Most of the time when people are brought together for face-to-face meetings, the purpose is for persuasion - either to accept an idea, buy a product or approve a decision.

Often, these meetings are not successful because the presenter misunderstands the need for audience involvement in the persuasive process!

Great presenters, on the other hand, know that to motivate an audience to action, listeners must voice their concerns and actively participate in dialogue. Although great presenters make audience involvement look effortless, they actively seek participation through relevance, problem solving, emotional appeals, fun or spontaneous activities.

RELEVANCE

Listeners automatically become involved if the topic is dear to their hearts. For example, if you are talking to cardiologists about a medical imaging machine that can offer 260 slices of the heart versus six, physicians will have many questions because they need to determine if this particular device can help them better serve their cardiac patients.

However, many presenters, due to time constraints and their own work load, fail to uncover their listeners' particular issues. Instead, they talk about the topic generically, unaware that it minimises discussion and delays decisions.

PROBLEM SOLVING

Smart presenters know that prescription without diagnosis is a recipe for disaster so when talking, for example, about a production issue or customer complaint, they ask their audience a lot of questions. Some may be rhetorical questions or "yes" or "no" questions, while some may be open ended questions.

Listeners, not only willingly voice their opinions, but also they are impressed the speaker cares enough to ask. When the speaker does finally define a particular solution, the audience feels that it is the logical choice, particularly since it seems to take their views into account.

EMOTIONAL APPEALS

People are moved by their heads but also by their hearts!

The old adage is true that people buy on emotion and justify with facts. For example, a young woman who began a presentation to launch her company's non-invasive diabetes monitoring device mesmerised her audience by holding up a stapler and asking her listeners to staple their thumbs. Listeners became intrigued as she talked about how the current process of monitoring insulin levels feels like stapling one's thumb three and four times a day. They were riveted by the time she introduced her company's new, non-invasive pulse-ox product that could be worn like a wrist watch.

The emotional elements of her presentation greatly enhanced the woman's credibility so that after her presentation, listeners were ready to place orders.

FUN & SPONTANEOUS ACTIVITIES

Most audiences attend meeting after meeting and assume that the meeting will be tedious or even boring. When a presenter makes an event fun because of a demonstration or by doing something usual, the audience becomes motivated.

When Steve Jobs introduced his company's new Iphone in January, 2007, he made a point of holding up all of the many electronic gadgets the Iphone could eliminate, so many of them that some fell to the ground.

On a screen, he showed all of the great things the Iphone could do, whether it was checking one's stocks, emailing a friend, receiving a call or downloading music. The applause from the audience was thunderous. The sales force left the meeting ready to tackle any and all competition.

When a Chief Financial Officer of a small consulting company wanted to show the need for a new CRM system to an audience resistant to change, he used a large ball of string. After asking everyone to stand up, he proceeded to toss the string to the first person involved in a particular process; then he asked that individual to toss it to the next person involved until all of the seven people who had to touch a process were identified and wrapped in string.

Finally, he introduced the new CRM system by cutting all the strings, with the exception of just one person's. The buy-in was instantaneous and unanimous. Had he lectured, instead of demonstrating, the non-technical audience would have been resistant.

While getting involvement takes effort, it results in better understanding which ultimately leads to an acceptance of your ideas.

Josh Gordon in his book, Presentations That Change Minds, says "that the role of a presenter should not be that of a gatekeeper through which content flows, but rather that of a lightening rod to a dynamic communication process."

 

All the best with your meetings!

An all-time favorite baseball player is Babe Ruth

Everybody with a slight interest in baseball remembers the Babe as an incredible hitter. He hit 714 home runs in an era when 300 career homers was outstanding.

Babe was not a one-dimensional player, either. He was an incredible pitcher who won 94 major league games (94-46 lifetime – not bad!). It was his slugging, however, that made him a legend.

So how do legends think? What actions lead to their success?

“Never let the fear of striking out get in your way,” Babe would say. His philosophy was simple: “Every strike brings me closer to the next home run.” He was also well known for taking pitchers on and not backing away from intimidating hurlers. The majority of his career he wore Yankee pinstripes, but during off hours he was known to be quite dapper. He could afford to look dapper, he negotiated the best paying contract in baseball.

There are lessons for successful leaders in the words, actions, and achievements of Babe Ruth. Let’s take a look at five qualities to consider:

1. Do not be afraid to make mistakes

If you are not making errors you are probably not leading aggressively enough. Leaders cannot afford to make a lot of mistakes, but each mistake you experience helps you learn and brings you closer to breakthroughs that will make positive differences.

2. Take people on 

When you or your team is faced with a situation when you are being wronged, speak up and do not accept a raw deal. Babe Ruth faced down fastballs. Leaders get to face down adversarial personalities. When the timing is right, get gutsy, and be able to do so in a strategic manner and on a moment’s notice. Can this trait be learned? The answer is “yes.” Keep in mind though, it takes a lot of work to come across as a sharp person who is gaining clarity on a situation, as opposed to a combative jerk.

3. Possess diverse talent

Just as Babe could pitch and hit, you have to wield a variety of styles as you effectively lead your people. As you leaden array of different personalities you will also be faced with challenging leadership situations. Do not be one-dimensional and just a home run hitter. Engage in leadership development initiatives that expand your leadership capabilities and assist you in operating effectively in complex situations.

4. Negotiate

In 1927 Babe Ruth’s contract was more than 10 times greater than other top players. In fact, his compensation exceeded that of the president of the United States! When asked about the latter fact, Babe quickly replied, “I had a better year than the President.” In short, Babe was able to sell himself. Likewise, effective leaders are able to sell their ideas, their vision, and their team’s accomplishments. In the process, they negotiate terms and conditions that are favourable to their organisation. If you are uncomfortable with negotiating, get comfortable! It is a necessary and admirable skill.

5. Be polished

Babe was a dapper guy with a persona that created followership. Let your sound leadership capabilities create followership for you. In addition, enhance your leadership image by dressing professionally, staying fit, and being well-groomed. Your attire and style should match your organization’s culture. Also, nice shoes coupled with excellent table manners always help image and success.

Bottom Line

Babe Ruth was affectionately known, was a baseball legend. He possessed talent, grit, vision, and spirit. He was undaunted when faced with failure. He was confident in his abilities to achieve goals. He won, and he won big.

As you lead your team, remember the good qualities of Babe. Lead with confidence. Do not fear striking out – just do not do it too much. Take responsibility for the success of your team, and applaud them when they soar. Look professional, and boldly lead in tough situations. The next thing you know you will be hitting the long ball. There it goes, over the wall. Now round the bases and give your team a tip of your cap.


All the best with your leadership!

One-on-one meetings can often be intense. Obviously, it is important to showcase your best self as a person who is confident and committed to his or her ideas.

Your body language says it all. To deliver your message and wow, consider the following suggestions:

Lean In

When you are sitting across the table, remember your posture. It can easily look too relaxed. If you have something important to share, be sure to lean in. When required put your feet under the table and your hands on the table. This will force your body forward. This will trigger the perception that what you are about to say is definitely significant. Also, this posture demonstrates that you are paying close attention to the conversation.

Sustain Eye Contact

People assess honesty and credibility through eye contact.

Normally, eye contact in a one-on-one meeting is not a problem. However, it can be compromised by note taking and reading from slides.

Through sustained eye contact, you can also read the other person's reaction to your ideas. A word of caution- eye contact can be intimidating if it is too long. When you finish a couple of sentences, look aside for a moment. Then resume eye contact.

Use Meaningful Gestures

Gestures help your listener to see your passion, your commitment to your position or recommendation.

Do not overlook using your hands since they create a picture for your listener. When sitting, gestures will be smaller. They will typically come from the elbow versus the shoulders.

Some gestures, such as pointing or the back of your hand should be avoided. Your listener will notice if you play with your ring, your hair or your glasses. Make sure to gesture with an open hand and definitely not with a fist.

Be Expressive

Your face should match your words. Avoid being too intense. Smile freely. It will put your listener at ease and demonstrate your confidence. Also, don't forget that when you smile, your listener will typically smile back. It will relax both of you.

Sound Friendly. Be Enthusiastic

When we are nervous or unprepared, we have a lot of "filler" words or "ums and ahs." We also speak quickly, and this often results in a voice being monotone.

Make sure your sentences come to a definite end. Be careful of over-connecting with "and," "but" or "so." If you smile, your voice will sound warmer and you will be perceived as friendlier.

Pause Between Your Points

Allow your listener time to digest your ideas to pose a question. Remember, the more you pause, the more the other person gets and the more you can think about what you want to say next.


One-on-ones are an opportunity for you to shine. If you do a good job, you wow. You impress. If you do a poor or mediocre job, you leave your listener wondering if you are the right person!

Body language will be noticed. Make sure you look, sound and act confident and convicted.
 

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All the best with your meetings!

This applies whether it is Business to Business or Business to Consumer

Developing effective relationships with people can go a long way to achieving better sales results both short and long term!

Below are 11 simple tips you can apply right now to help you build better relationships with your prospects and clients.

As you read the list, you’ll see not only does it apply in sales situations, but also in every situation you encounter (professional or personal).

This list was shared with a sales audience recently and a person immediately stated how they realised the list would work with their spouse too.

1. Show respect of the other person when they’re talking.

2. Follow-through on what you say you will do.

3. Compliment the ideas and recommendations shared by
the other person.

4. Share with the other person information about yourself - Be transparent

5. Help the other person achieve their goals and objectives.

6. Be open and honest.

7. Start each conversation by referencing something from
a previous meeting or relevant situation

8. Allow the other person to hold you accountable.

9. Accept responsibility.

10. Never share with another person something shared in confidence with you.

11. Your body language must match what you’re saying.


Typically when people review the above list, they notice one or two tips they do well and one or two they should work on. What about you?

Use the list as a reminder of what it takes to develop quality business relationships.

In so doing, you’ll quickly realize the people you do have quality relationships with have most likely demonstrated the same 11 characteristics to you also.


All the best with your sales!

Last week the University of Texas at Austin invited a US Special Forces 36 year Navy Seal named William McRaven to give a commencement address.

Whilst Admiral McRaven's presentation was aimed at equipping and empowering the next generation of leaders, the ten (10) principles he shared can easily be used by you & your team in business.

To view this impressive and beneficial online video presentation, you are welcome to click on this link.


All the best with your leadership!

Typically audiences politely listen when someone is presenting, yet it is not always the case that audiences hear!

We all know that a presenter needs to be heard, whether whilst giving an update on a project, advising a client on an investment opportunity or explaining the functionality of a new product etc. Yet so often, business professionals are not heard. They do not connect with their listeners. They bury their points by over-talking an issue or by going into too much detail.

If you really want your audiences to get your message(s) follow these simple tips:

Speak Louder

Louder voices are taking more seriously.

A louder voice automatically signals "This is important. Please listen." On the other hand, when a presenter has a soft voice, listeners may assume the person is insecure, nervous and lacks confidence in his or her beliefs.

Additionally, if listeners strain to hear you, they will eventually tune out or look at their phones. They may also try to take advantage of someone who has a soft voice.

Speak Slowly

If something is important, it can't be misunderstood.

Speaking slowly insures that people will have time to process the message and stay with you.

If you speak quickly, people can't sort and understand your ideas fast enough; they can't ask their questions. Inevitably, they will miss some points, especially if this is new information.

Additionally, when you speak quickly, there is a chance accents will not be understood or articulation will be sloppy. The lips, teeth and tongue can't get into the right position to say the words clearly.

Intensify Eye Contact

People judge honesty or credibility by the strength of your eye contact.

Look at your listeners, one at a time, with sustained eye contact. Show them you have nothing to hide and that you want and expect them to take your ideas seriously. A fleeting glance will not establish the connection you need to win them over.

Move Closer

If you have the opportunity to move towards your listeners, do it.

Do not stay behind a podium or tethered to your laptop. When you move towards your listeners to deliver key points, they see that you are trying to connect with them. They become more attentive.

Allow For Space

Do not over-talk or go into too many details

Decisions are made easier when your ideas are simply expressed. Short, pithy sentences with strong adjectives or adverbs are just the thing to gain and hold people's attention. They make your points stand out.

Show Value

To be won over, listeners have to see value

What's in it for them?

If you can answer that question with clear benefits, it is likely your message will be heard. Anytime you can support your message with numbers or statistics, rather than generalisations, people take notice.

Being heard is not automatic. It takes paying attention to what you say and how you say it. Utilising these tips will help you to be taken more seriously and eliminate the risk of people wondering what they should do.

All the best with your presentations!

Why do many leaders set goals too low???

The easy answer is because there’s no sense in setting goals that are impossible to achieve.

If that’s the case, then why don’t leaders set tomorrow’s goals as merely waking up and getting out of bed?

What are your goals and are they truly going to stretching you? 

If a person sets goals which they know can easily be achieved, then that person might need to change the word “goal” to “milestone.”

Goals are designed to stretch you.

Goals are designed to get you to achieve results you did not think were possible.

Look at your goals. Are they more like milestones or are they truly goals that are going to stretch you in ways you did not think possible?

The reason for addressing this topic today is because amongst the thousands of business people we serve at EffectiveCommunication.com.au (EC), we meet many people who having worked with them we ask, “Are their goals really going to push and stretch them?”

Now, we know that setting outlandish goals just for the sake of setting them is a waste of time.  We are also aware that goals seen as unachievable can demotivate more than motivate.

What we are talking about are goals with a mindset that truly redefine who you are and what you want to be in your life and career.

What is your BIG goal + additional goals you need to look at and possibly reset?

Here are the 5 questions you need to ask yourself to help set goals that will push and stretch you to where you need to be and that you are truly capable of::

1. What are the outcomes that will occur from achieving my goals?

2. Who are the people I need to leverage to help me achieve my goals?

3. What are the habits / activities I either need to stop doing, do more of, or start doing to help me achieve my goals?

4. What do I need to change about my mindset?

5. Who can help hold me accountable and provide support, motivation, and coaching along the way? 


Think about your goals and ask yourself the 5 questions above to quickly determine if you need to redefine.


All the best with your leadership!