Leadership, Communication, Presentation & Sales Development Blog: Communication

Leadership, Communication, Presentation & Sales Development Blog

Showing posts with label Communication. Show all posts

Monday, June 8, 2015

PRESENTATION - IS YOUR AUDIENCE REALLY LISTENING TO YOU?

How many times have you wondered if your audience was really listening or cared about what you were saying when giving a presentation?

Obviously, the goal is to be heard by your listeners, yet, are there ways you can be sure?

Yes and here is how and what seasoned and expert presenters do!

ASK

It's so simple, but very few presenters take the time to check in with their audience. Periodically pause and ask your listeners rhetorical or open-ended questions such as, "Do you agree?" "Have you seen this also?" "What issues do you see?" A variety of open-ended and rhetorical questions take people from being passive to being more attentive.

LOOK THEM IN THE EYE

Sustained eye contact cannot be ignored. Avoid scanning. Look at one person at a time for a full sentence or thought. When you do, you will get some sort of reaction from the listener. The individual will smile, nod or demonstrate through their body language that they are listening.

MOVE CLOSER

If you come into the audience, people feel you have something important to say. You connect with them. You have nothing to hide. Your proximity makes them set aside their phones, laptops or tablets and listen up!

TURN UP THE VOLUME

Louder voices are taken more seriously. Softer voices lull people to sleep, and a monotone really annoys them. An interesting voice with lots of highs and lows commands attention.

AMPLIFY YOUR ENERGY

Go bigger with your gestures than seems comfortable to you. Let energy flow from your face and hands. If you have a big point, let your audience see it. They will respond to your enthusiasm for your topic.

TELL THEM A GOOD STORY

A personal story with a business point always draws people in. They envision what you say and maybe even connect it to their own lives. As you think of the story you want to tell, decide on what details to include or exclude to make the story poignant or powerful.

SITE RELEVANT EXAMPLES

If the example is compelling, you win people over. You influence them and make them see your point.

PUT NUMBERS INTO CONTEXT

Statistics come alive when you show what they mean to the whole scheme of things. "We will save 4% in the next year or 5.4 million dollars. Steve Jobs once talked about the capacity of an iPod by saying, "Imagine a thousand songs in your pocket."

SPEAK IN SHORT STATEMENTS

Do not drone on. Say what you need to say in the fewest words possible. Use strong descriptive adjectives and adverbs. Show criticality.

USE ANALOGIES

When a subject is over people's heads, attention drifts. However, with the use of simple analogies, you can get people on the same page very quickly.

USE HUMOROUS ASIDES

Season your topic with humorous asides. Everyone responds to humor, but most speakers think it is too risky. Listeners love humor when it is appropriate. It re-invigorates the dreariest of topics.

Presenting would not be so difficult if we could be assured our audiences were paying attention. Do not make the mistake of thinking your words alone will make people listen. About every four or five minutes, we need to change things. Do something different. The best presenters incorporate all of the above suggestions as often as they can in every presentation.

Posted in Business presentations Conference presentations Facilitating meetings, Business presentations Conference presentations Facilitating meetings Presentati, Communication, Conference presentations by effectivecommunication.com.au

Thursday, November 6, 2014

LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES (Part 2)

One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”

There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”

Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.

Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.

6. Training Mania

There are a number of positive reasons to enable professional training. We will highlight five.

The first is that workplace training increases the quality of output.

The second is that well-trained team members are more productive.

The third is that better trained teams have more bandwidth and a great ability to take on more complicated initiatives.

The fourth reason is that bench strength is increased, which can lead to better succession planning and less drama if turnover is experienced.

The final reason is that training is an essential retention tool for keeping high-performers

7. Match Décor with Culture

The physical environment in which people work can greatly influence their demeanor and contributions.

Choose colors, desks, signs, and lighting that amplify your organisation’s culture (or desired culture). In other words, if you want an ultra-professional team, have a professional environment. If you want a high-energy team, notch up those colors and get modern with your furniture.

8. Coach Top Performers

A leader’s time is precious. As such, give it to the most deserving people on your team.

This means focusing on your top performers and high-potential team members. From a humanistic standpoint we gravitate toward helping (and spending a boatload of time with) our poorest performers. They also tend to be the squeaky wheels in the office.

This may sound harsh, but it is time to free yourself from using the majority of your coaching and development time on poor performers.

The time that leaders spend with low performers typically delivers a lousy return-on-investment. Instead, invest your precious time on your most valuable resources – your best performers and your future top talent. In the process, your added attention will motivate your best people and help the overall team to soar even higher.

9. Be a Visionary Leader

This ties back to “communicate like crazy” (part 1) from the aspect of sharing important information with your team.

The critical information in this instance involves three components: Where your organisation is going; why your organisation is going there; and how each team member fits into your organisation’s journey.

While many good leaders communicate the first two items, the best leaders share all three (i.e., the where, the why, and the how).

If you want to work with the most motivated group of people possible, help them to clearly understand the direction of the organisation, the logic behind the strategic direction, and just how they will significantly contribute to the team’s ultimate success.

10. Celebrate Wins

Famed ‘UCLA’ American Football coach Red Sanders was fond of saying: “Winning isn’t everything, it’s the only thing!”

We all like to win, yet frequently leaders only notice losses and errors. The odds are good that your team members are doing a LOT more right than they are wrong. Catch those right moves.

Figure out a way to celebrate wins and positive contributions. Better yet, ask your team how they want to celebrate. Their suggestions may surprise you.

Celebration lifts the human spirit. It also builds team morale and sets a positive tone in the workplace.

Our strong recommendation is celebrate more. You may just find a more motivated team as a result of your celebratory actions.

Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations.

In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.

All the best with your leadership!

Posted in Business presentations Presentation skills training Sales presentations, Communication, Facilitating meetings, Leadership, Presentation Training by effectivecommunication.com.au

Wednesday, October 15, 2014

COMMUNICATION - WHY IDEAS DON'T GET ACCEPTED

There are three reasons why ideas don't get accepted according to Rick Maurer, author of ‘Why Don't You Want What I Want?’

Reason #1: "I don't get it."
Reason #2: "I don't like it."
Reason #3: "I don't like you."

I Don't Get It

If your audience does not understand your argument, they certainly aren't going to buy it. As you plan out your next presentation, very carefully analyze your audience and how much they know about the topic. Put yourself in their shoes. Then, think about the best way to explain these ideas to them, based on what they know and who they are.

Consider whether there is a logical flow to your argument. If you are explaining a process, are the steps in the right order? If you are explaining the benefits of a program, do you state your points in the order of importance?

One of the biggest reasons people get their ideas rejected is that they overload listeners with information. The more you say, the less people hear. While you want to create the evidence, three key points are plenty.

Too much information frightens people. So does speaking in generalities. When explaining your points, don't use adjectives; use stories or examples. This will not only help to support your case, but also, it will minimize confusion.

Word choice is also critical. Simple, clear language, devoid of jargon, insures that everyone gets the point, not just those with technical expertise. Remember what happened in the O.J. Simpson case. People didn't understand the evidence.

I Don't Like It

When audiences don't like your idea, typically it means you didn't show value. You didn't relate your ideas to their needs. You didn't give them one good reason to buy-in.

The acid test to preparing any presentation is to ask yourself "Is there any good reason why they should say no?"Even if you feel a positive reception is a sure thing, don't overlook that timing may be an issue. The sluggish economy or a behind the scenes projection may cause an idea to be rejected today when it might be applauded six months from now.

If there is anyone in the organisation who might champion your ideas, be sure to approach that person ahead of time so they can promote them behind the scenes. An "insider" can also help you to better understand the audience's primary needs and understand where the resistance might come from. Once you know this, you can anticipate objections and be ready to answer them.

I Don't Like You

First, impressions are lasting and are formed within a few minutes. A nervous presenter almost always scores poor marks.

If you believe in what you say, listeners need to see it in your body and hear it in your voice. They need to feel you are looking them in the eye so that they can trust you. It is important to get feedback on your delivery style. Video recording feedback is ideal. Sometimes, people can come across as arrogant, insincere or even unfriendly without even knowing it. It is only after they see themselves on video tape that they realise there are some things they need to change.

Every presenter has a natural style. When presenters capitalise on their natural style, they win people over. When they try to imitate the presenting style of a boss or a colleague, they come across as fake. Be sure that when you present, people feel they are getting the real "you."

Selling your ideas requires a lot more than showing up and plugging in your power point. Doing your homework so that you can understand your audience's needs is critical. So is being a strong presenter and relating to your audience.

If your ideas are rejected, take a good look in the mirror. Analyse where things turned sour so that the next time, you can better inform, influence and persuade people to move forward.

All the best with your future presentations!!!

Posted in Communication, Communication Training, Presentation & Sales workshops courses & training in Sydney, presentations Facilitating meetings Presentation skills training Public speaking Sales presentations by effectivecommunication.com.au

Monday, December 30, 2013

What Are You Really Selling?

You might have encountered many sales people who focus mainly on the functions of what their product or service does. Beware of this trap!

What your product or service may do is very interesting, and it may even convince the prospect that you know your business and understand the functions of your product. However, functions probably won’t cause a prospect to give you their money. That will happen when and only when you persuade them to take action by clearly articulating and painting a picture in their minds of What’s In It For Them (WIIFT).

When you show an interested prospect the overriding advantages and outcomes they will gain and experience from your product or service, you are truly selling.

The successful sales professional talks about and demonstrates features and benefits leading to advantages and outcomes.

Personalise the advantages and outcomes for the prospect. You can only do so by asking enough relevant questions of the audience to understand their interest level + if and how your product / service suits + tier level of urgency. Then wisely paint the prospect into the picture driving that luxury car, receiving compliments on the beautifully designed dress or suit, looking at the sunset on the lake where the new home has been constructed, or sitting in the comfortable retirement environment provided by the investment being made.

Paint the picture so your prospect sees themselves personally gaining are turn on their investment by purchasing the advantages and outcomes your product or service offers.

You might not think of award-winning actor, writer, director, and producer Alan Alda as being a salesman, but in a speech he made to a medical school, Alan gave doctors And salespeople some good advice. He said, “The head bone is connected to the heart bone. Don’t let them come apart.”

From a sales perspective, Alan is telling professional salespeople that when we demonstrate or explain the advantages and outcomes of our product / service in a clear and logical manner, we must also involve the prospect emotionally. We must let the prospective client know how it will FEEL to experience, enjoy and own the product or service.

We need to add the bridge. The bridge is a phrase preparing the prospect to hear the advantage and outcome. The phrase shouts, “Look out, here comes the reason for you to invest!!!.” Sample bridges might include:

“The advantage to you, Mr. Prospect, is...”

“You will enjoy this because...”

The benefit to you, Ms. Prospect, is...”

Try this advice to see prospect confusion decrease and sales go up.

All the best with your ongoing sales!

Posted in Business presentations Presentation skills training Sales presentations, Communication, Communication Training, Facilitating meetings by effectivecommunication.com.au

Monday, October 28, 2013

Seven Secrets Of Powerful Storytelling

Having worked with thousands of people to better communicate in business plus witnessed even more business presentations to date, we at EffectiveCommunication.com.au firmly believe that presentation effectiveness is achieved by doing more than just sharing intellectual statistics, data, facts, figures etc.

Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.

Here are 7 powerful storytelling secrets to further support your business communication and presentation success.

1. NEVER COMPETE WITH YOUR AUDIENCE

One of the biggest mistakes that people make when presenting in front of a busy audience is getting louder in an effort to match the crowd. Rather than elevating one’s volume and level of excitement, we recommend turning it down and relaxing the delivery.

Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.

It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.

2. KEEP IT SIMPLE

The preferred model of presenting a story is a simple one. Don’t rely too heavily on props. Instead, ensure plenty of heart and soul poured into a story in an effort to bring it life.

You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”

3. HAVE ENTHUSIASM

So, how can one be effective without any props or related stage items? One secret to storytelling success is enthusiasm. Despite what some might think, everyone in the world has the capability to be a good storyteller.

In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.

The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.

4. BE RELATABLE

Another secret to success is relating to the audience. Whether its public speaking or a simple business presentation, creating a relationship with those you’re addressing is important. While mastering this might sound complicated, it’s actually quite simple.

As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).

If you can describe what that’s like, your audience will imagine themselves in that situation,

5. KNOW YOUR STORY

One of the most common pitfalls for anyone looking to deliver a business presentation or speech is a failure to properly prepare. Not only should you know the details of your tale, but one of the secrets to success is practice.

Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.

Practice to draw out important elements, while also ensuring your delivery is fine-tuned.

6. USE DETAILS

One of the biggest secrets of telling a good story is showing and not just telling. By this, we mean bringing the readers into the story rather than simply glossing over some of the finer details.

It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.

7. HAVE NO INHIBITIONS

Nerves are natural, but purposefully put them to the side and own the tales you tell. It’s important to have no inhibitions. Don’t be afraid of your own storytelling.

One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.

If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.

Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.

All the best with your future business communications.

Posted in Business presentations Conference presentations Presentation skills training Sales presentations, Communication, communication coaching, Communication Training, Conference presentations, Leadership by effectivecommunication.com.au

Wednesday, June 5, 2013

What Is Your Flight Plan For Business Growth? - Part 1

3 Ways To Geometrically Grow Your Business

The human brain is a remarkable, creative asset capable of processing and understanding complex and intricate concepts. Yet at times, unable to recognise the obvious and simple.

Some examples of this are:

Ice cream was invented approximately 2000 B.C. Yet, it was almost 3,900 years later (1900's) that someone figured out the ice-cream cone.

Meat has been on the planet at least 6,000 years. Bread was baked since 2,600 B.C. Yet, it took almost 4,300 years after this (1700's) to commercialise the meat sandwich.

The modern flush toilet was invented in 1775, but it wasn't't until 1857 (82 years later) that someone developed toilet paper.

Once these and similar connections are made they seem so obvious and our remarkable brains consider why these ideas were not materialised sooner.

Believe this or not but a number of ideas and unmade connections exist today, even in this generation known as 'Technological'.

Many of the non-materialised ideas and connections are 'right under our noses' in the business world. In other words, you are surrounded by untapped solutions that can dramatically increase your income, leverage, influence and success!!!

The question you must ask yourself is, "do you see them"?

Very simple ideas and connections can quickly develop your and your organisations ability to better lead, communicate and sell in totally ethical, respectful and honorable ways.

EffectiveCommunication.com.au helps to uncover hidden assets, opportunities and possibilities that are not producing maximum results.

Here's one simple idea:

There are only 3 ways to successfully increase your business. Yes, three.

Increase your number of clients

Increase the average value of each sale per client

Increase the number of times your clients return and buy again

As a business leader, it's significantly less daunting for you to focus on and develop these 3 criteria. It's so easy that you should take a look at this simple example:

Calculate your current number of clients
Calculate the average value each client spends per sale
Determine how many times these clients purchase from you per year

By way of example, let's say you have 1,000 clients who average $100 per sale and purchase 2 times per year.

1,000 clients x $100 per transaction x 2 transactions per year = $200,000 total income

Now, look what happens when you improve these 3 criteria by just 10%

1,100 clients x $110 per transaction x 2.2 transactions per year = $266,200 total income

Wow, a mere 10% improvement in these 3 criteria increases your income by 33.1%

A 25% improvement in these 3 criteria almost doubles your income to $390,625. Yes, almost 100% additional income!!!

By focusing on this idea alone is one small way organisations improve by increasing income by 20%, 50%, 100% and more.

This simple geometric growth formula works equally as well with non-financial goals. For example, peak performance sports coaches break down every element of a game and it's plays into an identifiable process. They then rate the team per element based on a scale of 1-10. Then by simply focusing on 2 or 3 elements to improve them by only a small percentage produces exponential, compound impact and results.

So you see this simple idea and concept works for business, sports and every area of your life when applied.

Look out for our next newsletter titled 'WHAT IS YOUR FLIGHT PLAN FOR BUSINESS GROWTH? - Part 2'

In the mean time, if you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.

Go to www.EffectiveCommunication.com.au to find out more

CLIENT TESTIMONIAL

"In my capacity as Building Manager within the Leighton Holdings Group I have been associated with EffectiveCommunication.com.au (EC) since early 2004.

I involved EC with our Westmead Hospital team in a High Performance Team Workshop to better align our project objectives to the performance of each key staff member. This was a critical process as the project team was relatively new.

Accountability Maps were created against each identified objective. The outcome was the creation key performance communication indicators stating the involvement of particular members of the team. We are monitoring this process quarterly to ensure we achieve what we agreed.

The process that EC put us through in preparation for the Westmead Hospital Workshop assisted in making sure the day was successful. I have since used this process and EC's input on our 100 Pacific Highway (a commercial high-rise development) project.

I know some of my staff could not have communicated their input on the two examples above without the preparation work EC put them through leading up to the workshop. EC are retained on an ongoing basis to conduct training for our business and to assist on individual assignments as required. I highly recommend EC to future clients."

Steve Holden - Building Manager

Posted in Adelaide, Brisbane, Communication, Leadership, Melbourne, Perth & Canberra, Presentation & Sales workshops courses & training in Sydney by effectivecommunication.com.au