Who Writes this Stuff?

“(President) Reagan was the most natural speaker in politics, but he was a natural because he practiced so hard. He’s the one who worked and reworked everything and practiced emphasis.”

Peggy Noonan,’ from On Speaking Well’

Considering the number of speeches that a politician or business executive delivers each year you expect them to employ a speech writer. Full-time, part-time, or one-time only. A single writer or a staff of speech writers. Nameless, famous or infamous, speech writers can be either a pen for hire or evolve into the role of trusted adviser. The very best are able to “channel” the ideas, sentences and phrases of their client. They speak and write as one.

Do you need a speech writer? That depends upon the importance of the speech, your time constraints and your audience. Do you need to write out every speech that you deliver? Yes, if if it is important for your speech to deliver an impact and if you want to show respect for the time that your audience has invested in listening to your speech.

Sen. Barack Obama appears to have a natural gift for delivering speeches that galvanize his audience to take action. He also knows how to engage his audience while he delivers the speech – a “call and response” technique popularized by pastors such as Dr. Martin Luther King Jr. and Rev. Jesse Jackson. However, I suspect that just he employs a rigorous practice schedule much as Ronald Reagan did. He puts a great deal of emphasis on emphasizing his key words and phrases. He establishes a cadence in his speeches. The cadence propels the speech to a dramatic conclusion.

You might be surprised to learn who Sen. Obama employs as his chief speech writer. You may recognize the name – Jon Favreau – but it is not the actor / writer from the 1996 movie, Swingers. No, this Jon Favreau is a 26 year- old graduate of the College of Holly Cross. Click here to read an article on Mr. Favreau from the New York Times. Continue reading “Who Writes this Stuff?” »

Yes We Can! – Learn How to Give Better Presentations

What makes an effective speech? Is it the content? The context? The delivery? Or some combination of each?

Want to learn how to improve your public speaking skills? Want to pick up a few inside pointers that will really “punch up” your next presentation? Just watch television and read the newspaper. Learn to analyze politics and politicians – not the politicians themselves and not their political positions. Just study their speeches and watch their delivery.

This is the first in a series of articles that I will post on the topic of campaign speeches and presentations. I learn a lot by observing the candidates. I read the text of their key speeches and replay the video to analyze their delivery. Please share your comments with the readers. This is not a partisan blog – I am not advocating for any candidate or party. Please keep this in mind when you post a comment.

Here is a quick overview of the four remaining candidates: Continue reading “Yes We Can! – Learn How to Give Better Presentations” »

How are you known to your customers?

“The most valuable asset that any company has is its relationship with its customers. It’s not who you know; rather it is how you are known to them.”

– Theodore Levitt, Harvard Business School

I discovered this quote about 8 years ago and it has become my daily mantra. I strive to live by it’s principles.

So, this quote immediately came to mind when I heard the news that Governor Mitt Romney was suspending his campaign for the Republican Presidential nomination. How was Gov. Romney known to many voters? As a “flip-flopper”; someone who frequently changed his position on key issues.

It is one thing to change your position on an issue after receiving new information or after considerable thought and deliberation. Unfortunately, Gov. Romney seemed to change his position based up the audience that he was addressing or as a result of a recent poll that indicated that voters showed a preference for a different position.

Leaders do not listen to the latest poll results. They listen to their heart. They speak directly; not from both sides of their mouth on all sides of a core issue.

In an article on Politico.com, Mike Allen and Jonathan Martin wrote: Continue reading “How are you known to your customers?” »

The Power of the Pause

I developed a new training program to help clients improve their public speaking techniques. Its called “Make Your Presentations Sing!” Earlier this week I presented it for members of the Long Beach Nonprofit Partnership. As part of the training, I have my audience listen to several musical examples to clarify my point. Points include: story telling, vocal range, timbre, emphasis, breathing, phrasing, etc.

One of the most overlooked presentation techniques is – The Pause. As in “The Sound of Silence.” – You remember that Simon & Garfunkel’s classic song – “Listen to the sound… of silence.”

Far too many speakers talk too much and they lose the attention of their audience because they forget to pause.

Far too many writers use too many words – their text is too dense. They forget to pause – to use the “white-space” on the page to give more power their prose.

Far too many sales opportunities are lost because the salesperson talks too much – they neglect to use the power of the pause.

We are all guilty of this – to a greater or lesser degree. When is the last time you heard someone pause during a television interview or “debate?” Anyone who dares to pause for effect will never regain the opportunity to get another word in during that segment!

Salespeople are their own worst enemy. The can not stand to hear silence! So, rather than pay attention to their customers’ reactions and observe their body language, they barge ahead and fill the vacuum of silence – with their own voice. To what result? Frequently, they end up talking themselves out of the sale!

The same thing can happen during presentations. Inexperienced speakers “panic” during periods of silence. They worry that they are having a memory lapse. In their mind, the silence lasts for minutes – not seconds. They dare not look out at the audience for fear that they will see boredom – or people leaving. And so it gets worse. The speaker is now panicked – and they speed up, And, as a result, they lose more of their audience!

“A wise person once said that there is, in any good speech, a greater message in the pauses than in the words that surround them”

– Excepted from “The Articulate Executive” by Granville N. Toogood

To illustrate this point during my training, I play Tony Bennett’s interpretation of the Irving Berlin song, “When I Lost You.” I could not find it at the i tunes store. But it is from Tony’s 1987 Album “Bennett / Berlin” and it is sung “a cappella” which means singing without instrumental accompaniment. It is a great example of “The Power of the Pause” to establish a mood, to emphasize your point, to impart a memorable message. Try to locate this track. If you are not moved by the power of this performance, … Trust me, this is worth worth your time and money!

In Timothy Koegel’s book, “The Exceptional Presenter,” he cites a UCLA Study by Dr. Albert Mahrabian that revealed: Continue reading “The Power of the Pause” »

Death by PowerPoint – Part 2

I was just re-reading “What Clients Love,” by best selling author Harry Beckwith.  Under the heading, “Lincoln Had No Slides at Gettysburg,” Beckwith offers some classic advice about how to avoid the mistakes that arise froman over-dependence on PowerPoint when making a speech or a presentation:

1) You are not selling the slides, you are selling the people who are clicking the slides.

2) When prospects gaze at slides, they are not looking at what you are selling: you and your ideas!

3) Use slides only to illustrate a point that you cannot express as well with words alone.

4) A slide filled only with words is neither a visual nor an aid.

5) Make contact with your audience – you must look into their eyes and let the audience look into your eyes.

Thank you Harry.  Your advice is invaluable.

Personally, I think that many presenters use PowerPoint for their own selfish reasons. Rather than just outline their talking points (so that they remember what they are going to say) presenters create PowerPoint slide shows.  They think – wrongly – that “if my outline presents my ideas in a logical fashion, why not add some graphics and show the audience how clever I am with PowerPoint!”

As Mr. Beckwith reminds us, the audience is not interested in how clever you are.  They are interested in your ideas – as they pertain to their interests.  However, the audience is most interested in you – how capable you are in executing the ideas that you are presenting.  And… how well you connect with your audience – your clients.

I wonder what would have happened if Lincoln had, in fact, used PowerPoint to “enhance” his speech on the battlefield at Gettysburg?  It would have been easy to fit such a short speech (“Four Score and …”) up on a screen.  But would we have remembered the speech?  Or just read the words ourselves?  And, it might have been a challenge to find the right visuals – hard to top the stark visual presented by the battlefield itself. 

Think about this the next time you are preparing for a presentation.  No slide show can ever cover-up your weaknesses.  Present yourself.  Make contact.  Leave a lasting impression.

Death by PowerPoint

I have been preparing for a few speaking engagements coming up soon.  So I was delighted to find a wonderful article in today’s Wall Street Journal, “Tips for PowerPoint: – Go Easy on the Text – Please, Spare Us,” by Jared Sandberg.  (Click here for a link to the full article.)

According to the article, there are an estimated 30 million PowerPoint presentations given each day around the world!  And most of them are poorly crafted and delivered in a manner designed to put most audiences to sleep.

The “point” of using PowerPoint has been missed.  We should use the program to make it easier for the audience to see our point; to deliver a more powerful presentation.  Instead, most presenters use PowerPoint simply because the program makes it so easy to put together their presentation – any presentation.  The focus should be on the audience – why are they there in the audience; what does your need to know; what do you want your audience to do as a result of your presentation?

As the article point out – just because PowerPoint is so easy to use, audiences are subjected to:

Bullet points gone wild – writing paragraphs instead of points.

Presenters who then go on to read these paragraphs to their audience.

Special effects on steroids – just because you can make your text “tap-dance”…

30 slides in a 30 minute presentation (I do hope that you think this is too many.)

In today’s WSJ article the author talks about a salesman whose company sent him to a class to learn how to make an effective presentation without using PowerPoint – they did this because all of his competitors were using PowerPoint and this would be one way to stand out from the crowd.

Indeed, I think that far too many presenters feel that their job is over once they have created the final PowerPoint slide.  They think that the brialliant content they just put on their slides will speak for itself.  Their logic will be irrefutable.  Their audience will clap and cheer when they finish. Wrong!  Wrong!  Wrong!

Audiences need to be engaged.  The presenter’s job is to communicate their message to their audience so that the audience understands the message – and is prepared to take action as a result of that message.  If PowerPoint can help you to achieve your goal, use it.  If not…?  Well, it is less addictive than sleeping pills.

 

How to Become an Excellent Public Speaker

I received a link to the Business Week Online Small Business web page in my email this morning – I subscribe to both the magazine and the email newsletters.  The headline that caught my eye was “How Cisco’s CEO Works the Crowd.”  The story was written by Carmine Gallo who has extensively analyzed what makes Cisco CEO John Chambers such an effective communicator in his book “10 Simple Secrets of the World’s Greatest Business Communicators.”

If you are serious about improving your business communications skills, buy the book.  If you don’t have the time – or want a quick course in effective communications, ready today’s article from Business Week Online Small Business.

John Chambers is by any measurement one of the Top 5 Business communicators alive today.  Take any opportunity you can get to see him “in action.” – not just on stage.  Watch – and tape – him when he is giving a press conference, speaking to analysts, etc.  Study what makes him so effective.  Doing so will help  you to improve your communications skills immediately.

Use these points from today’s article in Business Week Online to guide your study of John Chambers:

1) Sell the benefit

2) Tell stories

3) Make preparation a part of your routine

4) Use confident body language

5) Overcome personal challenges

I believe that we teach by example.  By that precept, John Chambers is an excellent teacher.  And Carmine Gallo has done an excellent job in identifying the concepts that John Chambers teaches us – to be more effective business communicators.

Fear of Public Speaking

“We want you to give a little talk at next month’s meeting…”  Those words are enough to send most people into a state of panic.  Would you offer to speak or would you flee?  Do you have a fear of speaking in public?  Have you ever considered that this fear – and your lack of skill in public speaking – is hindering your career? 

It is and it does.  To succeed in business you must be able to effectively communicate your message.  It is not just the words that you say that matter.  You also must use a tone of voice that matches your words if you want your audience to believe you and to be receptive to your message.

Here is a little exercise that I use when I coach clients on improving their presentations.  It is especially effective in helping to overcome the fear of speaking in public:

1) Tell a story – any story.  Something that you heard or saw today.  Something that you read – but don’t read the story.  Rephrase the story using your own words.

2) You can start this exercise alone – but speak it out loud!  You might feel silly at first, but find a quiet place and just start telling the story.  Stand when you speak and look at your surroundings as you tell the story – this is one audience that will not laugh at you nor fall asleep!

3) As you gain confidence, ask a close friend to listen to you as you tell your story – you don’t have to tell them that you are practicing for a speech.

4) Children’s bedtime stories are great sources to use for your practice.  Notice how your tone of voice changes during the story!  Notice how you naturally speed up and slow down as the story evolves.  Notice how – in this case – you achieve the desired effect: your audience does fall asleep!

Audiences will remember a story. They will most likely forget the facts and figures from your presentation. But they will remember a personal story – especially if it is told well. Start collecting stories – and always find an opportunity to tell people that story – you are practicing and building your skill set.

The best public speakers are the best story tellers.  Notice how they skillfully incorporate stories in their presentations.  Learn how to communicate – tell your story!