Tuesday, February 15, 2011
Ensure Your Presentation Audience Want To Listen To What You Have To Say
Your clients are not eager for formal presentations. Many of the thousands of business people we have worked with complain that presentations they attend are often prescriptive, dry and downright boring.
When surveyed, one of our multinational clients said, "The last thing I need in my day is another person presenting by reading their PowerPoint slides at me, which I could better read to myself. What happened to the good old fashioned conversation?"
Your clients want interaction. A sure-fire way to achieve this is to present with a good story.
Storytelling is not something new. Mankind has utilised this ability since Biblical times as a way to educate, inspire or influence change.
Former American President Ronald Reagan was a great storyteller. In fact, his aides said that if you wanted to get the President's attention about an issue, you needed to come into the Oval Office with a good story.
EffectiveCommunication.com.au strongly recommends storytelling as a way for you to connect with your clients on a deeper level.
Before telling any story, you must know the business point or commercial outcome you want to emphasise. Plus, what you want your listeners to do as a result of your story.
Is your emphasis to be prepared for an emerging market, respond more quickly to clients or embrace a new opportunity? Your listeners should clearly recognise and internally interpret the key point you are making + the commercial benefits and outcomes for them because of your story.
Any unrelated details must be eliminated. Your clients do not have the time or tolerance for a long, disjointed story. Tell your story as short, sharp and succinct as possible.
Stories that are efficient and effective have a good plot and interesting characters. As you tell your story, include enough details to arouse your listeners' interest. Be sure to tell them anecdotes that will tug on their heart strings or transport them to a different time or place. There should always be an emotional component beyond the information and data you must communicate.
As you introduce your characters, make certain they are believable. Allow them to come to life by giving them unique character traits.
How you tell your story is critical. Your voice needs to sound passionate and excited. You must take lots of pauses so listeners can savor what you have said. If your delivery is ineffective, your story will fall flat. Demonstrate appropriate and necessary conviction.
The right story delivered at the right time during your presentation will always succeed and win beyond prescriptive, dry and boring communication. Stories help to build credibility and trust.
By applying this age old, yet necessary communication ‘key’, your listeners will more likely want to listen to what you have to say.
All the best!
Posted in
Business presentations,
Conference presentations,
Facilitating meetings,
Presentation skills training,
Public speaking,
Sales presentations
by effectivecommunication.com.au
Wednesday, February 9, 2011
Presentation Top Ten Tips
1. Tailor every presentation to suit your audience.
Is it a technical audience ? A marketing crowd ?
The type of audience should affect the language you use and the information communicated.
Every comunication should be tailored from the audience’s perspective. What’s in it for them? What does the audience want to hear…and not…What do you want to tell them?
Find out who is the decision-maker in the room and be aware the decision-maker could change throughout the communication. Deliver relevant points to that person/persons.
2. Ask direct or rhetorical questions throughout your presentation to draw in the audience and get their “buy in”.
3. Apply the “so what?” principle to everything you say.
What is your purpose?
What is your call to action? What do you want the audience to do with the information you’re giving them?
4. First impressions can last a lifetime!
Your communication starts as soon as you enter the room and greet the first person.
You are in control of the first impression you give!
5. Less is more!
Don’t pack in too much information. Include less and spend more time reinforcing the core essence of your message instead of diluting its impact.
Work out the:
Must Say
Could Say
Should Say elements of your presentation.
6. Be enthusiastic and passionate.
Use colourful language to inspire and motivate your audience, tell stories, give examples and blow them away with amazing statistics!
7. An audience will remember the first and last thing you say.
8. You must decide to be confident before you will be confident!
The audience will only see about 10-15% of your nervousness!
9. Make sure your opening and closing statements make an impact.
Make sure your visual aids support your communication.
Are they appropriate?
Is there too much information on each slide?
Can a picture tell a better story?
You are your best visual aid!!!
10. Keep smiling!
When you’ve finished your presentation, take some time out for reflection – what did you like about it and what could you improve or enhance next time?
Posted in
Business presentations,
Conference presentations,
Facilitating meetings,
Presentation skills training,
Public speaking,
Sales presentations
by effectivecommunication.com.au
Wednesday, January 12, 2011
Superior Listening - A Critical Communication Skill
A challenging economy adds pressure to some. Customers are more and more demanding, especially when communicating the needs of their business.
Good listening skills are essential. Yet, most people do not excel at listening. Researchers tell us that people listen effectively only about 25% of the time.
When customers feel completely heard, they are more likely to be trusting and loyal. When they don't feel completely heard, they do not feel highly valued. Since relationships with customers are affected by how well we listen to them, it is important to improve our listening skills. Consider the following suggestions:
One
Be fully present. Many people pick up the phone to place or take a call while inputting data or completing an order related to the previous call. Alternatively, other people visit a customer whilst concerned about other things that take priority over the customer. Do not think that customers do not discern this. Take time before any customer phone call or meeting to focus and be fully present.
Two
Do not interrupt. People want to be heard. They need to get their ideas out. Interrupting customers prematurely to get an idea out will annoy them. Instead, let them finish and take notes so that you gain all their issues correctly.
Three
Listen for the message not being expressed. Some customers are not good at expressing themselves, or they send conflicting messages. Don't assume that what they say is the whole story. Often, there is a hidden message. Make sure to acknowledge any emotions and ask questions to clarify confusing issues. Pay attention to the speaker's tone of voice and the emphasis placed on certain words. It will help you to gain a better perspective.
Four
Avoid judging. Clients often say things that are untrue. "Your sales person said training was included." "I thought my contract includes technical support." "I paid for same-day shipping."
Resist the role of being a judge. It thwarts listening and puts both parties in a defensive stance. Try to see things from the customer's perspective, rather than your own.
Five
Summarize often. It is important to let the customer know you are listening throughout your conversation. Demonstrate in natural ways to the customer that you are paying keen attention.
In addition, it is important to summarize or paraphrase the key concerns before proposing any solution. If the stated issues are incorrect or if information is missing, the customer will tell you. If the solution addresses the customer's identified issues, it is more likely to be accepted.
Six
Speak slowly. Customers don't want to make a mistake. When an ambassador for your business speaks quickly, it doesn't allow the customer to keep up, take notes or pose their questions. It makes the customer feel you are only interested in moving on to the next call or that you are hoping they won't challenge you. Pause for one or two seconds between each main point. It will emphasize critical points.
Being a superior listener is not easy. It takes discipline and focus. However, as you demonstrate real listening, your relationships in business will improve. In today's economy strong relationships with our customers are a necessary key.
Posted in
by effectivecommunication.com.au
