Elevator Speeches: Leave ‘Em Wanting More

January 29th, 2017

During networking events, would you like to captivate your listeners when you introduce the value of your products and services?   You can create a compelling elevator speech with an old tip from the theater:   leave ‘em wanting more.

Shakespeare said, “Brevity is the soul of wit.”   Today, it’s obvious that attention spans have become shorter and shorter.  Business listeners are demanding that we be even more concise than ever before.  So, you have very little time to make your listeners interested.

For an effective elevator speech, the key is preparation.

Write your elevator speech the way you would speak it.  If you find it challenging to write a script that sounds like your natural speech, record yourself speaking about the value of your products and services.  Then, play back the recording, and write down what you hear.  This is an excellent way to begin the process and make your elevator speech sound conversational.

Once you have transcribed your content, review the sentences you’ve written.  Simplify.  Shorten them, wherever possible.  And remember that while we often write in complete sentences, spoken communication usually includes sentence fragments, simple phrases, and even one-word sentences.

Next, examine your content to be sure that it’s invitational in some way:  stimulating a need within the listeners to ask questions.  Don’t try to tell your whole story:  tell enough to create a desire for more information.  This will help generate future conversations, to build and strengthen relationships.

Be savvy.  Be brief.  And leave ‘em wanting more!

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Project Authority by Reducing Your Filler Words

January 9th, 2017

During business conversations and presentations, would you like to reduce your filler words, to sound more authoritative and get buy-in faster?  You can do it with a technique that actors use when they are preparing to speak extemporaneously.

You already know that filler words (um, uh, so, well, like, you know) rarely add meaning and are usually just a distraction for your listeners.  And that they jeapardize your ability to project confidence and commitment.  Reducing your use of fillers will help you enhance your credibility and your leadership presence.  Borrow this practice technique that actors use:

Set a timer for increasing time periods of time, two or three minutes to start, and record yourself as you speak in extended sentences on a topic of your choice.  Choose a business topic that you know well, something you enjoy speaking about (but not your elevator speech or a sales pitch).

As you speak into the recorder, imagine that each word that comes from your mouth is connected to the next one, which is connected to the next one, and so on:  the way pearls are connected on a string of pearls.  When you feel the urge to use a filler

  • Stop yourself
  • Pause
  • Say the filler silently to yourself

When the timer rings, play back the recording and notice your fillers.  Then repeat the exercise, with new topics of your choice.

As you become comfortable with this exercise, increase the setting on the timer, perhaps starting at five or seven minutes.  Then, continue the practice until you can speak extemporaneously on new topics of your choice for fifteen or twenty minutes straight, without the use of fillers.

I guarantee:  when you practice this on a regular basis, you will find that, over time, you are decreasing the number of fillers that you use.  You will sound more confident and more authoritative.  And you’ll increase your ability to influence!

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How to Use Your Voice to Build Trust: Apply This Acting Technique!

December 5th, 2016

When you speak with clients and prospects, would you like to build trust faster?  You can do this by projecting warmth and a spirit of caring with a technique that actors have been using successfully for decades.  It’s called “Endowment”.

The Endowment technique involves the process of endowing your conversation partners and business audiences with qualities that will help you treat them in a way that builds trust.  Rehearse with the Endowment technique with the notes that you have for any business talk.  This will help you feel and project warmth spontaneously, even with challenging prospects and clients.

Here are three steps for rehearsing with the Endowment Technique:

Step 1:   Think of a person from your life in whose presence you feel cared for, trusted, admired, and respected.   This person might be male, female; any age; alive or not.

Step 2:    Use the power of imagination before you begin rehearsing aloud. Choose a spot on the wall to place your focus, and in your mind’s eye, “see” that person, right there in front of you.  Most importantly, take time to become flooded with positive feelings that you have about this person.

Step 3:  As you speak your content aloud, imagine that the person is right there with you, and speak as if you were talking directly to that individual.

Rehearsing with the Endowment technique will have a very positive effect on the tone of voice that you use.  The more you practice it, the easier it will be for you to project warmth and spirit of caring.  Rehearse with the Endowment technique, and build trust faster.

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How to Engage Listeners with the Power of the Surprising Pause

October 25th, 2016

As a business speaker, would you like to learn how to use your voice, to keep your listeners riveted to your message?

Like a good actor, you can use your voice and the power of the surprising pause to command attention and add depth to your business message.  You may be interested to know that the great Shakespearian actor, Sir John Gielgud, said that the pauses are the most important moments of a speech!

Pausing at meaningful and unpredictable moments will enhance your speaking power in three ways:

It will create variety in your delivery:  A moment of unexpected silence provides the greatest contrast to a stream of words.
It will create suspense:  It teases your listeners for just a moment, making them want to hear more.
It will enhance listener understanding:  A surprising pause, filled with meaning, allows your listeners to observe a difference quality in you and highlights the subtle nuances of meaning within your message.

Watch this video to see and hear my demonstration:

Right now, I’m going to speak an excerpt from a play called Other People’s Money by Jerry Sterner.  The dialogue is spoken by a character who is a CEO of a company.  As I speak,  I’m going to pause in spots that are logical and fairly predictable.  Here I go:

“One day, / when the dollar is weaker or the yen stronger, / or when we finally begin to rebuild the roads, the bridges, the infrastructure of our country, / demand will skyrocket.”

Now, a more interesting and more engaging choice would be to pause in spots that are less predictable; like this:

“One day, / when the dollar/is weaker / or the yen / stronger, / or when we finally begin to rebuild the roads, the bridges, the infrastructure of our country, / demand / will skyrocket.”

Isn’t that more interesting?

As you rehearse and deliver any business talk, take some meaningful pauses at less predictable moments.   Use the power of the surprising pause, and make your delivery truly compelling.

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Perfectionism Kills Your Leadership Presence

September 3rd, 2016

When you prepare for your business presentations, do you try to make everything perfect? It’s great to get personal satisfaction from excellence. But trying to make your presentations perfect can actually jeopardize your leadership presence and success.

Here’s a case in point:  a story about my earliest years as a professional singer.

I always loved singing on Broadway, but what I really wanted to sing was jazz. I feel in love with jazz after I had been singing other styles for a few years. And I can tell you why I fell in love with it: it forced me to dare to sing with a kind of freedom that I had never known before.

Until that time, my singing was about executing everything in a certain way, locking it in – duplicating over and over my idea of how something should sound. My attempt was to freeze what I thought was my best performance. I was trying to be perfect. And the quality of my singing suffered.

My perfectionism went hand in hand with a preoccupation with the audience’s response; would the audience think that I was “good”, or good enough? I thought that perfection would give me their approval. Perfectionism kept me in bondage, because it robbed me of the freedom and spontaneity I needed, in order to be truly creative with a song. And it took the fun out of singing, until I was able to learn to let go.

So, how does this relate to your business presentations and your leadership presence? Leadership presence is an energy that says, “I am so happy to be with you, and I have a message for you that you’re going to value. And during our time together, whatever happens, I can handle it!”

The purpose of your preparation and rehearsal for a business presentation is to give you a solid foundation for the delivery of your message, so that by the time you get in front of your business audience, you will have the ability to project gravitas while being spontaneous, conversational, and authentic.

So, take this tip:  When you rehearse for your business presentations, internalize your content. Don’t memorize it. The only parts to memorize are the opening and closing sentences, bearing in mind that you will always need to be “in the moment” and ready to be flexible at any time.

When your business listeners see that you not only “know your stuff”, but have the confidence to be spontaneous, your leadership presence will skyrocket.

Being flawless or slick is not always engaging. Being “in the moment” is compelling.

Perfection is an illusion. So, take the risk. Let go of perfectionism when you speak for business

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Decisiveness Enhances Leadership Communication & Presence

August 1st, 2016

Are you a decisive person? And how can decisiveness enhance your leadership presence when you speak for business?

You can see the importance of decisiveness every day in the realm of business speaking.  Take business presentations, for example.  I’m sure that you’ve seen presentations that were lifeless or boring.  Sometimes this happens because speakers are afraid to use their top energy to engage their listeners:  afraid that using their top energy will make them appear phony if they’re not feeling a big emotion underneath the words.

Don’t be afraid of appearing phony.  You don’t have to have a big feeling in order to take a strong action.  Be decisive!

Here’s a story from my own professional life that provides some insight about the fear of appearing phony and the importance of being decisive.

Years ago, I had the happy privilege of being directed by James Earl Jones in a play called The Road to Rome, by Robert Sherwood.  It was an anti-war comedy, set in ancient Rome.  Hannibal’s Carthaginian army invades Rome.  I was playing Fabia, the wife of the Roman Emperor.  At one point in the play, Jimmy (we called James Earl Jones “Jimmy”) directed me to feint. My character was supposed to be so overcome when Hannibal’s army invades our home, that I fall onto the floor in a dead faint.

Now, as a young actor, I wanted this feint to look authentic.  I did not want to look phony.  And I was worried that I was not going to be able to do realistic-looking feint.

At every rehearsal, I was unable to fall onto the floor.  At every rehearsal, I said to James Earl Jones, “Jimmy, I’m so sorry; I’m having such trouble; I want this to feint to be realistic;  I don’t want to look phony!”  At every rehearsal, James Earl Jones said to me (in his beautiful, resonant voice), “Maria, just fall on the floor!”

I couldn’t do it.  Finally, on opening night (it wasn’t until opening night!), I made a decision.  I decided to throw caution to the wind and let go.  I decided that when it was time for the feint, no matter how I felt, and no matter how phony it might look, I was going to fall on the floor.

And that’s exactly what I did.  And the audience bought it.  And, not only did they buy it, but they laughed so hard that they almost fell onto the floor!

So, back to your business.  Ask yourself:  Are you waiting for a big feeling to hit you, before you

• use your top energy to engage your business listeners?

• speak up at a meeting to voice your own perspectives?

• make a difficult recommendation to senior management?

Don’t wait for a big feeling to hit you!   Be decisive.  Just fall on the floor!

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Speaking Mistakes: Humility Saves Face

June 26th, 2016

Have you ever made a mistake during a business meeting or conversation: a big mistake that was obvious to everyone?  You don’t have to lose face in situations like these.  Here is a tip that will help you save face.

At one point or another, in your professional life, you may at one time or another, have dropped the balls. You said the most inappropriate thing or your spoken mistake that everyone noticed was a serious one.  These situations present two choices for you.  You can

1:   Pretend that it didn’t happen:  this is never advisable when you are sure that everyone noticed your mistake!

2:   Accept that you dropped the balls and demonstrate humility.

Humility might be an instant and sincere apology. It might be self-deprecating humor.  It might be that you allow others to see you try with your heart and soul to correctly your mistake and maybe even fail to correct it!  Humility means that we accept our right relationship with nature and allow people to see our human-ness.  Because human beings make mistakes and are sometimes wrong — and most everyone we do business with can identify with that.

Humility is a very importance ingredient in successful business speaking.  It’s not a weakness.  It’s actually strategic.  It’s a quality that makes us approachable, more likeable, and more attractive to do business with.

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Demonstrate Your Ability to Be a True Business Partner: Listen Actively (Part 2)

May 2nd, 2016

Do your prospects believe that you will be a true business partner for them? To help you achieve this goal, I shared with you in my last video the first three steps of active listening. Today, I’ll share the final 2 steps.

I shared Step 1 for active listening: Blend; Step 2: Backtrack; and Step 3: Clarify.

Now, here are the final two steps:

Step 4: Summarize
Here, your goal is to show that you have listened and understood. Paraphrase what your partners have just said. Say something like, “So, if I understand you correctly…xyz. Paraphrase their meaning as accurately and concisely as you can.

Step 5: Confirm
Here, your objective is to be sure that your conversation partner feels satisfied. Ask: “Do you feel understood? Is there anything else?”

When you use the five steps of active listening (Blending, Backtracking, Clarifying, Summarizing and Confirming), you’ll be better able to convince your prospects that you’ll be a true business partner for them.

That’s a strategy for building relationships and generating business.

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Show Prospects That You’ll Be a True Business Partner by Listening Actively

March 28th, 2016

Would you like your clients and prospects to believe that you will be a true business partner for them?  You can help make this happen by sharpening your active listening skills.  Active listening helps you project a spirit of good will and project your most positive, professional image.

Very often, it’s wise to listen as your conversation partners express themselves fully, before you present your own thoughts, opinions, and perceptions. People are more likely to agree when they feel that they themselves have been heard!

Here are three steps that will help you listen actively:

Step 1:  Blend
Blending is any behavior that helps reduce the differences between you and your conversation partners. The goal is to increase rapport.  As we speak, listeners are often subconsciously wondering “Are you with me, or against me?” — so building rapport is very important.  Blending will help you do it.  This means that you will mirror – and not mimic – your conversation partner’s tone, pacing, volume, facial expressions and posture.  Give receptive signals: “Oh, yes, I see, I understand”, and use a lot of head nodding.

Step 2: Backtrack
The goal of backtracking is to show that you are listening and want to understand. When you backtrack, you repeat verbatim your conversation partner’s words.  It is important not to paraphrase; use the exact words. This is particularly useful during business conversations on the phone.

Step 3: Clarify
Ask clarifying questions.  Your goal is to gather as much information as possible and delay giving your own responses. Clarifying questions begin with the words “why”, “how”, and “tell me about…” There are three main benefits to backtracking: it shows that you are patient and supportive, it helps an unreasonable conversation partner behave more reasonably, and it helps reveal any hidden agendas that your conversation partners may have.

These three steps for active listening will help you project a spirit of good will and caring.  Next time, I will share the final two steps to help you listen actively and make it easier for your clients and prospects to believe that you’ll be a true business partner for them!

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Increase Harmony in Challenging Conversations: Part 2

February 22nd, 2016

When you’re in the middle of a challenging business conversation, and you’re certain that your tone of voice has been “above reproach”, what else can you do to increase harmony?

I recently talked with you about the importance of monitoring your tone of voice to increase harmony in challenging conversations.  Here are three more strategies to help guarantee your success: 

#1: Give positive reinforcement.

We often need to continue having business conversations with people whom we have already experienced to be difficult.  Be on the lookout for their positive behavior, and acknowledge it verbally.  Whenever you witness behavior that you would like to see repeated, you can say something like, “That’s one of the things I admire about you:  your ability to ___”.    Identify the positive behavior; praise it. 

#2:  Interrupt people tactfully when they are shouting, dominating a conversation or meeting, or complaining with increasing negativity

Calmly repeat the person’s name over and over again.  When the person stops speaking, state or restate your own intention in the conversation. 

#3:  Respond to criticism strategically.

Thank people when they criticize you.  When we defend ourselves, it often  appears to be an admission of guilt.  Instead, you can say something like,  “Thank you for telling me how you feel”, or “Thank you for being honest”, or just “Thank you.”   “Thank you” is a complete sentence! 

When you monitor your communication in these three ways, you’ll help bring out the best in people, increase harmony, and set the stage for greater success in challenging business conversations.



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