https://youtu.be/bRvNPjBGK0s

Successful speakers engage their listeners by pacing the message in a way that allows listeners to understand fully. The key is to allow your ideas to “land” when you speak. I recommend a technique based on one that I learned from my mentor, the Academy-Award-winning actress, Olympia Dukakis.

In today’s blog, I’ll present Step One:
Think in thought groups, instead of thinking in words. This will help your pacing to become organic, authentic, and compelling.

Research tells us that people don’t think in words. We think (and listen) in complete thoughts. Match the way you speak with the way your listeners listen! As you prepare to speak for business, focus on your thought groups by using these three strategies:

1. Review your notes and analyze your whole message. As you rehearse aloud, be conscious of the number of complete thoughts that you present in each sentence – probably one, two, or three complete thoughts in any given sentence.

2. Be mindful of the moments in your message when one complete thought ends and the next one is about to begin. These are your transition moments.

3. Here is a useful and fun technique adapted from the theater. My mentor, Olympia Dukakis, taught me a rehearsal technique that helps actors internalize the actions and emotions of each section of a play script. I have adapted Olympia’s technique for business speakers, so that you will become sensitized to your thought groups. Here is a good way to begin your rehearsal process:

1. Set out a few chairs, as you do in musical chairs, and begin by sitting in one of them.

2. As you rehearse aloud, move to a different chair each time you complete a thought. Speak each complete thought from a different chair.

3. Rehearse this way until your mind and body have internalized the moments when each complete thought has ended and the next one is about to begin.

This early rehearsal exercise will increase your awareness of your thought groups and will prepare you for Step 2 in this process (which I’ll be writing about soon).

Be sure to read my next blog and/or watch the videoblog: Step 2 for “Engaging Your Listeners: Allow Your Ideas to Land”.

May you be a successful speaker!

https://youtu.be/dDo238t9Ik0

One way to sound authoritative and enhance your credibility when you speak is to minimize your use of fillers:  those words that add no content.  Common fillers are “um”, “uh”, “so”, “well”, “like”, and “you know”.

Fillers often distract your listeners and decrease your ability to project confidence and authority.  Minimizing your use of fillers will help you enhance your image as an expert.

To minimize your use of fillers, rehearse this technique that actors use when they prepare to speak extemporaneously:

Set a timer for increasing time periods of time:  two minutes, five minutes, or seven minutes to start.  Record yourself as you speak in extended sentences on any business topic of your choice.  Choose a 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.  Use the image of a long strand of pearls that are connected with no break.

Whenever you feel the urge to use a filler, do these three things:

1. Stop yourself
2. Pause
3. Say the filler silently to yourself

When the timer rings, play back the recording and monitor yourself for fillers.  Then repeat the exercise with different topics.

As you become comfortable with this exercise, increase the setting on the timer (five minutes, ten minutes, and fifteen minutes), until you can speak for twenty minutes straight, extemporaneously, on new topics:  without the use of fillers.

If you continue to rehearse this technique, you will find over time that you are reducing the number of fillers that you use.

You will sound more authoritative than you did in the past:  you will increase your credibility and your professional image when you speak.

At networking events, do you fail to project the image you desire? Do you find it difficult to turn networking conversations into relationships that lead to sales?

It may be because you are not speaking strategically to project a spirit of cooperation.

Here are some “Networking No-No’s” (behaviors that work against a spirit of cooperation):

• Doing most of the talking and/or interrupting your conversation partner: Instead, find out about the other person.  Ask questions, listen actively, and  respond with words and body language.  Mirror back to the speaker what you have understood him/her to say.  Let your conversation partner do most of the talking!

• Trying to sell your products/services: Instead, give before you get. Listen for ways that you can help your conversation partner. Offer introductions, suggestions, information, invitations, volunteering, advice, etc.  This increases the likelihood that your listener will want to collaborate and reciprocate!

• Being carelessly “broad”  in attempting humor with people you’ve just met: Instead, when using humor, stick to self-deprecating humor. Remember that individual sense of humor (influenced by culture and other complex factors) is a delicate and mysterious phenomenon. If you tell a joke or make a comment in jest that the listener doesn’t understand, misconstrues, or simply does not find funny, your attempt at humor may backfire. When you wish to use humor with a new acquaintance, poke fun at yourself. Most people will appreciate your humility and ability to take yourself lightly.

When networking, be a “smart talker” in the true sense of the word.  Project a spirit of cooperation and begin building relationships that lead to sales!

In my last blog, I opened with two compelling statistics about the impact of non-verbal communication and addressed three behaviors that influence face-to-face interactions:  smiling, the head nod, and placing the fingers in front of one’s mouth while speaking.

Here are four additional aspects of body language (specifically, the use of your hands) related to general tendencies in perception within United States:

1. Helplessness and/or an urgency to be understood are communicated when you speak with your hands open at chest level and spread sideways with the palms up.
2. Speaking with the hand(s) up and palm(s) facing outward can communicate messages influenced by gender:  When a man does this, it sends a placating message; when a woman does it, the message is flirtatious.
3. Pointing with a finger (and especially with an object, such as a pen) sends a message of aggressiveness.
4. A subtext of disagreement is sent when your arms are crossed over your chest.

Here are some tips regarding your body language during business communication, whether you are speaking informally or giving a formal presentation:

• Keep your hands open and available for natural gestures; do not plan or rehearse gestures!
• A waist-level position for the hands (with palms relaxed and fingers slightly curved) is often appropriate.
• When gesturing, use both hands whenever possible.
• Put pens and pointers down when you are not using them.

Savvy business speakers think about non-verbal communication the way that actors do:  they remain conscious of the fact that listeners who can see you are watching you very carefully and interpreting meaning from every aspect of your body language.

As you speak for business, be mindful of any physical behaviors you exhibit that may be sending unintended messages, and make appropriate changes (even if it initially takes you out of your comfort zone).  The results will have a dramatic impact on your projection of confidence, warmth, and authority — as well as your ability to persuade.

Some clients tell me that they have been advised to practice in front of a mirror when they are rehearsing for a business talk. I discourage this strategy because it trains you, the speaker, to place focus on thoughts that can hinder your power to persuade and your projection of a positive, professional image.

When looking at ourselves in a mirror, most people become preoccupied by the way we look; this is probably human nature and unavoidable. Rehearsing for any business talk should be a process of training oneself to focus the mind correctly:  focusing on your purpose, goals, and objectives that are concerned with and directed toward the listener.

Rehearsing in front of a mirror actually trains you to focus on how you look; it develops and reinforces a preoccupation with self: a very unproductive habit.  The best speakers, conversely, focus outward:   they have trained their minds to do so.

Consider the slow-motion films of Olympic runners crossing the finish line, drenched in sweat, their faces distorted with effort, expending every last ounce of energy to achieve a goal. In their passion to win, they don’t have the slightest care about how they look.  They simply cannot waste their energy on such a concern.

Correct focus and a lack of concern for one’s appearance while speaking also applies to actors.   Unless the character she is playing is preoccupied with how she looks, the actor cannot spare any energy thinking about her physical appearance.  In order to be convincing, she must use all her energy to pursue her acting objectives: to get what the character wants in a given situation.

This is exactly what the business speaker must do:   focus on the needs, desires, and interests of the listeners – and, most importantly, on the actions that the speaker is taking towards those listeners.

Of course, at some point, business speakers must consider facial expressions, gestures, physical demeanor, and attire, etc.  This must occur before the talk begins: during the planning/rehearsal stages.   After you have done the correct internal preparation and rehearsed effectively — and once your physical demeanor matches your focus on the listener — you should forget about your appearance in front of the audience.   At that point, you are free to forget about it, because you are focusing on your objectives and your listeners.

But rehearsing in front of a mirror reinforces the habit of thinking about yourself while you are talking to your audience.   And consider this: a speaker’s preoccupation with self is usually detected by the listener and often projects arrogance or a lack of confidence.

So, rehearse constructively, and rehearse aloud:
• Keep your face up and out
• Focus on spots(s) on the wall or in the room in front of you
• Use the power of imagination: “paste” a friendly face on those spots as you speak, and direct all of your underlying communication actions outward: toward your listeners

This will have a dramatic effect on your power to persuade.

So much business speaking today is ineffective because speakers unnecessarily fear being perceived as “phony”.

When business speaking is lifeless and boring, it is often because the speaker mistakenly believes that using a higher energy level is dependent upon his/her experiencing a certain emotion.  When these speakers don’t feel that emotion, they settle for a humdrum demeanor, play it safe, and avoid the kind of energy for speaking that truly engages the listener.

Business speakers should adopt the attitude that actors take: a specific feeling does not have to be present in order for you to behave a certain way.  Acting “as if” you feel or think a certain way is the surest way to project the qualities you choose (poise and passion, for example) and increase your persuasive power.   Stanislavski (the great Russian director and teacher) called this the “magic if”.

Shakespeare was advising the same thing when he wrote, “Assume a virtue if you have it not.”

Speakers shouldn’t wait for a feeling of happiness before smiling, for example.  With the act of smiling, they are acting as if they are happy.  (And behavior can certainly induce a feeling).  Actions and feelings go together; feelings are not subject to direct command, behavior is subject to direct command.  Therefore, behaving a certain way, whether one “feels” that way or not, is paramount.  Behavior is king, particularly when the business audience is watching.

Finally, a second quote from Stanislavsky has relevance for your business speaking:  “Show me what a person DOES, and I’ll show you who he/she IS”.

Who does your business audience perceive YOU to be?  Your speaking behavior holds the key.

Every person connected with the theater knows that an audience must become engaged with the action on stage as soon as possible, in order for that stage effort to be successful. The same is true for your business presentations. You can start by applying three simple strategies at the beginning of each talk.

1. Maintain good eye contact.

Eye contact means “eyeball to eyeball”:  not looking at foreheads, to the tops of heads, or looking in the general direction of individuals. Make eye contact with people within audience sections:   for example, focus on individuals on the left side of the audience, then the right, then the center – or in any order you choose.   Be sure to cover the whole audience territory and remember to include people seated in the back rows.   Depending upon the size of your audience/venue, it may be challenging to make eye contact with people who are furthest away from you, but seek out as many eyes as possible.   Contrary to common fears, maintaining good eye contact actually helps relax you as a speaker.   Seeing people’s eyes will remind you that the audience is, after all, made up of regular folks just like you, and that they do want you to succeed. They are usually hopeful and expectant; they want to believe that they have made a good choice by attending your presentation!

2. Use a conversational tone, vary your pace, and be sure that conviction and passion are visible on your body and audible in your voice.

Most listeners respond favorably when a speaker communicates gratitude and humility, and a conversational tone helps project these qualities in you. It lets your audience know that you are approaching them as an expert who is an equal, not as a professor or pontificator.  Speak as you would during a one-on-one conversation, with the slight adjustment of a heightened energy.   Take the attitude that you are pleased to be sharing an important secret with your audience; that you are speaking confidentially to each individual listener.  Vary your pace, to generate interest and convey enthusiasm.  Take time to allow you thoughts to “land”, and occasionally pause for dramatic effect.  Audiotape your rehearsals; when you play back the tape, take special note of the moments when you sounded most authentic, most conversational; moments when your voice and YOU were “one”; when your voice is the true YOU. Analyze what you were doing that caused that authentic sound, and strive to replicate that underlying behavior (rather than the sound).   Your sound in any given moment is the result of your intention and communication behavior.   You can achieve an authentic and effective sound by doing something; pursuing an appropriate objective.  The degree of conviction and passion in your voice and gestures is within your control. Gestures and body language should match the intensity of your voice, as well as your content.

3. Ask questions and ask for volunteers.

Involve your audience by asking questions and inviting individuals to come to the platform area to participate in simple tasks/exercises related to your topic.   When you pose questions to your audience, people invariably answer them, which immediately makes the responders a part of the presentation. Audiences enjoy this. Ask questions that you know they can answer, and be sure that everything you ask is directly related to the purpose/main idea of your talk.  For pure engagement and entertainment value, nothing beats demonstrations by your audience members.   Create simple tasks/exercises for individuals or pairs that will illustrate your points. Ask for volunteers from the audience to come to the platform area; if people seem shy at first and no one immediately volunteers, wait. WAIT.   Have the courage to tolerate silence or hesitation from the audience, and during the silence, make strong eye contact with a broad smile and open arms.   Avoid all temptation to recruit individuals; allow them to volunteer. (During the hundreds of presentation I have made in all industries, I have never faced a situation where we lacked volunteers.)   Audiences include those who enjoy receiving attention and will rise to the occasion!   Audience members who remain seated become immediately captivated: this is theater, the drama of watching a situation unfold in the here and now, where anything can happen.  It is compelling and irresistible because of its immediacy.

When you involve your audience early in your talk in these three ways, you set the stage for the audience to bond with you.   The sooner they bond with you, the stronger their connection with you will be.   This is true engagement.

While many people are quick to agree that being a good public speaker enhances one’s business life, fewer consider capitalizing on this skill when they possess it.  This is a mistake; the benefits of good public speaking skills are often underestimated and deserve greater attention.Being a good public speaker helps you persuade listeners to take actions you want them to take, makes you a valuable asset to any organization you are connected with, and is one of the best ways to generate business.There are few aspects of professional success that are more important than the power to persuade.  Whether you are trying to convince your executive vice president of HR to adopt your latest initiative, or you are a business owner trying to close a deal, skill in public speaking allows you to organize your message, deliver it with an effective style, and defend your position with poise.If you are a professional working in the corporate arena, skill in public speaking is one of the best ways to demonstrate that you are ready to become an active spokesperson for ideas and initiatives of interest to your organization; it makes you a key player.  When you make a dynamic impression by speaking on a given topic, you allow top executives to view you as someone with leadership qualities:  an “idea” person who has the ability to persuade.  So, find opportunities to speak within your organization:  at meetings, forums, and company events.  There is no better advertisement of your value or leadership qualities.If you are a business owner, using your skill at public speaker is one of the best ways to generate new business, because it positions you as an expert in your field.  When you begin your journey as a public speaker (whether or not you are paid to speak), “high profile” speaking opportunities need not be the goal.  What matters most is value and volume:  speak as often as you can, to generate interest and build a following.  Contact associations whose memberships may be interested in your topics, and offer to create seminars for them.  Provide valuable content, and over time people will seek you out for your expertise.Whatever your career objectives, you should view your skill as an excellent speaker as one of the best strategies to reach your professional goals.

In my last blog, I presented some visual strategies that will increase your persuasive power with upper management, no matter what department you work in, and no matter how little time your are given to make your case. I focused on how you can build belief visually. In today’s blog, I will offer a few tips for building belief with your voice.First, some background information. In his article for CLO Magazine, Kevin D. Wilde (VP and Chief Learning Officer at General Mills) suggests that, when you have just a few minutes to win over the CEO, it is crucial to make your message “executive crisp”. Although Wilde’s strategies are useful, they fail to address two key ingredients in the art of persuasive speaking: visual and vocal impact.My response is supported by the findings of a Harvard Business School study: only seven percent of the success of business speaking is based upon content. A full ninety-three percent of the impact that business speakers make is based on their visual and vocal impact: how they deliver their message to build belief within the listener.The vocal component of your presentation is crucial. Be sure that your vocal “performance” supports the value of your ideas:1. Vary your pace: when you begin, speak slowly; when you come to information that is less important, increase your pace; when you come to your most important points, pause and then slow down.2. Vary your pitch, and be sure to end your statements with a pitch glide downward (not upward, as we do when asking a question).3. Whenever possible, rehearse what you are going to say by glancing down briefly at note cards. Internalize your content; don’t memorize it. Pick a spot on the wall to direct your eyes during rehearsal, and never practice with a mirror (it will distract you from your message and from the audience you should have in your mind, and it will keep you focused on how you look — a poor strategy).No matter how many minutes upper management can spare, your best content will have persuasive power only when your visual and vocal performance convey your own conviction, poise, and passion.