10 Mistakes to Avoid When You're Ready for Your Close-Up

Can you send me a head shot? Do you dread that question? If you're invited to speak you'll need to send a professional photograph. It's a must-have for every public speaker. Even non-speakers need head shots for social media and your photograph is your visual presentation. Do you dislike how you look on camera? Are you convinced you're not photogenic? Not so, says Lisa Crosby, professional photographer for actors, speakers, and professionals. But there are some things you need to know if you want a good professional picture that sells you. As a photographer for 19 years, Lisa has a unique perspective through the lens that can make anyone look good. She began her career as a classical ballerina and model. Being in front of the camera gave her insights into being behind the camera. Modeling and dance gave her the ability to study the body.

"I get a feeling from the person," she reveals. "I scan their body. I know intuitively what it's going to do, how they'll work with me. I scan, get a feeling, and shoot. I know if a shoulder or neck is out of place. I read the person and know when I can push them and when to leave them alone. It’s a visual kind of feeling. I get the person relaxed and then we can get the body working."

Here are 10 mistakes to avoid when taking a head shot.

Lack of Trust

One of the biggest mistakes people make when posing for head shots is not listening to the photographer. "People think they know how they'll look best," she explains. "They don't!" The most difficult thing for people is to let go and trust, according to Crosby. A reason a person may not photograph well is because they fight with the photographer.

Double Chin

People try to avoid a double chin by putting their head up. This is the worst thing they can do. She has remedies for any kind of issue based on the techniques she learned from modelling. One trick for getting rid of a double chin is through leaning in. "Lean in with your forehead," she advises.

Blinking

Blinking can be a real problem. It's usually because of anticipation of a flash. Using In- studio light, Crosby has the person close their eyes, get a thought, and then open their eyes. "I’ll know when and why they’re blinking," she states. "Close your eyes, get your thought, open your eyes. When their thought is there, that’s when I shoot."

Unflattering Angle

When ts comes to angles, everybody is different. Each person has a good side and a bad side. If one eye is smaller you want the smaller eye to the camera. "I look at bone structure, size of eyes, etc," says Crosby. "There are ways to slim a fuller face with lighting or Photoshop. Lifting the head makes your eyes look beady. Eyes are what sell you. In reality, you need to drop the forehead, not the chin. That will give you better eye contact and minimize double chin."

Bad Lighting

A professional photograph will be well lit. The photographer should aim for "Nice, bright pretty light." If shooting your own video, don’t use a side light. Get light straight on the face and use two white fill cards (poster paper) on the side. Use a fill on the floor under the chin. Pop in some lights on the side so it looks pretty. Men can have darker fills because they desire more ruggedness.

Looking Heavy

Aside from Photoshop, you can look thinner on camera by angling your body. Don’t face the camera directly. Turn your body at a  ¾ angle. Hips should be back.

Wrong Clothing

The most important tip is to wear clothes that fit.

If you spend time getting the clothes to fit right then it’s about the clothes, not the person.  Make sure the clothes are not wearing you. If you don’t like it in the mirror don’t wear it in the photo. Crosby recommends bringing three different outfits to a photo shoot.

If you do your own hair and make-up you can’t have a shiny face, brown lipstick, too dark eyeliner, or sparkles on your face. Aim for clean, neat, and pretty. No Kim Kardashian eyes unless you’re going for that look. Your every day make-up routine doesn’t always translate on camera. Jet black eyeliner and dark red lipstick won’t photograph well. Crosby recommends using a professional hair and make-up artist.

Drab Colors

Avoid black unless it's a corporate photo. Use a color that flatters your eye color. White is tricky on camera. To appear more friendly, avoid dark colors. Nine times out of ten, a casting director will choose a colorful photo. What colors do advertisers go for? Blues, greens, and turquoise are popular. If a meeting planner is going through a mountain of speaker photos, what color will catch her eye?

Camera Shy

If you're tense in front of the camera, Crosby has tips for that.

"I’ll change places with them, take my picture and and then they'll see what I mean. If they see it, they loosen up. If tension is held in the mouth there is a way to bite the teeth to relax the mouth. Humming helps to create expression in the eyes. Other times, Crosby asks the person to walk around and come back. Words, movement, relaxing, and watching are the tools for being natural in front of the lens.

Not Rested

Don't schedule a shoot when you're hungry or tired. Eat before you arrive and get some rest. You could be there for several hours.

Public speakers need a head shot that's as attractive as their message. Consider these tips before your next photo shoot and you'll look great every time. So I ask you: Are you ready for your close-up?

Two Tips Every Public Speaker Needs to Know

You have a presentation coming up. You're staring at a blank page wondering what you're going to say. If this is you, you're probably over thinking it. If you've been asked to speak from your expertise, then you already have the topic. The challenge is to find the right approach. Public speaking doesn't have to be difficult, but so many times we make it complicated. A number of years ago, I attended a conference. The speaker was a panelist on the topic of funding. While funding is not the most exciting area, this presenter stood out among her peers. She was clear, informative, and funny. After her presentation, I approached her to compliment her on her talk. It was then that she shared the secret to her success.

In every presentation, she confided, "I tell them something they don't know, and I make them laugh." How simple and how profound.

1. Tell them something they don't know. In order to do this you need to know the audience. Start by sending a brief survey. What is their technical level of understanding? What do they need to know? Where is there a gap in their knowledge or understanding? What are the common myths that you can dispel? Why is this information of value? How will it make their jobs, businesses, or lives better?
2. Make them laugh. You don't have to be a comedian to inject humor but the best public speakers know how to elicit a laugh. There is a saying among professional speakers. When asked if you need to be funny to be a professional speaker, the common retort is "Only if you want to be paid." Laughter relaxes the audience, allows you to convey information that might otherwise be resisted, and most importantly, humor builds trust. People like a presenter who makes them laugh. To add humor, build in a funny story or a personal anecdote that the audience can relate to. A little self deprecating humor can go a long way in humanizing a public speaker- as long as it isn't overdone. Or take a common frustration and poke fun at it. Exaggerate it. As one comedian said, "Humor = exaggeration + surprise."

The next time you give a presentation remember these two tips:

1. Tell them something they don't know.
2. Make them laugh.

You'll be surprised at how simple public speaking can be when you follow these guidelines.

4 Ways to Speak with Clarity

You're at a meeting. It could be a company status meeting, a networking event, or a formal presentation. The person takes the floor and suddenly your eyes glaze over. You start to yawn and fidget in your seat. A team member lets out an exasperated sigh. Two people are making eye contact as if to say, "Get a load of this". You wonder "What the heck is this person talking about?"  Will they ever get to the point? That's what happens when a speaker is unclear. The presentation loses impact and the message, if it's heard at all, is quickly lost. What remains is a negative perception. It's not the message-it's the way you communicate the message that determines whether it's heard and accepted.

To communicate with clarity, here are four tips that you can apply to any situation.

Know your outcome. While this sounds obvious, it's not. I coach many leaders and business professionals and they're not always clear about their expectations..And that's why the message is unfocused. To gain crystal clear focus, start with your outcome. At the end of the presentation, what do you expect? Agreement? A sale, a next appointment?

State your purpose. Your purpose is not always the same as your outcome. For example, your outcome may be to close a sale in one meeting. But you wouldn't want to say, "Today, my purpose is to sell you my product." A purpose statement is a sentence that clarifies what you'll be doing in the meeting. "My purpose is to demonstrate the importance of cyber security and give you some tips on how to safe guard your data" Don't assume the listeners know the purpose of the meeting.

Present a visual agenda. People need a roadmap and the agenda will keep you on track. When you start to go off on a tangent, look down at the agenda and come back to the topic. Be sure to assign a time for each agenda item. Timing each item will help you monitor yourself.

Cite an example, not a story. Storytelling is powerful, but if you tend to be verbose, use short examples instead.  When making a point, follow it with "for example," or "to  illustrate...". Giving examples will connect the points for the listeners. Use the PEP formula. Make a point, give an example, underscore the point.

If you tend to be long winded, use these 4 steps in your next presentation and you'll speak with clarity.

4 Steps to Make your Speaker Introduction Sizzle

If you've ever had someone introduce you before your talk, you know how that person can make or break your presentation. The introducer is your warm-up act and sets the tone. A dispassionate presenter can take the energy out of the room and put a damper on the event. A good introduction gets the audience ready to receive you and your message. So how does an introduction set you up for success? Watch this video and learn a 4 step process for giving a winning speaker introduction.

What To Do When You Bomb On Stage

She had always dreamed of being a keynote speaker, and now that moment was here. It was an industry conference and this would be good exposure. She commanded the stage with all the confidence and gravitas of a professional speaker. Her presentation opening was polished and rehearsed, as she showed the audience what she could do. Then, something happened. She lost her voice. No, not her volume. She lost her message!

She froze with a long pause that got longer and longer. At some point, the audience knew from her eyes that this silence was not intentional.The crowd encouraged her with soft mantras. "You go, girl." "You can do it." Finally, she was back in her body and demanded to speak for the remaining two minutes. She grabbed the moment with gusto but this presentation was not her shining moment.

At a women's event, a male stylist was asked to speak about his skin care line. He started off well and then 5 minutes into the talk he excused himself and left the building. Fear got the better of him.

More typical, is the sales presenter who drones on when the prospect is ready to buy. Instead of closing, he covers everything in the deck and talks his way right out of the sale!

So what do you do when you know you're bombing?

1. Take stock and pivot. Quickly assess why it's not going well. Do they seem bored? Then try to engage the audience with a question.

In the case of the sales presentation, if you get a yes, fast forward to the close.

If it's the wrong topic for the meeting, stop, acknowledge the elephant in the room, and be willing to facilitate a discussion, or agree to reschedule the meeting.

2. Breathe. Don't go into panic mode when your brain freezes. You need to get back into your body. Focusing on your breath will help you remain calm. Smile.

3. Summarize. If you go blank, simply summarize the story or material you just presented. This will buy you time.

4. Use a pattern interrupt. One presenter who was behind the lectern, lost her place in the notes. So she did something unexpected. She took out her glasses and slowly adjusted them on her face. This gave her time to find her place. The audience never knew she was lost.

5. Ask for help. I once was on a panel and had a word retrieval issue. I asked the audience, "What is the word I'm looking for?" and then thanked them for their help. No big deal.

6. Pull out your one-liners and come back to the moment. If brain freeze is your fear, plan a number of lines you can use. You can refer to your "senior moment". Comedian Johnny Carson used this technique when a joke didn't get a laugh. He would acknowledge the joke that "just died."

As in sports and politics, you don't always win. Sometimes you win, and sometimes you learn. But you can always recover with grace.

Watch this video - Plan a Recovery Strategy:

And this one - Watch my blooper recovery!

Vocal Fry Can Hurt Your Presentation and Job Interview

Does your voice crackle like bacon? You may have vocal fry. Vocal fry is sweeping the nation. This creaky vocal pattern, also known as croaking, is a low vocal pitch that's often heard at the end of a sentence. It's prevalent among women and this pattern of public speaking is becoming a form of peer identity for the millennial generation. Kim Kardashian, Brittney Spears, and other young celebrities have popularized this form of speaking. In one study, vocal fry was noted in two thirds of college students. However popular, vocal fry communicates a negative impression and doesn't serve professionals who want to be taken seriously in the workplace. Not only is vocal fry an irritating sound for a public speaker; it can also be deadly in a job interview.

Women job applicants who presented themselves with vocal fry were perceived as less competent, less educated, and less trustworthy. To learn more, watch my interview with Nancy Redd on Huffington Post Live:

The Secret to Public Speaking Confidence

Dream Big, Execute Small. That was the headline I saw in a recent article. It was addressed to entrepreneurs but it made me think of how true this is for public speakers. You have the dream of one day being a confident public speaker. You yearn for the day that you can stand in front of a group, connect with the audience, remember your message, and make an impact. You hear the thunderous applause and the nodding heads in your imagination. That's the end zone. But getting there seems overwhelming. And this is where most people quit. Some presenters lower their expectations for themselves and only present one-on-one or in safe situations. Others avoid public speaking at all costs because they don't think they can ever succeed.

The reason for the avoidance is a feeling of overwhelm.Nobody goes from zero to 100 in a day. Even the great and gifted speakers spent years studying their craft. The way to get to the goal of confident public speaking is to dream big and execute small.

How do you do this? First start with your vision.

• How do you want to be perceived?
• What will the listeners be saying after your presentation?
• How will you feel after your talk?

Next, break down your goal into small steps. I find that many people who are nervous about public speaking don't know the skills of confidence. You can get learn the secrets to confidence by reading about presentation skills and overcoming fear of public speaking. Visit youtube for instructional videos that will demonstrate each skill. Take a class in public speaking.

Next, volunteer to speak and start small. Redo your voicemail message. Yes, leaving a voicemail is public speaking. Participate in a conference call presentation, a podcast, or a webinar. This will reduce nervousness because you'll be sitting and you won't see the listeners. Then you'll be ready for a face-to-face presentation. But start small. Offer to speak for five minutes as a panelist. When you're ready for the next level, you don't have to go it alone. Ask for a co-presenter. As you're standing in front of the room you'll be less nervous when you and your partner can "tag team" the presentation.

Still not ready to be the main speaker? No problem. Ask to be interviewed on the platform. You can sit on stage while the moderator or emcee asks you questions This allows you to be the subject matter expert without the stress of giving a speech. Another alternative is to plan a Q&A discussion. In place of formal presentation, you can invite the audience to bring questions and you can have a lively question and answer interaction.

Once you get your speaking "sea legs" you'll be ready to step up and take center stage.Effective public speaking is a journey. So give yourself time. Dream big and execute small.

What will you do to take the first step on your public speaking journey?

This is Your Brain on Silence

The Power is in the Pause. I say that all the time to my audience but I don't think they believe it. Well, now scientific research proves that silence has benefits to the brain. According to an article in Nautilus magazine, silence has an active and positive effect on the brain. Excessive noise or sound has a deteriorating effect by increasing blood pressure and producing cortisol. Scientists proved that two minute silent pauses were more relaxing than soft, relaxing music.

At the beginning of sound, the auditory cortex lights up. But as sound continues on without change, the neurons stop firing. At the onset of silence, the brain gets activated again. In other words, it reacts to change. Silence is NOT a lack of input. The brain actively recognizes silence.

So what does this mean for speakers and presenters?

Begin your presentation with silence.The typical public speaker starts talking as they approach the platform. It's rare to see a presenter who has enough platform presence to begin with silence and connect with the audience.

Your listeners will tune out if you're a talking head. Too many presenters rattle on without taking a pause and coming to a stop. Continuous speaking (talking in one run-on sentence) will cause the listening center of the brain to deactivate.

Speaking too fast will have the same effect. The audience needs time (silence) for the message to land.

Pauses enable the audience to feel and experience you, rather than hearing data.

What if you offered a moment of silence to reflect on something you said? Imagine the impact of your message when people experienced their own thoughts and feelings. When we learn that the power is in listening, only then can we appreciate the sounds of silence.

Overcoming Fear of Public Speaking, Part II

Guest blogger Dr. Paul Jenkins works with organizations and individuals to establish and maintain habitual patterns of positive perception and focus that increase happiness, engagement, productivity, profit, and ultimate achievement of professional and personal life missions. Two things create – and cure – anxiety.

The brain and the mind.

In our previous post, Overcoming Fear of Public Speaking, Part I, we addressed the brain component, and how to calm the fight or flight response. The mind, on the other hand, is the ‘you’ inside that does the worrying, fretting, thinking, planning – and succeeding.

The mind is commonly thought of as having two primary parts – the conscious and the subconscious. The conscious is the part you are aware of. The subconscious is where the trouble is because you are not aware of it. The subconscious has a habit of asking, “What If?” The subconscious has a another habit of answering its own questions. The default subconscious answer to the What If question is:

You can’t handle that!

This creates a threat for the limbic system and triggers the fight or flight response.

You can feel the physical onset of anxiety – the fight or flight response – tightness in the chest, harder to breathe, heart pounds, sick feeling. This is caused by the chemical brain response to the subconscious default answer to What If.

Toolbox - Answer The What If Question

1. Bring the What If question to the conscious mind
2. Answer truthfully and intentionally
3. Notice the fearful avoidant response and do it anyway
4. Practice, practice, practice

When you get to the answer that you can handle it, your limbic system calms down and allows you to begin thinking again. The thinker solves the problem. Bring the What If up from the dark basement and solve it in the light.

You don’t have to want what you fear, just to get to the point that you know you could handle it.

The What If question itself strikes fear into the heart of many. A prominent undertaker commonly tells his clients when they are making pre-arranged funeral plans, "Thinking and talking about death won't kill you." In the same sense, taking on the What If question won't cause the feared thing to happen. Avoiding the question seeds more anxiety. Answering it truthfully, consciously, and intentionally frees the subconscious to let go of it.

A client shared this quotation with me:  “Today is the tomorrow that you were afraid of yesterday.”  Here it is, and there you are still handling everything as it comes.  At the root of every fear is the same belief – that I can’t handle it.  Nothing could be farther from the truth – you have already handled absolutely everything so far, and that will not be changing.  Keep moving forward and know that you can handle it!

Remember this – You can handle anything that comes up in your life.

Haven’t you already handled everything so far?

About the Author

Dr. Paul Jenkins works with organizations and individuals to establish and maintain habitual patterns of positive perception and focus that increase happiness, engagement, productivity, profit, and ultimate achievement of professional and personal life missions.

With two decades of experience as a professional psychologist, Dr. Paul (as he is known to clients and his audiences) lays out the how and the why behind the art and science of being constructive in an often destructive environment. It is like having an owner’s manual for your brain – one you can actually read, understand, and apply. You understand your own mind and improve its functioning on purpose.

His deeply thoughtful writing, engaging and fun keynote addresses, powerfully practical breakout seminars, individual and corporate coaching and counseling are profound and simple. His clients, readers, and audiences get an iron grip on powerful Pathological Positivity principles that make an immediate difference in their personal and professional lives.

DrPaulJenkins.com

Overcoming Fear of Public Speaking, Part I

Guest blogger Dr. Paul Jenkins works with organizations and individuals to establish and maintain habitual patterns of positive perception and focus that increase happiness, engagement, productivity, profit, and ultimate achievement of professional and personal life missions.

What is your greatest barrier to success, joy, great relationships?

Fear and anxiety.

Would you like to end the fear, anxiety and worry that interferes with your relationships and get in the way of your success and joy?

Two things create – and cure – anxiety.

The brain and the mind.

When you understand the interplay between the brain and the mind, then you are in a perfect position to understand the secret to overcoming fear, anxiety, and worry.

Your brain is not your mind any more than your liver is your mind. Your brain is a part of your body. It is a specialized group of cells that performs a specific function. Your brain is an organ in your body – your mind does the thinking. The answer to your anxiety is understanding what the brain is doing, and steering your mind a different direction.

Understanding and applying a few basic principles in both of these areas makes an

immediate and lasting difference in my clients breaking free from anxiety and moving forward with power in their lives. The short version: Get the brain to calm down and get the mind to come up with new answers.

The brain is designed to respond to threat in a predictable way. Part of its job is to keep you safe and alive. Because of this important job, the brain kicks into what we collectively refer to as the fight or flight response any time a threat is detected. This is true for both real and perceived threats. Chemicals are released into the blood stream which quicken the heart, speed up the breathing, and empower muscles to react with more power and speed. There is also a shut-down of higher cognitive functioning. Contemplating philosophy does not serve you well during an attack from a ferocious lion.

Taming the fight or flight response starts with switching the brain back to thinking mode. Can you imagine installing a switch in your brain that shuts down the fight or flight response and turns the thinking back on?

Breathing exercises provide a switch in your brain. The fight or flight response causes alterations to your breathing (it gets rapid and shallow). By taking intentional control over this typically automatic process, you can directly affect the fight or flight response at a brain level.

Toolbox - Conscious and Focused Breathing - Practice Protocol

1. Choose a time and place where you can be undisturbed for 5-10 minutes.
2. Assume a comfortable sitting or lying position.
3. Breathe in through your nose, making it a point to gently stretch your lungs.
4. Hold for 10 to 15 seconds – feel the stretch.
5. Slowly exhale through your mouth. Blow like you are blowing out birthday candles. Restrict the flow somewhat. Push it out. It should take you about twice as long to exhale as it took to inhale. Normally when you exhale, you leave some air in your lungs; try to push it all out.
6. Repeat steps three through five.
7. Notice the feeling of calm relaxation you feel as you complete the exercise. This is your brain switching from fight/flight to rational/think mode.

Do this practice exercise for 3-5 repetitions, 3 times a day, for 5 days.

As you get better at it, a simpler form of this technique can be used in the moment when anxiety attacks. One intentional breath makes a big difference. This effectively calms the brain's fight or flight response.

Stay tuned  for Part II of Dr. Paul Jenkins' guest blog post, Overcoming Fear of Public Speaking.

About the Author

Dr. Paul Jenkins works with organizations and individuals to establish and maintain habitual patterns of positive perception and focus that increase happiness, engagement, productivity, profit, and ultimate achievement of professional and personal life missions.

With two decades of experience as a professional psychologist, Dr. Paul (as he is known to clients and his audiences) lays out the how and the why behind the art and science of being constructive in an often destructive environment. It is like having an owner’s manual for your brain – one you can actually read, understand, and apply. You understand your own mind and improve its functioning on purpose.

His deeply thoughtful writing, engaging and fun keynote addresses, powerfully practical breakout seminars, individual and corporate coaching and counseling are profound and simple. His clients, readers, and audiences get an iron grip on powerful Pathological Positivity principles that make an immediate difference in their personal and professional lives.

DrPaulJenkins.com

The Essence of Executive Presence

Executive Presence is difficult to describe, but you know when you have it. And so it goes in the workplace. Clients call me to work on a leader’s “executive presence.” They’ll say the leader needs “polishing” or “gravitas,” but they can’t be specific.

What is clear is that the coaching candidate is stuck at a level. Without the ability to convey executive presence, they lose credibility and don’t advance further.

The myth is that executive presence is about dressing well. Attire is a visual shorthand. At first glance, your audience or stakeholders will determine if you’re a leader by the way you’re dressed. That’s part of it, but it’s only one piece of the puzzle. Have you ever known someone who looks like a million dollars until they opened their mouth?

Take the case of Deborah (not her real name). When I first met her, she looked like Ms. Dress for Success; however, when she presented at meetings she lost credibility with senior management. Deborah hedged, sounded hesitant and wouldn’t put a stake in the ground. Her boss couldn’t promote her to Vice-President and asked me to coach her.

What does this have to do with speaking? The answer is Confidence.

The presenter’s job is to inspire the audience's confidence that he/she is an expert (or at least qualified to speak on the subject). A speaker must have presence on the platform. Deborah discovered that leaders align visual, vocal, and verbal communication to influence. If one of these areas goes out of sync, the message is altered. Deborah learned to convey executive presence and was promoted to Vice-President.

So what exactly is executive presence? It's the missing link between merit and success. The chart above breaks down the aspects of “gravitas” so you’ll no longer say “I’ll know it when I see it.” You’ll be able to recognize and convey executive presence by knowing the components. Whether your platform is a stage or a meeting room, the boardroom or the back room, you’ll be able to assess yourself and project confidence.

You Talk Too Much: 4 Ways to Get Boring People to Stop Talking

We've all experienced it. You're at a networking meeting or a social event and there's that person who dominates the conversation and can't stop talking. You wish they would direct the conversation toward you but it's like a traffic jam of words. How do you get them to stop? Their verbal barrage is a red light signalling you to stop and listen. If only they would give you the green light by taking a breath. You patiently wait but your turn never comes. It's one thing to give a speech from the platform. But conversations should be a dialogue. A person who dominates the conversation soon becomes a bore.

What gives? Is it nervousness? Sometimes excessive talking can be a symptom of nervousness. For some people, verbal diarrhea stems from a lack of social skills. They just don't know how to stop and they don't pick up on non-verbal cues. As long as you maintain eye contact, they keep talking. To get them to stop, try these three techniques:

Ask a question of someone else. Bring someone into the conversation by asking their opinion of the topic that's being discussed as a monologue. This will stop the speaker because you have just disrupted the pattern of them speaking and you listening.

Use a bridge statement. If you're in a one-to-one situation, use a statement to turn the conversation back to you. "That's an interesting point and it reminds me of when I..." "Your business is interesting and I've experienced a similar situation..." Have these bridge statements handy so that you can use them effortlessly.

Be direct. Take control and ask, "Would you like to hear about what I do?" If they don't seem interested, use technique number four.

Disengage. When you've tried to replace a monologue with a dialogue, but nothing is working, end the conversation. "It's been nice chatting. I'm going to get a refill."  "My friend just walked in. It was nice to talk to you."

http://www.youtube.com/watch?v=kCFQbA7mc7k

5 Presentation Mistakes When Pitching for Business

Speaking is the new competitive advantage. What makes your product or service stand out in a sea of commodities is your presentation. Don't lose out because of these presentation mistakes:

1. Rambling Elevator Speech. If you can't say what you do, for whom, and how they benefit in one minute, your message is too long. The buyer doesn't want to listen to a story. Once your listeners tune out (and they will), you will lose the opportunity to close the sale. The key to a good elevator pitch is focus.
2. Thick PowerPoint Deck. Unless you're writing legislation, your PowerPoint deck should take 15 minutes to deliver. The reason it takes longer is that there are too many pages and you're probably reading the slides. Summarize what's on the slide and tell the story behind the numbers. You'll fail to win business if all you do is read a list of numbers on a page.
3. Failure to Listen. More than anything else, listening is the key to winning business. You learn the customer's needs by listening. You develop relationships and show you care by listening. Listening helps you to ask the right questions. Too many people try to pitch rather than question and listen. Use the 70/30 rule. 70% of the time the customer is speaking and 30% of the time you're speaking.
4. Speaker-Centered.Being speaker-centered is related to the failure to listen and this presentation approach happens before you meet the buyer. Too many pitches and presentations are organized from the speaker's point of view. Nobody cares about your product or service. They care about their own self interests. So create a listener-centered presentation that leads with what the buyer cares about and how your solutions will solve their problem. Talk benefits, not features.
5. Lack of Confidence. A great pitch deck with amazing visuals won't win the sale if you don't speak with conviction, enthusiasm and confidence. When you walk into the meeting do you own the room? Are you confident enough to go where the buyer wants to go or do you rigidly stick to the script? Research demonstrates that confidence trumps competence. Prepare and practice. Acknowledge your expertise, breathe, relax, and relate. Remember, the first sale is to yourself.

7 Platform Tips to Punch Up Your Performance

Performing is not about juggling balls in the air or acting on the big stage. Every presentation you give is a performance - even a meeting update! Whether your platform is a convention hall, a boardroom, or the kitchen table, good presentation skills can determine the quality of your performance and result in a successful outcome. Here are 7 platform tips to punch up your performance: Pause strategically. The first pause you take is when you walk on the platform. Look at two people and silently connect. Allow for the silence and then make your opening remarks. Come to a full stop at the end of a sentence. Count 2 beats to yourself before moving on. For greater impact and to evoke emotions, hold the pause even longer. Pause to signal that a point is significant. If you fail to pause, your message will sound like one run-on sentence and the message won't land. Speed talking translates as nervousness. Remember: power is never rushed.

Engage the group. Are you a talking head? Most audiences don't like to be lectured. Savvy public speakers employ engagement techniques to draw attention and maintain interest. You can ask rhetorical questions, flash a photograph on the screen, tell a story, share a case study, create a discussion, or use polling software. Try getting the audience on their feet. Whatever technique you choose, be sure the audience is involved in your message.

Rehearse in the room. The best public speakers rehearse out loud and time themselves. But there is something about practicing in the actual meeting room that makes a difference. I can't tell you why this works. I do know that every time I practice my speech or presentation in an empty room, I always feel more confident.

Find a friendly face. Maybe it's the person who is smiling. Make an eye connection and deliver your opening line to that one person. Don't try to convert the scowling face. That will shatter your confidence. Look at the receptive person and then move on to someone else. Keep looking at friendly faces.

Offer a challenge. Audiences have come to expect to be spoon fed. They lean back in their chairs and wait for you to enlighten them. It's easy for them to expect the presenter to do all the work. After all, you're the expert. You can turn the tables on them and challenge them. Begin your presentation with a challenge to shake them up. And end with a call to action and challenge them to keep their commitment.

Remember the rule of three. A well known principle of effective public speaking is the use of repetition. Martin Luther King used repetition in his I Have a Dream Speech. The speech originally had a different title but because he said "I have a dream" repetitively, it became known by that refrain. The advertising world employs repetition using the rule of three in commercials and jingles. Think of fairy tales - Three Little Pigs, nursery rhymes - Three Blind Mice, and  movie titles - Three Men and a Baby. Craft your message with three agenda items, 3 main points, and three benefits, and you'll be clear and memorable.

Mirror the audience. Have you ever hit it off with somebody right away? They were probably just like you. It's the same with audiences. So how can you increase your likability? Mirror them. Notice their body position. How is their energy? Is it fast or slow? What kinds of words or expressions do they use? In one-to-one communication, mirroring is much easier but you can also mirror a large audience. If they are an extroverted sales team, you'll want to raise your energy and volume. If they're more scientific you'll want to tone it down and provide more data.

I recently trained a group of economists in the U.K. and I was in full presentation mode, as I projected my voice and increased my energy. This group was more soft-spoken. During a break, the leader explained that the energy level was quieter in this U.K. company. "So I would be considered loud?" I asked. "Yes!" he answered. What a surprise! In the U.S. I'm considered more soft spoken than some of my peers. I returned to the meeting and toned it down. The meeting was a success.

To punch up your presentations remember to P.E.R.F.O.R.M.

National Speakers Association Gets a New Name.

I just returned from the NSA National convention, Perform 2014. It was amazing as always. But this year was different from any other. It was decided that we needed to rebrand to keep up with the changes in the speaking industry. So NSA has a brand new name! Welcome to Platform. Professional speaking is no longer just about giving a keynote from the stage. Speakers show up on many platforms: the main stage, small group seminars, webinars, podcasts, youtube videos, TV interviews, live streaming, and other forms of content. It's all about content on as many platforms as possible.

What do you think of the new name? Is it time for you to rebrand? Watch this video by branding expert Bruce Turkell to learn more.  I'd love to hear your comments.

https://www.youtube.com/watch?v=eyfmMFI1u0U

The Hidden Message In Policy

I had a run-in today with Microsoft. My laptop needed an update to Windows 8. I put in my credit card for the download and an email arrived saying that it would take 4-6 hours to process the transaction. WHAT?! #%@$^%!

My assistant is leaving early, and I'm in and out seeing clients all day. It's Friday, and I need this done before the weekend. Every single time I've made an online purchase, downloads have always been immediate. Something was not right. I called up Microsoft, and they told me it was a problem with the credit card I used - it was that company's policy. He said it took time for the funds to be released. I asked him if I would have the delay with another credit card and he said, "No."

While speaking to the credit card company, they blamed Microsoft. They said that they got notification of the transaction and approved it.

So, I called Microsoft back and got a different support person. He said the delay was the result of the credit card company's policy. I asked him to cancel my order so I could use a different card. After telling him the original credit card company had approved the transaction, he no longer wanted to take a new one. He told me he would work on this himself, but that it would take an hour or two.

The Microsoft representative listened to my tirade about how he should tell marketing and the CEO to alert customers about the delay with this particular credit card. He must have been working while we were on the phone, because by the end of the conversation, my download became available.

So what is the lesson here?

Policy is a form of communication. Policy communicates how you treat your customers, how you treat your support staff, and what you value. Policy demonstrates whether a company is truly connected and engaged with their customers, or whether their decisions are made in ivory towers.

The policies that you set impact perception - are you cutting edge or are you behind the times? When the standard in e-commerce is instantaneous transaction and download, to have to wait 4-6 hours as a matter of course, creates the perception of a dinosaur. A policy communicates who you are really serving. In this case, it was not the customer.

It's Risky to Play It Safe Even With Public Speaking

"The title seems so opposite to your sweet, demure image..." This was the email from someone in my networking group after reading the title of my new ebook, Give Fear the Finger: How to Knock Out Fear of Public Speaking. Of course, the title is so NOT me. There was a moment when I considered changing it. It's edgy and has a real New York energy. That's probably why so many of my New York City friends loved the title. But what about others? I took a risk and the feedback is overwhelmingly positive. People from all over love the title!

It made me realize that playing it safe can cause us to stagnate even as public speakers. How many of you are giving the same tired speech? What are the risks you're afraid of taking? When you're introduced, do you hand over a boring bio or do you write your own ingenious introduction?

Do you default to being in control as the speaker or do you let go and engage the audience? It can be risky to open up a dialogue but the rich conversational nuggets can have a rewarding outcome.

Are you sentenced to speak to internal company groups or are you ready to take your show on the road?

What about your delivery? Are you wedded to your script or do you engage in repartee with the listeners? Are you willing to wade into the unknown waters of spontaneous humor and playing in the moment?

Does PowerPoint lead you by the nose or can you tell the story without a slide?

Finally, are you concerned about being perfect or can you risk being real? Telling your story can be one of the scariest experiences for a speaker. But here's the truth: People are swayed by emotion. They relate to people who are like them. They trust people who are honest enough to be vulnerable.

So if you're playing it safe and doing what you've always done, you're on shaky ground.

It's risky to play it safe. Even as a public speaker.

Tell me about the risks you've seen speakers take and how it impacted the audience.

Presenting Your Message to the C-Suite

How often have you seen a talented expert with good presentation skills, derail when they spoke to the C-Suite? My clients have complained about this issue. Their direct reports lose credibility with senior management and don't sell their ideas. They then become dependent on the manager to give the high level presentations. It's no different with consultants and vendors. They get to the C-Suite and lose an opportunity because they don't know how to adjust their presentation.

So, I went directly to the C-Suite and asked them what presenters should know when selling to the C-Suite....

Give Fear the Finger-In Search of the Confidence Spot

FEAR means False Evidence Appearing Real. I once said that to a group of people and a man in the audience retorted, "That's your definition? My definition is 'Forget everything and run!'" (That's the clean version. He actually used another F word). But isn't it true? We abandon our rational mind and allow the amygdala or reptile brain to take over. This is the place where fear resides. Our eyes first scan for threat. For many public speakers, an audience of strangers is threatening. And that puts them in a state of fear. I discovered that nervous public speakers live in the future of wild imaginings. They focus on what could go wrong. "I hope  I don't trip." "What if I lose my train-of-thought?"

Confident public speakers live in the present. They focus on the message and engage the audience. They know how to access their pre-frontal cortex, the part of the brain responsible for rational thinking.

Research shows that CONFIDENCE TRUMPS COMPETENCE. This explains why the confident person who knows less than you, gets promoted. Yes, confidence accounts for more success than knowledge or skills. Many years ago I was bilked out of $30,000 dollars from my bank account. (This was before online banking). Using a fake check, the perpetrator approached the teller in every branch and cashed the check made out to his name. When the detective questioned the bank tellers, they remembered him as "very smooth, confident." Luckily, the bank replaced my funds but we never found the culprit. He may not have been on a stage, but his platform was a teller's window. He inspired trust with his confidence.

The  meaning of the word confidence comes from "con" meaning "from" and "fidere" meaning "to trust." It seems that confidence comes from trusting yourself and trusting others. A confident public speaker has a sense of trust-in the message, the audience and oneself.

How do you gain trust if you approach the platform and feel fear? You give fear the finger. But not in the way you think!

My new ebook will show you a way to short circuit anxiety by activating a special spot that few people know. Give Fear the Finger is filled with exercises, tips and techniques to move you from fear of public speaking to confidence on any platform.

Avoiding public speaking is career suicide. You no longer have to submit to fear. Confidence is closer than you think. It's right there in your hands. And it's available now. You can be confident and take center stage in your career and your life.