Connection Matters
How you relate to others matters when making a face-to-face presentation. What creates a connection with any executive, manager or peer, first and foremost, is strong eye contact. Sustained eye contact should begin the minute you walk in the door. With solid eye...
Guidelines for Great Large Group Presentations
What is the difference between your audience and an elephant? An elephant never forgets; an audience occasionally remembers. You go to a lot of trouble to prepare for a large group presentation. You want it to be a success and people to feel their time was well spent....
Being as Good as the Big Guys
We have all heard speakers who are exceptional – their message is clear and it is delivered in a compelling manner. People like Steve Jobs, CEO of Apple Computers, Steve Ballmer CEO of Microsoft and John Chambers, CEO of Cisco Systems fall into this category. However,...
Need Influence? Read Below!
How often have you heard someone say to you, “You need to be more influential?” When we hear that request, often we don’t know how to address the issue. From a communication standpoint, three issues are critical to making a powerful impression on others. People need...
Quick Tips for Handling Loose Cannons!
Individuals who seem attacking can disarm even the most experienced speakers. When statements start with an accusation or an acerbic tone of voice, it is hard to keep your composure, especially if others are witnessing this attack. Difficult individuals or...
Promise Never to Commit these Presentation Crimes
They say there are three presentations we give: The one we planned to give, the one we actually gave, and the one we wished we would have given. A lot of us leave a presentation wishing for a “do-over.” What can destroy a good outcome are the following “Presentation...
Why I Simply Can’t Trust You
The aim of any presenter is to be trusted. Yet, time after time, listeners aren’t sold. Many even comment, “You know, there is something about that guy that I just can’t trust.” What you say and how you say it is critical to establishing trust. Albert Mehrabian,...
The Storyteller’s Checklist
People are moved by their heads and their hearts. Data alone won’t convince people. Knowing this, many companies have adopted a storytelling approach with their customers. An engaging story helps to deepen the human connection and increase the likelihood of ideas...
Presentations Are Out: Sharing Your Story Is In!
Customers are not crazy about formal presentations. They complain that presentations often seem prescriptive and downright boring. When surveyed, one of our clients said, “The last thing I need in my day is one more salesperson doing a dog and pony show. What happened...
Add Up to Real Value
When that great opportunity finally comes along to make a presentation to a potential dream client, you want to be successful. The question many of us have is “What is the trick?” As simplistic as it sounds, the key is in adding value. The more clearly you can...
Giving an Update? Tell Me What’s New and What’s to Do
Are you one of those people that has to give periodic updates? If so, you had better make it worth your listeners’ time because nobody relishes a meeting that’s “just an update.” In fact, in many people’s eyes, an “update” meeting is the one to miss when your schedule...
Reach, Teach and Touch – 3 Requirements for Any Presenter
Selling your ideas isn’t easy, especially in today’s dynamic business climate. Listeners go from meeting to meeting. They are on information overload. Without Reaching, Teaching and Touching your listeners, it is likely your content will be overlooked. The question is...Establish Credibility by Being a Trusted Advisor
What business person wouldn’t covet being thought of as a trusted advisor! Obviously, customers would act on your recommendations and refer you to other business acquaintances. They would turn to you first to improve the quality of their business and sign contract...Quick Tips for Creating Slide Shows
Almost all of us use slides as we present to our bosses, customers, peers or direct reports. However, not all of us create them effectively. Rather than aiding comprehension, slides can erode meaning and cause confusion. Often, they consist of boring bullet point...You Can’t Leave Your Communication Skills behind Just Because You Are at Lunch
Many professionals conduct business outside of the office over lunch. The atmosphere is often more relaxing and conducive to discussing important matters privately. However, the business lunch can erode the impression of you as a consummate professional if you leave...What Tony Hayward Should Learn about Handling Tough Questions
Tony Hayward, CEO of BP Oil, has become a punching bag for Gulf Coast residents, as well as newscasters. His penchant for making insensitive and misleading statements may have done irreparable damage to his reputation and the reputation of BP Oil Corporation. Some of...Connection is Everything
How you relate to the audience affects the outcome of the meeting. People more readily accept information and close business with those they like and trust. So how do you build a relationship and still get your points across? What creates a connection, first and...Pre-game Jitters When Presenting to the Boss
Presenting to the boss is a double-edged sword. On the one hand, it is an opportunity to show what you know, to be the next MVP. On the other hand, if the boss thinks poorly of you or hates what you say, you may be forever sitting on the sidelines or worse yet, sent...2010 The Year of Relationship
The economic situation has impacted all of us, regardless of our job or industry. Many of us have seen dramatic layoffs, leaving some of us doing several jobs at one time. The pressure to succeed and exceed expectations is unbelievable. In these down times,...When You Can Only Influence
Robert Cialdini, the author of Weapons of Influence and The Psychology of Persuasion, is a leading expert in the area of influence and influencing. In his books, he identifies critical principles that generate desirable change. We have grouped his key points under...
What It Takes to be a Master Speaker
Malcolm Gladwell in his book Outliers says 10,000 hours is the magic number for true expertise. He sites examples of composers, basketball players, skaters, concert pianists, chess players and fiction writers who achieved greatness after 10,000 hours of hard practice....My Face—Your Face. Is Face to Face Communication Necessary Today?
Social media, e-mail and other advancements in technology seem to suggest that face-to-face communication in the business world is “old school,” that people do not miss or desire in person communiqués. One businessman, I called recently had this recorded message on...Build Credibility with Every E-mail You Write
E-mails can either build or erode credibility. For e-mails to differentiate you in a positive light, take the time to write them clearly and concisely. Make sure to focus them on the recipients and their needs. Lastly, plainly define any follow-up actions. When...Clarity—It’s Rule #1 in Writing!
Clarity should be a writer’s highest priority. While everyone nods in agreement, miscommunication is rampant. How many of us have had the unsettling experience of trying to assemble a child’s toy, only to be thwarted by unclear directions. Anyone interested in healthy...Cardinal Rule #1—End on Time
Repeat after me, it is not okay to end meetings late. When moderators say, “I am sorry we ended 15 minutes over time, but I hope you found it valuable,” it is not really all right. People have commitments. Sometimes, they are rushing to airports or to pick up children...Thinking on Your Feet—It’s not Impossible!
If you think it is impossible to think on one’s feet, you are not alone. Many business professionals dread speaking to senior level executives or important customers for fear their brains will freeze and decision makers will see them as the village idiot. There are...Emotion—the Fast Lane to Motivating Listeners to Take Action
Can you remember a time when you attended a meeting, only to be lulled into an occasional listening mode because of one dull fact after another? Just like you, your listeners will tune out quickly if you don’t capture and hold their attention. After all, most business...Presenting—A Transference of Enthusiasm
Presenting your ideas so that people are motivated to take action requires a transfer of enthusiasm. From your first words, you must demonstrate you believe in what you say. You must show true gusto in your body language and voice. Anything less seems incongruous, and...What It Takes to Make Your Points Stand Out
Winston Churchill once said, “If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time– a tremendous whack!” Most speakers want their points to come...Delivering Bad News Messages
The economic downturn has affected all businesses. Consequently, many of us are now in the position of delivering bad news messages. It is not easy, but the way that message is communicated is critical. It leaves a lasting impression of you and the company. People who...Out of Work? Changing Jobs? Better Do Some PR!
Are you out of work or thinking of changing jobs? Before you do anything, perform some PR on yourself. Assess what the Perception of you as a communicator, versus the Reality. We can see ourselves as a highly polished, competent business professional, but if the...If You Rest, You Rust!
Helen Hayes (1900-1993) was the quintessential actress of her day. When asked why she continued to act well into her seventies and eighties, she said, “If you rest, you rust.” As speakers, we can’t assume our communication skills are good enough. Miscommunication is...Selling Yourself in A Down Economy
As the economy continues to plummet, businesses weigh every internal and external decision very carefully. To save money internally, decision-makers are looking closely at their own headcount. Non-essential jobs and marginal performers are being eliminated quickly....Three Cardinal Sins That Will Derail an Executive Conversation
Most business people make presentations to executives, whether it is internally to senior managers for status updates or externally to clients or customers for purchase approval. Often, these are one-time golden opportunities. They require careful planning and...- Your Job Includes Being a Coach
Managers of phone reps all want to see their reps exceed customer expectations each day. But, today’s worker isn’t automatically committed to excellence. John Naisbitt in Re-Inventing the Corporation said: 88% of today’s workers want to work hard and do their best on the job. 55% said they had an “inner need” to do their […]
- How Strong is Your Core?
Every athlete knows that if you want to perform well, you have to have a strong core. They also know that the time to strengthen their core is not while running a marathon or playing 18 holes of golf. It needs to happen long before and gradually over time. The same is true for a presenter. You have to have a strong core.
- Don’t Get Stuck on the Opening
Where most people get hung up is the opening. However, that’s actually the most important part of a conversation. If those first few minutes aren’t rock solid, it is unlikely the audience will listen all the way to the end. People make instantaneous decisions about whether they like or need what you have to say so you need to make it relevant right from the start. A good way to open any presentation is to answer the questions people typically have.
- Here’s How to Be Perceived as a Polished Professional on the Phone
Before you start worrying about building brand identity through marketing and public relations campaigns, you might start thinking about the image you and other employees are projecting when making or taking a phone call. Obviously, when customers can’t see you, the way they assess your confidence and professionalism is what they hear in your voice. […]
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