Showing posts with label communication coaching. Show all posts
Showing posts with label communication coaching. Show all posts
Friday, August 19, 2016
DO YOU HAVE EXECUTIVE PRESENCE
Many people in business need to work on Executive Presence. However, they are swamped, doing the job of two or three people plus attend one meeting after another etc.
In theory, most people agree it would be great to develop Executive Presence, but yet, they don't really know what they should do differently.
The reality is, if people don't develop strong Executive Presence, their business will suffer both now and in the future!
Why does Executive Presence matter?
How you deliver your message affects whether or not people listen and take you seriously. It impacts people's perception of you, your company and its products or services.
Amy Cuddy, in her book, 'Presence' notes, "When you have presence, it signals authenticity, believability, genuineness, and trustworthiness, all critical elements for a leader, for anyone hoping to rise up the corporate ladder".
The question you must ask yourself is... "Can I afford not to address how I convey my message including my Executive Presence?"
What Presence is
Amy Cuddy notes, "Presence is hard to define. People can describe the lack of it but can't easily put words to what it is".
Amy describes presence in a number of ways:
- Believing and revealing the abilities you truly have
- Confidence without arrogance
- Passion without being over-the-top
- Ability to relate on a personal level
- It's not about trying to impress
The more you are yourself, the more your ideas will be heard
Executive Presence behaviours
- Stand or sit up straight. Don't rock or shift from one foot to the other
- Look people directly in the eye with sustained eye contact
- Complete thoughts or sentences with each person
- Don't scan the room and assume audiences are connecting
- Show how you feel
- Speak with a strong voice, not one that is a monotone
- Do not rush through arguments. Instead, allow time for ideas to sink in
- Gesture and move to make a point
- Don't curtail energy. Instead, work at letting it out purposefully
How you improve presence
Most of us in business have important messages to deliver to important people. This can cause anyone to feel anxious. It is easy for people to feel they aren't confident enough. As a result, they just try to get through it.
Many people present by talking quickly and reading from slides or notes. Their nervousness shows through strange mannerisms or tics.
Amy Cuddy notes, "You can trick your body into feeling confident by doing certain actions. You can fake it until you make it. In essence, your body can influence your brain and behaviour".
To get to the point where you aren't faking, you have to practice until Executive Presence delivery skills are part of your muscle memory. By isolating the skills of eye contact, posture, gestures, movement, vocal and facial animation and practicing them one at a time, they will begin to feel natural. Your body will automatically do them. You will let out energy appropriately.
Sometimes, we only get one chance to make a positive impression. Obviously, we want Decision Makers to feel we are the right one to handle the job, the perfect person to put in charge. Displaying confidence, showing conviction and connecting on a personal note will make others conclude we deserve the right to be there. Others will see us as having Executive Presence!
All the best with your business communications!
Posted in
Business presentations Presentation skills training Sales presentations,
communication coaching,
Conference presentations
by effectivecommunication.com.au
Monday, December 30, 2013
WOW YOUR AUDIENCES WHEN PRESENTING DURING 2014
Before
we step across from 2013 to 2014, here are some simple tips for you that
great presenters use when communicating to any audience… The power of a
strong opening and close!
If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
HAPPY
NEW YEAR TO YOU AND THANKS FOR YOUR READERSHIP & SUPPORT DURING
2013!!!If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
Posted in
Business presentations Presentation skills training Sales presentations,
communication coaching,
Conference presentations Presentation skills training Sales presentations,
Leadership
by effectivecommunication.com.au
Wednesday, December 4, 2013
Leadership - Strategies for Keeping Your Key Team Members
When a key team member bolts for another
job, many leaders assume that the reason behind their departure rests mainly on
making more money.
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
There is logic behind this assumption, since most competent workers who choose to leave an organization earn a higher salary at their new job. Research, however, tells us that under normal circumstances key team members view salary as the fourth most important feature of their job.
This is wonderful news because often times leaders do not have total control over the salaries of their team members. On the other hand, leaders do have lots of control over a bevy of other items that can help to retain key employees.
As long as key employees feel that their compensation is fair, the following 3 areas tend to be valued higher than salary.
1. Training & Development
The best means for
leaders to build a retention wall around key team members is to grow and
develop them.
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
This is especially true for team members who are part of the Millennial Generation (born between 1980 and 1995). For added success, leaders should consider creating a training roadmap that helps to fully develop selected team members skills.
2. Communication
People want to know what is going on in an
organization. Moreover, they want to hear it first-hand, from their leader or
from C-Level decision-makers.
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Frequent communication contains the added benefit of crushing the grapevine, which can drain energy from an organization as it propagates misinformation.
3. Effective Feedback
A recent study examined the effects of feedback on three groups of employees. The first group received only positive feedback. The second group received only negative feedback. The third group received no feedback whatsoever.
When asked which feedback silo was most effective, most leaders say "the positive feedback alternative," and they are correct.
The answer chosen for second most effective is typically "no feedback." The No Feedback method, however, was not more effective than the Negative Feedback method.
All the best with your leadership!
Posted in
communication coaching,
Communication Training,
presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
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.
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.
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.”
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.
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,
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.
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.
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.
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
Tuesday, July 23, 2013
What Is Your Flight Plan For Business Growth - Part 4
How To
Increase Your Number Of Sales Per Client
Stock Brokers offer occasional initial public offerings (IPOs) to select clients.
Clothing
stores offer "by invitation only" events for preferred clients
Auction houses
offer "by invitation only" events for preferred clients
Jewelry stores
offer "by invitation only" events for preferred clients
Airlines offer
frequent flyer points reflecting the number of times traveled or distances
traveled with them.
Miles
Laboratories published a small cookbook filled exclusively with spicy recipes,
and then gave the book away for free. Why? Miles Laboratories is the maker of
Alka-Seltzer, an antacid digestive pain reliever.
How many
consumer retail stores now offer loyalty cards i.e. 'Buy 9 and gain your 10th
free" etc.
These are not
just random, unrelated business-increasing anecdotes. Each example represents a
well thought out, documented, income increasing principle or leveraging
strategy.
Now you might
be thinking, "My business responsibilities don't include clients and
selling. I'm in the accounting / human resource / quality control / production
department".
Think again
because the fact is, everyone is in sales!!!
Whatever area
you work in and are responsible for, you do have "clients" and you do
need to influence and "sell".
Think within
your organisation. Typically referred to as internal clients / stakeholders,
who might include the head of your department who you might need to influence
and sell towards your project, your proposal, your promotion, your perspective,
your value, or your pay rise.
Your internal
clients might also be those who work under you, and you need to influence and
sell them towards giving their best, meeting a deadline, thinking out of the box
etc.
Your internal
clients might also be people in other departments who could aid you etc.
Think external
to your organisation. How many vendors, complimentary companies or future
employees do you have to influence and sell to?
When you read
the phrase "selling your product or service", don't just think in
terms of products and services your company sells. In addition, think of your
individual and intangible personal product or service, yes - YOU!!!
You will need
to influence and sell to others your ideas in order to advance your career,
gain more respect and increase your success and income.
All the
success strategies EffectiveCommunication.com.au
shares with you are designed to raise you above your competition. If you work
for a company, you have your company's competition to contend with. You also
have your personal competition - the person down the corridor who you are
competing with for your next big promotion. Or the person who just sent their
resume to Human Resources because they want your job.
Look out for
our future success strategies, which will help you to better influence and make
that sale.
All the best with your business!
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
Posted in
communication coaching,
Communication Training,
Leadership,
Leadership coaching,
presentation coaching,
Presentation Training,
public speaking training,
sales coaching,
Sales Training,
Training
by effectivecommunication.com.au
Wednesday, June 19, 2013
WHAT IS YOUR FLIGHT PLAN FOR BUSINESS GROWTH? - Part 2
How To
Increase Your Number Of Clients
It is interesting how many companies when income curves become stagnant tend to whip sales & account management teams to do more of the same, when better incentives might be the simple solution.
For example, a company experiencing income stagnation applied a compensation program that paid the sales person 10% of the profit per sale. So when a $1,000 sale was made the company retained $900 whilst the sales person was compensated with $100.
Upon consultation the company calculated the following 3 simple questions:
- Average worth of
first purchase from new client?
- Average number of
times new client will purchase in the first year?
- Average number of
years client will continue to purchase?
The company responded...
- Average profit of
$200 for each new client first purchase of which the company kept $180
& compensated the salesperson with $20
- Average number of
purchases per year was 5
- Average number of
years new client continued to purchase was 3
Based on this the company accumulated approximately $3,000 profit over the average lifetime of a new client of which the company kept $2,700 and compensated the salesperson with $300.
Upon further consultation, the company was advised to:
- Compensate the salesperson with
100% of the profit from every first sale they produce
- Compensate salesperson with 10%
of every ongoing purchase from new client
- 10% ongoing compensation to
continue ONLY if salesperson maintained new client to continue average
purchases (5 x per year over 3 years)
What do you think happened?
First, the salesperson was compensated $200 instead of $20 for every new clients sale therefore, the sales team was 9 x more motivated
Second, the life time value of each new client was worth approximately $3,000 therefore, with this strategy the company now keeps $2,520 and compensates the salesperson with $480
Ultimately, with the sales team greater motivated, the company TRIPLED it's number of new clients in only 9 months!!!
Evidently there are many additional ways to increase your number of clients and so, look out for our next newsletters.
All the best with your business!
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
Posted in
communication coaching,
Communication Training,
Leadership,
Leadership coaching,
presentation coaching,
Presentation Training,
sales coaching,
Sales Training,
Training
by effectivecommunication.com.au
