By Robert Dickman, FirstVoice
There has been a cold hard rain all morning;
an unusual event in Los Angeles. Normally this doesn't concern
me, but my client is now over 30 minutes late. I pick up the
phone to give him a call when the door opens to reveal my
client Jim dripping wet. Not only is he wet, but he looks
both angry and miserable.
An empty suit
I observe Jim stooped over in the corner and
guess that it is more than weather that is affecting him.
Jim tells me that in less than a week he will meet with investment
bankers to present his new idea about an Internet business.
He says he feels so uncomfortable that the thought of standing
before this group of potential investors makes him feel physically
ill. He fears he will fail to get the money and humiliate
himself in the process. There is no question in my mind that
if Jim has to make the presentation now, no matter how great
his idea may be, he has little chance of success.
I suggest we video tape him so he can have a chance to see
what others are seeing. I begin the video taping session and
soon discover three potential problems: Jim, a youthful, handsome
man, appears old and frail. Although he is only a few feet
away I can barely hear him. And what he's saying is boring.
By firing off a series of facts about his potential new business
he is, in effect, data dumping. Even though he has spent months
researching his business ideas, there is no passion and connection
to his subject. I replay the tape for Jim, and he is amazed
at bow little energy he displays.
Presentation Rx
My work begins with diagnosis. First I look
at the presentation and determine where Jim's communication
blocks are located. I focus on three primary areas: physical,
emotional and intentional.
Physically, does the presentation have vitality? Emotionally,
is the client building a bridge to the audience? Understanding
emotions is vital in winning the audience to your point of
view.
Finally, I want my clients to be very clear about what their
intentions are. Is the presenter trying to persuade, inform,
inspire, amuse, scold, etc.? In a good presentation there
must be a natural harmony between the physical, emotional
and intentional to most effectively impact the audience.
When all three areas are strong, the speaker generates credibility
and rapport with the audience. It's important that speakers
understand their own strengths and weaknesses. Every speaker
has areas where they are naturally at ease. It's important
to play to your strengths and work to dissolve your weakness.
Fire in the Belly
Jim has a powerful intellect, he understands
his material, and has done his homework. What Jim lacks is
physical presence and emotional resonance. His emotions are
actually alienating his audience.
I teach Jim a basic breath and movement exercise from Qi
Guong. Qi Gong is an ancient Chinese tradition used to increase
health and vitality. I began to ask Jim questions about his
presentation. The questions are designed to uncover Jim's
passion for the project. What does he find exciting and challenging
about his new venture? I tell him he must communicate his
passion as well as the facts.
I explain to him that technical expertise alone is not enough.
He must clearly show the audience how they will benefit from
his ideas. Jim's job is to make investment bankers want to
fork over $500,000 as start up capital. Jim leaves looking
much happier than he arrived. I remind him to practice. I
share a simple rule of thumb: for every hour of public speaking
one must invest at least 3 hours of rehearsal time in addition
to time required in drafting the presentation.
Competition is fierce for any audience's attention. The audience
expects a compelling speaker. After all, they've invested
their most precious commodity their focused attention. When
it’s your opportunity to speak, do your homework, enjoy
the challenge and Roar.
|
