Podium Coaching Blog
Rehearse, rehearse, rehearse
The more you rehearse, the better you’ll be. Rehearse out loud. Rehearse in front of your colleagues, family, friends or the bathroom mirror. Video yourself. Rehearsing makes you confident and comfortable.
Think of any presenter you admire for their cool, commanding presence on stage. You can guarantee that the more relaxed they are on stage, the harder they work away from the spotlight.
The late Steve Jobs was a great illustration of this truth. His style – and the work that went into creating that style – was summarised by author Alan Deutschman: “Jobs was the best showman in American business and he worked hard at his art, preparing maniacally for weeks before an appearance. He spent countless hours rehearsing the succinct lines he would throw off as if they were improvisations.”
Rehearse out loud as if the audience is there listening to you now. The more you hear yourself, the more comfortable you’ll be when you actually deliver.
Ace your introductions with stories and sincerity
A trip to France for a friend’s wedding was a great chance to eat, drink, make merry – and reflect on the sometimes-difficult communications issue of making introductions.
Some people, a lucky few from my observations, are able to strike up an immediate and easy relationship with complete strangers. Others struggle to figure out what to say and how to say it effectively when entering a new social circle.
The wedding gave me a chance to watch successful introductions made in both group and one-to-one settings. Let’s start with the group introductions. On the eve of the wedding, while most of the men took themselves off to a jazz festival in a neighbouring town, the women chose to have a wonderful dinner in the garden of a restaurant close to the bride’s home.
After everyone had ordered, the bride suggested we introduce ourselves, since we were an international bunch and most were meeting for the first time. It could have been a quick and predictable run round the table getting names and countries that we would have forgotten before the food arrived.
Instead, something wonderful happened. Without prompting, everyone launched into a story of how they met the bride. The stories cemented our new relationships in a way that basic facts and figures never could. We remembered the stories – and the names of the storytellers.
Stories are powerful tools for communicators. Stories help form lasting relationships personally and professionally. They make concepts and facts concrete and memorable. They can be told anywhere, anytime. They don’t have to be long. Just make sure they are relevant and make a point.
As we always tell people in our presentation skills and media skills workshops, facts tell – but stories sell.
The other great example of how to make effective introductions came in a one-on-one setting. Guests at the wedding were from France, Italy, Canada, the US, the UK and a few other places as well. In the run-up to the ceremony there were a few events to help turn strangers into friends. There was the usual spread of meet-and-greet styles – from confident and outgoing via reserved and formal to diffident and shy.
But the prize for most effectively breaking the ice has to go to Ruggero, from Sicily.
Like everyone, he smiled and shook your hand. But Ruggero seemed to look into your eyes a little deeper; he held your hand a beat longer. He spoke clearly. He repeated his first name, saying it was an unusual Italian name that people often mistook for Roger.
Most importantly of all, he exuded a sincere interest in his new acquaintances. A lot of people can work a room in a mechanical way. To do it in a way that really connects with people demands a lot more effort.
Ruggero had a prop to help him open conversations. He would open his jacket to reveal a monogram of the bride and groom’s names and date of their wedding on his shirt. It was a great ice breaker. The bride and groom loved it. We all loved it. In fact we all loved Ruggero.
Can accountants be entertaining speakers? You bet they can
In our public speaking training programs we tell people to simplify their language, talk as they speak, tell more stories, and avoid cluttering slides with masses of text.
So what happens when a client says things like:
“I’m expected to use big words, so I impress my audience.”
“I’m an accountant. We don’t have stories.”
“We’re encouraged to put everything on the slides.”
I can’t tell you how many times we at Podium Coaching hear things like that in the course of a year. Our basic response is something like:
“Do you want people to understand you, and support you?”
“Do you want people to remember your message , and spread the word to others?”
“Do you want people to believe you?”
“Do you want to feel good about your speaking skills, knowing that you words will come easily and you will be seen to be authentic?”
These thoughts are prompted by a wonderful trip I just made to the United States, to work with a client in Richmond, Virginia.
In one workshop I worked with a Director of the Budgetary Division from one of the state government departments. Her reports to state officials were complex and full of numbers. Her slide shows reflected this density.
Here’s an example of how she proposed to open a presentation:
“This year the consensus medicaid forecast projects a surplus of $74 million GF in fiscal year 14 for the bill and a need of $675 million GF in the fiscal year 15 and 16 biennium.”
We worked on simplifying her language by using simple words and simple sentences. Because the audience needed to follow and comprehend, we wanted to deliver information in bite-sized chunks… one thought per sentence. The numbers are important. So I asked her to use only one set of numbers per sentence.
The result was great a opening:
“Ladies and gentlemen. The number you are waiting for is… (pause) $675 million. (Pause) This is the official forecast projection. (Pause) It’s the general fund need for the medicaid program (pause) for fiscal year 15 and 16. (Pause) I’m going to explain to you how we came up with this number.”
We loaded this with strategic pauses, to help the audience follow her thinking and understand the content.
We re-worked her content using the TalkitOut Technique. Then we worked on her slides. When we teach presentation skills, we encourage people to create their slides after they’ve talked out the content. (Rather than creating the slides first, and writing a script that duplicates everything on the screen).
In my client’s budget slides, we removed all but the critical information the audience needed to get. She used the reveal button to strategically deliver information to the audiences. (To ensure the audience got all the relevant information, she provided a summary on paper).
The result? An informed audience, and a delighted presenter.
BBC script tip will work for you
by Neil Everton
The death of a former BBC News colleague reminded me of a piece of advice as relevant to speakers today as it was to TV journalists when it was delivered 50 years ago.
The colleague who died was Peter Woon, a man credited with changing the way the BBC reported the news. But that was later. When he was first hired his new boss, Tom Maltby, shared one piece of advice with Peter and all recruits to the newsroom:
“I never want to see you typing a script. You must dictate it so it will sound like the spoken, not the written, word when you deliver it.”
And that is why TalkitOut is at the heart of our presentation skills training. The words have to come out of your mouth before you commit them to paper.
If you write in silence, and judge your words only by how they look on the page, it’s hard to capture your true speaking voice. Your sentences tend to be longer, the structure more complex, and you lose the conversational quality your audience expects of you.
Say the words out loud before you write them. You’ll be amazed how it changes your speaking style, your fluency and your confidence.
Lessons for speakers from Brazil’s soccer nightmare
Don’t you feel sad for the Brazilian footballers? With the expectations of the nation on their shoulders, they crumbled to a devastating 7 – 1 defeat to the ruthlessly efficient Germans in their FIFA World Cup semi-final.
The Germans scored four goals in a dizzying six-minute spell in the middle of the first half, to put the game out of reach of the Brazilians. Brazil’s game-plan unravelled early. Their confidence deserted them. And they still had sixty minutes to play.
Why is a blog about communications talking about soccer? Because what happened to Brazil can happen to any speaker.
As a speaker or presenter, what do you do when you hit a problem early? You’ve spent hours planning and rehearsing. But when you are on the podium, things go wrong. A story doesn’t resonate as you had hoped. Or a joke falls flat. Or you stumble and lose you way. You sense you are losing the audience.
If you speak a lot, you’re likely to have experienced that sinking feeling at least once. So what can you do to turn the tide?
The Brazilians made a couple of substitutions (like a speaker modifying a presentation), they kept going, and they were rewarded with a last-minute goal of their own.
If you are a speaker and you run into a snag, you need to stay focused on your content. As we tell people in our presentation skills training, slow down. Breathe. Don’t think of anything else except the next line.
Don’t start second-guessing or doubting yourself. Maintain eye contact with the audience. Don’t bury your eyes in your notes. Stand tall.
When it’s over, analyze what happened, why it happened and what you can do to make sure it will never happen again.
I’m sure the Brazilian team is doing that right now.
Wave to a stranger on Canada Day
I remember, as a young girl, going for boat rides with my parents. We always waved to passing boats. They always waved back.
I often wondered why we would acknowledge perfect strangers on a lake when we wouldn’t in a city street or shopping mall. Perhaps it was the enormity of the lake and the frailty of our boats that made us reach out to each other. Or simply the knowledge of a shared pleasure.
Fast forward to today. I’m blessed to live in Nova Scotia, a Canadian province surrounded by ocean and awash with lakes. When I go out on a boat, I still wave to perfect strangers. And they still wave back.
But there’s something special about Nova Scotia. You don’t have to be out in a boat to get a wave from a stranger. If you are out for a walk, you’ll most likely get a friendly wave from passing motorists.
Admittedly most of my walking is on the lanes around my home. So you could argue that the waves are an indication of shared pleasure in a certain neighbourhood.
But here in Nova Scotia this delight in reaching out to strangers extends far beyond shared interests or simple neighbourliness. This is the province where a man stood on the overpass of a busy highway day after day and waved to passing motorists… for 40 years.
I was startled the first time I saw him. After that I started to look forward to seeing him. The province named the overpass for him – the Freddie Wilson Overpass.
As human beings, we instinctively want to communicate with each other. So, on this Canada Day, no matter where you live in this beautiful country, reach out. Smile or wave at a stranger. Happy Canada Day.
Watch out for this misused word
If – as a speaker or presenter – you’re are ever tempted to thank your host for the ‘fulsome introduction’… stop. Bite your tongue.
If you are ever tempted to lavish fulsome praise on someone you care about… resist. Do not.
‘Fulsome’ is one of the most misused words in the language. It means the opposite of what many well-meaning people intend when they use it.
It means offensive or insincere or overblown. The Oxford Dictionary defines it as cloying, disgustingly excessive.
So be careful with ‘fulsome’. If you want to thank your host for an insincere introduction, it’s the right word for you. But if you are trying to be kind, forget you ever heard the word.
How to bring your presentations in on time
You were asked to speak for 20 minutes. You wrote your speech. You read through it, timing yourself. Spot on. Then, when you got up to deliver it, you found your 20 minutes were up and you hadn’t got to the punchline.
Remember, it takes longer to deliver a speech that it does to read it.
- A third-grade student reads at about 150 words per minute.
- The world speed-reading champion reads at 4,700 words per minute.
- The average adult reads at 300 words per minute.
But when you deliver a speech or presentation most people average just 100 words per minute.
And that’s why so many speakers find themselves in a time crunch as they approach what should be the most memorable part of their presentation.
When you rehearse, stand in front of a mirror and read your speech out loud. Time yourself. You’ll give yourself a much better chance of ending on tine, without having to rush through your conclusion or punchline.
(If you use the TalkitOut Technique for preparing a speech, you’ll never run into time trouble. With TalkitOut you are always reading out loud, rather than simply composing in silence).
The 3 languages you need to win any audience
Every time you speak, you are using the 3 Language of Communication simultaneously. And in this order:
- Body Language
- Spoken Language
- Inner Language
Body language speaks first and loudest. The minute people look at you, even before you speak, they will judge you… and often they’ll do it in 5 to 7 seconds. They will like you or not, depending on things like posture, appearance and movement.
Then you speak. Your Spoken Language will either reinforce the first impression of Body Language or dispel it. Are you conversational, pausing strategically, using emphasis and telling stories? Or are you laboriously reading from a script, in a monotone?
The third language to kick in is Inner Language. You can’t see it or hear it, but it exists. Inner language is expressed through your energy, the tone of your voice, how authentic you appear and, most importantly, through your passion.
The more you believe in your topic and express it, the easier it will be to connect with your audience. Once you’ve made that connection, you can persuade, sell and lead them.
Be aware of all three languages of communication, and use them strategically to deliver your message.
At Podium we teach you strategy for Body, Spoken and Inner Languages. These will take you from fears to cheers in front of any audience.
Want to sell more? Tell more stories
Storytelling is the magic sauce that gives a little zip to any form of communication. Stories turn facts into memories, they are a great teaching tool, and they keep audiences engaged.
And, apparently, stories are a great tool for sales people. Last week Peri Shawn shared her sell-with-stories philosophy with members of the Atlantic chapter of the Canadian Association of Professional Speakers.
The key to making a sale, Peri told us, is to engage the customer on an emotional level. And the best way to do that is to tell a story. Humans are hard-wired for stories; we’re brought up on stories and we love to share stories, regardless of age, gender or culture.
Peri Shawn says if you want to use stories effectively in a sales context, you have to remember three things:
- the story must to relevant to the customer/client
- the story must be told from the customer’s/client’s perspective
- the story must have suspense to engage the customer/client
And if the client has a question or objection, answer with a story. It’s doesn’t have to be long, but it must be a story.
Peri Shawn knows selling. Her company, the Coaching and Sales Institute (CSI), has been in the sales coaching business for 25 years and was involved in the launch of such products as the debit card and Blackberry in Canada. Peri is the author of Sell More with Sales Coaching (Wiley, September 2013) as well as the three corporate guidebooks.
Here are a few snippets of the advice she shared with the CAPS audience:
- Selling is about helping others with their buying decisions.
- Sell to one person at a time.
- The emotionally engaged person will be 4 times more likely to buy and 2 times more likely to refer you.
- People buy based on emotions and then justify based on logic.
So if you want to engage people on an emotional level, tell them a story.
At Podium Coaching we have long taught the power of story. It’s good to know of yet another powerful way to use this ancient tool. Thank you Peri.