Powerful Storytelling conveys your Most Important Point
I advocate storytelling in your business presentations, and your story should embody your presentation’s Most Important Point.
Stories are powerful tools of communication that can capture complex ideas in a few telling strokes. They involve your listeners better than any other competing technique.
They can serve you well and confer personal competitive advantage over your entire business presenting career. And they can convey your Most Important Point better in masterful fashion.
But It Takes Practice
But in telling a story, we can sometimes veer off-course. We become so enamored with our own words that they build a momentum of their own, and they draw us along with their own impetus.
That’s why it’s imperative that we stay tethered to our main point.
Professional storyteller Doug Lippman calls this the Most Important Thing. I like to call it the MIP – the Most Important Point.
Christopher Witt is a competent coach for today’s executives, and he makes a powerful point about a story’s MIP. He calls it the Big Idea:
A good movie tells one simple, powerful story. If you can’t sum it up in a sentence or two, it’s not a good story – and it won’t make a good movie. The same is true for a speech. A movie tells one story. A speech develops one idea. But it’s got to be a good idea – a policy, a direction, an insight, a prescription. Something that provides clarity and meaning, something that’s both intellectually and emotionally engaging. It’s got to be what I call a Big Idea.
What is your Most Important Point? Your MIP?
Decide!
Decide and make that point the focus of your story. Rivet your attention on that salient feature! Let this be core of your story and weave your tale around it.
I urge you to focus on one point, because our tendency as business people is to include everything initially, or to add-on infinitum until the story collapses under its own weight. The military calls this “mission creep,” and we can call it “story creep.”
Simple awareness of story creep is usually sufficient guard against it.
Your Most Important Point
Your MIP should run through your story, both directly and indirectly. It informs your story and keeps you on-track as you prepare your presentation. At each stage of your presentation preparation, ask yourself and members of your group if the material at hand supports your MIP. If it does not support your most important point, then it does not belong in your story.
Telling a story does not mean reliance upon emotion only. You must have substance. There must be a significant conclusion with each supporting point substantiated by research and fact and analytical rigor.
This should go without saying, but I decided to say it anyway. Actually, Ralph Waldo Emerson said it much better than I can:
Eloquence must be grounded on the plainest narrative. Afterward it may warm itself until it exhales symbols of every kind and color, and speaks only through the most poetic forms; but, first and last, it must still be at bottom a statement of fact. The orator is thereby an orator, that he keeps his feet ever on a fact. Thus only is he invincible. No gifts, no graces, no power of wit or learning or illustration will make any amends for want of this.
Presentation Gesture for Powerful Business Presentations
What is presentation gesture, and why worry about it at all?
It’s nothing more than an add-on, right? Something nice to have, but unessential to the point of our business presentation.
The fact is that you can’t separate sincerity from your appearance. You can’t disaggregate movement from your inflection, from your volume. From your nuance.
So let’s add the power of gesture to our words to achieve superior messaging. And, if we’re good, improve our personal competitive advantage by way of especially powerful presentations.
What’s a Presentation Gesture?
Gesture is too important to leave to chance. Certainly too important to dismiss with the airy “move around when you talk.”
Let’s understand what it means.
In 1928, Joseph Mosher defined gesture in a way that guides us even today:
“Gesture may be broadly defined as visible expression, that is, any posture or movement of the head, face, body, limbs or hands, which aids the speaker in conveying his message by appealing to the eye.”
A wave of the hand. A snap of the finger.
A stride across the stage with arms outstretched to either side. A scratch of the chin. Crossed arms. An accusatory finger.
A balled fist at the proper moment.
These presentation gestures can either enhance or destroy your presentation. Yes, destroy. Herky-jerky moves, odd nervous dancing, strange finger-tugging, aimless pacing, injudiciously timed gesticulations – all of these can undermine an otherwise outstanding verbal performance.
Especially Powerful Gesture
Professional presentation coaches understand that much of the information transmitted in a show is visual.
This results from the presence of the speaker. Because of this, an audio recording of a talk is not nearly as powerful as an actual live presentation.
Presentation Gesture can be subtle . . . or expansive.
Executive coach Lynda Paulson is spot-on when she notes the power of gestures to persuade an audience . . . or to alienate an audience. She contends that “at least 85 percent of what we communicate in speaking is non-verbal. It’s what people see in our eyes, in our movements and in our actions.”
We can quibble over the exact parsing of how much communication is verbal and how much nonverbal. But there’s no doubt that gestures inject energy and accent to our business presentations.They add power, emphasis, and meaning to our words.
Presentation Gesture in History
Throughout the history of public speaking, the finest communicators have known the importance of the proper gesture at the proper time. Entire books, in fact, have been penned about gesture and the power it can bestow. But most of this knowledge resides in the recesses of libraries waiting to be rediscovered.
See, for example, Edward Amherst Ott’s classic 1902 book How to Gesture.
Ott contends that gesture in your presentation should be natural. It should flow from the meaning of your words and the meaning you wish to convey with your words.
And we never gesture idly, without a point to make.
Typically, the emotion and energy in a talk leads us to gesture. Without emotion, gesture is mechanical. It is false. It feels and looks artificial.
Communicating Without Words
Presentation Gesture for Power and Impact
You have many arrows in the quiver of gesture from which to choose, and they can imbue your presentation with power. Gesture forms a substantial part of our repertoire of non-verbal communication, and on rare occasion, can imbue your presentation with majesty of epic proportions.
Yes, I said “majesty of epic proportions.”
For if you do not begin to think in grand, expansive terms about yourself and your career, you will remain mired in the mud. Stuck at the bottom.
Proper gesture increases your talk’s power and lends emphasis to your words. You limit yourself if you do not gesture effectively as you present.
In short, gesture is essential to take your presentation to a superior level, a level far above the mundane.
What is there left to say? After two or three posts?
Doesn’t that cover it?
That’s the attitude of many young people, including my daughter, who ought to know better.
One of my former colleagues even believes he can inculcate adequate presentation skill in, as he says, “30 minutes.”
Such is the myth of the soft skill.
Adolescent Attitude Toward Business Presentations Skills
One of the conundrums of business presenting is that it’s what is known in the parlance as a “soft skill.”
This suggests that skill at business presenting is somehow “softer” than, say, accounting. It therefore needs less attention or development.
It must be somehow “easier.”
That it’s something that can be “picked up along the way.”
Many people believe this. It can damage the early careers of young people, who form a wrong impression of the craft of speaking publicly.
Public Speaking – excellent public speaking – is tough. Delivering a superb business presentation is one of the tougher tasks, because it often requires coordination with others in a kind of ballet.
The Reality of Business Presentation Skills
Powerful Business Presentation Skills can confer personal competitive advantage
And it requires practice, just like any other discipline.
But invariably, the “soft skill” label moves it down the priority list of faculty and college administrators and, hence, of the students they serve.
I can quickly gauge the attention on business presenting skills at an institution by simply watching a cross-section of presentations. To be generous, student business presentations are usually poor across a range of dimensions.
They come across most often as pedestrian. Many are quite bad.
But this is not to say that they are worse than what passes for presenting in the corporate world. They’re usually as good – or as bad – as what is dished out in the “real world.”
The Great Embarrassment
The great embarrassment is that the majority of business students have untapped potential for becoming competent and especially powerful business presenters. But they never realize that potential because they never progress out of the swamp of poor business presentation skills.
Some students pass through the business school funnel with only cursory attention to business presentation skills. Perhaps I’m too demanding, and the degree of attention I’d like to see just isn’t possible. But . . .
But the craft of business presenting needs only the proper focus and priority to transform young people into quite capable and competent presenters.
And some institutions get it right.
I’m blessed to serve an institution that takes business presentation skills seriously. My school’s winning results in case competitions demonstrates this commitment to preparing business students to excel in the most-demanded skill that corporate recruiters seek. A coterie of professors, particularly in finance, have recognized the power bestowed by sharp business presentation skills.
And they emphasize these skills far beyond the norm in most schools.
Business Presentation Skills for a Powerful Personal Brand
Administrators, too, insist that students pass through rigorous workshops that inculcate in students the presenting skills to last a business lifetime.
Business Presentation Skills Build a Powerful Personal Brand
The results can be phenomenal.
Merely by exposure to the proper techniques, students gain tremendous personal career advantage.
By elevating business presentation skills to the same level of the sub-disciplines of, say, marketing, operations, or risk management, B-Schools can imbue their students and faculty with the appropriate reverence for the presentation enterprise.
One result of this is the creation of young executives who tower over their peers in terms of presenting skills. And especially powerful business presentation skills are in high demand by corporate recruiters.
This highly refined skill of delivering stunning business presentations becomes part of a powerful and distinctive personal brand. A brand that cannot be copied easily and so becomes part of a personal competitive advantage that can last a lifetime.
So, back to the original contention of folks who wonder what could one possibly write about in a “business presenting blog” . . . just as there is much to be learned, it means there is much to write about.
There is much to be distilled from 2500 years of recorded presentation wisdom.
The wisdom is there. It remains for us to seize it and make it our own for enhanced personal competitive advantage.
One of the most important business presenting occasions you face in your career is the job interview.
In the interview, you present for your most important client – you.
And the question I’m asked most frequently with respect to how you present your accomplishments is this:
“How do I talk about myself and my qualifications in a way that is honest and forthright and yet does not sound like braggadocio?”
This is a reasonable concern, and if you can find a way to do so, then you will have acquired an especially powerful personal competitive advantage.
No Need to Boast . . .
Few people like to boast, instead going to the opposite extreme of false humility. Neither boasting nor meekness is the answer.
Instead, try this . . .
Understand that you are not in the interview to talk about your resume. Your resume got you through the door and into the interview.
Now, the recruiter is searching for something more. And that “something” is often indefinable.
The recruiter is evaluating you for other things, such as corporate fit, personality, working intelligence, verbal acuity.
Many times, the recruiter doesn’t know what he or she is actually looking for.
But the recruiter does know what is unacceptable and is thus conscious of disqualifiers.
For the young or mid-level candidate, the atmosphere can feel akin to a minefield. Some candidates feel that if they go tightlipped, they cannot make a mistake, and so they weigh each word carefully, triangulating what they believe the recruiter wants to hear.
But it is not enough to simply survive without making a slip . . . or a “mistake.”
This approach comes off as stiff, artificial, weird.
Instead, go into your interview to make the presentation of your life about you, not what you think the recruiter is looking for.
When it comes time to talk about yourself – here is exactly how to do it.
Talk about what you learned or what you discovered about yourself.
That’s it.
Digest that for a moment.
Yes, it really is that simple. But it’s not easy, especially if you aren’t accustomed to talking about yourself this way. It takes practice.
Talk about a difficult group project or a difficult task that required you to adapt and use your unique skill set. In, say, a group work setting, tell of your learning about the importance of time management, of punctuality. Translation:
I have a great work ethic and I’m punctual.
Tell how you learned to deal with people from different cultures and backgrounds and to value difference. Translation:
I get along with a wide range of people.
Tell how you discovered that you gain a sense of satisfaction from helping others do their best, drawing out their best qualities and backstopping them where they are weak. Translation:
I’m a team-player who subordinates my ego to get the job done for the company, recognizing that others may need help on occasion, help that I freely give.
Tell how you learned about different work styles and of the different ways of tackling problems. Translation:
I’m flexible and adaptable to a variety of work environments and people.
For an Especially Powerful Interview
See how it works?
You don’t talk about your strengths . . . you talk of what you learned about yourself during the course of a project or task. So think of a major project you’ve tackled in the past and build your story around that.
For example, you could say something like this:
“I worked on a major three-month project in my International Business Capstone involving a multicultural team, and in the project, I learned a great deal about myself as well as others. I believe that I grew not only as a professional, but as a human being. This gave me a great deal of satisfaction, especially as I saw others developing their skills as well.”
Or, if you are a young professional, you could say:
“We received a last-minute project and it was dumped on us without warning, which made us work through the weekend. That was pivotal. It was then that I learned that this is the nature of business – chaotic, demanding, unforgiving, unpredictable – and how I respond to the challenge makes the difference between a win and a loss. That experience forged me, and I’ll always be grateful for it.”
With that statement, you have conveyed a wealth of positive information to the recruiter.
Of course, it all must be true, so you must adapt your story particulars to your own work life. And all of us have these moments and experiences, so mine your recent past for them. Your resume itself has at least a dozen stories, and it’s up to you to find them. When you do find them, craft them, practice them, and use them . . . you will have achieved an important personal competitive advantage.
So always remember these key words . . .
Let me share with you what I learned about myself.
Gangnam Style Presentation is extreme, but instructive
Here’s a presenter who carefully follows the Three Ps of business presenting and quite obviously succeeds at his performance in a Gangnam Style Presentation.
The Three Ps, of course, are: Principles . . . Preparation . . . and Practice.
The presenter calls himself Psy.
In this Gangnam Style presentation, Psy engages the Seven Secrets of presenting – the principles of Voice, Expression, Gesture, Appearance, Stance, Passion, and Movement – for a stunning performance. Note that the acronym formed by those seven words is appropriate to this particular presentation:
VEGAS PM.
Applying the Three Ps
Moreover, while Psy exhibits incredible professional presence, he doesn’t rely solely on his charisma to carry his presentation. He and his support team prepared meticulously for this performance, and they’ve obviously practiced much.
The presenter engages his audience, gives them exactly what they expected to receive, and encourages audience participation.
He exhibits tremendous focus on his main point, repeating his main point several times so that it isn’t lost – otherwise known as his song’s chorus – and he uses the same repeated choral movement to emphasize visually his song’s chorus.
View this Gangnam Style Presentation with these precepts in mind.
The comparison to superb business presenting is by no means a reach.
When you present, you give your audience a show. Accordingly, you should prepare your show according to principles almost identical to those used by any stage performer.
You might not expect the kind of crazed enjoyment of your business presentation exhibited by the audience in the video (and I congratulate you if you achieve it). But you can apply the precepts of presenting to meet your audience expectations, engage your listeners, and drive home your main point with repetition and focus.
Deliver a Gangnam Style Presentation
You can thoroughly prepare and practice your presentation, just as any worthy stage performer does. Respect for your audience and your message demands no less than that you employ the Three Ps of business presenting.
Do this consistently, and you increase your personal competitive advantage tremendously as someone known for capable and competent business presenting.
They aren’t secrets if you know them. And they are not magical. They are quite mundane in fact, and this disappoints folks who believe that “secrets” ought to carry the heft of incantation.
The real secret of Strategic Thinking Skills is implementing a program for thinking strategically in both our personal and professional lives.
And like so many other things . . . following through on that program.
Strategic Thinking Skills for Competitive Advantage
This takes discipline, and sometimes it takes courage. The payoff is increased personal competitive advantage, and who wouldn’t want more of that?
As you develop a keen sense of strategy, you may find that your perspective on the world has undergone profound transformation as you begin to see patterns and routines, to identify categories, and to sense the broader macro-shifts in your own particular correlation of forces. You gain clarity. You begin to see the fog of uncertainty begin to clear.
By adopting combinations of techniques and tools of analysis, and by seizing a substantial role in developing your circumstances, you improve your chances of achieving your objectives.
This is the great gift of strategic thinking: clarity and efficacy of action in a forever changing and chaotic world.
In this interview on the Goldstein on Gelt show, I touch on several useful precepts of strategic thinking. It’s enough to get started for 2013 . . .
Be earnest . . . for a Powerful Business Presentation
“Earnestness” is a word that we neither hear much nor use much these days.
That’s a shame.
Because the word captures much of what makes for an especially powerful business presentation.
Edwin Dubois Shurter was a presenting master in the early 20th Century, and he said way back in 1903 that:
“Earnestness is the soul of oratory. It manifests itself in speech by animation, wide-awakeness, strength, force, power, as opposed to listlessness, timidity, half-heartedness, uncertainty, feebleness.”
What was true then is surely true today.
And yet, “earnestness” is frowned upon. Perhaps some think it somehow “uncool.”
Showing Too Much Interest?
It is uncool to show interest, because . . . If you appear too interested in something, and then you somehow are perceived as having failed, then your business presentation “defeat” is doubly ignominious.
Better to pretend you don’t care.
So the default student attitude is to affect an air of cool nonchalance. So that no defeat is too damaging. And you can save your cool. You save your best – your earnestness – for something else.
For your friends, for your sports contests, for your facebook status updates. For your pizza discussions, for your intramural softball team . . .
But this also means that all of your presentation victories, should ever you score one or two, are small victories. Meager effort yields acceptable results in areas where only meager effort is required.
Especially Powerful Business Presenting
Mediocrity is the province of the lazy and nonchalant. The sin of the insouciant.
Shurter was a keen observer of presentations and he recognized the key role played by earnestness in a successful presentation: “When communicated to the audience, earnestness is, after all is said and done, the touchstone of success in public speaking, as it is in other things in life.”
Earnestness means wrapping your material in you.
Embracing your topic.
This means giving a powerful business presentation that no one else can give, one that no one else can copy. Because it arises from your essence, your core. It’s the source of your personal competitive advantage.
It means demonstrating genuine enthusiasm for your subject. It means recognizing that the subject of your presentation could be the love of someone else’s life, whether it be their business or their product or their service – you should make it yours when you present.
Now, this means several things, including how you utilize the stage to your utmost advantage. But a major component is the exercising of your mind.
And I talk about that here.
Your Learning Curve
It’s the process of enriching your personal context so that you become aware of new and varied sources of information, ideas, concepts, theories. You become learned in new and wondrous ways.
Think of it as enlarging your world.
You increase your reservoir of usable material. And your business presentation can connect more readily with varied audiences.
You do this in a pleasant and ongoing process – by keeping your mind open to possibilities outside your functional area. By taking your education far beyond undergraduate or graduate school. And that process increases your personal competitive advantage steadily.
By doing something daily, however brief, that stretches your mind. Or allows you to make a connection that otherwise might have escaped you.
Expand Your World to Expand Your Business Presentations
By reading broadly in areas outside your specialty, and by rekindling those interests that excited and animated you early in life.
Read a book outside your specialty. Have lunch with a colleague from a different discipline. Dabble a bit in architecture, engineering, art, poetry, history, science.
It also means sampling some of the best offerings in the blogosphere on business presentations.
Their works are invaluable tools of my trade. If you become a serious business presenter, they’ll become your friends, too.
No Cloistering!
We sometimes cloister ourselves in our discipline, our job, our tight little world, forgetting that other fields can offer insights. For myself, while teaching in the LeBow College of Business at Drexel University, I am also sitting in on a course sponsored by another university’s History Department’s Center for the Study of Force and Diplomacy – “Grand Strategy.”
What a leavening experience this promises to be: Thucydides, Machiavelli, Clausewitz, Lincoln, and many others . . .
Does this help in preparing my own classes? At this point, I can’t be certain.
And that’s the beauty and potential of it.
I do know that it will enrich my store of knowledge so that my own presentations continue in 3-dimensional fashion, connected to the “real world.” They are textured, deep, and richer than they otherwise would have been.
It will do the same for your business presentations. And it will likely aid in your developing into an especially powerful presenter, imbued with professional presence and increased personal competitive advantage.
These three powerful presentation words hold incredible promise and potential for your business presentation.
And yet they go missing more often than not.
These three powerful presentation words can transform the most mundane laundry-list presentation into a clear and compelling tale.
The Most Obvious Thing . . .
One of the biggest problems I see with student business presentations is the hesitancy to offer analysis and conclusions. Instead, I see slide after slide of uninterpreted information.
Numbers.
Pie-charts.
Facts.
Lots of reading from the slide by the slide-reader-in-chief.
Raw data or seemingly random information is offered up just as it was found in the various consulted sources.
This may be because young presenters receive little instruction on how to synthesize information in a presentation segment into a cogent expression of “Why this is important.”
As a result, these presentations present the illusion of importance and gravitas. They look like business presentations. They sound like business presentations.
But something’s missing.
The audience is left with a puzzle.
The audience is left to figure it out for themselves.
The audience is left to figure out what it all means. Left to interpret the data, to judge the facts.
In other words, the presentation is subject to as many interpretations as there are audience members.
Does this sound like a formula for a persuasive and powerful presentation that issues a firm call-to-action?
Of course not. This is a failed presentation.
You know it, and it seems obvious. But still, I see it more often than not.
If you find yourself in this fix, delivering ambiguous shows that draw no conclusions, you can remedy this with three little powerful presentation words at the end of each segment of your presentation.
“This means that . . .”
How Powerful Presentation Words Work
At the end of your explication of data or information, you say something like this:
“This means that, for our company, the indicators displayed here suggest a more aggressive marketing plan than what we’re doing now.”
Or this:
“These figures indicate that more vigilance is needed in the area of credit risk. For our department, this means that we must hire an additional risk analyst to accommodate our heightened exposure.”
See what this does?
You hand the audience the conclusion and recommendation that you believe is warranted. You don’t assume that the audience will get it. You don’t leave it to your listeners to put the puzzle together.
That’s what you are paid to do in your presentation.
You are tasked with fulfilling the promise and potential of your presentation. Don’t shrink from this task.
Instead . . . relish it.
Try it.
If you do, this means that you will invest your presentation with power, clarity, and direction.
The Choice is Yours to Acquire the Silver Bullet Skill
If you discovered that there was one thing – one skill – that could give you incredible personal competitive advantage after graduation, wouldn’t that be great?
What would you think of that? Too good to be true?
And what if you discovered that this skill is something that you can develop to an especially powerful level in just a handful of weeks?
What would that be worth to you?
Worth How Much?
Would it be worth the price of a book to get you started? Think of it – a skill you can learn in 4-5 weeks that can provide you lasting competitive advantage through the rest of your working life.
A skill that few people take seriously.
A skill that is in high demand by America’s corporations.
Companies haven’t nearly enough personnel who can communicate effectively, logically, comfortably, clearly, and cogently. This is why corporate recruiters rate the ability to communicate more desirable in candidates than any other trait or skill.
Capable business presenting is a high-demand skill.
This is the Silver Bullet Skill
And this is the silver bullet you’ve always sought.
You, as a business student or young executive, gain personal competitive advantage vis-à-vis your peers, simply by taking presenting seriously. You gain incredible advantage by embracing the notion that you should and can become an effective and capable business presenter.
In other words, if you actually devote yourself to the task of becoming a superb speaker, you become one.
And the task is not as difficult as you imagine, although it isn’t easy, either.
You actually have to change the way you do things. This can be tough. Most of us want solutions outside of ourselves. The availability of an incredible variety of software has inculcated in us a tendency to accept the way we are and to find solutions outside ourselves.
Off the shelf. In a box.
This doesn’t work. Not at all.
You cannot find the secret to great business presenting outside of yourself. You already carry it with you.
But . . .
But you will have to change.
Powerful Presenting Skills can lift you into the High-demand Skill Zone
This is about transformation.
Transformation of the way we think, of the way we view the world, of the lens through which we peer at others, of the lens through which we see ourselves.
It is a liberating window on the world. And it begins with your uniqueness.
No, this is not esteem-building snake-oil. It is a quite cool observation.
I am not in the business of esteem-building, nor do I toil in the feel-good industry. If you had to affix a name to it, you could say that I am in the business of esteem-discovery.
So you are unique, and your realization of this and belief in this uniqueness is utterly essential to your development as a powerful business presenter.
But given the tendency of modernity to squelch your imagination, to curtail your enthusiasm, to limit your vision, and to homogenize your appearance and your speech, you have probably abandoned the notion of uniqueness as the province of the eccentric. Perhaps you prefer to “fit in.”
Some truths can be uncomfortable. Often, truths about ourselves are uncomfortable, because if we acknowledge them, we then obligate ourselves to change in some way.
But in this case, the truth is liberating.
Don’t Shrink . . . Grow!
Recognize that you dwell in a cocoon. Barnacles of self-doubt, conformity, and low expectations attach themselves to you, slowing you down as barnacles slow an ocean liner.
Recognize that in four years of college, a crust of mediocrity may well have formed on you. And it is, at least partially, this crust of mediocrity that holds you back from becoming a powerful presenter.
Your confidence in yourself has been leeched away by a thousand interactions with people who mean you no harm and, yet, who force you to conform to a standard, a lowest common denominator.
Your key to personal competitive advantage
People who shape and cramp and restrict your ability to deliver presentations. They lacquer over your innate abilities and force you into a dull conformity.
Your world has shrunk incrementally, and if you do not push it out, it will close in about you and continue to limit you.
Your most intimate acquaintances can damage you if they have low expectations of you. They expect you to be like them.
They resent your quest for knowledge and try to squelch it.
Beware of people who question you and your desires and your success. I suggest that you question whether these people belong in your life.
Yes, you are unique, and in the quest for business presentation excellence, you discover the power of your uniqueness. You strip away the layers of modern mummification. You chip away at those crusty barnacles that have formed over the years without your even realizing it.
It’s time to express that unique power in ways that support you in whatever you want to do.
Reality TV mimicry is a formula for Business Presentation Failure
No, I’ve never heard you speak or deliver a presentation, but judging from what I hear in the classroom, in the elevator, on the subway, and in the campus coffee shops, the odds are good that your speaking voice is pinched and smaller than it ought to be.
This results from many influences in our popular culture that, within the last decade or so, have urged on us a plaintive, world-weary whine as voice-of-choice.
It is sometimes called the puberphonic voice, and this is not meant as a compliment.
Several reasonably-known celebrities have cartoon speaking voices, and they usually dwell in the wasteland of daytime television.
One cartoon voice belongs to someone called Kelly Ripa, who participates on a show called “Live with Regis and Kelly.” This ABC Network television program, an abysmal daytime offering, serves up Ms. Ripa not for her voice, but for other attributes.
This show is worth watching, once, if only to hear Ms. Ripa’s slam-on-the-brakes whine.
Two other champions of the squeaky, whiney cartoon voice are people who appear to have achieved a degree of questionable fame for all of the wrong reasons: Kim Kardashian and Meghan McCain, who appear on television for some reason unknown to all but the producers of the shows they inhabit. Commonly called “divas,” their voices are barely serviceable for even routine communication.
Granted, these young women are not delivering business presentations, but their negative influence has infected an entire generation of young people who do deliver presentations. They embody all that is wrong with regard to delivering powerful presentations. If this sounds harsh, it is meant to be. They exhibit habitual pathologies of the worst sort.
Where do these people learn to speak this way, in this self-doubting, self-referential, endlessly qualified grinding whine?
One culprit appears to be the Disney Channel, inculcating a new generation of young folks into the practice of moron-speak. As well, numerous other popular young adult shows occupy the lowest rung of the speech food chain, passing on lessons in weak voice and poor diction.
Reality TV Infests Everything
Most anywhere, you can hear people who talk this way. They surround us.
Next time you stand in line at the convenience store, listen to the people around you. Focus on the voices. Listen for the trapped nasal sound, the whine of precious self-indulgence. Or the sound of a voice rasping across vocal cords at the end of every sentence. A voice fry that has no force. No depth.
A voice you could swat away as you would backhand a fly.
I often hear this cartoon speaking voice in the elevator as I commute between my office and classrooms. Elevator conversations are often sourced from lazy, scratchy voices. These voices are ratcheted tight in the voice box with barely enough air passed across the vocal cords. What do I mean by this?
Let’s have an example. Two young ladies entered my elevator the other day (any day, really), and one chattered to the other about her “boyfriend” and his despicable antics on “Facebook.” It was heinous.
Cartoon Speaking Voice goes with Uptalk
I shifted eyes to the owner of this raspy voice whose favorite word in the English language was quite evidently “like.” Everything was “like” something else instead of actually it. And apparently “totally” so. Ya know?
“Like. Like. Like. Totally! Like. Like. Like. Totally! It was like . . . ummmm. . . okay . . . whatever. Ya know what I mean?”
She fired them out in machine-gun fashion. A verbal stutter and punctuation mark, apparently unsure of anything she was saying. Her voice was a lab experiment of bad timbre. It cracked and creaked along, word after squeaky word.
A pickup truck with a flat tire flopping along to the service station.
The air barely passed over her vocal cords, just enough to rattle a pile of dry sticks. Not nearly enough air to vibrate and give pitch and tone. No resonance came from the chest. Her cartoon speaking voice rasped on the ears.
Every sentence spoken as a question.
Dum-Dums . . .
Two major problems surface here. First, the cracking and grinding sound, which is at the very least, irritating. Second, the primitive infestation of what I call “dum-dums.”
Dum-dums are moronic interjections slipped into virtually every sentence like an infestation of termites.
“Like. Totally! Ya know?Ummm. Like. Totally! It was like, okay, you know . . . ya know? Ummm. Whatever.”
Dum-dums right off the Disney Channel.
Be honest and recognize that adults don’t speak like this. And if you choose to speak like this, you will never be taken seriously by anyone of import considering whether to give you responsibility. Cartoon voice peppered with Dum-dums gives the impression that you have nothing worthwhile to say, and so you fill empty air with dum-dums.
Dum-dums result from lazy thought and lazier speech. It started on the west coast as an affectation called “Valley Speak” and has seeped into the popular culture as relentlessly as nicotine into the bloodstream.
Exaggeration? No, it’s a voice you hear every day.
Listen for it. Maybe it’s your voice.
Your Ticket to Failure or a Chance for Redemption
In the abstract, there is probably nothing wrong with any of this if your ambitions are of a lowest common denominator stripe.
If you’re guilty of this sort of thing, in everyday discourse you can probably get by with laziness, imprecision, and endless qualifying. The problem arises when you move into the boardroom to express yourself in professional fashion to a group of, say, influential skeptics who wait to be impressed by the power of your ideas and how you express them.
Cartoon Speaking Voice infested with Dum-dum words – this debilitating pathological combination destroys all business presentations except one – a pitch for yet another moronic reality TV show. You cannot deliver a credible business presentation speaking this way. You are toast before you open your mouth.
Badly burned toast.
But the good news is that all of this is reasonably easy to correct – if you can accept that your voice and diction should be changed.
If you recognize that you have a Cartoon Speaking Voice and that you pepper your speech with dum-dums, ask yourself these questions: Why do I talk like this?
Why can’t I utter a simple declarative sentence without inserting dum-dums along the way? Why do all of my sentences sound like questions? Do I really want and need to sound like this – a ditz – just because the people around me can’t express themselves except in staccato dum-dums with a cracking voice?
Sure, You Can Hang on to that Bad Voice!
Deciding to change one’s voice is a bold move that takes you out of your current cramped comfort zone. But you don’t have to do it!
Nope, don’t change a thing!
If you recognize that you have a Cartoon Speaking Voice, and you are comfortable slathering your speech with Dum-Dums, and you see no reason to change just because someone recommends it, well then . . . keep on keepin’ on! Sure, it’s okay for your inner circle of chatterers. Relish it. Hang onto it, and don’t even give a backward glance.
Let 1,000 dum-dums flourish!
But do so with the clear-eyed recognition that Dum-Dums make you sound like a moron.
You make a conscious choice. Dum-Dums make you sound like a reality TV show lightweight unable to utter an original thought or even speak in complete sentences. You sacrifice personal competitive advantage so that you can continue to . . . do what?
Recognize that if you want to succeed in an intensely competitive business climate, you should consider leaving Disney Channel behind.
When you want to be taken seriously in a business presentation . . . speak like an adult.
Business School, a chance to develop personal competitive advantage by becoming an especially powerful business presenter
If you are like most of the 1.3 million English-speaking business school population worldwide, you doubtless have issues with your business school and its treatment of presentations, which is why you’re reading this now – you might even hate presentations.
But if you have a distaste for even the thought of delivering a presentation, then this site’s for you.
One in 644 Million?
Of an estimated 644 million websites worldwide, this is the only site devoted exclusively to business school presentations.
I could be wrong about that, and I hope that I am.
Even if this is a lonely outpost today, we know that as quickly as the online community responds to the needs of its users, that could change tomorrow.
Approximately 644 million activie websites in the world
I trust you’ll let me know, so that I can link to these nooks of the web that may hold secrets that we all need. But right now, this instant, I do believe that this is it.
Business school students and young executives need credible and direct resources on presenting – solid advice and best practices, not vague generic “presentation principles” and certainly not “communication theory.”
In short, you want to know what works and why.
You Don’t Really Want to Hate Presentations
You want to know right from wrong, good from bad.
You want to know what is a matter of opinion and what, if anything, is carved in stone.
You want to know how to deliver an especially powerful presentation, because you recognize presenting as a key part of your personal professional strategy.
Here you find answers here to the most basic of questions.
What is this beast – the business presentation?
How do I stand? Where do I stand?
What do I say? How do I say it?
How do I reduce 20 pages of analysis into a four-minute spiel that makes sense and that “gets it all in?”
How should we assemble a group presentation? How do we orchestrate it?
Where do I begin, and how?
How do I end my talk?
What should I do with my hands?
How do I conquer nervousness once and for all?
How can I tell “what the professor wants?”
How do I translate complicated material, such as a spreadsheet, to a PowerPoint slide so that it communicates instead of bores?
2,500 Years of Presenting
Business School Presenting answers every one of these questions and many more that you haven’t even thought of yet.
You may not like the answers. You may disagree with the answers.
Fair enough.
Let a thousand presentation flowers bloom across the land. Listen, consider, pick and choose your pleasure. Or not.
But you should know that I offer here the distillation of 2,500 years of public speaking and presentation secrets, developed by masters of oratory and public speaking and refined in the forge of experience.
Cicero, Quintilian, Demosthenes, John Adams, Patrick Henry, Daniel Webster, Frederick Douglass, Abraham Lincoln, William Jennings Bryan, John Kennedy, Martin Luther King, Malcolm X, Ronald Reagan, Barack Obama – all find their places in the pantheon of the most powerful presenters of all time.
They all have drawn upon the eternal verities of presenting, and in turn they have each contributed their own techniques to the body of wisdom. You find those verities here.
You can become an especially powerful presenter
On the other side of things, I’d like to hear your own presentation stories from your campus that illustrate challenges particular to your school and academic concentration.
The various subdisciplines in business – finance, marketing, accounting, human resources, and such like – have their special needs, even as they are all tractable to the fundamental and advanced techniques of powerful presenting.
Personal presence distinguishes the business presentation as a distinctly different form of communication, and it is the source of its power.
I should say potential power.
For much of the potential power of presentations has been forfeited in a shameless squandering of personal competitive advantage.
Forfeiture of Personal Competitive Advantage
That potential has been squandered out of corporate fear, ignorance, egotism, conformity, and simple habit. Lynda Paulson describes the unique qualities that a business presentation offers, as opposed to a simple written report.
What makes speaking so powerful is that at least 85 percent of what we communicate in speaking is non-verbal. It’s what people see in our eyes, in our movements and in our actions. It’s what they hear through the tone of our voice. It’s what they sense on a subliminal level. That’s why speaking, to a group or one-on-one, is such a total experience.
Here, Paulson has described the impact of Personal Presence.
It’s the tangible contribution of the messenger to conveying a convincing message. A skilled speaker exudes energy, enthusiasm, savoir faire – the speaker becomes part of the message.
Here is where you become part of the message and bring into play your unique talents and strengths.
Naked Information Overflow
But modern technology has swept the speaker into the background in favor of naked information overflow and pyrotechnics that miss the entire point of the show – namely, communicating with and persuading an audience.
Lots of people are fine with becoming a slide-reading automaton swept into the background, into that indistinguishable mass of grays. And they’d be happy if you faded into the background, too.
Most people don’t want to compete in the presentation arena, and they would just as soon compete with you for your firm’s spoils on other terms.
Become an automaton, and you cede important personal competitive advantage. You forfeit an especially powerful opportunity.
The true differentiating power of a presentation springs from the oratorical skills and confidence of the speaker. That, in fact, is the entire point of delivering a presentation – a project or idea has a champion who presents the case in public. Without that champion – without that powerful presence – a presentation is even less than ineffective.
It becomes a bad communication exercise and an infuriating waste of a valuable resource – time.
Rise of the Automatons
Today we are left with the brittle shell of a once-powerful communication tool. Faded is the notion of the skilled public speaker. Gone is the especially powerful presenter enthusiastic and confident, articulate and graceful, powerful and convincing.
Absent is Quintilian’s ideal orator: “The good man, well-spoken.”
We are left with an automaton slide-reader in a business suit.
This is surely a far cry from how we imagine it ought to be – powerful visuals and a confident presenter, in command of the facts and delivering compelling arguments using all the tools at his or her disposal.
This vast wasteland of presentation mediocrity presents you with a magnificent opportunity.
Your choice is to fade into that gray background as yet another corporate mediocrity mimicking the herd. Or to seize the moment to begin developing your presention skills to lift yourself into the rarefied atmosphere of the High Demand Skill Zone.™
Isn’t it time you decided to become an especially powerful business presenter and seize the personal competitive advantage it provides?
While many definitions are about, I’d say it’s that congeries of qualities, skills, experience, and brio that sets you apart from your peers in a narrow slice of your own professional bailiwick.
It’s something peculiar to yourself and your own experience. It’s up to you to discover, build, enhance, nurture.
It’s easy to offer a laundry list of qualities that we might imagine constitutes Personal Competitive Advantage. Charisma . . . confidence . . . style . . . panache . . . smarts.
Personal Competitive Advantage surely comprises much of that . . . maybe. Because Advantage can vary from person to person, from field to field.
Gain Personal Competitive Advantage through a carefully crafted strategy
This frustrates folks.
I know this sounds vague, and there’s an excellent reason for it.
Only you can assess capabilities, intentions, and resources.
Only you can develop a winning Unique Selling Proposition.
And only you can then identify a winning position for you to carve out and make your own.
Many students feel cheated when they realize they must actually craft this position themselves rather than find it in a mythical “success manual.”
But craft it you must.
Here’s One Guide to Advantage
One way to position yourself for personal competitive advantage is to utilize the “Four Actions Framework” developed by the authors of the business bestseller Blue Ocean Strategy.
This framework involves examining the standard metrics along which you compete in your chosen profession. You then manipulate those metrics in four ways to yield something fresh and new.
Something attuned to your particular value offering.
Eliminate. Reduce. Raise. Create.
First, Eliminate . . .
. . . decide how you compete in your particular bailiwick. Identify the competitive metrics.
Personal Strategy for Competitive Advantage
Then, eliminate the metrics that don’t concern you or on which you are weak and see no low-cost way of improving.
Second, Reduce . . . lower emphasis on low-profile and low-value metrics.
Maintain your competitive presence on these dimensions, but only enough for credibility.
Third, Raise . . . emphasize the key metrics in your field that you believe are key success factors. These are metrics that most people believe are substantial and essential to their own well-being.
Fourth, Create . . . innovate and create new metrics. You thus become #1 in a new category – your own category.
Overarching all of this . . .
Inventory your present skill set, your deepest professional desires, and the raw materials now available to you. These three factors constitute your capabilities, intentions, and resources.
Evaluate whether your capabilities, intentions, and resources are consistent. Are they aligned with one another? Do they have strategic fit?
Does it make sense when you eyeball it?
These are the first steps toward crafting a Personal Competitive Advantage. Start thinking this way to lay the groundwork.
One surefire way to gain personal competitive advantage is to pledge to become an especially powerful business presenter.
In fact, it’s an open secret, very much like a football laying on the field, waiting to be picked up and run for a touchdown.
Develop Your Presentation Voice for Personal Competitive Advantage
Several months ago, I here asked the rhetorical question “Do you have a case of Bad Presentation Voice.”
Rather than mere provocation, the question addressed the issue of your presentation voice quality, one of the key issues in business presenting today.
“Bad Voice” is a problem that goes largely unaddressed. For many reasons. Pride. Ego. Sensitivity.
As such, it remains a debilitating burden for many people who could otherwise be superb speakers and cultivate a personal competitive advantage.
Your Presentation Voice
Your voice can be a sensitive issue.
We tend to think that our voices are off-limits when it comes to changing, let alone improving.
We believe the voice is “natural” when, in fact, it’s likely the product of undisciplined and random influences – parents, peers, television, celebrities, radio, occasional mimicry.
The result can be awful.
Many influences in our culture have, in the last decade or so, urged on us a plaintive, world-weary whine as voice-of-choice. Thus, voice becomes a matter of style – not just in the slang we choose to use.
It also affects the way our voices sound when we use that slang.
So what’s a “Bad Presentation Voice?”
Do you swallow your voice in the back of your throat so that you produce a nasal twang? Is it pinched?
Do you use your chest as the resonating chamber it ought to be, or does your voice emanate from your throat alone?
High-pitched. Small. Weak. Pinched. Nasal. Raspy.
Unpleasant.
Next time you stand in line at the convenience store, listen to the people around you. Focus on the voices. Listen for the trapped nasal sound, the whine of precious self-indulgence.
Or the sound of air rasping across vocal cords. A voice that has no force. No depth. A voice you could swat away as you would backhand a fly.
A voice from reality television. A cartoon voice. A voice that can even hurt your social life.
Cartoon Presentation Voice
The cartoon voice is more prevalent than you might imagine. Several reasonably-known celebrities have cartoon voices, and they usually dwell in the wasteland of daytime television.
Take this person called Kelly Ripa, who participates on a daytime television show. This ABC Network television program, an abysmal offering, serves up Ms. Ripa not for her voice, but for other attributes.
This show is worth watching, once, if only to hear Ms. Ripa’s slam-on-the-brakes whine.
Two other champions of the squeaky, whiney cartoon voice are people who appear to have achieved questionable fame for all of the wrong reasons: Kim Kardashian and Meghan McCain. Their voices are barely serviceable for even routine communication.
They embody all that is wrong with regard to acquiring a powerful business presentation voice.
They exhibit habitual pathologies of the worst sort.
But . . . my voice is “natural!”
If you want to become a good speaker, but you do not accept that you can and should improve your voice, it means that you are much like an un-coachable football player. Oh, you want to become a superb football player, but you refuse to listen to the coach.
He tells you to develop your muscles and coordination in the gym, but you refuse.
Develop a Powerful Business Presentation Voice for a Personal Competitive Advantage
Instead, you respond that your body’s musculature is “natural.” You believe that you can become a great football player without “cheating” with weight training or cardio conditioning. Or by modifying your “natural” physique by exercising and building your muscles and coordination.
I’m sure you see the absurdity in this.
The same is true when it comes to your presentation voice. Voice is an extremely personal attribute, and people don’t take criticism lightly, perhaps viewing it as a self-esteem issue or an attack on personhood. It’s not.
Don’t bristle at the notion that you should strive to develop a mellifluous and compelling presentation voice. This is naiveté and vanity and ego masquerading as who-knows what.
It’s a self-imposed handicap and an excuse for inaction. You hold yourself back.
It’s also a manifestation of fear. Clare Tree Major observed this fear almost a century ago in college students of her time:
“People are exceedingly sensitive about changing their methods of speech for fear it will bring upon them the ridicule of their families and friends. . . . Charm and grace and beauty will come only when speech is unconscious – not while you have to think of every word and tone. If a thing is right, there can be no question of affectation. It is a greater affectation to do the wrong merely to pander to the less cultured tastes of others. If you know a thing is right, do it. If you have not this ideal and this courage, then it will waste your time to study correct speech. ”
What is your voice but a means of communication? Does it have purposes other than speaking or singing? Other than communicating? And if we consider this carefully, it’s easy to see that clear communication depends upon the timbre of your voice.
It does matter what others think of your voice, since you use it to communicate, and it is others who receive your messages. Doesn’t it make sense, then, to cultivate the most effective voice you possibly can? So that you might communicate most effectively in especially powerful business presentations?
Put another way, doesn’t it make sense to eliminate what is unpleasant, ineffectual, shrill, and dissonant from your voice, if possible?
The Right Kind of Practice Makes for a Much Better Presentation
One of the keys to successful and confident performance of your business presentation is practice.
The right kind of practice.
This is even more the case with a team presentation with more moving parts and variables in the mix.
The good effects of the right kind of diligent rehearsal is twofold: 1) your material is delivered in a logical, cogent fashion without stumble . . . and, 2) the practice imbues you and your team with confidence so that stage fright is reduced to a minimum and your team’s credibility is enhanced.
Benefits of Business Presentation Practice
Practice strips away the symptoms of stage fright as you concentrate on your message and its delivery rather than extraneous audience reaction to your appearance.
But you reap the benefits of practice if your practice makes sense. This means that you practice the way you perform and avoid the two biggest rehearsal mistakes.
Mistake #1
First, do not start your presentation repeatedly, as almost all of us have done at points in our presentation careers.
Something in our psyche urges us to “start over” when we make a mistake. When we stumble, we want a “do-over” so that we can put together a perfect rehearsal from start to finish.
But when we do this, what we are actually practicing is the “starting over.” We become very good at “starting over” when we make a mistake.
But is that what we plan to do when we err in our actual presentation? Start over? No, of course not. We don’t get to start over after evey blunder.
But that is exactly what you have practiced.
If you’ve practiced that way, what will you do when you stumble? You won’t know what to do or how to handle the situation, since you have never practiced fighting through an error and continuing on.
You’ve practiced only one thing – starting over.
Instead of starting over when you err, practice the gliding over of “errors,” never calling attention to them. Practice recovering from your error and minimizing it. Perform according to the principle that regardless of what happens, you planned it.
Mistake #2
The second big mistake is practicing in front of a mirror.
Don’t practice in front of a mirror unless you plan to deliver your talk to a mirror. It’s plain creepy to watch yourself in the mirror while talking for an extended period of time. There is nothing to be gained by rehearsing one way . . . only to do something entirely different for the actual event.
Of course, you will observe yourself in the mirror as you adjust your stance and appearance to ensure that what you feel is what people see while you present on all occasions. But you do not practice your finished talk in front of a mirror. This is one of the worst things you can do in your business presentation practice.
Why would you want to grow accustomed to looking at yourself present, only to be faced with an entirely different situation for the actual presentation?
That’s just bizarre. Instead, practice in front of your roommate . . . or go to the classroom or auditorium where you’re scheduled to present.
In short, create as much of the real situation as possible ahead of time.
To ensure an especially powerful presentation every time, practice hard and repeatedly . . . but practice the right way.
Musical Chairs during a Business Presentation is a formula for failure . . . practice how you pass the baton!
One of the least-practiced aspects of the group presentation is how you pass the baton – the transition between speakers.
Yet these baton-passing linkages within your presentation are incredibly important.
They connect the conclusion of one segment and the introduction of the next.
Shouldn’t this connecting link be as strong as possible, so that your audience receives the intended message? So the message isn’t lost in a flurry of scurrying presenters moving about the stage in unpracticed, chaotic fashion?
Don’t Lose Your Message!
It sounds absurd, but group members often develop their individual presentation segments on their own, and then the group tries to knit them together on the day of the group show.
This is a formula for disaster.
The result is a bumbling game of musical chairs and hot-baton-passing. Imagine a sports team that prepared for its games this way, with each player practicing his role individually and the players coming together as a team only on the day of the game and expecting the team to work together seamlessly.
Sports teams don’t practice this way. Serious people don’t practice this way.
Don’t yield to the tendency on the part of a team of three or four people to treat the presentation as a game of musical chairs.
Pass the Baton Without Musical Chairs
This happens when each member presents a small chunk of material, and the presenters take turns presenting. Lots of turns. This “pass the baton” can disconcert your audience and can upend your show.
Minimize the passing of the baton and transitions, particularly when each person has only three or four minutes to present.
To pass the baton in a presentation is no easy task . . . it takes preparation and the right kind of practice
I have also noticed a tendency to rush the transition between speakers.
Often, a presenter will do fine until the transition to the next topic. At that point, before finishing, the speaker turns while continuing to talk, and the last sentence or two of the presentation segment is lost.
The speaker walks away while still talking. While still citing a point. Perhaps an incredibly important point.
Don’t rush from the stage. Stay planted in one spot until you finish.
Savor your conclusion, the last sentence of your portion, which should reiterate your Most Important Point.
Introduce your next segment. Then transition. Then pass the baton with authority.
Harmonize your Messages
Your message itself must mesh well with the other segments of your show.
Each presenter must harmonize the message with the others of a business presentation. These individual parts should make sense as a whole, just as parts of a story all contribute to the overall message.
“On the same page” . . . “Speaking with one voice” . . . These are the metaphors that urge us to message harmony. This means that one member does not contradict the other when answering questions.
It means telling the same story and contributing crucial parts of that story so that it makes sense.
This is not the forum to demonstrate that team members are independent thinkers or that diversity of opinion is a good thing.
Moreover, everyone should be prepared to deliver a serviceable version of the entire presentation, not just their own part. This is against the chance that one or more of the team can’t present at the appointed time. Cross-train in at least one other portion of the presentation.
Remember: Harmonize your messages . . . Speak with one voice . . . Pass the baton smoothly.
Imbue your business presentations with passion for especially powerful impact
If you don’t enjoy what you do every day, you’re doing the wrong thing.
You’re in the wrong line of work.
Likewise, if you can’t get excited about your presentation topic, showing presentation passion, you shouldn’t be presenting at all.
Remember, there is no such thing as an inherently “interesting topic.” As an especially powerful business presenter, it’s your job to invest your topic with a distinctiveness and verve that captures your audience.
You Provide the Presentation Passion
Interest is something that you do. You invest your presentation, regardless of the topic, with power, zest, verve, bravura, and excitement.
One powerful technique at your disposal is “passion.”
Inject Presentation Passion
This means to embrace your topic. Regardless of whether you personally believe it to be interesting. Your task is to take a topic – any topic – and turn it into a masterpiece of presentation passion.
Whether your subject is floor polish, chocolate milk, or bed linen, you create a presentation that holds your audience rapt.
You seize your audience by the metaphorical lapels, and you don’t let go.
Tough? Yes.
Which is why business presenting is not the cakewalk that many people try to portray it.
Passion is your solution, a powerful tool to create masterful presentations that sway your audience.
Passion and enthusiasm, energy and brio can overcome so much that is otherwise wrong with today’s business presenting. In fact, there is so little of this done today, that demonstrating presentation passion can become an important component of your personal brand and the source of personal competitive advantage.
Business presentation software such as PowerPoint wasn’t available to Cicero, and this likely was one reason he was an especially powerful presenter
Before computers. Before television and radio. Before loudspeakers.
Before all of our artificial means of expanding the reach of our unaided voices, there was the public speaker.
The “presenter.”
Public speaking was considered close to an art form. Some did consider it art.
Public speaking – or the “presentation” – was the province of four groups of people: Preachers, Politicians, Lawyers, and Actors. The first trying to save your soul, the second to take your money, the third to save your life, the fourth to transport you to another time and place, if only for a short spell.
Skills of the Masters
Other professions utilized the proven communication skills of presenting – carnival barker, vaudevillian, traveling snake oil salesmen. These were not the earliest examples of America’s business presenters, but they surely were the last generation before modernity began to leech the vitality from public speaking.
To suck the life from “presenting.”
The skills necessary to these four professions were developed over the course of centuries. The ancient Greeks knew well the power of oratory and argument, the persuasive powers of words.
Socrates, one of the great orators of the 5th Century B.C. , was tried and sentenced to death for the power of his oratory, coupled with the “wrong” ideas.
Becoming a skilled presenter is the open secret to achieving personal competitive advantage and professional presence
In our modern 21st century smugness, we likely think that long-dead practitioners of public speaking and of quaint “elocution” have nothing to teach us. We have adopted a wealth of technological firepower that purports to improve, embellish, amplify, exalt our presentation message.And yet the result has been something quite different.
Instead of sharpening our communication skills, multimedia packages have served to supplant them. Each new advancement in technology creates another barrier between the speaker and the audience.
Today’s presenters have fastened hold of the notion that PowerPoint is the presentation.
The idea is that PowerPoint has removed responsibility from you to be knowledgeable, interesting, concise, and clear. The focus has shifted from the speaker to the fireworks, and this has led to such a decline to the point where in extreme cases the attitude of the presenter is: “The presentation is up there on the slides . . . let’s all read them together.”
And in many awful cases, this is exactly what happens. It’s almost as if the presenter becomes a member of the audience.
PowerPoint and props are just tools. That’s all.
You should be able to present without them. And when you can, finally, present without them, you can then use them to maximum advantage to amplify the superior communication skills you’ve developed.
In fact, many college students do present without PowerPoint every day outside of the university. Some of them give fabulous presentations. Most give adequate presentations. They deliver these presentations in the context of one of the most ubiquitous part-time jobs college students perform – waiter or waitress.
On the Job Presentation Training – and Increased Income
For a waiter, every customer is an audience, every welcoming a show.
The smartest students recognize this as the opportunity to sharpen presentation skills useful in multiple venues, to differentiate and hone a personal persona, and to earn substantially more tips at the end of each presentation.
Most students in my classes do not recognize the fabulous opportunity they have as a waiter or waitress – they view it simply as a job, performed to a minimum standard. Without even realizing it, they compete with a low-cost strategy rather than a differentiation strategy, and their tips show it.
Instead of offering premium service and an experience that no other waiter or waitress offers, they give the standard functional service like everyone else.
As a waiter, ask yourself: “What special thing can I offer that my customers might be willing to pay more for?”
Your answer is obvious . . . you can offer a special and enjoyable experience for your customers. In fact, you can make each visit to your restaurant memorable for your customers by delivering a show that sets you apart from others, that puts you in-demand.
I do not mean putting on a juggling act, or becoming a comedian, or intruding on your guests’ evening. I do mean taking your job seriously, learning your temporary profession’s rules, crafting a presentation of your material that resonates with confidence, authenticity and sincerity, and then displaying enthusiasm for your material and an earnestness to communicate it in words and actions designed to make your audience feel comfortable and . . . heroic.
The Hero Had Better be in Your Audience
Yes, heroic. Every presentation – every story – has a hero and that hero is your audience.
Evoke a sense of heroism in your customer, and you’ll win every time.
I have just described a quite specific workplace scenario where effective presenting can have an immediate reward. Every element necessary to successful presenting is present in a wait-staff restaurant situation. The reverse is likewise true.
The principles and techniques of delivering a powerful presentation in a restaurant and in a boardroom are not just similar – they are identical. The venue is different, the audience is different, the relationships of those in the room might be different.
But the principles are the same.
And so, back to the early practitioners of oratory and public speaking. Here is the paradox: a fabulous treasure can be had for anyone with the motivation to pluck these barely concealed gems from the ground, to sift the sediment of computerized gunk to find the gold.
Adopt the habits of the masters. Acquire the mannerisms and the power and versatility of the maestros who strode the stages, who argued in courtrooms, who declaimed in congress, and who bellowed from pulpits.
They and their secrets offer us the key to delivering especially powerful presentations.
Expression is an especially powerful technique that can imbue your presentation with gravitas and deeper meaning
Do you ever consider how you actually appear to people with regard to your facial expressions?
Many folks are seemingly oblivious to their own expressions or to a lack of expressiveness. Their faces appear dull and lifeless.
Nondescript.
In your business presentation, you communicate far more with your face than you probably realize. This can be an especially powerful source of personal competitive advantage.
Your facial expressions can reinforce your message, confuse your audience, or detract from your message. Yes, there exists something called bad expression, and at its worst, it can generate hostility in your audience.
Your Especially Powerful Communication Tool
Expression is sometimes discussed in conjunction with gesture, and indeed there is a connection. The power of expression has always been recognized as a vital communication tool, reinforcing words and even, at times, standing on their own.
Joseph Mosher was one of the giants of the early 20th Century public speech instruction, and he dares venture into territory rarely visited by today’s sterile purveyors of “business communication.”
Mosher actually addressed the personality of the speaker. These are the qualities that bring success.
[T]here is no one element of gesture which furnishes as unmistakable and effective an indication of the speaker’s thought and feeling as does the expression of the mouth and eyes. The firm-set mouth and flashing eye speak more clearly than a torrent of words; the smile is as good as, or better than, a sentence in indicating good humor; the sneering lip, the upraised brow, or the scowl need no verbal commentary.
Consider these expressions: A curl of the lip to indicate disapproval . . . or even contempt. The raising of one eyebrow to indicate doubt . . . or skepticism. Sincere furrows in the brow to indicate sincerity . . . or great concern.
Expressions Increase Power . . . or Weaken Your Message
These expressions, coupled with the appropriate words, have a tremendous impact on your audience. They increase the power of your message. They ensure that your message is clear.
Facial expressions can erase ambiguity and leave no doubt in the minds of your listeners what you are communicating. The appropriate facial expression can arouse emotion and elicit sympathy for your point of view. It’s an important component of charisma.
Our expressions can enhance our presentation . . . or cripple it, and thorough knowledge of how our expressions can lift our talk or derail it is essential to becoming a powerful business communicator. Let’s watch how . . .
