Add Power to Speech with the 7-Second Rule

On television, images change approximately every 7 seconds.  Yet, in organizational settings and conference presentations, we expect audience members to watch the stationery body of a presenter, speaking from behind a podium, for an hour or more.  No wonder people dread these presentations!

To be effective as a speaker, you have to recognize that our culture is increasing fast-paced and increasingly visual.  Here are some tips to build changes into your next presentation:

  Give up the podium.   It’s okay to use the podium as a home base.  Just don’t plant yourself there!  When you move with purpose, you add interest and variety for your audience.  For example, try moving away from the podium when you make a key point, or when you ask for audience participation. Of course, random pacing, due to nervousness, doesn’t count as purposeful movement.  Think:  walk, plant your feet; walk again, plant your feet again.      

Make your PowerPoint visual.   An agenda for the presentation is helpful for the audience as well as the speaker.  Overall, however, words on a slide don’t work as visual stimulation—no matter how often you change them.  If you choose to use PowerPoint, add changes with photographs and dramatic graphs.  Show brief video clips that support your points.  Just make sure that everything you use is relevant and easy for the audience to grasp.        

 Add vocal or auditory changes.  Raise the volume of your voice to emphasize a point.  Try a stage whisper to draw the audience into a little-known fact.  Practice a powerful pause.  If possible, add brief musical transitions between points.

Give your stories the stage.  Concrete examples, brief case studies, and stories are powerful ways to add variety, interest, and practicality to presentations.  Make these gems stand out in the midst of a PowerPoint presentation by hitting the “b” key on your laptop.  “B” will give you a blank slide, so that you, the presenter, can move forward and connect with your audience in a powerful way.  The change will be refreshing to audience members.  When you wish to return to the slides.  Simply hit the “b” key again.

Use natural gestures.  Use the gestures that come naturally in conversations.  These include suggestive gestures like shaking your head and demonstrative gestures like showing the height of an object.  Even a shrug will create a brief change for the audience.  For a bigger change, consider using a prop or two as natural extensions of your gestures.

It’s hard to compete with a change every 7 seconds.  Unfortunately, this is what your audience members have come to expect, even if they don’t realize it.  Build changes into the content and the delivery of your next presentation.  You’ll be rewarded with a more engaged and attentive audience.

Law of Persuasion: Is Likeability Really Important in Business?

Technical whiz kids, scientists, and others professionals focus on increasing their skills:  the goal is to be an expert in their chosen field.  While education and expertise are important, researchers now insist that more is needed for success.  The highest levels of achievement come to those who mix expertise with likeability.

Research studies consistently reveal that people respond positively to others whom they like.  People prefer to do business with and to buy products from people they like.  Mitch Anthony, author of Selling with Emotional Intelligence,puts it succinctly, “Likeability is as important as ability.” 

While you may not officially be in sales, you must sell your ideas, your credibility, and your recommendations every day.  Here are some suggestions:

• Accept the fact that developing likeability is an important success strategy.
•  Find and mention the points of contact or similarity you have with others.
• Learn to listen respectfully and to demonstrate an open mind.
• Engage in small courtesies and expressions of appreciation, regardless of the other person’s formal status.      
• Learn to keep gossip, unkind words, and disparaging remarks unsaid.
•  Take time to laugh with others.
• Choose a likeability mentor—observe and learn from someone who excels in likeability.

Persuasion Technique: Imagine This!

An article on the power of suggestion in persuasive communication relays an important lesson for business communicators.  Most of us approach persuasion as an exercise in  logic and statistics.  According to Don Price, we’ll get much better results if we appeal to a person’s imagination (http://searchwarp.com/swa119495.htm).   

Price claims that the power in the words of politicians, sales, and marketing professionals just might be hypnotic.  These folks can mesmerize us, moving us to fall in love with a product or a position by stringing words together in a way that “fires off your imagination” in a persuasive way.  Is this hypnotic?  You decide!  Can it help your next business pitch?  Absolutely!

Price compares a salesperson’s “pitch” to classical hypnosis, as follows (in italics with slight adaptions):

A Salesperson’s communication may go like this:

•  When you own this home you are going to love holding her in you arms, late at night, while sitting by this fireplace. You’ll create memories to last a lifetime.      
• Imagine coming home on a cold winter night and snuggling up in front of the warmth of this fireplace.

Classical hypnosis may go like this:

• As you relax more deeply on the object you’re on, it will begin to feel like you are floating back deeply into a wonderful journey.     
• You’ll soon discover that your mind will readily absorb all the positive suggestions that I have given you just like a sponge absorbs water.

The structure is the same in the sales communication and classical hypnosis, but the content and verbal suggestion is quite different. All the suggestions set up expectations in the mind of the listener. Our imaginations fill in the blanks as to what the expectations are. The choice of words and the order in which you use them has the power to change how people think and influence the actions they take. 

For the most part, business communicators don’t work to “fire” the imagination.  We say things like, “This fireplace is an asset during cold winter nights.”  There’s no trigger for the imagination, nothing to “grab” the listener’s attention.  In short, there’s no persuasive power. 

Competent business presentations will always contain logic and statistics.  The most powerful ones, however, will also appeal to the imagination, to the deeply held values and desires of individuals and the organization.  In your next formal or informal business presentation, insert the words, “Imagine this. . . !”  You just might tap into some true persuasive power.

Don’t Make this Stupid Mistake #8: Promise to Conclude Your Speech Before You Intend to Conclude

Here’s the situation:  Recently I attended a presentation that was relevant to me.  I wanted to be there.  At the same time, a thousand other things were clamoring for my attention that day.  I’m sure you have the same problem.  We all feel we are too busy, and we give our time and attention as a gift.  Effective speakers let their audiences know they are aware of time constraints and will stick to them. 

Here’s the stupid mistake:  Several times, the speaker said “in summary” and then kept talking.  Each time, I began mentally ready for the presentation to be over.  When the speaker kept talking, I became irritated.  It was like he made a promise and then broke it.Looking back, I think this speaker was using “in summary” as a transition between one point and the next.  The problem is that listeners are conditioned to hear this phrase as “this speech is coming to an end!”

Here’s the solution:  Think of the words, “in summary,” or “in conclusion” as a promise that the presentation will be over momentarily.  The audience hears these words as a promise—don’t say the words unless you intend to k Think of the words, “in summary,” or “in conclusion” as a promise that the presentation will be over momentarily.  The audience hears these words as a promise—don’t say the words unless you intend to keep the promise.  When you need a transition, choose a different phrase!

For more stupid mistakes that sabotage your speech, go to http://www.incrediblemessages.com/products.htm#howtowin.

Definition of Influence: The Short Version

After years of studying influence, I knew the definition by rote—or I thought I did.  I’ve always seen influence defined in this way:  Influence is the ability to get work done with and through people—without formal authority. 

A statement in a blog entry by Mike Myatt pulled me up short:  Influence is built on making others successful.  Wow—that’s succinct and clear and TRUE!

Classic ways of thinking about influence as getting work accomplished without authority focus on building a base of expertise; building credibility; achieving connection with influential people and sources of information; lending a hand when necessary; appealing to people’s values and convictions; etc.  All these actions are important, but they can be summed up in the simple approach:  Influence is built on making others successful. 

Think about it:  We admire people who make us successful.  We are attracted to them.  And we will do anything we can to support their goals and aspirations.This definition allows us to have a lofty and selfish goal at the same time.  Make a commitment to contribute to someone else’s success every day.  You’ll grow as an admirable person and also as someone who has influence—the ability to get things done without formal authority.

Avoid this Stupid Mistake #6: Break a Law of Persuasion

Here’s the situation:  On Saturday mornings my family often demonstrates a business lesson.  Saturday is the day my husband, Rick, and I enjoy a leisurely cup of coffee in bed.  We relax in each other’s company and catch up on what has happened throughout the week.  Often, after we’ve been up for a long time, our adolescent daughter, Meagan, will stumble sleepily into our room and plop down on the bed.

Here’s the stupid mistake:  Rick, who is a morning person, greets Meagan in an energetic and enthusiastic way.  “Why good morning, cute stuff—how are you doing today?”  Rick’s goal is to include Meagan in our time together—to make a happy family moment.  The problem is that the tone of Rick’s wide-awake, cheery mood contrasts sharply with Meagan’s just-woke-up, let’s-take-it-easy-and-slow mood. Invariably, she makes an adolescent groan and leaves the room. 

The fact that Meagan had wanted to join us and then leaves demonstrates that Rick has broken a law of persuasion.

Here’s the solution:  This law of persuasion is simple:  To create a connection and influence someone, you must first “match” their level of emotion and energy.  To engage Meagan on Saturday mornings, Rick needs to “match” his emotional messages to Meagan’s sleepy state.  He simply needs to tone down his volume and his energy. 

This law of persuasion holds true in any communication situation.  You’ll be most effective if you assess and “match” the energy level and emotional stance of your listeners.  When you introduce an energy mismatch into a situation, as Rick does with Meagan, you create a dissonance that makes the other person uncomfortable.  That persom might not vote with his or her feet the way Meagan does, but the internal reaction will be the same.  You can’t influence or persuade a person unless you can make the connection that begins with the emotional match.

This tip is especially important in sales situations because a mismatch in energy can lead the other person to perceive you as untrustworthy.  Nobody buys from an untrustworthy salesperson.

Lead with Influence–Secret of an NFL Rookie Coach

Fans of the Pittsburgh Steelers held their collective breath as the 2007 season started.  Their new coach, Mike Tomlin, was a surprise pick by the Rooney family, who owns the team.  Pittsburghers like to win, and Tomlin was an unknown rookie.

According to a Pittsburgh Post-Gazette article by Ron Cook, the Steeler players had concerns too when Tomlin came on board last spring.  Quarterback Ben Roethlisberger reminded the new coach to gain the players’ respect and commitment.  Chances are Roethlisberger didn’t have to remind Tomlin about the players’ fierce loyalty to retired coach Bill Cowher.  Cowher had led the team for 14 years, one of which featured a Super Bowl win.

By the time the 2007 season actually began, the players were solidly impressed with their new coach—Tomlin stepped up to his new position with confidence and authority.  He also, it seems, had a ready knack to lead with influence.The team responded to their new leader’s influence with a blast, decisively winning their first three games.  Exactly how did the rookie coach lead with influence?

One secret, according to Ron Cook, was to follow an expected action with an unexpected one. 

The expected:  Tomlin met with each player during the spring minicamp. 

The unexpected:  He followed those meetings with handwritten letters to many of his players.Tomlin sent his letters via the post office, not e-mail. 

Each letter was personalized and quoted the conversation Tomlin had had with the player.  In sending these letters, Tomlin extended an old-fashioned lead with influence gesture.  It didn’t cost a lot, and it didn’t take a lot of time, especially considering what was at stake. 

Tomlin reported, “I’ve just always been a guy who, if something moves me, I respond to it.  And I’ve always believed a written letter is more meaningful than an e-mail or phone call.”

The results of Tomlin’s leadership gesture are instructive, especially for those of us who hope to build influence and credibility with others.  Hines Ward, the 2005 Super Bowl Most Valuable Player, reported that he carries his letter from Tomlin in his Bible.  How’s that for influence?!

Linebacker Larry Foote explained his reaction, “He [Tomlin] proved to me that he listened and that he thought what I had to say was important.”  Defensive end Aaron Smith said the letters made a huge statement because the coach took time to write them.  Because the letters were personalized rather than mass produced, they meant a lot.  Smith filed his letter.

Based on comments from players and performance so far this season, those handwritten letters played at least some part in gaining influence and commitment for the rookie leader.  Handwritten letters might help you lead with influence as well.  It’s a good time to get out your pen.

Copyright 2007 by inCredible Messages, LP.  Permission to reprint granted with the following attribution:

For more articles on gaining influence and commitment, visit www.IncredibleMessages.com

Need More Information? Stop Talking!

One of my executive coaching clients and I were discussing the use of questions to uncover what’s behind a person’s position on a particular issue.  We discussed a number of open-ended questions, like the following:

1.    Can you give me a bit of the history behind this process?  What problem did it originally solve?  Who was on the team of developers?

2.    Here are the facts as I see them.  What else do I need to look at?  What am I missing?

3.    In an ideal world, we would proceed in the following way….  What concerns does this raise for your department?

I could tell that the executive was disappointed about some aspect of our conversation, so I asked about it.  He responded, “I was hoping you’d tell me some questions to get behind these issues.”  Later, I realized the opportunity I had missed.  Nothing was wrong with the list of questions.  The secret the executive was hoping to find lies in the way we handle the responses we get to the questions.  For example, if a person’s answer to a well-formulated question still leaves us murky about what she really thinks, we can respond with a simple statement:  “Please tell me more.”

The secret, then, is to stop talking.  Assuming you are not asking for private or embarrassing information, a pause is a powerful tool.  In western culture, if one person is silent after a question is answered, someone else will rush in to fill the vacuum.  In the process, that person will often provide more information in relation to the question—exactly what the silent person is looking for. 

A Simple Law of Persuasion

When I think of immutable laws, I usually think of things like gravity and thermodynamics.  Lately, I’ve been reading and thinking more about the law of reciprocity.  It’s amazing that something so simple is so reliable:  if you are helpful and gracious to others, they will feel obligated to be helpful and gracious to you.  This can play an important role in your success.

Experts tell us that the law of reciprocity is deeply ingrained in society—perhaps because give and take was originally essential to human survival.  For example, if I shared a portion of my harvest with you, it was critical to survival that I receive something sustaining in return.  So much rested on the law of reciprocity that it remains powerful (and often operates at an unconscious level) in our non-agricultural society.  I recently read of a study that demonstrated how people are inclined to feel indebted over very small gestures—as small a gift as a can of soda. 

A high percentage of top-level leaders share characteristics that stretch beyond intelligence, talent, and hard work.  Others describe these leaders as friendly, respectful, helpful, generous—even selfless. Top level leaders are prone to follow the law of reciprocity—and it works.  Others go out of their way to help these leaders succeed.  We can all learn from the example.

Use Questions to Boost Your Communication Results

In response to my post about the value of questions in communication, I received a comment asking for specific questions.  This posting is in answer to the comment.

Questions are powerful in a presentation when you are presenting findings or recommendations.  You might begin a presentation recommending steps to increase quality by asking, “If we were to institute just one change to improve quality, what do you think that change would be?” or “If we could make just one change to improve quality by 10%, would you be interested?”  Any time your presentation involves material that might sound like a lecture, try using questions like these to engage the audience.

When you enter a meeting or negotiation, you can ask, “How can we meet both of our goals with this policy?” or “What key things have to happen for you to be satisfied with the outcome of this meeting (or policy or negotiation)?

In a networking situation, one question is especially powerful, “How will I know when I’m talking to someone who is a prospect for you?”  Another choice:  “What types of people are you hoping to meet tonight?”

In sales, questions are the key to finding out how to connect with customers.  For example, “What are the main challenges you are facing in the business right now?” will tell where the customer is willing to invest money.

Finally, in an training environment, questions help to engage participants.  Leading workshops on persuasive communication, I often ask participants, “Do you think persuasion is a science or an art?  Is it something that can be learned?”  This is a perfect way to begin a conversation before I present material based on research.

Questions are a powerful to engage others.  Pay attention to how the persuasive people you know use questions.  Experiment.  Chances are you’ll add some power to your communication!