I always ask my presentation training clients to tell me who their favorite speakers are and why they like them. Then, I ask them to name the best non-celebrity speaker they have seen in the last year and to tell me every single message point they remember from that speech. Invariably, after telling me one or two substantive message points about a speaker, my clients will start saying things like �and this CEO spoke with such passion and optimism; he made you want to hear more.�
Archive for October, 2007
Style Is Never Versus Substance
Friday, October 19th, 2007Beware the Complex Double Negatives
Friday, October 19th, 2007Sometimes in order to make a point stronger, someone may use a double negative to make a forceful point when speaking to others. For example:
�We can not NOT lower taxes if we wish to stimulate the economy.� To those in attendance, the message is clear�the person speaking wishes to cut taxes. Through the use of intonation and emphasis, it is abundantly clear to all where this person stands on the issue of taxes.
Don’t Go Stale
Friday, October 19th, 2007Here is a common problem: a TV reporter comes out to interview you about your business or organization. While the camera crew is setting up, you tell the reporter all of your interesting insights and sound bites. Then, when the TV crew is set up and starts recording, you become bland and boring. What is happening here?
The Pause Solution
Friday, October 19th, 2007There aren�t many big problems in life that can be solved by doing nothing, but fortunately, that is the solution for many speaker woes.
Do you find yourself saying too many uhs, ums, ers and you knows when you are giving a presentation? The solution is to do nothing, i.e., pause. By pausing throughout your presentation, you will correct many of your problems.
One Laugh At a Time
Friday, October 19th, 2007The reality is that you don�t have to be a natural born comic or even the class clown to develop a reputation as a humorous speaker. It�s really just a function of hard work. If you speak on a similar subject on a regular basis, the trick is to occasionally say something that strikes you as amusing or funny. If it is funny to you, it might be funny to someone else. The, if you get a laugh, make a note of it. If it works with one audience, it might work with others.
Prepare Your TV Comments In Advance
Friday, October 19th, 2007
Media trainers often tell their clients to prepare simple three-part messages before going in front of a TV camera for media interviews. (I give the same advice.) In part, this is good advice for any media interview, whether it be TV, radio or print. But it is especially good advice of TV because there are so many nerve racking things that can go on at a TV station or television network to make you lose your concentration. And if you can’t concentrate, you can’t think clearly. Hence, dumb things can come out of your mouth when the camera starts rolling.
TV Needs Action And Words
Friday, October 19th, 2007
TV is a visual medium so it is important that you look good, move well and gesture appropriately. You’ve go to walk the talk without actually moving your legs. However, you must be aware of the possibility that when you are interviewed on TV, especially live TV, there is the chance that the director will show video (B-roll) instead of your face and body when you are talking.
Why is this relevant? Because you can’t make a point by grabbing the host’s arm or pointing to a spot on your own body if the people at home are watching video of something else and only hearing your voice. Your message might get lost.
Concluding Versus Closing
Friday, October 19th, 2007
There is one big difference between an informative presentation and a sales presentation. In an informative presentation you are also trying to sell your ideas, but in a sales presentation you must do more. You must sell in a more specific time frame, typically sooner rather than later.
The Handout Strategy
Friday, October 19th, 2007
Imagine you’ve been invited to speak at an industry conference in front of 2000 people, and a full 15% of those people are ideal prospects for your company’s products or services. What do you do? You can’t necessarily give handouts to that many people. You will lose credibility if you use a lot of your time to give a blatant sales pitch. So how do you make a stronger connection with your ideal prospects hidden in the large audience?
Keep ‘Em Awake With Eye Contact
Friday, October 19th, 2007
Let’s face it, we’ve all started to nod off while listening to a speaker, no matter how interesting the presentation. As a speaker, this can be disconcerting. You may be tempted to walk over the offending sleeper, shake him by the labels and say, “wake up you knucklehead!” But that wouldn’t be polite.
I have found the most effective and yet subtle technique is to give the sleepy person longer eye contact than usual. Look at the person for an entire thought, plus a second or two. Of course you don’t want to look at this person to the exclusion of others in the room, but just enough to put a temporary spotlight on the drowsy one. That spotlight of your eyes will make the person just uncomfortable enough that sleep will seem less appealing.