Archive for the ‘Presentation Skills’ Category
Thursday, July 8th, 2010 by Connie Dieken
We are all witnesses, indeed.
We’re all sick of witnessing the LeBron-aThon. Many of you are upset at the athlete, thinking his “The Decision” announcement show on ESPN is the height of inflated egomania.
But let’s turn to LeBron’s communication strategy. He’s opened a “last-minute” Twitter account this week, re-launched his website, and is taking his announcement to live TV worldwide. Yes, it’s narcissistic. But it’s also a sound approach for a man who’s building a GLOBAL brand. This is opportunity communication, as opposed to crisis communication. It’s Tiger Woods in reverse. LeBron’s suspense-building tactic is cutting through the worldwide media clutter and claiming his space at the top of the mountain. LeBron is owning his message instead of letting others control it.
Operation “Billionaire Communicator” has begun. From puff of chalk to puffed-up ego.
At last, LeBron’s desire for global dominance is visibly in full swing with his newly-launched communication approach. The millionaire-to-millionaire dog and pony show presentation pitches have come and gone. But if you think the media coverage of the courtship has been maddening, imaging the frenzy after the decision is announced tonight. You could fill an hour-long show about it.
Whoops. LeBron’s a step ahead of us.
He already knows the media will be clamoring for the reasoning behind his decision and the impact it will have on the hostage cities involved, so LeBron is managing the situation by being live on the global leader in sports, ESPN. With the Boys and Girls Club as his beneficiary backdrop, to boot. It’s opportunity communication when you know you’re going to break four cities’ hearts but you want time to explain yourself beyond a sound bite. Basketball fans in the losing cities will disgustedly change the channel as soon as he drops them like a hot potato. But the rest of the GLOBE will be watching.
And that, I suspect, is the heart of the LeBron James Operation Billionaire Communicator plan. Global dominance.
Tags: communication, LeBron James
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Tuesday, June 29th, 2010 by Connie Dieken
You might be surprised at how many executives say they lack confidence in front of audiences and want to gain the skill.
Here’s a nerve-wracking experience that I keep in mind as I coach high-powered leaders who want to improve their presentation skills. It starts in my rear view mirror, back when I was sixteen years old. My high school business teacher entered me in the Future Business Leaders of America speech contest. First of all, you should know that I had never given a speech before. Secondly, I was raised in a humble family in a tiny Indiana farm town, so I had no clue what topic to choose for a business speech. I certainly didn’t have any compelling business nuggets that would rock Wall Street to its core.
As the deadline to select my topic approached, and with no sudden emergence of business acuity, I chose a simple, safe speech title: “Confidence is the Key.” Yes, I know – my topic choice was part lame, part prophetic.
When the day of the speech arrived, I stood before the audience in my self-styled seersucker suit with a homemade poster as my visual. The poster was canary yellow, featuring a giant black key that I’d cut out of construction paper and carefully glued next to my emphatic magic marker title. You get the level of sophistication. Unlike a James Bond Martini, I was shaken and stirred as I dug deep and delivered my heart-felt message. I’ll get to the outcome of the contest in a moment – it’s pertinent, I promise.
Luckily, my grasp of presentation skills has evolved a bit since high school, so here are a few secrets to help you become a remarkably confident communicator, despite your nerves:
- Forget the underwear. The solution to overcoming nerves is not to picture the audience in their underwear – that’s a tired old tale. Instead, the smart solution is to shift your focus to serving the audience. Make this your new presentation mantra: the purpose of my presentation is the people. The people. It’s not about creating killer slides. Not about seeing how much information you can cram in. Not about whether your mouth is dry or you’re sweating through your jacket. Your mission is to create a positive experience that will influence people to act. Shift your focus to serving the audience and an amazing transformation will happen.
- Confidence is situational. If you think self-confidence and self-esteem are interchangeable words, hit the reset button. Confidence is the expectation of a positive outcome in a specific situation. It’s very different from self-esteem and your underlying sense of worth. The key to a confident presentation is to prepare for the specific situation. Smart preparation will help you wrestle your nerves to the ground. Expect a positive outcome in this one specific situation, prepare for it with a sound strategy, and you’ll achieve it. Every time.
- Lacking confidence is selfish. You read that right. It sounds harsh, so let me explain. If you lack confidence in a presentation it means that you’re focusing your attention squarely on yourself. Everyone gets butterflies before presenting. I know I still do. But butterflies are actually a good sign because it means that you’re taking the presentation seriously. You have a choice: you can let the butterflies undermine the situation by focusing on your own feelings — or you can use them as an edge to redirect your focus and take your audience to a higher level.
- Forget perfection – think excellence. Please understand that this is a huge statement coming from a recovering perfectionist. When you stop worrying about being flawless, people will start relating to you. Aim for excellence instead of absolute perfection. Truth be told, people see right through the illusion of perfection anyway and value genuine, relatable human beings, warts and all. Spewing endless, perfect factoids with a flawless style leaves people cold and that’s a confidence killer.
- Don’t slip into “presentation mode.” Do you morph into a faux-heavyweight version of yourself when you present? Stay centered. You’re good enough. If there’s a glitch, stay light and handle it graciously or humorously. Turn mistakes into advantages. You’ll light a fire by aiming for people’s hearts, not their heads. Take the pressure off of yourself and see how much better people respond to you. Isn’t that the point of business communication – getting a positive response?
Since you’ve stuck around this long, I’ll share how my high school business speech contest ended. The sixteen year old mini-me surprised myself by winning the state and regional contests with my “Confidence is the Key” presentation. I then packed up my poster board and boarded my first-ever airplane to the national finals where I became the top loser in America. In other words, I was first runner-up nationwide. The judges chose an experienced eighteen year with big city business ideas as the top Future Business Leaders of America speech winner.
Rightfully so. The winning speech was content-rich and well-delivered. I learned that content and delivery are equally important to your success and I’m passionate about sharing the secrets to reaching this presentation nirvana with executives today.
Clearly, confidence is a key to business success. But I don’t recommend a goofy poster board.
Tags: communication, Communication Skills, Confidence, Connie Dieken, Excellence, Perfection, Presentation Skills, Presentations, Self-Esteem, Speech
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Tuesday, April 27th, 2010 by Connie Dieken
Goldman Sachs executives were skewered on Capitol Hill this week. They were sach-ed. The men faced blistering cross examination by the Senate on the firm’s mortgage market and its role in the country’s financial collapse.
During their time on the hot seat, the current and former leaders, along with the prolific e-mail braggart known as “Fabulous Fab,” were lambasted with biting questions and criticism from outraged lawmakers. Unrepentant, resistant, and uneasy, the executives denied responsibility as lawmakers ripped into them.
Can you imagine handling that kind of fiery criticism? Many businessmen and women are fearful of being blasted in the workplace following presentations or even in team meetings.
As I’ve coached high-powered executives for the past decade, I’ve heard a recurring theme: the fear of criticism. It’s the fear that you’ll be judged harshly or won’t measure up to expectations. This fear is growing because we’re living in a world that encourages cheap shots. Snarky people abound on the Internet and otherwise, unleashing their inner Simon Cowell, judging others severely.
Here’s the problem: fear of criticism is like kryptonite to executives. It has a crippling effect, draining your power and influence. It can cause you to hold back instead of contributing. It may lead you to be defensive when well-meaning people offer constructive feedback. Or it may cause you to play it too safe and offer a vanilla version of what could have been a much more compelling contribution.
Even the most capable leaders can be crippled by a secret fear of criticism. Here are a few tips to help you overcome it:
- Resist the temptation to be defensive. Do you often jump in and cut off criticism with a knee-jerk defensive reaction? If so, you may unwittingly escalate the situation. Cutting off tough critics often causes them to grow more determined. As a result, they may zap you even harder next time. Defensiveness and evasiveness can also turn off well-meaning allies.
- Keep the criticizer’s intent in mind. Bosses, co-workers and others in your life may offer feedback because they want to help you. Their constructive feedback may be intended to help you improve your performance, not as a cheap shot or a grandstanding opportunity. Consider their true intent. Maybe they’re sharing wisdom from their own lessons learned. Is it possible you’re overly sensitive to criticism?
- Ride the wave. One of the best approaches to handling criticism is to listen carefully and let the person finish completely. Resist the temptation to deflect point-by-point. By hearing their full point of view, you stand the best chance to uncover the real issue and correct what may need to be fixed.
- Conquer your inner critic. Often, the critical voice in your head is carrying too much weight. It can be far worse than anyone else’s potshot. Give it a rest. Starting today, create a positive daily dialogue to overrule your habit of critical self-talk.
- Don’t be an avoider. There’s an old saying, “To avoid criticism do nothing, say nothing, be nothing.” Clearly avoidance isn’t the answer. Turn it around. Face it. Get the confrontation over with instead of dreading it all day. Often, reality isn’t nearly as bad as the situation you imagined and avoided.
Some people trace their fear of criticism back to childhood, when they experienced excessive criticism that’s gotten stuck in their head like a broken record. Others have received tongue-lashings from hypercritical bosses and had their confidence crushed.
Whatever its source, learning to conquer criticism gracefully is a sign of maturity and leadership.
Tags: communication, Communication Skills, Connie Dieken, Criticism, Fabulous Fab, Fear of criticism, Goldman Sachs, Influence, Leadership, Senate, Simon Cowell
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Monday, February 1st, 2010 by admin
Did you read the headlines? “Jackson Kids Steal the Show!” the news articles proclaimed, calling the appearance of Michael Jackson’s two eldest children the most memorable moment of the 52nd annual Grammy Awards Show.
What does this have to do with communication skills, you ask? Everything. In a room filled with big egos, these two young people nailed the three things that you must do as a 21st century communicator: they got attention, got to the point, and got results – and so can you. These skills are crucial whether you’re presenting your ideas to big egos, big wallets, or big knuckleheads.
This post is not about Michael Jackson’s kids on stage. Believe it or not, it’s about what you can learn from Michael’s approach to presentation skills that can transform and elevate your presentations forever. Turns out, Michael Jackson was not just a performer, he was the ultimate presenter. He was every bit as good or even better than the much-heralded Steve Jobs at presenting ideas that people respond to.
I was struck by what businesspeople can learn by watching the newly released video chronicling Michael’s stage preparations for his planned final shows in London, “This is It.” Here are 3 quick lessons:
1. The best presentations are built around your relationship with the audience
At the end of the film, you’ll see Michael and the crew gather in a large circle on stage. Director Kenny Ortega asks Michael to share a few words. Listen closely – what Michael says is the the stamp of a true presentation genius. He tells the crew that a successful show is not based upon the dance moves, or the special effects, or even on him. It’s a presenter’s relationship with the audience that matters most. Success is attained by the way you make people feel while they’re in your presence. Lesson: don’t get caught up in worrying about yourself or your slides during a presentation. Zero in on your relationship with the audience. Make their experience the king of the show and you’ll earn positive responses.
2. When you elevate others, everyone wins (including you)
Watch how Michael brings out the best in others. He stays gracious and kindhearted as he coaches the musicians, singers, and dancers during the rehearsals. He’s 100% clear on what he wants from others, yet he doesn’t come across as all high and mighty or a taskmaster. As a result, Michael Jackson draws the best possible performance out of everyone around him. Lesson: Stay relaxed, gracious, and humble at your presentations. Don’t let anxiety or pressure get the best of you. The most effective presenters are thoughtful, inspiring leaders who play well in the sandbox.
3. Who’s the one communicator you should listen to most?
Why there were so many hours of rehearsal footage filmed prior to the concert run? Michael Jackson studied the “dailies.” He knew that he was in the connecting business, so he wanted to see how his “presentations” would come across to audiences from the stage, even before the seats were filled. Chances are you hate to see yourself on tape. Heck, I avoided watching tapes of myself during many years in the broadcast TV business. But, ironically, as an executive coach I finally discovered the true power of videotaped assessments – they allow you to see the real you. As Michael Jackson clearly understood, there’s one communicator that you should listen to as much as possible – and that’s you. Study videotapes to hone your presentation’s content, your true voice, and your executive presence and you’ll earn a positive response from every audience.
Tags: Communication Skills, Executive Presence, Grammy Awards, Michael Jackson, Michael Jackson's Kids, Paris Jackson, Presentation Skills, Prince Jackson, This Is It
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Sunday, January 17th, 2010 by admin
Kraft Chairman and CEO Irene Rosenfeld is scrambling to persuade shareholders that her company’s $17 billion bid to buy British candymaker Cadbury is good for both companies. Her pursuit has drawn poor reactions from both Cadbury’s shareh
olders and Kraft’s biggest shareholder, Warren Buffett.
I’ll tie this career-defining move to the CEO’s habitual Tilt-A-Whirl head movements (see the photo on the right from a different event) in a moment. First, let’s get your head straight on the essentials.
Rosenfeld is seeking to transform the world’s No. 2 food company into an even bigger global juggernaut – but some feel she hasn’t hit the sweet spot with this takeover attempt.
After Cadbury complained that her price was too low, she told investors that she planned to issue new stock to help pay for the purchase. Buffett, America’s most influential investor, responded with a public smackdown; a press release warning her not to sell stock or increase her price lest it destroy value for Kraft’s shareholders. Don’t spend too much, he urged, as he tried to rein her in. She has until January 19 to make her final offer. Kraft shareholders will vote February 1 on whether to issue more stock. Cadbury stockholders will vote on February 2.
Now, in an effort to convince shareholders and save the deal, the 56-year old CEO is trying to placate both groups. Kraft has posted a video on its corporate website of Rosenfeld being interviewed by a British woman.
Her message in this video is influential but unfortunately, a distracting body language habit trumps the brilliant woman’s point of view. It’s a case of the eyes trump the ears. People must buy into the messenger before they buy into the message. Rosenfeld comes across as a human Tilt-A-Whirl, constantly tilting her head from side-to-side as she speaks. Left-right-left-right-left-right. In addition, in an apparent attempt to appear warm and likable, the CEO plasters on a smile throughout the interview, even when it’s not warranted.
Here are two quick presentation/media coaching tips to help you prevent undermining your executive presence with nervous body signals:
- Avoid tilting your head. It looks coy and cute. It’s not a powerful professional move unless you happen to work on the Las Vegas Strip. If that’s not your line of business, keep your head on straight.
- Plastered-on smiles don’t cut it. Yes, you’ve heard many times that you should smile, and in most cases you should. But here’s the real truth about smiling: If your smile doesn’t come across as genuine, it can backfire on you. Make sure your smile is heartfelt.
People monitor you for the signals you send. Project a balance of likability and credibility to hit the sweet spot. Don’t let nervous energy undermine your credibility. To learn more about how your energy level is tied to your ability to influence others, read chapter 12 of my book, Talk Less, Say More.
Tags: body language, Cadbury, CEO, Communication Skills, Connie Dieken, Executive Presence, Irene Rosenfeld, Kraft, Media Skills, Presentation Skills, tips, Warren Buffett
Posted in Communication Skills, Executive Presence, Leadership, Media Skills, Presentation Skills | 2 Comments »
Monday, September 14th, 2009 by admin
What a week for high profile heckling. Let’s recap:
1.Kayne West interrupts teenager Taylor Swift’s MTV acceptance speech by jumping on stage, grabbing her microphone, and dissing her selection.
2.Representative Joe Wilson of South Carolina interrupts the president’s address to a joint session of Congress on health care by yelling out “You Lie!”
Both outbursts were on live TV. And both cases of Rude Tube won goodwill for the target, not the heckler.
Many of you have asked me over the years during presentation skills coaching how to handle an incident like this if someone rudely interrupts you during a presentation or Q&A.
As you can now plainly see, the answer is simple and straightforward:
- Let the audience respond for you. Count on the fact that decent human beings will recognize bad behavior when they see it. Good people are turned off by rudeness, and they will turn on the heckler. The audience will automatically start pulling for you, even if they didn’t particularly support you before. They’re now in your corner, at least temporarily, so you’ll benefit from their goodwill.
- Move on and move away. Take a cue from targets Taylor Swift and Barack Obama. Acknowledge, but don’t encourage. How do you do this? Swiftly move on verbally, and move away from the heckler physically. Don’t give the heckler what he/she craves: more attention.
Both of the high-profile hecklers, West and Wilson, were quick to release public apologies. Why? Peer pressure. The attention they garnered wasn’t what they craved. Both thought they’d be backed up by their peers. Instead, West got booed off stage and Wilson got death stares. Both quickly backed off and apologized, hoping to save face and do damage control.
The fear that you’ll be embarrassed by a rude interrupter during a presentation is real. This fear of public speaking has kept some of you away from the spotlight altogether, sadly. But now, I hope you see that the greater risk is just the opposite. It’s being that guy – the rude interrupter. The incivility of ranting and raving will damage the heckler far more than it could ever hurt you.
So step up to the plate. The audience is pulling for you – not the rude interrupter.
Posted in Communication Skills, Media Skills, Presentation Skills | 1 Comment »
Wednesday, July 29th, 2009 by admin
You’ve been leading a high priority mission for months. You’ve pushed. Prodded. You’ve influenced internally because you believe it’s the most vital issue facing your organization. Your team has invested sweat equity and they’re counting on you to make it happen publicly.
At last, it’s time to present your idea to an audience and influence others to take action. So what happens when you finally stand before your audience and take your swing at bat?
You get hijacked during Q&A.
It happened to the President of the United States on his home turf last week. At the end of his prime time health care news conference, Barack Obama answered a hot button question that was totally off-topic. Instead of asking about health care, a reporter asked the president what he thought of the confrontation between Harvard scholar Henry Louis Gates and Cambridge police officer James Crowley. The president weighed in with his opinion on race relations, ending with the tantalizing words “acted stupidly.”
Bingo! Home run for the reporter! She’d successfully hijacked a presidential press conference. If this was a game of chess, she’d just pulled a capture: removing the opponent’s piece or pawn from the board by taking it with one’s own. The president’s health care headline was toast. Now, the headlines were commandeered to scream of the 3 P’s: the president, the professor and the police.
This is a living, breathing reminder to all of us to be mindful of Q&A so that our message doesn’t become part of an opportunistic takeover – friendly or hostile.
Here are a few tips to help ensure that you don’t hijack your own influence during Q&A:
- Don’t answer too quickly. If the question is off-topic and hot button, don’t allow yourself to be hijacked. Gently but firmly respond that the question is important but it’s off-topic and will be best addressed during a more appropriate occasion. Offer a specific time when you will provide a thoughtful answer. The key is that you shouldn’t appear to be dodging the question. You’re simply deferring it to a more appropriate time and place.
- Keep your answer brief. The more you talk, the more likely you are to get caught up in your underwear and say something you’ll regret. Long answers often lead to an unfortunate choice of words (think “acted stupidly”) that can bite you in the backside. Talk less, but say more.
- Bridge back to your key points. The purpose of your presentation is to influence your audience and drive them to action. Never forget that. Use the audience’s questions to reinforce your key points, not to steer the boat in a completely different direction.
- Don’t let Q&A be the final word. Always have two closings. 1) The one that ends your prepared remarks before Q&A, and 2) the one that wraps everything up after Q&A. End with power and a strength of conviction that your message is high priority and actionable.
- Plan for hot topic tie-ins. You shouldn’t be surprised in today’s “anything goes” society. Think current events. What’s on people’s minds? Prepare, prepare, prepare.
As a communication coach, I guide senior executives in their high-profile presentations. As the day of their presentation draws near, I shift our focus from delivery of their key messages to preparation for high stakes Q&A. I ask every relevant question that I believe their audience might ask to ensure that the executive is influential in driving the ball forward, not backwards. Then, I slip on my broadcaster’s cap and link their topic to other hot-button topics. This is an eye-opening exercise for executives who tell me it has saved them from embarrassment, being at a loss for words, saying something they’d later regret, and a loss of leadership influence. It boosts their confidence to handle anything that comes their way.
My inner Girl Scout constantly whispers the motto “Be prepared” in my ear. Never has that been more essential than in today’s loosey-goosey world of Q&A.
Tags: Barack Obama, Cambridge police, Communication Skills, Confidence, Henry Louis Gates, Influence, James Crowley, Leadership, Presentation Skills, Press Conference, Q&A, Race Relations, Say More, Talk Less
Posted in Communication Skills, Executive Presence, Leadership, Media Skills, Presentation Skills | 1 Comment »
Wednesday, May 27th, 2009 by admin
Nearly 10 million people tuned in for a record-shattering season premiere of Jon & Kate Plus 8 this week. I’ll tie this to you in the workplace in a moment — I promise there’s a business communication connection. The tension was palpable as the bickering couple, caught up in the cheating chatter, came together for their sextuplets’ fifth birthday party.
We’re talking frozen tundra frosty. Ultra-chilly. These two were so cold, the cameras needed de-icing.
Jon and Kate scooched as far apart on the couch as possible, closed off to each other, sending undeniable signals that they’re miserable and their relationship is on the rocks.
Despite trying to play nice for the cameras, their body language revealed that they’re merely doing what they have to do to earn a paycheck. “Kate and I are going through some stuff,” said a glum-looking Jon. You think?
That’s where YOU come in. Are you going through some stuff in the workplace? Is there someone who gets under your skin and, despite your best intentions to hide your true feelings, your irritation or loathing is showing more than you want it to?
Your body talk sends messages that people decode. They size you up in seconds and draw conclusions about whether you’re credible, likable, or trustworthy. Despite the words you choose, people are first influenced by “hearing” your body language. Before they’ll believe your words, they must first buy into your body talk.
Here are a few body language tips from my upcoming Talk Less, Say More book to help you come across at your best:
- Fight the urge to close yourself off. Your instinct is to move away from a person whom you secretly despise. Fight it. It won’t be a secret if you point your body in the opposite direction. Remind yourself to unlock your arms, look at them with as much warmth as you can muster, and conquer your desire to ice, ice baby.
- Avoid Code Red. Discover what specific situations or people trigger an elevated state of anxiety or anger and learn to manage your behavior during these situations. You can’t control the other person’s actions, so focus on managing your own. Don’t damage your career by being the person who’s known for giving someone else the cold shoulder or for crumbling under pressure. Don’t just cope with the situation. Own it.
- Keep it real. Gestures and movements are most effective when they’re a natural extension of the feelings you’re trying to express. But they will undercut your message it if they come across as forced, fake or harsh. Match your movements to the intensity you want to project and they’ll work to your advantage.
- Conquer your mannerisms. Unlike gestures that you do intentionally, mannerisms are the unconscious movements that you make, often in anxious situations – like touching your nose, twirling your hair or scratching your neck. Ask someone you trust to reveal your habitual mannerisms so you can be aware of them and control them when you’re dealing with difficult people.
- Don’t stifle positive gestures. Some people mistakenly believe they talk with their hands too much. That’s rare. If your arm movements distract from your words, then yes, they can be too much. But most gestures are heartfelt and congruent with your words so therefore, they help to improve your energy level. (Just don’t gesture with a one-finger salute, of course!)
We can’t love everyone we work with, so uncomfortable situations are bound to happen to you, either with co-workers or clients. Hopefully, there won’t be TV cameras recording your every move for ten million people to judge. But in this age of Twitter, cell phones that videotape, and YouTube, you never know who’ll be tuned in next….
Tags: body language, Communication Skills, Executive Presence, gestures, Jon & Kate, mannerisms, Twitter, YouTube
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Wednesday, April 29th, 2009 by admin
The difference between winning and losing may come down to how people perceive the sound of your voice.
As a broadcaster, I spent many years in recording studios. I was astounded to learn there was a major difference between how my voice sounded inside my head…and the way it sounded when the engineer played back the recording. I didn’t come across nearly as energetic or upbeat as my voice sounded in my head. Instead, I sounded flat and bored. I had to learn to boost my energy level to compensate.
The same is likely true of your voice. You may be coming across as bored, disinterested, stiff or icy – even when you don’t intend to. Why is this critical? Because it has a direct impact on how others respond to you and your leadership.
Let’s take your outgoing voice mail message as a quick barometer. Ever listen to it? Most of us think the recording is distorted and doesn’t sound like us. We assume we sound much better in real life.
Sadly, we’re dead wrong.
Today’s digital doesn’t lie. The recording is far more accurate than the voice you hear inside your head. That’s because you have a distorted perception of how you sound. Why? Your head acts as an echo chamber. Your bones reverberate when you talk, so your voice sounds bigger, louder and more energetic inside your head than it does when it mixes with oxygen and others hear it.
Worried that you aren’t coming across well? Here are a few tips to help you stop repelling and start attracting with your voice:
- Use vocal variety. Don’t hypnotize or lull people to sleep by speaking in the same continuous tone. Sameness is the death of any speaker. Switch it up. Use all the range in your voice – highs, lows, and mid-tones.
- Shift the speed. Speed is another energy indicator. A constant rhythm is a sedative to the ears. Don’t drone on at the same pace. Shift between faster and slower speeds.
- Use shorter sentences. Some people sound boring because every sentence they speak is long. Toss in shorter sentences as often as you can. You’ll be amazed at how this breaks the monotony and makes people sit up and take notice.
- Use the “Power Pause.” After you make an important point, let it breathe. Don’t rush to fill the silence. People are intrigued by momentary silence, so throw in what I call the “Power Pause” when you need to command attention. Let a point sink in and you’ll gain power.
- Thin is not in. Your voice is shaped by breath support. Breathing too shallowly and speaking from the throat creates a thin, weak voice. Instead, breathe deeply from your diaphragm. Go to the gut. It can make your voice sound richer, more powerful, and a full register lower.
- Check your intensity. Sometimes you need to tone it down and not come on too strong – especially if you’re delivering bad or unwelcome news. Match your energy level to the specific situation.
Energy boosts likability, which is a key ingredient to generate commitment from others. Likability forms the framework for the rest of the signals people gather about you and the ideas that you communicate.
So improve your voice – and you’ll improve your ability to influence and make things happen.
Tags: Communication Skills, Energy Level, Leadership, presence, voice
Posted in Communication Skills, Executive Presence, Leadership, Presentation Skills | 2 Comments »
Thursday, March 19th, 2009 by admin
You’re a smart person. The axe is falling on leaders everywhere and you want to come across as valuable and indispensable, right? Here’s a quick cautionary tale to bullet-proof your credibility, straight from your TV.
Time for a how-not-to-do-it lesson from Jim Cramer, the host of CNBC’s Mad Money.
Did you see Cramer get smacked down by Jon Stewart on The Daily Show this month? The normally effusive Cramer transformed into a whipping boy, seriously undermining his credibility. After the smoke cleared, Cramer blamed his wimpy performance on his upbringing, saying he was raised “to take the high road.”
Jim, Jim, Jim. Think again. You allowed yourself to be mugged.
In today’s world, taking “the high road” means protecting your credibility (your brand) as well as that of your organization in a smart, thoughtful manner. A successful appearance either: A) enhances the brand, or B) protects the brand. If your integrity is being attacked, you must protect yourself or risk being roadkill. Let’s review where Cramer went wrong so you can avoid the same fate, whether you’re meeting the media or taking Q&A at a meeting:
Cramer agreed to a TV interview clearly billed as a “confrontation.” A duel. In that context, Stewart’s performance was dead-on. Cramer’s was dead-on-arrival.
A smackdown scenario could happen to you with an adversary, known or otherwise, in today’s one-up, know-it-all world. Here are two things you should not do:
- Don’t underestimate your opponent. Cramer pegged Jon Stewart as a late night comedian. A panty-weight opponent. Wrong. Jon Stewart is an ultra-smart, uber-influential man with a forum to express his viewpoints, for which he’s very passionate. Advice: Know thine enemy. Better to overestimate their savvy than underestimate it.
- Don’t think you can just “wing it.” For a prognosticator, Cramer was spectacularly short-sighted. Lack of preparation against an opponent is a death wish in today’s connected world. Cramer didn’t do his homework – he had no key messages. Thus, he had no influence. Stewart was locked and loaded: Cramer was shell-shocked. Advice: Be prepared to defend your point of view – deeply, clearly and influentially. Don’t allow yourself to be blind-sided and thrown off your game.
Wasn’t it amazing how Cramer groveled and went down in flames? The same thing could happen to you if you’re not prepared. Plenty of leaders are getting skewered – and damaged – by today’s empowered, informed audiences.
Bottom line – when profitability is on the line, you cannot “wing it” anymore. The best-prepared leader wins.
Take this to the bank: Poor preparation leads to poor outcomes, especially in a tough economic climate. Don’t become a casualty.
As a communication coach for leaders, I should send Jim Cramer a thank you card for painfully demonstrating my point.
Tags: Communication Skills, Jim Cramer, Jon Stewart, Leadership, Mad Money, Media Skills, Presentation Skills, The Daily Show, The Today Show
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Tuesday, January 27th, 2009 by admin
We’re living in a harsh, harsh world. I’m sure you’ve noticed that you can now get a daily dose of cheap shots here on the Internet. Follow the comment section after most web entries and you’ll find boatloads of hyper-critical, snarky comments. Turn on your TV and there it is again – the Simon Cowell effect – people openly judging and grading others harshly. Ouch.
As I’ve coached high-powered clients recently, I’ve been struck by a recurring, performance-draining concern that leaders share with me (and one I’ve faced, too) that craters confidence: fear of criticism. The fear that you won’t measure up to expectations and will be judged severely as a result.
Fear of criticism is like kryptonite to a leader.
It’s a powerful deterrent that drains your confidence and power. Sometimes your biggest critic is your own inner voice. Sometimes it’s others’ ruthless opinions. Either way, it leads to one of three depleting communication styles:
- Holding back instead of contributing, in order to avoid having your ideas criticized
- Being overly-defensive when well-meaning people offer useful suggestions, or
- Playing it too safe by communicating a boring, vanilla version of your ideas instead of aiming for outstanding.
Most leaders tell me their fear of criticism pre-dates the Internet. Some trace it back to childhood, when they experienced excessive criticism that stuck in their heads like a broken record. Others say they witnessed tongue-lashings in the workplace and fear receiving the same fate, which causes them to lack confidence and reduce risks.
As an executive communication coach, I’ve learned there’s no connection between competence and confidence. Even the most capable leaders can be crippled by the secret fear of criticism. Here are a few tips to help you overcome it:
- Forget perfection, think excellence. High performers often strive for flawless, which means aiming for the impossible. Think excellence, instead, to get over that self-limiting hurdle. Give yourself permission to be your best at this moment, not the best of all time.
- Switch your focus from internal to external. You don’t want to hear this, but ego is involved. Often, a fear of criticism reveals that you’re too concerned with what others think of you. Turn it around. Manage your thoughts to concentrate on meeting your receiver’s needs, not on how they may be sizing you up.
- Don’t be an avoider. Criticism doesn’t have to actually occur to cause anxiety or injury. Perhaps that critical voice in your head is carrying too much weight. Learn to face your fears. Starting today, create a positive inner daily dialogue to overrule and replace your hypercritical self-talk.
- Keep the criticizer’s goal in mind. Some bosses, clients and others may offer criticism because they want to help you perform at the top of your game. Their feedback may be intended solely to improve your performance, not to take a personal shot. Perhaps they’re sharing the wisdom of lessons learned.
- Resist the temptation to become defensive. Do you jump in and cut off criticism with knee-jerk reactions? If so, you may escalate the situation. Tough critics can grow more determined to zap you again next time. And in these cases, there will be a next time. Stay open-minded.
- Ask for clarification. One of the best aproaches to handle criticism is to listen carefully, let the person finish, and then ask for specific clarifications. That way, you hear their full point of view and stand the best chance to correct what’s may need to be fixed.
Learning to conquer criticism gracefully is a sign of leadership and maturity. It communicates respect – both for yourself and the others who share their viewpoints.
Just don’t fall into the trap of doling out cruel criticisms youself. Shallow criticism without direction is a useless power play.
Tags: Communication Skills, Criticism, Executive Presence, Fear, Leadership
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Sunday, January 18th, 2009 by admin
Out with the old, in with the new. As we say goodbye to George Bush and his colorful, sometimes mangled communications, (can you say misunderestimated?) we usher in a new era of oratory.
We’re shifting to a new Communicator-in-Chief. What do I mean by this? A Communicator-in-Chief is a leader whose messages are so pragmatic, on point, and invigorating that his words spark immediate actions. His/her messages unite, inspire and challenge others to reach their collective highest performance. Communicators-in-Chief make things happen. President Bush was at the top of his game when, with a bullhorn to his lips and a firefighter at his hip, he stood atop the rubble in New York City after 9/11 and rallied our country. Barack Obama promises to be an exceptional Communicator-in-Chief, which I’ll get to in a moment.
First, let’s focus on you. Are you a Communicator-in-Chief? You are if your job depends upon making things happen through others. There are three habits you must master to reach your highest performance:
- You must connect engagingly. It’s essential to engage others straight away in today’s distraction-driven, short attention span world. People tune out quickly today. You’ll attract and earn people’s attention by frontloading your communications with what’s truly relevant and matters most to them.
- You must convey clearly. We’re living in an information-overload society. Tossing too many facts and figures around is like adding empty junk food calories to your diet. Junk words dilute your message and lead to confusion, not clarity. You must make a conscious choice to pare down your words and deliver shorter, more visually stimulating messages if you want people to retain the information you share.
- You must convince specifically. It’s not the talk that matters, it’s the action. It’s critical that you be ultra-specific about the step you want people to take. Now is not the time for assumptions or vagueness. What, precisely, do you want others to do? Make your viewpoint or request utterly actionable because that’s the key to making things happen without delay in our busy world.
Develop these three habits and you’ll set in motion a transformative process to ensure that people listen to you, understand you, and take action. (These are the principles in my forthcoming book, Talk Less, Say More, which will be in bookstores this fall.)
Incoming President-Elect Barack Obama has so far been an extraordinary Communicator-in-Chief which, ironically, his detractors hold against him. His critics call him “Mr. Podium.” They argue that he merely talks a good game. I’m not buying that. While I agree that blowhards are not true leaders, from what I’ve seen, Obama’s no blowhard. His words are based on visions that are implemented to unite and inspire action. Isn’t that the opposite of empty rhetoric? Far from merely talking a good game, if you communicate your visions effectively, action is the endgame.
Top Communicators-in-Chief also choose interactive formats to help others feel invested and make their messages people-powered. In 2009, YouTube is the new fireside chat. LinkedIn is the new press release. Bloggers are the new reporters. Tweeters are the new cheerleaders. Barack Obama’s team wisely used interactive tools to unite and invite voters to the polls. Even better, his incoming administration is promising to remake the stodgy White House website to invite citizens’ feedback.
What about you? Are you using the right tools to communicate your messages in the 21st century … or are you stuck in one-way, old-school memo style? Your messages can trigger immediate feedback in the Age of Input which, if you’re smart, will supplement and improve your decision-making.
My challenge to you is this: develop your skills to inspire, unite, and move others to action. Choose a communication habit to improve (connect, convey, or convince) and write down 3 things you’ll start doing immediately to master the habit. Take these steps, and you’ll be on your way to becoming an exceptional Communicator-in-Chief.
Yes, you can.
Tags: Barack Obama, Communication Skills, Executive Presence, George Bush, Leadership
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Friday, November 28th, 2008 by admin
It’s Thanksgiving evening. You’re stuffed. Bloated. Lethargic. In a turkey coma.
Does this uncomfortable feeling remind you of anything? How about the last presentation you sat through? Or worse, the last one you delivered?
Most presentations are bloated. They’re stuffed with waaaay too much information which causes attendees to slip into presentation-induced comas. Every fact, figure, and statistic you uncovered made its way into your over-stuffed, text-laden slides, which left your audience feeling sluggish.
Ready to tackle presentation weight gain? Stop informing and start influencing.
Your job as a presenter is to share insights and analysis to help your audience make a decision and move forward. Over-informing is a toxic type of miscommunication. Don’t pass on every fact and figure you uncover as you research your topic. Instead, funnel it down into what matters most.
Why is this critical? Because over-stuffing a presentation leaves your audience confused and stuffed. And confused brains don’t take action. They shut down. Which requires even more meetings and presentations to clear up the mess and finally influence others to move forward.
So fight presentation bloat. Don’t pack on the pounds when you present. Think influence, not information. Your audience will thank you by taking quicker action.
Tags: Influence, Miscommunication, Presentation Skills, Thanksgiving
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Wednesday, November 5th, 2008 by admin
Like you, I’ve paid close attention to Barack Obama. As a communication coach, I’ve specifically zeroed in on his ability to get his points across and move people to action.
From a communication perspective, Obama won the race because he successfully applied 3 habits. They’re simple, but profound habits: He connected. He conveyed. He convinced.
These habits are a playbook for business leaders around the world. I could write a book on them. Matter of fact, I have. Talk Less, Say More is scheduled to be released in 2009. Let me summarize these habits quickly by highlighting just a few ways that Obama applied them successfully:
Habit #1: Connect. One of the biggest issues facing any leader today is to engage people in our distraction-driven, listening-impaired, short attention span world. Barack Obama’s campaign connected with what Americans wanted and valued most. He stayed in our moment and tapped into our hot-button issue, the economy. And he delivered it with what I call your PMOC: your Preferred Method of Communication. Early on, his team went digital, using 21st century methods to a wildly successful advantage. For example, Obama’s team text-messaged better than any teenager I’ve ever seen. (And I’m raising two of the most prolific texters in America.) He also engaged us by bringing us together, habitually stressing the United States, not merely red and blue states.
Habit #2: Convey. It’s a real challenge to cut through today’s information overload. Getting your point across requires clarity in order to prevent confusion. Obama learned to make his points with vivid clarity, avoiding ambiguity. Maybe you don’t agree with his viewpoints, but he conveys them transparently, without gumming them up. Storytelling is a key, and Obama’s story was one of humble origins. His campaign was full of stirring videos and his infomercial, watched by more than 32 million people last week, weaved a “my story is your story” narrative to convey that he understands your economic fears and other concerns like health care.
Habit #3: Convince. People are pulled in so many directions today, both in the office and in the voting booth, that it’s a challenge to sway them. As a leader, it’s critical to move people to commit to action. Decisiveness is one of the keys. And Obama is a master decision maker. He allows others to speak their minds, and then he makes the decision. No second-guessing. No waffling. He sticks with his decisions, which sways others to join him. I believe the debates put Obama over the top by demonstrating his decisiveness and calm demeanor. He also capitalized on what I call “peer power.” He gained clout by bringing well-connected people like Oprah Winfrey, Ted Kennedy, Warren Buffett, and Colin Powell into his corner and allowing them to transfer their clout to him.
John McCain used these 3 habits in his concession speech last night, as well. Didn’t you think it was one of the most touching, unifying speeches in political history?
Can you use these habits in the business world? Yes, you can. You can Connect-Convey-Convince® your way to success.
Tags: Barack Obama, Communication Skills, Connect, Convey, Convince, Leadership
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Monday, October 27th, 2008 by admin
Joe the Plumber
I can read your mind. Not another story about Joe the Plumber, you’re thinking. Good news. This isn’t about Joe, the nation’s newest household name invoked again and again during the final presidential debate. It’s about you and your ability to make a point that people actually remember, repeat and respond to.
Let’s start with this premise: you’re boring people with mind-numbingly dull factoids. Oh, you don’t mean to. But your messages are often mundane, so you’re being tuned out. Ignored. Overlooked.
What’s the antidote? A well-placed story, like the plumber parable. That’s why both candidates latched on to Joe, even though he later sprung a few leaks. Suddenly, complex, hard-to-comprehend issues like tax plans and health care options were vivid. Big, bald Joe had a repeatable narrative – for each party. Here are a few tips to help you tap into your inner storyteller to communicate your business goals and plans:
1. Make it about them, not you. Help your audience envision themselves in the story. Tell it from the perspective of someone who’s similar to them, like Joe, not from your own viewpoint. That will trigger listeners to do two highly desirable things: to understand and care.
2. Have a clear purpose that’s simple and spry. What is the specific idea that you’re trying to help people grasp? How will it change their lives? Keep the story’s essence in mind and resist the urge to incorporate too many lessons into one story. The story should be simple and spry to support your point, not become the point.
3. Trim the fat. Don’t get bogged down in excess details. Your story is a means to the end, not the end itself. Share enough specifics to ignite imaginations, but not so many that your listeners get lost in irrelevant details.
4. Discover the leaks yourself. Shortly after the candidates made Joe a household name, reporters and bloggers discovered a few problems with his Everyman story. His name wasn’t exactly Joe, he wasn’t a licensed plumber and he was delinquent on his taxes. Oops. Say it ain’t so, Joe! The moral of this story: thoroughly research your story’s star so inquiring minds don’t get distracted by side issues and discount you as a result. Today’s audiences can Google topics as you speak and some of them love to challenge you.
5. Relive it as you tell it. When delivering your story, use what I call “planned spontaneity.” Make it real and unrehearsed-sounding so the audience can relate. If you’re presenting to a group, step out from behind the podium and speak conversationally.
I hear you talking back to your computer screen. “But Connie, I’m a bad storyteller,” the voice in your head is saying. You’re not. You just need to approach it from a business viewpoint. So go ahead – tell a story. You’ll help people absorb, retain and repeat your words to reach your business goals.
That’s better than being flushed away, isn’t it?
Tags: Communication Skills, Presentation Skills, Storytelling
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Wednesday, July 30th, 2008 by admin
Does Q&A unnerve you?
Whew! Your presentation is over. After your closing slide, you’re ready to exhale except for one thing . . . you still have to face Q&A.
Most people dread the question and answer period. It’s anxiety-provoking because you don’t know what to expect. What if someone asks a question that you can’t answer? What if someone baits you with an antagonistic comment or shoots you down?
I believe Q&A is an opportunity to reinforce your message and let your credibility shine. It’s also a time to clear up misunderstandings and gain feedback on how your message was received. Here are 10 quick tips to use Q&A to your advantage:
1. Keep your answer brief. The more you talk, the more likely you are to get caught up in your underwear and say something you’ll regret. Sometimes the questioner is more interested in how you handle yourself than in what you actually say, so keep your answers brief and meaty.
2. Don’t answer too quickly. Let the questioner state his or her question completely. Make sure you understand their true concern. Pause, think, and let it breathe before you respond.
3. Limit an individual’s follow-up questions to just one or two at a time. Otherwise, you can end up in a dialogue with that one person, ignoring the rest of the group. If somebody in the group tries to hijack your presentation with excessive questioning, tell them that you will be happy to continue the conversation later, and then move forward to other people’s feedback.
4. Don’t bluff. Anything other than honesty invites trouble. If you don’t know the answer, say so and offer to get back to them by a certain date and time. If the answer is damaging to your case, position it as a small issue or re-frame the question so you can answer it in a more positive way. But don’t lie.
5. Not all negative comments or questions are antagonistic. People may voice concerns because they sincerely want you to be aware of another point of view. Questions, comments, and objections are often a sign of interest in your message.
6. Pre-empt hot button criticism. Frontload with a specific example of how your viewpoint trumps the criticism. You’ll take the wind out of the sails of anyone who might want to be the featured fault-finder.
7. Defuse anger or hostility with a light touch. Resist the temptation to answer with sarcasm because that approach can alienate people.
8. After answering all questions, make a closing statement. Don’t simply peter out after the last question with, “Well, if there’s nothing else, thanks for coming.” Summarize and conclude with a call to action.
9. Bridge back to your key points. It’s an old media interview trick – the best and brightest don’t simply answer questions. They use questions as a jumping off point to reinforce their most important talking points. Grab the opportunity to reinforce what you want them to remember most.
10. Use Q&A as instant feedback. Questions provides a chance to clear up confusion, while also showing your depth of knowledge. Audience questions are clues to help tweak your presentation and make it even better the next time.
Tags: Presentation Skills, Q&A
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Wednesday, June 4th, 2008 by admin
Warren Buffett, Master Storyteller
One of the world’s richest men is a master storyteller. Coincidence? Not a chance. Warren Buffett, CEO of Berkshire Hathaway, ditches dry facts and replaces them with stories.
Why does America’s most successful investor bother to generate stories? Because he knows the return on investment. Stories create clarity, not confusion. Buffett purposefully uses storytelling as a form of knowledge management. And you should, too. You may be a humdrum storyteller right now, but you can improve with a few quick tips:
1. Tell success stories. What successes can you identify in your organization or your personal dealings? How have people benefitted as a result? This is the meat of a good business story.
2. Your story must be significant. Spell out what has changed for the better. Link your tale to concrete outcomes and it will gain weight and significance. It will matter.
3. Your story should resonate. It must be truthful enough to shake the skeptics and reveal a universal truth that motivates people to act. Aim to strike a chord with your audience, instead of merely being an historian.
4. Your story must sound distinctive. If it sounds like the same-old, same-old, it will be ignored. Copycat versions of someone else’s story leave people feeling cheated. Okay, your story can have a familiar ring to it, but it should be distinctive enough to compel a new a-ha moment.
5. End on a positive note. Leave your listeners feeling good. End with a purpose: define the lesson learned and the way forward. This will give your story a long shelf life and lead to positive results.
Tags: communication, Leadership, Point, Storytelling, Warren Buffet
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Sunday, May 4th, 2008 by admin
Are People Tuning You Out?
Ever been 10 minutes into a presentation when a sinking feeling washes over you that at no one is listening? You scan the room and confirm your worst fears. Some appear to have slipped into a presentation-induced coma. Others are thumbing their Blackberries under the table or fidgeting with cell phones. Heads are bobbing all over the room.
What went wrong?
You faced a common presentation failure: tune-out. Here are some presentation delivery tips to help you engage any audience:
1. You’re Diana Ross, the slides are the Supremes. In other words, you’re the star and your visuals are the back-up singers. Don’t let the slides eclipse your talent. Nothing infuriates audiences more than a presenter who merely reads them the slides.
2. Deliver as peer-to-peer, not teacher-to-student. Here’s another thing that irks audiences: the feeling that they’re being lectured to. Treat your audience as equals and they’ll reward you by paying attention.
3. Think John Madden. Deliver your material as a colorful analyst, not the play-by-play guy. Share insights instead of mere factoids. They want to know what you make of things. After all, if you’re presenting, you’re some kind of subject matter expert, aren’t you?
4. Get your audience actively and meaningfully involved. Involvement leads to engagement, which leads to action. Don’t just talk at people. That’s a monologue, which is booooring. You might has well just stand there and repeat blah, blah, blah. Instead, create a dialogue, a two-way talk, to engage people.
5. Add warmth. Likability is key. Relax your muscles. Don’t let tenseness trump hours of preparation. Smile naturally. Quiet your lower body so you don’t distract people with unintentional mannerisms. Deliver your message with purpose and passion and you’ll keep people tuned in. Even in a short attention span world.
Tags: attention span, communication, Presentation Skills, tune out
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Saturday, April 5th, 2008 by admin
Are You on the Eight Ball?
Here are my Top 8 Communication Skills of ‘08 to help you reach your highest performance:
1. Nail the big idea, pronto. You’re living in an impatient, short attention span world. Capture and summarize the critical essence of your message quickly. Make sure your big idea is crystal clear before diving into the nitty gritty details so you don’t distract others with small details.
2. Aim for the heart, not the head. Spewing endless factoids leaves people cold. And bored. Get real with the power of emotional appeal and you’ll motivate people to commit to action. Instead of trying to share everything you know in a single bound, light a fire under people by concentrating on their feelings first. The heart trumps the head.
3. Capitalize on peer power. Why go it alone? Our world is now ultra-connected and you should be, too, both online and in person. You’ll gain clout by bringing well-connected people into your corner. Let other smart, respected pros transfer their clout to you. They’ll help you build influence and make things happen much faster than you could by flying solo.
4. There’s no off-switch in the age of speed. Your words and actions now spread at the speed of light. Every communication has the potential to elevate or sink you because every utterance, every writing can build you up or do damage. There are no irrelevant interviews or presentations anymore. It all matters.
5. Positive wins, so radiate confident energy. Strive to inspire hope and instill pride. Deep down, we want hope for a positive future. Radiate likability and enthusiasm, even on difficult days when you’re worn down. Listen actively and convey positive interest and optimism.
6. Forget perfect. Be relatable. Stop worrying about being flawless and an amazing transformation will occur. People will start relating to you and rooting for you to win. Gone are the days when people bought in to the illusion of perfection. Let it go. People see right though the veneer. They now value genuine, relatable human beings, warts and all. Think excellence instead of perfection.
7. Create shortcuts. Who has time for long-winded messages anymore? Nobody. We’re all too slammed with work. Provide shortcuts and you’ll be rewarded with quicker decisions and action. Use shorter, punchier sentences. Graphics. Clips. Bullets. Pictures. Brevity is the new black.
8. Think the new PC: Performance Candor. Stop sugarcoating and holding back for fear that people won’t like you. Get important issues on the table tactfully and kindly, and admit the truth if it helps improve business performance. Hiding bad news is terribly damaging to both your business and your well-being.
Tags: 2008, Communication Skills, Performance
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