Paint your words with pictures

When you are giving a speech or a presentation, it makes it easier for the audience to connect with and understand your message if you consider a visual element and show them your point while you tell it to them.

Any picture representation of your idea will increase audience engagement dramatically. The use of a "big picture" visual allows people to wander on purpose. We cannot speak fast enough for the human brain, so it is natural that some of your audience will not be listening to your words. Allow them to think about your point ahead of you by giving them a visual framework – a map to guide their thoughts.

Here are some different visual elements that you could use:

1. Models, based on geometric shapes like circles triangles and squares
2. Metaphors and analogies, based on every day life examples that people would know – e.g. the role of a compass or learning to drive
3. Icons and symbols that convey meaning without the need for explanation – e.g. a stop sign or crucifix
4. An actual picture of your point
5. A graph, but not with too much detail

Paint your words with pictures.

M@

The Mathematics of Retention

Too often when speaking in public, presenters try to give you all of their information. To be world class, don’t make too many points within your speech. Five points, give or take up to two, is the rule. We tend to retain what we can count on one hand. Presenters who presume to teach 21 tips in 21 minutes are pretty content-centred, and do not really respect the mathematics of retention.

Some tips:

1. Have 3-7 core messages to your presentation
2. Every 7-15 minutes or so, introduce a new point
3. Always have less rather than more. Fear makes us over-prepare content
4. Have a “bare bones” version of your speech prepared with 1-3 points only
5. Always have one overarching point for every speech, and make this very clear

Less is more.

M@

Read books, not speeches

When giving a presentation, you should not read your speech to your audience.

Only those whose words get scrutinised, translated or pulled apart should read their speech; even then it is a communication compromise. We can read your speech online or in an abstract.

If the speech is for those in the room (as opposed to some audience outside of the environment) then you are better off talking from knowledge and adjusting the content to suit the audience dynamics.

Some tips:

1. Write your first draft in long hand form then chunk it down into changeable segments.

2. Learn the 5 segments of your speech, not the words.

3. Summarise the whole speech into one sheet of paper.

4. Memorise your key points, but not necessarily their order of delivery

5. Create a visual that summarises your whole speech, and if you get lost, refer back to it

Reading is a solo activity for adults.

M@

The message continues once you have gone

Make a difference with your presentation.

Great public speakers use speaking as a means to an end. They don't get caught up in the speech. They realise that the speech is simply part of a larger process.

So what is the "bigger process" that your speech is a part of? Scope that out for people, so that they know what you're thinking, and where your message fits into the scheme of things.

Here are a few ideas to keep your message going once you've left the stage:

1. Map out the larger process that your speech is a part of, and address it in your speech.

2. Suggest action steps for people in your sessions.

3. Have an email follow-up system that automatically reminds people of their commitment made during their session.

4. Send out a white paper or e-book after your session as a bonus to those who commit to reading their notes within 3 days of attending your speech.

5. Find ways to stay in relationships with your audiences. Collecting emails for permission-based e-zines is a great way to do this.

It's not over when you stop talking.

M@

Stuff happens - it's OK

Acknowledge interference. When something goes wrong and it's not your fault, be cool enough to acknowledge it. Continuing robotically with your message highlights your desire to deliver and get off the stage. Be cool with stuff going wrong, and bring it out into the open.

Here are some examples:

1. If someone walks across your stage, you may have a one-liner like, "Don't worry, it's just a stage you're going through."

2. Playfully pose for the photographer as they try to catch you in an action shot.

3. If you stuff up a word, laugh and say something like "Ha! There goes my brain running faster than my mouth, but that's nice - it's usually the other way around."

4. If the AV technician needs to adjust your wireless microphone mid-flight, you may want to say something like, "Look, I don't have time to dance with you."

Stay cool. It's not about perfection; it's live. Make it real.

M@

So, any questions?

When presenting to an audience, a deadly silence often follows these three words. Or worse, you ask the question and get the super personal, interesting only to the person asking it kind of question. You know the "ummm my Uncle Luigi has gout, what can I do about that?"

Here are some ideas to help you get better at managing the question and answer segments in your speeches, and maybe even create some magical improvisation moments.

Be careful what you ask for.
Don't ask for questions unless you're okay with having people question what you say. Be prepared for detractors, challengers and those who want to drill down (interrogation style) to see what lies behind your claim to authority.

Don't ask for questions only.
Instead, invite interaction through a three tiered approach: which is "does anyone have any questions (new content), any clarifications (previous content) or simply want to make a statement (shares the expertise)?"

Don't cold call for questions.
Give the people in the room a chance to discuss their questions with the person next to them before you ask them to ask it in front of 1500 people. Just imagine, you were nervous and you knew you would speak, how must they be feeling?

Poll the room.
Hand out question cards that the audience can fill in ahead of time, or during your presentation. You deal with the questions live without having to single out the person asking.

Don't wait till it's all over.
Set up a question and answer session about three quarters of the way through your talk. It's hard to finish on a high when you have to answer questions.

Listen slow and answer fast.
When someone is asking a question slow the pace a little. Restate what they said, listen harder than you normally do. Often the peak adrenaline state while speaking can cause you to appear impatient. Remember, you are on and working at the speed of thought, the audience may not be.

Don't answer the question.
Sometimes the specific answer to a question is not what the audience member was actually looking for. Answer the better question that is behind the one asked. The content, or the detail of almost any question is always part of something bigger and possibly more generically interesting to the room.

Get better at managing the question and answer segments in your speeches.

M@

How to get people talking about you

There is nothing better than word of mouth advertising. Happy clients raving about you is the single most effective way to grow a practice based business. Mortgage brokers, real estate agents and financial planners have known this for years. Thought leaders should also tap into the business accelerating power of referrals.

Here are five things to think about in creating more referrals.

* Ask for them
* Focus on six people
* Teach people how to refer you
* Be great
* Don't be too smart

Ask for referrals. When people sign up, have them complete a form that provides them the chance to refer. Next time someone gives you praise for what you do, thank them and ask them if they can think of anyone who may also benefit. Don't just bask in the praise.

Focus on six people. We can manage only so many relationships. Find six people who are already working with your ideal clients and start to create value-based relationships with them. If you help enough people get what they want then eventually you will get what you want. And remember to sell through them, not to them.

Teach people how to refer you. Coach these six people about your positioning but start by understanding theirs. Don't just expect them to refer you. Teach them by example and get them business first.

Be great. Honestly the sure fire way to success as a thought leader is to keep refining your message and your method. Do good stuff and get better at doing it and you will build a reputation that creates referrals.

Don't be too smart. People don't refer clever people or charismatic people, they refer reliable people. When your reputation is at stake you want the person to do what they say they will. The basics of say please, say thank you, do what you promise and manage expectations are essential in creating a referral based business.

In summary, get good, get known, sell through six and take care of the basics. If you want to build a referral business, refer others.

M@

Communicating Through Change

I've been thinking about how to communicate through change.

It got me thinking about the assumptions we make about the quality of our communications.

Here are some tips:

1. Say lots of things to lots of people. If you don't know what to say, then say that you don't know what to say!
2. Summarise what you've said when you are saying it.
3. Ask the listener/audience to tell you what they heard you say.
4. Ask them to spread the word if they can, to assist.
5. Repeat as necessary.

Creel Price the entrepreneurial Thought Leaders Mentor adds:

"At the end of a meeting send a summary via email of what was discussed. If appropriate, ask them to send you a summary of what they thought was discussed. If there is a difference - pick up the phone, communicate more and then send a clarification. I know it sounds like extra work, particularly when you are busy, but I find the work that is created when you don't is much greater."

In short, the quality of communication is determined by the response you get, not the fantasy you create in your mind about what was communicated.

Check for understanding.

M@

Deliver your ideas in any format

As thought leaders, we love to deliver ideas in any format. I believe that the ability to share your ideas should not be limited by how you deliver it. There are three broad personal communication modes.

1. Tell

2. Show

3. Ask

Knowing which part of your ideas to share, in which mode, is critical to excellent thought leadership.

Tell me a story.

When keynote speaking, be sure to focus on CONTENT. For example, Stories that inspire, tell the relevance of your ideas, unpack a 3-step process, share facts and statistics.

Show me an idea.

When training or running a workshop, be sure to focus on the CONCEPT. For example, Draw a model, make a point, present a case study of how the idea has worked already for someone else.

Ask me a question.

When coaching people, be sure to focus on CONTEXT. For example, Ask questions that elicit content, then draw a model.

Doing this ensures you can use your great ideas again and again - in many different formats.

M@

Don't let the turkeys get you down

Most of the time when you are presenting to a difficult or hostile audience you will get questioned on content, so don't use examples… create frameworks for discussion instead.

A well-designed context will help you make your point without creating too much dissent.
Once you get agreement on the big picture you can begin to present your stuff so it supports the established framework.

Here are five tips:

1. Seek to agree on context, strategy and themes.
2. When you do present detail, align it to the agreed context.
3. Be careful of the assumptions you make about your topic.
4. Name the problem before you address the issue.
5. Find out in advance the ultimate solution the audience is seeking and connect to that often.

Don't get bogged down in content; get agreement in context.

M@

Matt Church