SpeakerSue – Sue Hershkowitz-Coore, CSP

Archive for the ‘Presentation Mastery’ Category

3 Big + 12 (Little) Tips to Win Over Skeptical Audiences April 15th, 2012

It amazes me how quickly I can form an impression of a presenter. Within a few minutes, I either like them, and find it easy to listen to what they have to offer, or don’t, and force them to win me over as I listen skeptically to them.

For me (and I’m hopeful you’ll agree!), it comes down to whether the presenter shows respect for the audience. As soon as they start pontificating – or I feel like that is what they are doing – I’m turned off. Other things too, like talking to me with their back turned to their audience, or dressing way too formally when we’re all business casual, or feeling like they would give the same presentation whether the audience was in the room or they were just delivering it for their honorarium to an empty house.

Here are my 3 quick tips to win over skeptical audiences. What would you add?

1. Don’t make yourself the hero. Tony Hsieh, the Zappos.com founder, started his PCMA keynote with a story about a bus tour he was on to promote his book, Creating Happiness. He told us about stopping at a hospital and visiting with a young girl, just hours after her surgery. As he talked about his book and his Creating Happiness project, he told us, that her eyes kept getting wider and wider. He was so excited that she seemed so excited that he kept showing her different photos of the project and blabbing on. Finally, he asked if she had any questions. With the widest eyes ever, he said, she said, “Yes, may I see your iPad?”

He brought down the house (whatever that means!) and we were all cheering wildly. For him.

Do you see how that story could have been all about Tony and the great work he was doing and what a hero he is? But no. He revealed everything we needed to know about him with that story.

Don’t tell us how you slew dragons and were never dirtied. Make others the hero of your stories.

2. Help the audience look good. Authentically. Often someone will say something in a training session and the answer is wrong. Never, ever, say: “That’s wrong!” Don’t even say, “No, that isn’t right.” As soon as you do, as soon as you make one of the group feel less smart, you alienate yourself from the rest of them. No matter how much you think they like you, they are more attached to their group.

I do everything I can to find something in the answer that I can authentically agree with and build on it. Maybe, I can only say: “Yes, that is one way to look at it and another way might be….”

The more you can help them to feel good about themselves, the more open they’ll be to you.

3. Eliminate disrespectful presentation behaviors. Here is a quick list (what can you add?):
•Being dishonest in any way. (Great answer – when it wasn’t.)
•Way overdressing or underdressing.
•Using filler words (um, you know) to distraction. (In junior high school, my English class would count the number of times Mr. Connelly [rest in peace] would say “whatnot”. And we loved Mr. Connelly but “whatnot” drove us nuts! Don’t make them count anything you do!).
•Talking while you’re walking away from them, with your head to the ground, while writing on a white board. Talk facing them, looking at them, loving them.
•Standing in front of the LCD so words dance around on your chest. Or blind your eyes.
•Standing in front of the screen so your audience can’t see your slides.
•Filling your slides with too many anythings (especially words!).
•Tap-dancing; pretending you know the answer when you don’t. (See first bullet!)
•Being passionless.
•Being boring.
•Starting with an apology for anything
•Going overtime.

Do your sales presentations suck? They might if… September 19th, 2011

With a nod to Jeff Foxworthy, your sales presentations might suck if:

•You think starting with good-morning-so glad-to-be-here-thanks-for-giving-us-this-opportunity is a smart way to open.
•You think the more words and numbers you can put on a powerpoint slide the more likely you are to wow ‘em with your knowledge.
•You have to ever say “I’m sorry” about anything – running longer than you promised, having waaaaay too many slides, not having enough collateral, videos that don’t play, slides that are wrong or that you had a hard, long or no night.
•You think the presentation is about you and your company.
•You think they are as interested in what you have to say as you are.
•You think you can just talk at them without engaging them.
•You think you can deliver a great sales presentation without great preparation.
•You think you can tap dance your way around answers you don’t know.
•You even try to tap dance around an answer you don’t know.
•Enthusiasm isn’t you so you don’t show any.
•You’re happy when they have no questions.
•You’re thrilled when they say they’re going to think about it and get back to you.
•Really, you wouldn’t use Powerpoint except that everyone else does.
•You “personalize” your presentation by changing your title slide.
•You ask everyone to please turn off their smart phones (because you think they’ll be smarter if they glue their eyes to you).
•You like showing participants what they don’t know.
•You enjoy talking over people.
•You still think a sales presentation is the most important part of closing the sale.

Okay, so they aren’t funny but they are true. What can you add? Your presentation might suck if…..

Presentation mastery: Black leather and cleavage April 12th, 2010

What a lucky break! Tim Sanders and I were, as they say, “sharing the platform”. I kicked off NYMix with the keynote and Tim was the luncheon speaker. “Hello SpeakerSue” he said when he saw me, and he had me!

He looked entirely different than when we last met. His hair was short and corporate, and his suit and tie conservative. When I commented on barely recognizing him, he explained the new look was strategic. When he and his speaking coach video-ed the audiences at his speeches (something they do often to catch audience reactions – quite clever!), they noticed that men, specifically those over 35, had a hard time settling down for the presentation. His new look seems to have a calming effect on them because their video shows they now settle in much more quickly. Amazing, yes, I agree, though in some ways we all do this intuitively, right? I don’t wear cleavage bearing black leather tops because not only wouldn’t my audiences settle down; they’d walk out. And they’d be laughing! Paying attention to what helps another person feel comfortable is an easy way to make a good first impression and makes it easier to accept what we’re saying. (See NLP for more advice about this.)

Tim also explained he is working on moving less on the stage. He has learned, he said, that to make a point it’s better to grow bigger (north to south) than to go back and forth (east to west). He demonstrated examples of Martin Luther King, becoming taller when he gave his “I have a Dream” speech and also, examples from Ronald Reagan and Bill Clinton. It made sense and I’ve been working on rising up, and becoming larger (in theory, of course) ever since.

But I wonder if it’s possible to be coached too much. I remember the time an “esteemed” colleague told me I’d never make it in this business with my New York accent. So for weeks I tried speaking without the accent. I hated me. Audiences hated me even more.

I remember a famous-in-her-own-mind speaker who did everything dramatically. Overly. She’d point (kind of like a Pointer) perfectly in sync with her words, “the point is”, and pause dramatically (count 1, 2, 3, 4, 5) to make her “point”. She’d rave about her speaking coach and how important acting lessons can be to the effectiveness of the presentation. Being dramatic can be memorable, yes, but acting, I think, is just wrong. When everything is so scripted we forget to bring our own selves to the platform, it’s a disservice to all.

I’m hopeful I always remember never to turn into someone who isn’t me. And that the presentation is about them, for them. As Sanders says, Love is the Killer App. Loving the audience, caring most about them rather than the tehnical perfection of the presentation, may be the best coaching lesson of all. After all, as Johnny Carson said, “Once they love you, you can get away with murder.” Maybe even black leather.

Presentation mastery: How to overcome the worst April 2nd, 2010

Spoiler alert: You may read things you never thought I’d divulge…

like, the time I presented with my blouse button (yes, that one) open, the time my body decided to noisily revolt to the lactose I was enjoying in my coffee, the time I packed (and had to wear) one navy blue high heel and one black high heel – both right feet – in front of 5,000 people, the time I tripped – and fell – going up the steps to the stage after a grand introduction, and the time I spit on my decision maker….

The SpeakerSue corrollary to Murphy’s law is: If personal disaster can happen, it will happen when you present. Yes. It’s true.

A blinding flash of the obvious: You gotta laugh. If you can’t laugh and make light of it – if you have to take yourself so seriously that the above mortifying situations actually mortify you – you probably don’t want to be a presenter. Especially one who gets paid to present.

Self-deprecating humor – when everyone clearly sees what is happening – is the best possible recourse. (Note: When only you know [a bad hair day, too little sleep the night before, etc], do not bring attention to it. Let it be!) I’ve been blessed to be able to be spontaneously funny. Usually. With my blue/black shoes thing, I couldn’t think of anything funny to say and I couldn’t take my mind off the fact that the people in the front row had to be thinking, I wonder if she knows… I spoke my truth and just showed them. I said something like, I bet you’re wondering if I know I have one navy..two right footed-shoes…. I know. So, is it okay with you if I just take ‘em off? I think we’ll both feel better. And at least, I did.

If your strong points are elsewhere other than funny, prepare what you’ll say if… Try your “line” on friends and family. Do they laugh? Then, it’s a keeper and be prepared to use it.

What else? Don’t be drinking milk before/while you speak! Not only does it cause saliva to form in your mouth (think: spit) but it causes your body to want to “air” itself out. Drink plenty of room temperature water instead. Oh, and if you do make noise inappropriately, just keep talking! No one knows who dealt it! (For more advice on this, you’ll need to email me privately…<Sue@SpeakerSue.com>!!)

What’s your most embarrassing presentation thing and how did you recover?

Can you get your point across in 3 minutes? April 1st, 2010

A friend/prospect and I talked about his national sales meeting that was held last week. I was following up with him because his company had “gone in another direction” (euphemism for we want a speaker but not you) and he told me how disappointed he was with the presentations his team did at the meeting. He thought that maybe, starting with the new CEO and on down, we might work together to train them to be prepared, passionate and purposeful.

His company had worked out a really interesting case study to replicate real life drama. The sales teams, broken down by region, were each to consider themselves the current vendor in the case study, and they needed to presen a 5 min pitch to a (real) customer to keep the business. Could they? My friend was pretty much not happy. He said one team got the business but two gave it away (and what a rotten way to lose business, don’t you think? Not having what the client wants is one thing; not being able to present it successfully is another). They lost the business because they couldn’t present a cohesive, clear, compassionate message in a compelling manner.

Can you? If you had 3 or 5 minutes, what would you say to re-earn the business?

Most people either start blabbering about how much they want to keep the business, how hard they’ll work, how much it means to them to partner with the company (ding, you’re out), or they start spewing facts, figures and hard data to support the logical reasons to maintain the existing relationship (ding, you’re out, too).

Set yourself apart and get your point across in 3 minutes by having a story to tell. Think SuperBowl commercials or any of the other great ads (the puppy who protects his bone) that tell a complete story, with a punchline (the product or service) in less than 60 seconds. What’s the most compelling story you can tell your customer? Forget selling and go for telling. Tell your story to connect on an emotional level and you’ll make those 3 minutes persuasive, powerful and profitable.

Comments?

Why your “elevator speech” may be so 2009 February 8th, 2010

“So what do you do?” they ask. You’re prepared (or at least you think you are). You know this “elevator speech” shouldn’t be more than 30 seconds. You even practiced the skill at some workshop you attended last year.

I‘m a sales manager for ABC, you start off.

With seconds left, you explain more: ABC has/offers/can do X and Y and Z and… you go on until your 30 seconds are up, or their eyes glaze over.

Stop. Now. Be smart!

Do you really think they want to know what you do? They want to know how they can relate to you. (Think of the Twitter question: What’s Happening? Do tweet peeps want to know exactly that? No! They want to know what’s happening that they’ll find interesting, helpful, useful!)

An elevator speech was so named because it was everything you could talk about before the elevator reached the other person’s floor. The (outdated) thinking was that you may have only one shot so spew it all out. Instead think of your response not as a data dump but as a conversation starter.

This approach works:

1. As soon as someone asks you a question about yourself: Thank them. This disarms them. They realize you aren’t launching into a memorized speech.

3. Next, engage them by asking a question they can relate to. Example:

Hi (hand extended). My name is Michael.

Hi Michael, Sue. Sue Hershkowitz-Coore.

Michael: So, what do you do? (By this time, he may have forgotten my name.)

Me: Thanks for asking! You know how companies are always looking for ways to keep their sales people motivated and focused on selling?

Michael: Uh-huh.

Me: That’s what I do.

Michael: Really. Tell me more. (Or maybe, Huh [thoughtfully]. We just had someone come in to work with our team and…)

Whatever Michael says next will allow me to continue a customer/prospect/other person-centric conversation. Try it because the elevator is out of order.

Want help with your conversation starter? Respond here. Then, tell me why your best customers use your services or buy your products. I’ll help you figure out your conversation starter so you’ll never lose business again. And when others see what we do, they’ll learn too.

What’s the most outrageous statement you’ve ever made… February 1st, 2010

A friend of mine, a minister, used to love starting his presentations with: “There are no Christians anymore (pause, pause, pause) according to The Christian Science Monitor. (pause) I am here to disprove that.” Mort Utley was his name and if he were still alive, I’m certain he’d still be starting with the most outrageous statement he could make.

Why? Because it wakes people up. Breaks pre-occupation. Stimulates. Entices. Oh, and it isn’t the same boring beginning that every other presenter uses.

Which brings us to your next presentation. What will you say to kick off your message in a way that helps your listeners -your staff, exec team, customers, students, co-workers – want to listen?

Try starting with the absolute opposite of what your audience is expecting.

Next, tell them why you said that (in Mort’s case, because I’ll disprove that). In your case it could be, because that’s what could happen if we don’t/do….

Back up your words. Dig deep and think of a story that proves your point. Don’t rely on facts or figures to persuade. Consider emailing the facts after the presentation. Realize your job is to persuade, influence and motivate and that happens best and most when people are emotionally connected.

Tell them what to do next. Before that though, get their attention again (just in case) and say something like: And, that’s it, except for this… Announce you’re saying something they’ll want to remember…then tell them what it is, exactly, you’d like to remember when you finish your presentation.

Oh, and if you can tie it back to your outrageous statement at the beginning, they’ll love ya for it.

Comments?

Presentation Mastery: Why being technically perfect may be the worst thing you can do January 25th, 2010

There are a lot of technically perfect people in this world. Don’t be one of them.

I’m not saying that technical expertise isn’t needed. I wouldn’t want a brain surgeon without it. But if that’s all you have, you’ll always be less than great, no matter how proficient you are.

As a presenter, and even as a brain surgeon, if you don’t also show compassion, respect and even love for the other person, no matter how good you are, you aren’t.

The other day, we had a technically perfect customer service agent “help” us. She absolutely knew how to input information into her computer to offer us options to our weather related missed connection to Shanghai, China. But she didn’t care if we got there or when we got there.

Why am I writing about this? Because you can be the most prepared presenter in the planet but if you don’t care if the people you’re having a conversation with learn, if you don’t make the environment safe and friendly and respectful and loving and compassionate, all the expertise in the world won’t matter. Your listeners – your customers, learners, co-workers, owners, patients - want you to care about them, their success, their situation. The more they know you care, the more they want to learn.

Malcolm Knowles, in his book, The Adult Learner : A Neglected Species wrote, “As soon as the presenter makes the switch to being more concerned for the people in the seats than about him/herself, that’s when the magic starts to happen. When people… stop thinking about the way they look or sound, and become more invested in what the audience takes away, they become powerful presenters.”

Prepare and practice your next presentation so you can forget about yourself and focus on them.

Comments?

Why foodies are better presenters… December 9th, 2009

Joe Duffy wrote, “Whether you’re an Iron Chef or a Top Chef fan you know points for ‘presentation’ are just as important as they are for taste.” His Fast Company post started me thinking about all the beautifully presented meals I’ve been lucky enough to enjoy, which made me realize how much the design of a presentation is like the design of a great plate. Unless the message is delivered in a way that is palatable, interesting, innovative and fun, the message isn’t nearly as memorable. The presenter needs to put as much time into how the audience will receive the message as she does into researching and compiling the ingredients of the talk.

This week I watched a presenter sit down (to not block the audience) and FACE THE SLIDES as she talked to the 100+ folks in the room. To make matters worse, she READ the bullet points, point by point (as if the audience couldn’t – which would have been true for one slide that had so many bullets on it that the font size must have been a .2). The message was so important but no one wanted to taste it because it didn’t look good.

I’m going to try my best to create a presentation that is as visually compelling as my dessert at Le Pichet, Paris, any course at Barton G, Miami, or the slider trio at the Hotel Sofitel, San Mateo. If I can design my message delivery to be as beautiful and remarkable as any of those plates, I know my audience will have little trouble enjoying and digesting what I’m offering.

Idea

Presentation Mastery: How to deliver the best presentation ever October 26th, 2009

I’m a good speaker. Evaluations tell me so. Clients who rehire me year after year tell me so. Clients who remember what they heard in my sessions from 5, 10, 20 years ago tell me so. But I’ve just recently learned the key to delivering the best presentation ever.

Present after a bad speaker.

There is nothing so appreciated by an audience than when a good speaker speaks energetically, passionately, meaningfully, after a boring, self-centered, ill-prepared one.

What you don’t want to do, of course, is be that bad speaker. Whether you’re an executive, board member, book author (self-published or real), or formerly-important-person-now-making-a-living-by-telling-groups-what-used-to-be-important-to-know, believe me, you don’t want to be that bad speaker. Here’s how to avoid being the gift to the one who follows you:

Update your information. The speaker I heard recently (who I blessedly followed) used examples from CEOs who are no longer CEOs except she didn’t know that, or at least spoke like they were currently in that position. Maybe instead of update your information, this tip should be honor your audience with relevance.

Enough about you. Maybe I’m just jealous. But when you mention your former title more than six times in a 60 minute presentation, I think you’re resting on what used to be. Doesn’t matter if you climbed a mountain, managed the White House, or beat Mickey Mantle. If you have to keep saying (over and over and over), “When I beat Micky Mantle…” I’m thinking you have nothing current to say.

Know when to stop. Dale Carnegie said, “No one ever shot a speaker who ended early.” No matter how brilliant you truly are, when your time is up, it’s up. The meeting planner has other things planned like a break, another session, a meal.Unless you ask – and receive approval – from the organizer and the group itself, stick to your alloted time. It is not enough to say, “I know I’ve run a bit over but are there any questions?” It would be oh so much kinder if, instead, you ended on time and said, “I’m happy to stay to take questions during your next break.”

Get professional help. Your slide deck should enhance your presentation not be it. Reading from your slides when your audience can, or reading them because you have so many words on them that your audience can’t, isn’t compelling. Start with Garr Reynold’s Presentation Zen blog and book. Do yourself and your audience a favor.

But if you aren’t going to do any of these things, do me a favor, and present before I do.

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