidate who “needs to learn how to part his hair” and another candidate who “keeps pointing his finger at us.” The candidates didn’t seem presidential by their appearance or demeanor.

Recently, a high level politician appeared on a talk show. A friend took one look at him and said, “This guy looks like he rolled out of bed. For God sakes, pay someone to comb your hair and straighten your tie.” These are reactions from the average citizen.

How much higher are your stakes when you’re presenting at a conference, an analyst meeting, or an IPO road show? If you’re a new supervisor, do you look the part or are you showing up at work in sloppy attire?

So in the workplace maybe John Lennon’s lyrics would read, “Got to have the right look cause it’s so hard to see.”

A Predilection for Diction

We recently heard Hillary Clinton at the podium giving a speech when suddenly she launched into a Southern accent. Madonna has been criticized for speaking with a "phony" British accent. Why do some people attempt to change their diction? In the case of Hillary it may have been to relate to the audience by sounding like one of them. In Madonna's case it may be an attempt to rise above her social class and to assimilate into British society. Whatever the reason, we are judged by our speech. In a study by West Georgia College-Speech and Social Status in America,it was determined that " a person's social status is determined by their voice even when content free speech is used e.g. counting from one to ten."

Good diction is important but artificial speech can alienate an audience. When working with clients on accent modification their progress is often thwarted by friends and family who experience the new speech pattern as phony. If your accent is difficult to understand or your regional speech garners frequent comments,you will be well served by improving your diction. But be sure to tell people you're working to improve your speech. The late Princess Grace had to change her speech when she was an aspiring actress. She informed her family that she "had to speak this way." They realized she was serious and eventually her new speech pattern became natural.
We don't all need to sound like Midwestern broadcasters and a few regionalisms can add color and interest. But if people continually ask you to repeat yourself, ask you where you are from, and say that you need polish, you may want to develop a predilection for diction.

Mea Culpa-When You Make a Mistake, Admit It

Recently, Jet Blue airlines experienced a major setback when it didn't have enough flights to meet the demand. Some passengers were on the runway for 10 hours and others were stuck at airports trying to get home.

When disaster strikes, a strong leader takes responsibility and does so quickly. This is a time when the presenter must be sincere and credible. Making excuses will not be tolerated and a slick style will not reassure the listeners.

Jet Blue's CEO took quick action by contacting the public. He sent out a video email to address the issue. He began with a clear purpose statement and got right to the point. By looking directly at the camera and never wavering in his eye contact he conveyed honesty and sincerity. His voice was conversational with an apologetic tone. He seemed both contrite and nervous. Nervousness was evident by the licking of his lips, hard swallowing, non-words (um), and repetition of words ("in the, in the.") Toward the conclusion of his talk, he gesticulated with his fist while saying, "We want you to have confidence in us. We ask for your business and trust."
This gesture showed conviction and was congruent with the spoken message.

Although, he demonstrated some nervous mannerisms, it was the sincerity that made him believable. When rebuilding a relationship with the audience you'll be more convincing when you apologize and speak from your heart

To see the video click on the link:


http://www.jetblue.com/about/ourcompany/promise/index.html?source=ap_2promise

Open Mouth, Insert Foot

Senator Joe Biden recently put his foot in his mouth when he said, Barak Obama is the "first mainstream African-American who is articulate and bright and clean and a nice-looking guy." He meant it as a compliment. Instead, he may have hurt his political career due to outrage from the media.

Why are people taking offense? Obama is very articulate but not the first. By using the word first, the listeners hear it as meaning "only."
Secondly, the most objectionable word is "clean." I believe Biden meant that Obama didn't have any baggage or skeletons in his closet. People took the meaning literally which was insulting.

What's the lesson in all this? CHOOSE YOUR WORDS CAREFULLY and KNOW YOUR AUDIENCE. This is true in business and politics. One poorly chosen word or phrase can bring an otherwise effective presentation spiralling downward to defeat. In corporate environments where political correctness is the rule, it's critical to review your presentation for language and humor. Take your presentation and run it by the savviest people in your company or agency. Practice the jokes out loud and review your terminology for the intended meaning and interpretation. Guard against being quoted out of context. Can the words stand alone? If not, go back and edit.

Success in public speaking is 90% preparation and 10% delivery. To be successul, it takes a lot of preparation, testing, and practice. The next time you give a speech, make sure they hear your pearls of wisdom and not the sound of feet.

Do You Need a Speech Coach?

Tiger Woods has one. Barbara Streisand had one. Top CEOs have them. People at the top hire coaches. Anybody in business needs to have good speaking and communication skills in order to succeed.
I've seen bright, talented people lose sales, promotions, and job opportunities because of an inability to communicate. Many companies fail to get funding because they can't explain what they do. Read my quote in the January 11th NY Times article on Small Business and learn how being a top notch speaker translates into dollars.


www.nytimes.com/2007/01/11/business/11sbiz.html?_r=1&ref=business&oref=slogin

How to Alienate Your Audience Every Time

Actress Gwyneth Paltrow recently enraged a lot of Americans when she discussed her preference for living in Britain. She was quoted in a Spanish newspaper as saying that the British are more intelligent and interesting than Americans. She explained that Americans talk about what they do for a living and are concerned with money. She found British conversations more "civilized."

While she is entitled to her opinions her choice of words sounded like a put down rather than a preference. Think about what people have said during acceptance awards- "I'd like to thank all the little people." Politicans have lost their positions because of how they expressed their point of view in public. So how can you express an opinion without insulting the audience? Ms. Paltrow could have expressed her delight living in England while also mentioning the cultural differences.
For example, "In adjusting to the British culture, the conversations tend to be different. Americans get down to business more quickly with an emphasis on their professions. In England, the conversation tends to be more personal and social."

The above statement is more of an observation than a judgement. When using the words
"more," "less," or "civilized," you begin to make a judgement. When you compare intelligence you are also walking on thin ice. Words are powerful.
So keep your comments neutral. Voice observations, not judgements.
In public speaking it's both WHAT you say and HOW you say it.

John Kerry's Calamity-A Failure to Communicate

Words are powerful. John Kerry learned that lesson when his comments were plastered all over the news.
What was his intention? Only he knows. But the meaning of communication is not the intention. It's the effect.
And in this case the effect was negative.

Here is what Kerry said during his speech,"Education, if you make the most of it, you study hard, you do your homework and you make an effort to be smart,you do well. If you don't, you get stuck in Iraq."

He later said he would not apologize because it was an attack on Bush and not on the soldiers. When you read the words it sounds like he's denigrating those serving in Iraq. Today there is no draft and the soldiers serving in Iraq volunteered for service. So the public heard it as an attack on the intelligence of the armed forces. Kerry's rebuttal was that his joke was misunderstood.

There are two public speaking principles that were violated here.

First, don't tell jokes. In my book, Knockout Presentations, I dispell the myth that you should tell a joke during a speech. This only works if you're a comedian. For most of us the joke bombs and we go down with it.

Secondly,do your homework. It appeared that Kerry hadn't read or practiced this comment. To deliver a line effectively it must be practiced out loud and timed. When it comes to public speaking, don't wing it. Know your message points and practice the delivery and timing.


Words can leave lasting scars. To recover, the quickest path to healing is to take responsibility and do it quickly. Kerry should have apologized immediately in order to secure his political position and to make the problem go away. The longer the speaker delays taking responsibility the more you can be sure of a crisis in communication.

Remember: The meaning of the communication is the effect and not the intention. Don't let the need to be right make you wrong.

To read Knockout Presentations visit www.amazon.com/Knockout-Presentations-Deliver-Message-Pizzazz/dp/1886284253/sr=8-1/qid=1162578002/ref=pd_bbs_sr_1/102-6618831-0156137?ie=UTF8&s=books

The Eyes Have It

Darting or downcast eyes suggest nervousness or evasiveness. To shine in any media interview or presentation you must master eye contact. We connect through the eyes and eye contact is a powerful way to create a relationship with the audience.

For a satellite broadcast look directly into the camera. Steady your gaze. Excessive blinking will make you look nervous.

For all other media interviews look at the host and let the camera person worry about the angles.

When speaking on a panel, look out at the audience rather than the speaker. You'll want to identify body language signals before it's your turn to speak.

When speaking to a live audience break down the large group into sections with your eyes. Than speak directly to one person at a time in each section. That will create a relationship with your audience, you'll look focused and confident to the group, and you'll start to lose your nervousness when you talk to only one person at a time.
For more speaking tips visit www.diresta.com

It's All in the Hands

Your presentation doesn't begin with your opening remarks. It begins with your handshake. The handshake can be the basis for getting a job or making a sale. How you shake hands says something about you.
The ideal handshake is a firm clasp with the thumbs meeting web to web. It's the same for men and women. The handshake is definitely an equal opportunity communication. However, there are some aberrations or dysfunctional handshakes.
Bone Crusher
The vice grip or bone crusher grabs your hand with so much pressure your fingers hurt-especially if you're wearing a ring. This is often a sign of dominance and aggression.
Jelly Fish
The limp handshake can be anything from a full handshake without any pressure to a three finger contact. Sometimes the palm is clammy as well. This signals weakness and lack of confidence. When I worked on Wall Street the manager of a trading desk told me he never hired a man with a weak handshake.
The Shoulder Grab
The person shakes your right hand and with the left hand either touches the shoulder or forearm. This is a gesture of familiarity and should not be used in business unless it's between friends.
The Non-Shaker
A person who avoids a handshake will not extend a hand or will withdraw it quickly.
People who recoil from shaking hands often fear germs. This lack of social contact communicates coldness and makes the person less attractive.

Your handshake is your first impression. Make it a positive presentation.

For more articles and resources on presenting yourself visit www.diresta.com

Win or Lose: It' s How You SAY the Game

Tennis star, Andre Agassi just played his last game. He lost his last match but still went out a winner. Overcome wth emotion, he blew kisses to the crowd and gave his parting speech:

"The scoreboard said I lost today but what the scoreboard doesn't say is what I found. Over the last 21 years, I have found loyalty, inspiration. You have willed me to succeed, sometimes even in my lowest moments. You have given me your shoulders to stand on to reach for my dreams...I will take you and the memory of you with me for the rest of my life. Thank you."

When giving a concession speech,be gracious. Thank the people who supported you, say something nice about the winner, remember the high points, and walk out with your head held high. Anyone can give a good speech when they win. But it takes courage, class, and style to give a good concession speech. Whether in sports, politics, or business, when you give a good presentation you'll always be remembered as a winner.

For more speaking tips, sign up for my FREE newsletter The Science of Speaking. http://www.diresta.com

The Power is in Being Personal.

The Bush Katrina Speech

On August 29th President and Mrs. Bush marked the anniversary of Hurricane Katrina by giving a speech.
Both Laura and George Bush have improved in their rhetorical skills since they took office in 2000. While Laura Bush delivered her speech effectively, she was still reading from a manuscript.

President Bush, on the other hand, added a personal quality to his speech. At key moments he paused to look out at the audience. He spoke from heart when he lamented the "failure of government at all levels."

Bush adopted a conversational tone as he used his own words to explain that part of rebuilding the city of New Orleans requires moving tons of debris.
At one point in the speech he made his typical verbal faux pas of tripping over his words. His response was to roll his eyes, smile, and correct himself. This personal nonverbal reaction let the audience know he was aware of his mistake. His expression seemed to say "Here I go again." He was able to laugh at himself.

Being personal allows the speaker to go off message and to react to the moment. The impact is a more authentic person-someone who is just like us.

Your Presentation is Your Brand-Don't Get Rear Ended

I was listening to a radio traffic update on the Imus show this morning. The reporter signed off as Rear End Rhonda. What does that moniker have to do with traffic reporting? I don't know. I do know that Imus doesn't like it and has no interaction with her. A key question is how do you or your company want to be remembered? According to wikipedia (the online encyclopedia) the definition of a brand is "the sum total of a company's value proposition."

It seems that Rear End is a strange value proposition. It may be remembered but it's not consistent with her career position and in the long term will probably not yield the desired result.

Words are powerful. Words can change our lives.
You are your company. And your presentation is your brand. Is your brand consistent with the image you want to portray?

What's Your Intention?

Whether you're giving a formal presentation, speaking at a meeting or negotiating a contract, a successful outcome begins with a powerful intention. Too many speakers prepare their content but don't prepare their minds. What is it that you REALLY want?
Do you want the respect of your peers? Agreement from the client?
The subconscious mind is like an autoresponder. It doesn't judge, it doesn't make decisions,and it takes you literally. It obeys your command. It's the conscious mind that has the power to decide.


When you continue to get undesired responses, your subconscious mind is simply acting upon old programming. You can practice over and over again saying the words out loud. But if you don't begin with an intention and believe you can achieve it, you're simply a talking head.


So change the belief.
Create a clear intention with your conscious mind. Write your intention down. Focus on it until it is crytal clear. Intentions that are clear and specific will have a greater opportunity to manifest.

The Power of Stories

To bring your busiess presentation to life, tell a story. Stories provide dramatic effect, engage the listner, underscore a point, motivate, reduce defensiveness, and aid retention. In other words, stories make you and the message memorable. Read Kotter's article The Power of Stories. I


www.forbes.com/2006/04/12/power-of-stories-oped-cx_jk_0412kotter.html

Selling Soap to Italian Women-A Lesson in Business Presentations

The Wall Street Journal reported that Italian women spend an average of 22 hours cleaning their homes. They buy more cleaning supplies than women from other countries. So they'd be a perfect market for U.S. time-saving cleaners and products, right? That's what Proctor and Gamble thought until they saw their sales plummet. They learned that Italian women don't value mops and cleaners that save time. They value strong detergents that cut grease-not quick spray bottles. They don't value time; they value toughness.

P&G presented the product without knowing the buyer's criteria. How often do we slap together a presentation based on what we value instead of what the audience values? When a car dealer sells a car to a man he usually talks about engines and horsepower. When he sells to a woman he talks about color and interior. This is an assumption and not based on the buyer's criteria. When a manager motivates with money and an employee values time off, she is speaking from her values and not from the employee's values.

The secret to successful presentations is to know what the audience wants and to give it to them.