A.U.D.I.E.N.C.E. Analysis

A nalysis - Who are they? How many will be there?

U nderstanding - What is their knowledge of the subject?

D emographics - What is their age, sex, educational background?

I nterest - Why are they there? Who asked them to be there?

E nvironment - Where will I stand? Can they all see & hear me?

N eeds - What are their needs? What are your needs as the speaker?

C ustomized - What specific needs do you need to address?

E xpectations - What do they expect to learn or hear from you?

How to Gesture Effectively

Gestures are reflections of every speaker's individual personality. What's right for one speaker may not be right for another; however, the following six rules apply to anyone who seeks to become a dynamic effective speaker.

1. Respond naturally to what you think, feel, and see - It's natural for you to gesture, and it's unnatural for you not to. If you inhibit your impulse to gesture, you will probably become tense.

2. Create the condition for gesturing, not the gesture - When you speak, you should be totally involved in communicating-not thinking about your hands. Your gestures should be motivated by the content of your presentation.

3. Suit the action to the word and the occasion - Your visual and verbal messages must function as partners in communicating the same thought or feeling. Every gesture you make should be purposeful and reflective of your words so the audience will note only the effect, not the gesture itself. Don't overdo the gesturing. You'll draw the listener away from your message. Young audiences are usually attracted to a speaker who uses vigorous gestures, but older, more conservative groups may feel irritated or threatened by a speaker whose physical actions are overwhelming.

4. Make your gestures convincing - Your gestures should be lively and distinct if they are to convey the intended impressions. Effective gestures are vigorous enough to be convincing yet slow enough and broad enough to be clearly visible without being overpowering.

5. Make your gestures smooth and well timed - Every gesture has three parts:

The Approach - Your body begins to move in anticipation.

The Stroke - The gesture itself.

The Return - This brings your body back to a balanced posture.

The flow of a gesture - the approach, the stroke, the return-must be smoothly executed so that only the stroke is evident to the audience. While it is advisable to practice gesturing, don't try to memorize your every move. This makes your gesturing stilted and ineffective. The last rule is perhaps the most important but also the hardest.

6. Make natural, spontaneous gesturing a habit - The first step in becoming adept at gesturing is to determine what, if anything, you are doing now. The best way to discover this is to videotape yourself. The camcorder is completely truthful and unforgiving. If you want to become a better speaker, you need to make the camcorder your best friend.

Videotape yourself and identify your bad habits, then work at eliminating them, one at a time. You will need to continue to record yourself and evaluate your progress if you expect to eliminate all your distracting mannerisms.

To improve gestures, practice - but never during a speech. Practice gesturing while speaking informally to friends, family member, and coworkers.

Ten Tips to Improve the Effectiveness of Your Meetings

Guideline 1: Provide Specific Goals and Objectives for your Meeting

Practical Tips:

1) An agenda sent out prior to a meeting is critical! List your meeting objective (i.e. the purpose for the meeting) on the agenda.

2) Write out the preparation you would like the participants to do prior to the meeting. List it as the "Pre-Meeting Preparation". Include in that list the things/items you need participants to bring to the meeting.

3) Invite only those people who can contribute to the meeting.

Every person attending a meeting should be able to answer these key questions:

* What is the purpose of this meeting?

* How can I contribute?

Guideline 2: Avoid the "Information Assumption" Trap

Practical Tips:

4) Avoid "lecture meetings". Is there a more efficient way to distribute certain information instead of calling a meeting?

5) Prepare Action Item Minutes.

6) Get participants actively involved in the meeting: time keeper, leading, facilitating, etc.

7) Have participants attend only for the time they are needed.

Guideline 3: The "Platinum Rule" of Meeting Success

Practical Tips:

8) Are your participants "big picture" or "detail" people? What format should be used in the project team's final report? What kind of meeting minutes will best meet the needs of your participants?

9) Start on time. Set an ending time on the meeting when scheduling the meeting. End on time.

10) Who said "Robert's Rules of Order" increases the effectiveness of meetings? Develop your own "Rules of the Road" to meet your specific group's objectives and needs.

www.thechangeagent.com

Listening is tough work!

Problem is, listening is tough work! We only retain about 20% of what we hear.

Want to know how to listen better? Here are several suggestions:

• Mentally tune in to the speaker.
• Consider the speaker’s background.
• Be aware of the speaker’s job-related concerns, including pressures and deadlines, and length of time on the job.
• Be aware of social and ethnic overtones. Don’t inject your own experiences when interpreting the conversation.
• Avoid jumping to conclusions about what the speaker is saying.
• Take an active part in the communication. Mentally visualize what the speaker is saying.
• Make it a habit to count slowly to three before responding to the other person.
• Get into the "listening position" by leaning slightly forward, making eye contact with the speaker, and nodding your head to show you are receiving the message.
• Give the speaker your full attention. You may be able to do something else while you listen, but how do you think that makes the speaker feel?

If you learn to listen better, you’ll communicate more effectively.

www.zigziglar.com

Active listening

Limit your own talking - You have two ears and one mouth. The more you listen the more opportunity you'll have to find out what the customer really wants.

Don't interrupt - By interrupting the client, sensitivity, rapport and commitment are all killed. Although at times it seems expedient to interrupt, this perceived lack of respect for the prospect helps to deteriorate the relationship and makes it harder to close the sale.

Notice nonverbal communication - Only 7% of the message our client is communicating is through the words he/she uses, 38% is through tone of their voice and 55% is through their body language. This means that 93% of the message that someone communicates is conveyed by body language and tone of voice. Therefore, if you're talking to a prospect and they start doing things like, crossing their arms, crossing their legs away from you, yawning, leaning back, looking bored or avoiding eye contact, you need to "listen" to their body language and not only their words.

Don't only think about what you're going to say next - Too many times we are so concerned about we want to say that we don't hear what the other person is really saying. By not paying total attention to our client, we "sell" them on what we think is important and not what they really want. This frustrates the potential client and in many cases we lose the sale.

Talk to your client in a conducive setting - To get others to listen to us and have them focus on the substance of our message, distractions must be minimized. Is your office too hot? Too cool?, Is the phone ringing all the time?, Are you answering the phone while talking to them?, Are there other people around?, Do you have distracting habits? To make sure active listening takes place, you must alleviate all distractions.

Paraphrase what has been said - To avoid misunderstandings, it's important to repeat back what the client has told you. The problem is that when you talk, how you say something and the words you use may have a different meaning to the client. Many times we say, "Do you understand? Or does that make sense?" In most cases the client will say, "yes". The question we really need to find out is, "what did they understand?" And since it may seem rude to ask that question, we need to repeat back what they said to make sure we are both hearing and understanding the same thing.

Charismatic speakers

Quality 1: Charismatic speakers are self-confident and assured. They don't appear nervous or ill at ease.

There are two ways to approach this quality--from the outside and the inside. From the outside, you can gain self-confidence by gaining more experience speaking. Joining Toastmaster's International is a good way to do this, aside from the speaking experience you gain in your regular employment. In addition, practice each presentation many, many times, until you know it cold. You won't be as nervous if you are well prepared. Finally, as much as possible, get to know your audience in advance, as people. Even if you greet an audience at the door or start a small group meeting with a few pleasantries, you will find yourself feeling more comfortable.

From the inside, there are a number of techniques to lessen nervousness and anxiety. I recommend Transcendental Meditation (R) as a scientifically verified and well-known stress reducer, which will help you in your other activities as well. If that is not immediately possible, close your eyes to relax and center yourself for a few minutes before the presentation. A few stretches can also help reduce any tension. Stretch your mouth, too!

Quality 2: Charismatic speakers seem to be enjoying themselves; they are playful, humorous, and happy.

Step back and think about the funny side of your presentation. Don't take it so seriously; instead, find the lighter side. Try adding some mild humor to your presentation (in good taste, of course). Slightly self-deprecating humor is okay, too. It's good to show that you can laugh at yourself. For example, in a larger audience you can ask, "How many of you really want to be here this morning?" This works best if it's a beautiful day outside. If only a few people raise their hands, you can say, "I see I have my work cut out for me." If most people raise their hands, you can say, "And I thought this was going to be difficult!"

Quality 3: Charismatic speakers are lively & energetic.

Quiet and dull never sold anything. You need to wake up your audience. The basic for energy, of course, is enough rest. So get a good night's sleep the night before. If you've traveled the same day, find a few minutes to close your eyes and rest. When you start to speak, move your hands and look directly at the person or people you're talking to. If you're standing, move about (without pacing). Let your voice express your convictions--don't use a monotone. Later in this article, I explain how to record yourself during practice. Listen to your recorded voice and be sure there are variations in pitch, tone, and volume.

Quality 4: Charismatic speakers are knowledgeable about their subject.

This quality is a cinch. Do lots of research and learn as much as you can about your subject. What approach do your competitors take? Seeing the other side of an issue helps you understand your topic better. What is the history of your product or service? Gaining a broader background allows you to speak with more authority.

Quality 5: Charismatic speakers look good, they have a stage presence.

I'm not suggesting that you do something about the size of your nose. The good appearance that you associate with a charismatic speaker is something different and has inner and outer qualities. From the outside, dress your best, always in conservative, modest clothing. Take the time and spend the money necessary so that your hair is perfect and shoes are polished. From the inside, take the time to lessen any negative feelings you may have about the upcoming encounter. List some positive aspects and focus on those. Negative emotions show up in your facial expressions and can actually make you look unattractive.

Quality 6: Charismatic speakers speak without stumbling, using full sentences and correct grammar, without "ers" and "uhs."

In other words, they are good speakers. You can become a good speaker, as well. Joining Toastmasters International, as mentioned earlier, is one way to start. One of the best techniques is to record yourself as you practice. Run through your entire talk. If you can videotape yourself, great, but even a plain old tape recorder is a great help. Now, sit back and listen to yourself several times. Take notes as you go. I guarantee that you'll find plenty to correct. So go back and work on your delivery and try again. With practice, your speaking will become smooth and fluid.

Quality 7: Charismatic speakers have an opinion about their subject. They care about it. You can sense their emotion, enthusiasm, and conviction.

You could even say they are passionate about what they are saying. Do you have an opinion about your product or service? How strongly do you feel about it? So, you find it hard to have conviction about the paper you sell or the customer service training you offer? What good does it bring to people? For example, paper, depending on the type, brings knowledge to people, contributes to good health, or adds to our quality of life. Similarly, think deeply about what you do and its relationship to the human endeavor.

Quality 8: Charismatic speakers relate their topic to the broader scheme of things, they are expansive, inspiring, and uplifting.

Think about the place your product or service has in the entire economy of the world. How does it contribute to what is important in life? As mentioned earlier, learn about the history of your field. Depending on what you do, you may even be able to go back a few thousand years. If you sell paper, for example, do you know where and when it was invented and what effect it had on civilization?

(Of course, it depends on which kind of paper you are selling. Bathroom tissue was introduced in 1880 by the British Perforated Paper Company. Writing paper was officially invented by T'sai Lun at the court of the Chinese emperor in 105 A.D. However, new evidence shows that paper was being made as early as 200 B.C. using chopped up fishing nets. For about 500 years, papermaking was confined to China, but spread to Japan in 610 A.D, Egypt in 800 A.D and Europe in the 10th century. In ancient Egypt, an early form of paper known as papyrus was used. Paper allowed governments to record laws and businesses to record agreements. Paper was also widely used to write down religious scriptures. Thus, it was extremely important for the development of our civilization.)

Think about what you contribute to life. What good do you do? When you have answered these questions, add some of the answers to your presentation. Don't go overboard, but a certain amount of inspiration is a powerful selling tool. If your audience leaves uplifted, they will remember that feeling long after they remember some of the finer points you made.

Quality 9: Charismatic speakers create a strong rapport with their audience, they connect.

Part of that riveting quality of a charismatic speaker comes from the relationship created with the audience. Part of that relationship is created by what you say. But most of it is created with your eyes, motions, and emotions. Eye contact is an absolute must.

For a large audience, never start or end with the lights out so that you have time to establish eye contact. Move around and use your hands. A great technique is to actually move into the audience periodically. Don't hide behind a podium or table.

With a smaller audience, even an audience of one, be careful not to look down throughout your presentation. Meet your prospect's gaze from time to time. Use your hands, lean forward; come close (but not uncomfortably close).

Quality 10: Charismatic speakers are positive in outlook, cheerful, and cooperative.

Most people don't want to hear negativity. They want to hear solutions. Even when you point out how bad their current situation is and how much they need your solution, don't dwell on the negative. Emphasize the positive. Keep a cheerful outlook. When your prospects bring up objections or questions, answer in a spirit of cooperation and appreciation for their point of view. This approach puts you above the fray. At the end of your talk, you want your audience to feel encouraged and positive about what they heard.

Quality 11: Charismatic speakers are organized; their points are clearly connected and logically follow one another, with an overview at the beginning and a conclusion at the end. They are precise and complete.

You can know your subject cold and still present it in a disorganized, haphazard way. To make a compelling argument, you need to make sense. Start with a skeleton outline. Here's an old standard for a presentation:

* Attention getting opening

* Overview

* What the audience needs (the problem)

* How you can provide what the customer needs (the solution)

* Action steps the customer can take to buy

* Summary conclusion

Now flesh out the outline. Make sure each part is also organized. Think about the reasoning of each part and revise as necessary. Design your close so that the logic follows inescapably and inexorably from your main points.

Quality 12: Charismatic speakers (genuine ones) are honest, well mannered, patient, fair, and responsible.

You can probably think of more adjectives. These qualities portray a person's character and moral fiber. Your customers need to feel comfortable doing business with you, that you are a person they can trust. You don't want the question, "Would you buy a used car from this man?" to apply to you. Your talk should reflect these qualities. For example, don't put down your competition (be fair). Don't interrupt your audience (be patient). Listen carefully to questions before answering and never use objectionable language or make negative references to others (be well-mannered). If you agree to get more information or follow up, do so (be responsible).

By developing these 12 qualities, you too can become a charismatic speaker. You can be that person that audiences feel attracted to and connected with, whose eloquence leaves people uplifted and enlivened. Work at it and you will succeed!

Kill them with kindness

According to U.S. News and World Report, "Americans are ruder than ever." Simple kindness and good manners can greatly enhance your opportunity to win new customers and keep the customers you already have. Disneyland says it best in a statement they make to new employees. "We love to entertain Kings and Queens but the vital thing to remember is this, every guest receives the VIP treatment. It's not just important to be friendly and courteous to the public, it is essential! At Disneyland we get tired but never bored. And even if it is a rough day we appear happy. You've got to have an honest smile. It's got to come from within. To accomplish this, you've got to develop a sense of humor and a genuine interest in people. If nothing else helps, remember you get paid for smiling."

Skills of a good conversationalist

Practice the skills of a good conversationalist.

• Is your voice always monotone or do you speak enthusiastically?
• Are you self centered or other oriented?
• Do you try to dominate conversations?
• Do you talk too much, over explain or lecture others?
• Are you a complainer?
• Do you talk to people about things they're interested in?
• Do you smile, laugh easily, and respond to others genuinely?
• Can you discuss subjects besides your job or your home life?
• Do you get to the point quickly or do you go into excruciating detail?
• Are you open, candid, direct and friendly?
• Do you have good eye contact?
• Are you and active or sympathetic listener?
• Do you ask others open-ended questions that draw them out?
• Do you ask others about how they feel about a subject?

Make yourself memorable

You too can make yourself memorable to everyone you meet. By following the guidelines below, you'll not only be more memorable, but you'll get more clients, keep them and get enthusiastic referrals. Start these TODAY!

* Introduce yourself to others. No matter where you are act like you're the host. Be the first to say hello.

* Make an extra effort to remember people's names. As Dale Carnegie says, "the sweetest sound to a person is their name."

* Use eye contact and smile upon meeting someone. The best way to build rapport is through eye contact.

* Make everyone feel important by paying full attention to him or her. President Clinton is a master of this. When you talk to him, he makes you feel like you are the only person in the room.

* Show others that you are enjoying your conversation with them. Don't yawn, look bored or have a case of roving eyes.

* Show curiosity and interest in others.

* Listen, Listen, Listen. You not only become more likeable, but you really start to understand the persons wants, needs and desires.

* Be enthusiastic about things and life to others. People will gravitate to those upbeat, positive and cheerful people.

* Display your sense of humor. People remember humor six times longer than regular conversation.

* Be able to speak on a variety of subjects. Keep abreast of current events.

* Speak concisely. Be able to tell people what you do in a few short sentences.

* Speak their language. Talk in terms of their communication style. For example, if someone just wants the facts, don't go into a lot of stories and anecdotes.

* Be tolerant of peoples beliefs if they are different from yours

* Invite people to join you for lunch, dinner and other social events

* Ask them for their opinions

* Don't interrupt

* Have positive body language. Use the SOFTEN technique. S=smile, O=open posture,

F=forward lean, T=stay out of their territory, E=eye contact, N=nod to show understanding.

* Be yourself. Enjoy the conversation

* Give them more than they expect. In other words, underpromise and overdeliver.

* Compliment others about what they are wearing, doing, or saying, but be sincere.

THIRTEEN techniques

Finally, here are THIRTEEN techniques you can use to liven up and illustrate the points of your presentation:

Quotations. Quotations can be a great tool for not only supporting a premise or point, but also as a brainstorming tool to develop presentations. For more information on this, take a look at my article elsewhere on this site: "Quotations: They're Not Just for Drunks Anymore."

Analogies. I do a seminar called "The Five Habits of Highly Effective Leaders." In distinguishing between management and leadership, I use a quotation as an analogy: "Efficient management without effective leadership is like straightening deck chairs on the Titanic." An analogy makes a point more memorable.

Definitions. If you're making a presentation on politics, you'll want to define a Politician: Someone who will borrow $20, repay you $10, then say you're even because you both lost 10 bucks! Or, how about an Auditor: Someone who goes in after the war is lost and bayonets the wounded. Or, an Attorney: Someone who goes in after the auditors are through and pick the pockets of the dead. Caution: be wary of how you use these definitions...believe me, if you're speaking to attorneys, they won't appreciate attorney jokes...besides, they've heard them all before.

Anecdotes. If you listen to the well-known professional speakers, most of them build their presentations around humorous or inspiring anecdotal stories. In the unabridged (hopefully) forthcoming book version of this program, we give you a number of anecdotes you can use and show how you can use your own experiences in your presentations.

Rhetorical Questions. One caveat: if you use a rhetorical question, be prepared for someone to actually respond. I once sat on the front row to hear an absolutely gorgeous speaker start her presentation with the question, "Did you ever have a sexual fantasy?" Without missing a beat, I responded, "Does right now count?"

Direct Statements. These are usually statements you make about yourself or an action you took. They work best when you poke fun at yourself, although Don Rickles has made a career of insulting his audience. Just be careful how you do it.

Startling Statistics. Statistics are too often used improperly in a presentation but, if used effectively, they can make the subject matter more interesting, understandable, and memorable. For example, I've often cited a university study that alleges that, at any given time, 20% of the audience listening to a speaker is thinking about sex. You can have fun with that statistic! A point to keep in mind is that the audience doesn't care about "data"...just what the data means, why it's important to them, and what they should do about it. In other words, present statistics as information, not facts.

Historical Events. There are a number of books and Internet sites along the lines of "On this day…." I once did a September 28 presentation on quality management and mentioned that on that date in 1930, Lou Gehrig committed his first error in 885 games...almost six years without an error. On the date you are to make a presentation, check on of these references and see if there were any historical events on that date that you could tie into your material.

Personal Secrets. Remember the "coming out" episode of the TV sitcom "Ellen"?

Cartoons. I have a large file of cartoons for all occasions. In one presentation I do, an element of the program involves interpersonal effectiveness. I use an overhead with a cartoon of a man on a couch with his psychiatrist. The caption has the man saying, "If you weren't so stupid, you could tell me why people automatically dislike me." An important caveat with cartoons is that, if they are copyrighted (and they almost always are), you must get permission to use them. In many cases, you will have to pay a fee ranging from $15 to $150.

Games & Gimmicks. I have several "tricks" that I've used for years. For example, when I do this presentation, to illustrate the "Magical Rule of 3," I put up an overhead with six playing cards and ask the audience to think of any one of the cards. Then I replace the overhead with another one that has five cards and I ask them if their card is missing. No matter which card they chose, it is always missing! How does this work and how does it tie into the "Magical Rule of 3"? My seminar and (hopefully) forthcoming book explain (rats!).

Participative Exercises. You have to do something about every six minutes during your presentation that require some sort of audience participation or response. There are lots of exercises you can do and plenty of sources of information on this subject. A good one is "Games Presenters Play" by Lilly Walters & Jeff Dewar.

Props. I'm not Gallagher or CarrotTop, but I have a few props I use in my seminars and presentations. A great one is used by Stephen Covey in his "7 Habits" workshop and involves a jar, sand, gravel, and rocks. Dealing with priorities and "putting first things first," by filling the jar with sand and then gravel, you'll find that there's not enough room left for all of the big things in life (in this case, the rocks). However, if you put the rocks in first, and then pour the gravel, then the sand into the cracks, you'll find that everything will fit if you "put first things first."

By following these simple tools of the trade, you can indeed dramatically improve your public speaking.

"DON'Ts"

First, here are three "DON'Ts":

1. Don't recite. For most of the public speaking that you're likely to be doing, don't try to memorize a speech. One of the most boring presentations I ever saw was a guy who had memorized a 20-minute speech. Similarly, I used to attend a church where the pastor was noted for his ability to cite lengthy Biblical verses from memory...at least that's what I was told by the three people who remained awake. A presentation that comes across as "canned" is perceived to be insincere and trite.

2. Don't read. Think for a minute...when was the last time somebody read to you? If you're like me, it was probably your mother who read to you at bedtime. And, what was the purpose of her reading to you? I rest my case.

3. Don't start with a joke…or at least be REAL careful. The true mark of a real 'unprofessional' speaker is a person who feels compelled to start their presentation with a joke. Nine times out of ten, that joke is either not funny or, if it is, you've heard it a dozen times during the past month...if a popular joke is going around, most of your audience will have heard it. Also, ninety nine times out of a hundred, the joke has nothing to do with the presentation, such as, "Before I get started, I heard a funny joke the other day..." Humor is a principal tool of my speaking style, but it has to be used properly and in the right context to be effective.

Anxiety

As Mark Twain said, "There are two types of speakers: those that are nervous and those that are liars." However, once you've identified and understood the source(s) of your anxiety, you can set out to control and ultimately conquer your fears. In accomplishing that mission, here are SIX things to keep in mind:

1. Anxiety is better than apathy. Fear means you care.
2. Keep things in perspective. Don't take yourself too seriously and don't overestimate the importance or consequences of your presentation. Remember that most audiences will be thrilled if you're just not awful! Ask yourself, "What's the worst thing that could happen?" Don't worry about what people will think, even if things don't go perfectly. Follow the advice of speaker Steve Eggleston: "I stopped worrying about what people would think about me when I realized how seldom people think about anyone but themselves."
3. Believe in your message. Show your conviction and deliver the presentation you would want to hear.
4. Practice the 3 P's...Preparation, Preparation, and Preparation. Study the final phase of the process involving planning, preparing and delivering a presentation. Despite what you may have been told, it's virtually impossible to over prepare for a speech. And, take every opportunity you can to speak before a group. The more you do it, the better you'll get.
5. Never apologize. Don't make a production out of the fact that you're nervous...believe me, you're much more aware of your anxiety than the audience. In most instances, the audience won't even suspect you're nervous unless you tell them.
6. Never forget that the audience is almost always on your side. Have you ever gone to a presentation hoping that the speaker would be terrible? Of course not. Your audience isn't there to see you fail either. About 10% of the audience will like you no matter what happens...we'll forget, for the moment, the 10% that will not like you no matter how good you are. Identify the former in your audience (hint: they're the ones awake and smiling) and focus on them as your confidence and comfort level builds.

Maxims

MAXIM #1: "Speaking is show business!"

First, never, ever forget the following truism: Speaking is show business! Again, unless you're delivering a funeral eulogy, announcing a corporate "downsizing" to a group of the downsized, or speaking at a similar somber event, people want to be entertained as well as informed. Even if you're making an ethos-based presentation, remember the words of Marshall McLuhan: "Education has to be fun, and fun has to be education." In my seminar, "Presentation Skills for the 'Unprofessional' Speaker," I examine this premise within the context of what I call "The Jolson Principle" which is: (1) give 'em what THEY want, (2) give 'em some more, (3) leave 'em wanting more.

MAXIM #2: "Be mediocre!"

Second, this doesn't mean that you have to be another Woody Allen or Sammy Davis, Jr., nor do you have to be a clone of Zig Ziglar or Tony Robbins. Keep in mind, within our context of "unprofessional" speaking engagements (meaning you're not making a living at this stuff), the following: Your audience will most likely be thrilled if you're just not boring! Honest!

That's an amazing statement, but absolutely 100% accurate...your audience will be satisfied if you aren't boring. If you're speaking at a Kiwanis Club meeting, a technical symposium or some other function in which the presenters are essentially "unprofessional" speakers, the audience does not normally have very high expectations. In fact, in most cases, they expect to be bored to death. Therefore, you can significantly exceed their expectations simply by not being boring. If, in fact, you're actually entertaining, they'll love you! Believe it or not, before long you will have attendees that will be willing to PAY you to speak!

MAXIM #3: "Your audience doesn't care..."

The third and final observation on this topic is the following (and this may hurt a little, but it's true): Your audience doesn't care about YOU...they care about themselves! As David Burpee of the Burpee Seed Company said, "I always try to remember that people really aren't interested in my seeds. They're interested in their gardens, their tomatoes, and their lawns."

Remember to give 'em what THEY want.

Web Site: www.BrightPath.com

Presentation format

Obviously, the structure, content and style of the presentation will vary according to the nature of the event.

Three forms

Most presentations take one of three forms, as illustrated by Aristotle's "Appeals":

• Ethos - the purpose is to inform or instruct, as one would as an instructional course leader, and is based on thought processes.
• Logos - the purpose is to persuade or motivate to action, as would a politician, clergyman or salesman, and is based on behavior modification.
• Pathos - the purpose is to inspire, entertain or otherwise elicit feelings and emotions, as would a motivational speaker or stand-up comic, and is based on changing attitudes.

The "Murder Board"

Cannot the intelligent presenter anticipate the tough questions likely to be asked? The answer to these questions is that no matter how hard we try to think of tough questions that may be asked, a little censor in our mind generally provides only questions to which we already have answers. We need other minds to push us. Albert Einstein said that "what a person does on his own, without being stimulated by the thoughts and experiences of others, is even in the best cases rather paltry and monotonous."

The "3-1-2" method

The "3-1-2" method is a refinement of the "Tell’em" method. All presentations should have three parts--a beginning, a middle, and an end. Most people start drafting their presentation by writing in the order in which they will deliver the presentation--(1) the introduction, (2) the body, and (3) the conclusion. This "1-2-3" method is intimidating, like standing at the bottom of a steep hill and envisioning the long climb to the top. Just thinking about the task can cause procrastination. When finally initiated, the "1-2-3" system can lead to false starts because it lacks focus.

The "3-1-2" method, in contrast, is less intimidating and results in a focused presentation with thematic unity, so necessary in an oral presentation. Start your draft with the "bottom line" conclusion (#3), then develop an opening (#1) that grabs the attention of the audience, spells out the benefits they will achieve by listening to you, and tells them what you are going to address. By starting with your conclusion, you now have a destination--you know where you are heading with your presentation. With the beginning and ending on paper, your task of enumerating supporting data and arguments (#2) will be much easier. It will be like standing on top of the hill and contemplating your descent to the bottom--not as intimidating as the "1-2-3" method from the bottom of the hill.

Here is where a lawyer’s education and experience can be very beneficial in the boardroom. The "3-1-2" system derives from a concept with which lawyers are very familiar--the "Doctrine of Recency and Primacy." As trail lawyers know so well, juries--and probably senior corporate officers--tend to pay more attention to what they hear at the beginning and the end of presentations, with much less comprehension during the middle. Thus the importance attached by lawyers to their opening statement--their version of " Tell’em what your are going to tell’em" and their final summation to the jury--the "Tell’em what you told’em/ Placing the focal point of the presentation at the end and the beginning of the presentation increases the likelihood the audience will listen, retain, and act upon this message which is supported by the elaboration of the supporting evidence in "2."

How to Design Exhibits That Impress Others

First, realize that there are two important laws that apply to the design of exhibits:

1) People are more impressed by what they can read and understand.

2) Elaborate design will never rescue bad information.

Here are basic design considerations that will make sure your exhibits help rather than hinder your presentation.

Template

Your software may include a library of ready-made designs (or templates). If so, use the same design for all of your slides. And then, select the simplest one possible. Avoid complex patterns, fancy icons, and exotic colors. I prefer designs like the following:

1) Plain (white) background with blue text, using navy for the titles and a lighter shade for supporting text.

2) Blue background with yellow text for titles and white text for supporting information.

Of course, you can create templates like these yourself if they aren't in the library.

The key to successful design is simplicity. Complexity confuses your audience and wastes your time.

Your software may provide options that let you animate your presentation. I urge you to ignore the temptation to use them. But if you must animate, be conservative. Tumbling icons, sliding text, and fading images all appear interesting - once. After the third time, however, the novelty wears off and they become distracting (even irritating).

Layout

Put the title at the top and the supporting text in a bulleted list underneath. Justify all text to the left, because we read from left to right.

If you include images place them to the right of the text. Of course, some slides may consist of only an image, such as a graph, schematic, or diagram.

When using images, use simple images that people can easily understand at a distance. If you must show a complex schematic, then distribute paper copies instead of attempting to cram every thing on a slide that no one will be able to read. This also apples to large spreadsheets, charts, and reports.

You can easily check your slides for clarity. If you plan to introduce a slide with the words, "I know you can't read this. . . " that slide is worthless. Toss it out.

Fonts

Use one font for all of the text in your presentation. The standardization makes it appear like a unified presentation.

Select a sans serif font, such as Arial or Helvetica. You will recognize a sans serif font by the square, block-like corners on the letters. Such fonts are more legible (easier to distinguish at a distance).

Avoid serif fonts, such as Times, because these are less legible. These fonts have small wings on the ends of the letters, which help move the eye from letter to letter. While this makes text printed with such fonts more readable, it can cause letters to blur together at a distance.

Think road signs and use a sans serif font.

Text

Use mixed case for all text because this assists word recognition at a distance. For example, consider the difference between

This Is a Title

and

THIS IS A TITLE.

Solid capital letters appears as a rectangular block, while the patterns formed by mixed case letters help people read the words.

Point Size

Bigger is better. I recommend using:

* 60 to 72 pt. for a title slide

* 42 to 48 pt. for standard titles

* 28 to 32 pt. for supporting text

Check if your text is large enough by printing a slide on standard paper, placing it on the floor, taking one step back, and then trying to read it. If you are unable to read any of the text, others won't be able to read it either.

Reminder: you are preparing these slides to display information for your audience's benefit. Thus, use text that they can read.

Lines of Text

Limit yourself to a title and a maximum of seven lines of supporting information. If you use more lines than that, you risk two dilemmas:

1) You will have to use a smaller point size than recommended, which makes it more difficult to read your text.

2) You will put too much information on a single exhibit, which makes it more difficult to understand your ideas.

I also recommend a paragraph spacing of 1.5 lines, to make each idea stand out from others in the list.

Words

Fewer is better. Your slides should support your presentation, not replace it. If your slides contain the complete text that you plan to say, you may as well stay home and just mail a copy to everyone.

Most text slides consist of a title and supporting text. Effective titles present a headline or summary of the idea on that slide. Supporting text provides key words or ideas that outline (or reinforce) what you plan to say. For example, a slide summarizing this article might look like:

Keep Exhibits Simple

* Plain Background

* Conventional Layout

* Sans Serif Font

* Large Point Sizes

* ixed Case Text

* Minimum Words

Most people begin planning for a presentation by writing a list of the ideas that they want to convey. At this stage, feel free to write sentences, paragraphs, or phrases. When you create your exhibits, reduce these ideas to the most concise text possible that retains an outline of your ideas. That way, your exhibits will highlight what you are saying, while letting you stay at the center of everyone's focus because you are the source of information.

As a final point, realize that accurate content is essential. Make sure that your facts are correct and ask others to evaluate your materials. If you have time, invite your boss or trusted colleagues to attend a practice run of your presentation. Then you can look forward to your big presentation, confident that you, and your slides, will make a good impression.

www.stevekaye.com

It's Not Just What You Say … It's What You Radiate

It's Not Just What You Say … It's What You Radiate

by Arnold Sanow

First impressions are lasting impressions. In fact, it's not what you say; it's what you radiate that counts. Many studies show that only 7% of the message that people perceive comes from the words you use. 38% is from your tone of voice and 55% is from your body language.

To get your associates, employees and clients to like you, trust you and respond to you favorably you need to be sensitive to the messages your body is conveying. Many people when trying to persuade, motivate and influence others are at a disadvantage because they think their verbal skills are all that matter. Little do they realize that people are consciously or unconsciously picking up what you are really saying by observing your body language. To get an unfair advantage in business and exploit your opportunities use the SOFTEN technique to make yourself more approachable, likeable and trustworthy:

S - Smile - A simple smile shows that you really care. It also provides a sense of warmth and increases your likeability. As the saying goes, "A smile is the light in the window that tells people you are home."

O - Open Posture -By keeping an open posture (i.e. don't cross your legs or arms) you will appear to be open minded, less defensive, less arrogant and more approachable.

F - Forward Lean - One of the best ways to show interest is to lean forward when communicating. If you are attentive and interested in them, they will be interested in you.

T - Territory - In the USA the acceptable distance between two people is 14 to 46 inches, Closer than this and people will be distracted, while further distance is interpreted as aloofness.

E - Eye Contact - One of the most important ways to establish trust and rapport is through eye contact. Although some cultures may view eye contact differently, for most of us eye contact is positive. In a business presentation, eye contact should not be held for longer than four or five seconds with any one person.

N - Nodding - Nodding shows attentiveness, enthusiasm and validates the speaker.

To be truly successful we want people to focus on the substance of our message and not the style in which it is presented. By understanding and being sensitive to our body language and the message it is sending, we can increase our chances of getting our message across in a clear and concise manner.

Web page: www.arnoldsanow.com

Presenting “IN STYLE”

Presenting “IN STYLE”

by Anne Miller

Ever wonder why you sometimes have trouble getting your ideas across to certain people? Don't you secretly think that they may not be very bright? The more likely answer has nothing to do with their intelligence, but everything to do with the likelihood that you are failing to communicate to these listeners in their "style."

All of us have four ways of perceiving the world and receiving information. However, we tend to prefer one or two of the four ways. So, if you are presenting to me in your preferred style but it is my least preferred style, then there's a good chance your presentation will fail.

Here is a snapshot of each style. As you read through them, think of people you know who have these style strengths. Think of how they behave, what they like, what their tempo is and how different they are from each other. This will help you lock each style in your mind. Styles are value neutral. They are like the color of your eyes, neither good or bad. They just are.

Style #1: The Dreamer

These people like to see how what you are presenting fits in with the big picture, with the long term. They like synergies, challenges and they like to be a part of transforming, revolutionizing the status quo. Think CEO's, marketing people, creative entertainers like Madonna, visionaries like Ted Turner.

When you present to them, use their language: Long term..innovative... synergy.. integrated...context...provocative.. Present your boldest, most creative ideas in the most creative way possible. Paint a picture for them that is big, exciting and new.

Presentation killer: Boring them to death with too many numbers, details and long explanations.

Style #2: The Friend

These people value feelings and relationships. They need to feel that what you are presenting is helpful, easy to implement and safe. They decide by concensus, so you would be smart to present your ideas to them and the other decision makers in a group setting. Think of Oprah's television personality.

When you present, use language that appeals to them: Feel...positive...loyalty... relationship...no problem...trust...together as a team, group, family... consensus.. proven easy, fail-safe, low risk, helpful to others, upbeat, fun, positive. Tell success stories.

Presentation Killer: Pressuring them for a decision right then.

Style #3: The Computer

These people value information, logic, order. They need to feel that whatever you are presenting makes sense, has all loose ends tied together, is rational, objective and organized. Think Sargent Joe Friday from the old television show, Dragnet. "Just the facts, ma'm."

When you present, the language that appeals to them includes Control..systematic.. monitor...check...solid, research based...evidence shows...proven..track-record..air-tight...factored in...components... Always bring more information than you think you'll need. Have charts and graphs and sources clearly marked on visuals. Pace yourself to their tempo, which is frequently slower than yours.

Presentation killer: Coming in unprepared.

Style #4: The Bullet

These people care about results. They care about getting things done in the shortest amount of time..solving problems..reaching goals...winning. This is your Type A personality. Think Donald Trump.

When you present, the language they like to hear is Bottom-line..Net-net.. The key point is...Can be done quickly.. Done deal... They like executive summaries and short presentations with brief bullet points. Keep your diagrams and charts simple.

Presentation killer: Wasting their time.

Example

Suppose you are selling a Conference Center to a corporate meeting planner for an annual three day sales meeting of 500 people. One fact in the presentation is that the Center has movable walls to create any size meeting room. You might say:

1. To The Big Picture person

Imagine the possibilities here. We can divide the rooms any way you like from small groups of ten to one enormous room of five hundred.

2. To The Friend

It is so easy to accommodate your group. With a simple flip of the switch, we can move the walls any way you want quickly and easily. You can have small rooms of ten for lots of personal interaction or a large room for all five hundred where everyone can mix and meet each other and strengthen relationships in a comfortable social setting.

3. To The Computer

We'll sit down with you and design the precise room lay-outs you'll require over the three days. We can set up rooms of ten to maximize the time people spend with each other in a session. You can also have one room for all five hundred people, set up specifically to your dining and meeting plans.

4. To The Bullet

Tell us how many people, in how many groups and at what times of the day and we get it done. Bottom-line, you get a turn-key operation at this Center.

Since people are a mix of styles, just combine your comments to fit what you determine is your buyer's combination of preferred styles. With a little observation and practice, you'll be "styled for presenation success" every time!

www.annemiller.com

Ten Fatal Flaws Frequently Found From The Podium

Ten Fatal Flaws Frequently Found From The Podium

by Sandra Schrift

1. No clear purpose for the presentation. What is the point and focus of the speech?

2. Not starting and stopping on time. Be flexible and be able to cut the talk short if asked. Be in control.

3. Not dressing appropriately. Always be a step above the audience. If it's business casual, be a little dressier than casual.

4. Not knowing the audience. Make sure you know what the audience expects.

5. Not checking out your room. A/V equipment and seating for any potential problems. Give yourself enough time to make the room right for you.

6. Not having good platform skills. Knowing your subject is not enough. You must have the ability to excite the audience and keep their interest.

7. Not having rapport with the audience. Not doing your research to find out what really interests them. You will know that magic moment when the audience is nodding with approval.

8. Not knowing when to stop. Too much information can not be absorbed by the audience.

9. Not having enough information. The talk should have substance and knowledge of the client's business.

10. Not being sensitive to the audience. Do not use ethnic stories or off color remarks. Politics and religion should be avoided unless you are a member of the clergy.

POINT: The effectiveness of a talk is whether the audience enjoyed it and found it useful. Did the talk influence their behavior positively and productively once they returned to their jobs?

Sandra Schrift

www.Schrift.com

Sparkle when you speak - 10 presentation tips for communicating results.

Sparkle when you speak - 10 presentation tips for communicating results.

by Marsha Petrie Sue

According to SMI, Success Motivation Institute, there were 1,684,061 meetings held in 2000. So hold on to your hat, because there will be even more meetings in 2001. You will hear some presenters that sparkle, but reality tells us there will be some duds - those that just don't connect. Have you ever said to yourself, 'This presenter has no clue who their audience is, who I am, or why we are here!' And, wham, you stop listening!

There are 10 simple preplanning tips that should be addressed EVERYTIME we have the honor of presenting to a group of one or a gathering of many. This check will never let you down!

Presentation Check List:

1. Purpose: Why am I here, why is the audience here? Answer these two questions and you can have the group in the palm of your hand. Do your homework and you will connect with the audience. Send e-mails to at least 8 people prior to the presentation to understand their current issues, problem, challenges and wants. Tell the audience you know what their needs are because you asked.

2. Close: Call to action, next steps. What do you want them to do, think or feel that is different than the way they came in to your presentation? Also note that this is not the last step of planning the presentation but number two. If you know exactly what you want and what they want, the true content will flow and save time in the presentation development time. Also, when you say 'in conclusion, …' you should wrap up in 3 minutes or less! Include what you want them to remember, the key point, the hot tip, the number one step they must take. Memorize the close. This can be a nerve racking time and if the material is memorized, you stay one step ahead by ending with power rather that weakness.

3. Opening: The opening must be powerful and thought evoking because this will capture attention and create interest. Start with a starteling statistic, not information on how cool you are. The audience wants to know what they are going to hear and why they should listen, then maybedeliver a sound bite on the messenger. Also, if you are going to be introduced, give the introduces EXACTLY what you want them to say and tell them to please deliver the introduction with enthusiasm.

4. Body: State the case and support with evidence, facts and examples. It is easy to use stories we are comfortable with, just make sure the tale relates to the point. We have all heard some terrific stories, and wind up thinking to ourselves…'And the point is?' Unless each participant has a handout, I recommend keeping the body to three key points. No more. The literary masters figured this out a long time ago. Goldilocks and the Three Bears, The Three Little Pigs and so on.

5. Add Spice: Re-engage the audience every 6-8 minutes. Tell a story, relate a surprising figure, use a quote, have the group do something, ask a rhetorical question but the pace must be changed. If you are working with teens or children, add spice ever 3-4 minutes. Think of Sesame Street. They change themes every 30 - 45 seconds. And how about MTV - it gives me a headache! Changing the pace every 6-8 minutes will keep your audience on the edge of their seat. By the way, we like our information short and sweet. There were many nay sayers when USA Today hit the news stands. We all know the success they have had.

6. Visuals: They clarify information and enhance the presentation. Whether a flip chart, overheads or PowerPoint, visuals can add spice on a regular basis. Caution: some presenters allow their visuals to become the presentation. You are the presentation and the visual aids are exactly that - a visual aid! Don't over clutter handouts, or visuals. A good rule to follow is no more than six lines of copy and two colors - preferably primary colors. Leave at least 40% of your slide empty. Behavioral scientists have coined a new term - the Rainbow Effect. Too much visual color and clutter pushes the listener away from the material and into the beauty (I use the term loosely) of the visual. If you want really good information on what works and what doesn't work read Olgivy on Advertising by David Olgivy, the guru of great ads.

7. Notes: Use index cards, a notebook, key words, visual aids but NEVER memorize your entire presentation. This is the kiss of death. I know one speaker that does this well but she has done it for 20 years. She has trained herself that if interrupted, she can start exactly where she was. NEVER read, unless it is a specific quote or statistical information. Or unless you want the audience to sleep.

8. Q&A: Set ground rule in your opening as how questions will be handled. If you have a limited amount of time, tell the group to hold their questions and you will answer them at the end of your presentation. Always remember to ask for the questions and answer them before you close. You want the audience to walk away with your gem, your nugget, not the answer to the last questions.

9. Rehearse: At least four times without interruption. That means you will probably have to find a conference room and get out of your office. Record yourself during your practice session. Listen for any acronyms that are not explained, words the audience may not understand, or any parts of the presentation where you sound unsure, and change them. Also, hear your vocal variety, new ideas, old ideas stated differently and examples that hit a home run to your point. Do not to make any changes 24 hours prior to your presentation!!

10. Environmental check: Be sure that all controllable parts of the environment are set correctly well before the group enters the room. Temperature, lighting, number of chairs, bulbs for equipment, microphone check, water, batteries, business cards, outside noise, phone in room and anything else that may be a distraction to your presentation. There are many distractions and events that will occur that are out of your control. Make it easy on yourself and your group. Preplan when you can!

Think of one of these steps that you can employ more effectively when you speak. Make a note of it or better yet set a goal the next time you present. Good luck and remember Sparkle when you speak!

www.CommunicatngResults.com

Seven Secrets to a Successful Speech

"You have great eye contact!" she wrote in her evaluation. Her opinion caught my eye because "seeing" my audience as individuals is one of my goals as a speaker.

The eye is the pathway to the heart and when you look at your hearers you will create an engaging keynote address, workshop presentation or speech. Eye contact is a necessary platform mechanic for a winning presentation. Here are seven more:

Open your mouth.

Yesterday I took my younger daughter to the pool. While there I questioned one of the lifeguards, "Where's the clock?" He came back with, "Mumble, mumble." "What?" I asked. "It's mumble, mumble" he again replied. Now I'm not hearing impaired but I could not understand this guy's words. He barely parted his lips. Do you want your hearers to say the same about you? Get your lips involved, open your mouth and speak.

Breath deeply from your diaphragm.

When a speaker is nervous his breathing becomes abbreviated then his words sounds choppy. This detracts from the presentation because audiences get caught up in the sing-song rhythm of the speaker. Some audience members may wonder if the speaker lost his place. Right before and during my presentations I take in large breaths. This helps me relax and hopefully makes for a more fluid presentation.

Body language must be neutral.

When you're on the platform people see you as "the expert." I'm often called a "parenting expert" even though I resist that platitude. Being an expert is important however it can make some feel disconnected from you. In response to this universal assumption, try making your body language neutral and inviting. Stand with both feet firmly planted on the floor, legs slightly apart. This is especially difficult for women to master but necessary for a unbiased stance. Similarly, keep arms open, at your side, or use them. Resist the urge to fold your arms across the chest or hold them together in front. The latter is called the "fig leaf" and none of us is Adam or Eve requiring a fig leaf for coverage. Neutral body language sends the message that even though you're knowledgeable you are approachable.

When you make a point, don't.

Again, when you're on the platform and people assume you're "the expert" they may feel subordinate. To be less threatening or condescending, use four fingers to point rather than your one. Watch political leaders or persuasive speakers and you will see this technique.

Move around.

It's fun to watch a moving target. When I am sitting in an audience and the speaker stands in one position, I get bored. So as a speaker I move around the platform. I've seen some who dance, wiggle, and pace. And I know colleagues who diligently choreograph their movements -- I cannot be that precise. But I genuinely make movements to correspond to my point. Then I observe my audience and if I see a look of boredom, or worse, someone dozing off, I become more animated. Try putting some motion behind your emotion.

Speak deliberately and slowly.

This requires practice. I practice enunciation and pacing of words before going on the platform. It ensures each hearer understands and has time to let my words penetrate. Most of my audiences are feverishly taking notes. By speaking slowly I grant time to record "a real little pearl of wisdom!" as one responded on her evaluation. If you're giving a motivational speech you still might find some who are taking notes so don't rush through your words.

Drink water before and during your presentation.

Speakers lose about a quart of water while doing their craft. It's a thirsty business. We must re-hydrate by taking in water before and during our presentation. Watch professional speakers and you will witness this habit of self-care. Personally, I don't like my audience watching me take a sip, so I often assign a group activity and while they're briefly preoccupied I grab my glass.

My client and audience deserve my best efforts. With these stories and tips I encourage you to cultivate a professional and successful delivery at your speaking engagements.

©1999, Brenda Nixon.

Brenda Nixon can be reached at www.brendanixon.com.

Quick Tip: Three Speaking Maxims

Here are three important points to remember when developing a presentation:

* Speaking is show business. Unless your giving a funeral eulogy, announcing a corporate "downsizing," or presenting at a similar solemn occasion, always make your presentations interesting, lively and entertaining.

* Use the WIIFM principle. Never forget this: Your audience doesn't care about YOU...they care about THEMSELVES! Always, always develop and present your material with that thought in mind.

* You don't have to be great to be successful. Most people go to a presentation (where the speaker is not a "professional") expecting to be bored. Astound them! Believe me, they will be thrilled if you are just not boring! No kidding! If you aren't boring, they'll be happy...if you were actually interesting and entertaining, they'll beg you to come back. It really works. In fact, you'll find that people will be increasingly willing to pay you for your time.

I began my career speaking for free (and still do a lot of that), but discovered that people will actually pay me. I started with a fee of $500 for an all-day seminar and now (as of this writing) charge $2,500 for an entire day or $1,750 for a half-day, with discounts for multi-day presentations or bookings...of course that's negotiable :-).

Copyright 1999-2000 by William C. Wilson, Jr.

All Rights Reserved.

21 Tips For Spellbinding Speeches

1. Find out as much as you can about your audience before you prepare your speech.

2. Focus on what your audience wants and needs to hear -- not what you want to tell them.

3. As you prepare, give yourself an opportunity to think creatively about your topic by tapping into creative times ... walking the dog, taking a shower, other non-stressful times. When you get a new idea, jot it down and put it in a folder for later use.

4. As you prepare, be very conscious of the length of time you are expected to speak .

5. Develop an overall theme for the presentation, and make sure you keep to that theme throughout the speech.

6. Don't overload a short speech -- make just a few points, and make them well.

7. Use conversational language. Remember the spoken word is different from the written word.

8. Avoid jargon or acronyms. If you must use them, define them clearly.

9. Get the audience's attention with a strong opening. The more you can customize your opening for that particular audience, the better.

10. Mention something unique about your knowledge or approach to the issue to establish credibility.

11. Good transitions between points keep your audience focused on your theme.

12. Use the closing to emphasize key points in a commanding way.

13. A dramatic quotation from a well-known source can add punch to a speech… but only if it reinforces the points you want to make.

14. Humor is also a welcome addition to a speech. Keep a file of stories or jokes that you like. The essential point is, again, to make sure that the story or joke clearly relates to your message.

15. Before you go before any group, PRACTICE. Time yourself to make sure you will stay within the limits.

16. Don't read your speech! Practice your presentation until you are so familiar with it that the words flow comfortably. Don't worry if you say it slightly differently every time you practice; the important thing is to get your message across in clear, direct language.

17. Feel free to use a few notecards. Write down a few key words or phrases that keep you on track. Don't write out your entire speech unless you need it for a formal record.

18. Overhead transparencies or a few simple Power-Point slides are a good way to emphasize key points or illustrate themes. But don't let the technology take over!

19. A few slides can illustrate a point, but use them sparingly because they require lowered lights (that reduce attention).

20. Make sure the information on each transparency or slide is limited, and is easily read in the back of the room.

21. As you give your speech, make eye contact with audience members as much as possible. Speak to each person "individually."

Eileen Kugler
Website: www.KuglerCom.com

The Universal Speaker's Law

(1) Tell them what you're going to tell them,

(2) Tell them, and

(3) Tell them what you told them.

And, while you're telling them, tell them over and over again. Certainly, you don't want to repeat the same thing over and over again…to your audience, you'll sound like fingernails on a blackboard. But you can make an important point and use several different illustrations to drive that point home. Listen to the pro's sometime and you'll see this done expertly.

Why do you have to be so repetitive? Simple...if you want the audience to remember the important points in your message, you have to make each point in 3-6 different ways. According to one study, if you make a point only one time, at the end of your presentation, just 10% of the audience will remember it. If you repeat a point six times, retention jumps to 90%. Without repetition, 40% of your audience will forget virtually everything you said within 20 minutes of your conclusion. Within 24 hours, 70% of the audience will forget almost 100% of your message.

Think for a minute about some of the great speeches of history. In Winston Churchill's "We shall never surrender!" speech, he says, "We shall..." ELEVEN times. He says, "We shall fight..." SEVEN times. And he does this in about a one-minute segment of the speech, but this is the part we remember. Likewise, Martin Luther King's most memorable speech uses the word "dream" NINE times and the phrase "I have a dream..." SEVEN times, all within a three-minute time span.

Copyright 1999-2000 by William C. Wilson, Jr.

All Rights Reserved.

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