Four principles of presenter prosperity

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I have a client, Bart Baker, who has grown a successful insurance office over the past 22 years or so. Because of Bart's achievements, he's been invited to give a keynote at his company's next conference, and in reviewing his accomplishments, he has pinpointed four main steps in the process that helped him get to where he is today.

In working with Bart on his keynote, it has occurred to me that these are principles that would benefit just about anyone who wants to reach higher, grow in their business or better themselves in any area, including public speaking. So allow me to share these principles with you and maybe you'll find them as useful as Bart has!

1. Believe in yourself

In order to overcome fear and lack of confidence as a speaker you first have to acknowledge to yourself that you can do it. You have to see yourself as capable and you have to perceive obstacles as surmountable.

This is not always easy.

Mental fortitude is at the heart of just about every success story I've ever heard. From musicians to athletes to doctors to relief workers, there's a boldness and courage that one must cultivate in order to knock down barriers of fear and insecurity, the barriers that most often come from our own minds, not any external source. (See my series on Thought Traps for more on handling mental barriers.)

Once you find yourself focusing on the positive -- what you CAN do -- instead of the negative -- what you CAN'T do -- you crack open the door to future success.

2. Find your zone

We all have moments as speakers when we know we are nailing it. We get in the flow, we connect with the audience, the audience is responding, and there is a feeling of energy and excitement in the room.

How do you recreate that? By discovering what you love about speaking and what you're good at.

Each of us has our own individual style. If you spend your time trying to mimic other speakers, trying to recreate their magic, it's not going to happen. You can't use Zig Ziglar's stories or mannerisms and hope to channel him in your presentation.

What's your style? Do you have a loud, boisterous personality? Do you like subtle humor? Are you intense and tightly woven? Are you loose and lighthearted? Are you known for your charming, folksy manner?

Are you great in the Q&A part of a presentation? Maybe more of your presentation should be unstructured. Are you good at making complex concepts easy for people to understand? Find audiences who need your specific skill.

Focus on your strengths; that is the only way you can truly channel your own gifts for the audience's ultimate benefit.

3. Set goals

What do you hope to achieve as a speaker? Do you want to get paid as a professional? Do you want to get promoted in your job? Do you want to spread the message of a cause you're passionate about?

Decide where you want to go, and then make note of how you will get there.

If you want to get paid as a speaker, perhaps your first goal would be to develop your topic and your message. Perhaps another goal would be to get a certain number of speaking engagements in the next six months in order to practice and get feedback.

If you want to spread your message, your first goal might be to refine your message and create a short presentation. Next, you might make a list of groups who are a good fit with your message. Then, you might find out how you can get on the agenda of one of their meetings.

Goals don't have to be huge and intimidating. They can be tiny steps toward where you eventually want to be. As you find yourself achieving your small goals, then try setting larger goals.

4. Get support

We all get to a point sometimes where we just don't know what our next step should be. We've done all the research, we've gotten experience, we're moving forward. How then to make the next leap? What's the next challenge? Where do we go from here?

This is when talking to people in your industry who've been where you are, finding mentors and building a support system can help boost you to that next level.

Maybe you need accountability. How about a Mastermind group? Maybe you need to meet more people in your field. How about joining an association of your peers? Maybe you just need some advice. Ask a respected colleague about acting as a mentor to you.

Going it alone is hard. Finding people who do what you do will empower you, educate you, stimulate you and challenge you. Find role models you can learn from and who will push you to do more.

Thanks to Bart for giving me permission to adapt his principles for speakers!

How will you use these principles to help you grow as a speaker?

Super Bowl SUCCESs

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Even if you didn't watch the Super Bowl, you can still see one of the better ads right now on YouTube.

There are a lot of reasons this commercial for Google worked. I'm going to approach it from the perpective of Chip and Dan Heath's "Made to Stick." Let's see how it stacks up against their acronym SUCCESs as a memorable or "sticky" message. First, watch the commercial if you haven't already:



Simple: You can't get much more simple than showing a person searching on Google. Google is the tool and the product, and that's all you see. No dialogue, no actors, and only a simple piano melody drives the action. There are soft background sounds and voices to support the story.

Unexpected: I find the simplicity itself to be what was so unexpected about this ad. Especially in the middle of the Super Bowl, when most of the ads went over the top to get attention, this one was delightfully subtle.

Concrete: We all know what Google is. We all know how to use it. We don't have to stretch our imaginations to understand what's happening on the screen.

Credible: What's not to believe about the topics or methods of search? We've probably typed in similar searches about movie directors or "how to" do something or when a flight is arriving. We've used Google maps, and we've all had Google correct our spelling when we've misspelled a word.

Emotional: At first we're curious. Okay, so someone is searching on Google for study abroad programs. Then we realize it's a chronology of one person's experiences and we start to put the pieces together. We're drawn in; what will happen next? Long distance relationship? No, a job in Paris! Then, suspense! As the person types, we see all the possible search strings below... is he searching for how to tie a tie? No. Is he searching for how to assemble a computer? No.

Awww... "how to assemble a crib." A happily-ever-after ending with a baby giggle in the background. (A good friend of mine from college met her husband while studying abroad near Paris and is still living there with him and their three children. It happens.)

Stories: This ad takes random searches we've all done and strings them together into a storyline. There's a beginning, a middle and an end. We look at the search string "Tu es tres mignon" and surmise what has happened. We mentally create the story as each search is revealed. Google has given us the tool, but our brain's desire to make sense of the data is what's so fun about this commercial.

It isn't every day that a commercial can pass the "Made to Stick" test. How about your latest presentation? Have you held it up to the SUCCESs model yet?

Eye can't see you

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Waiting with my husband in the emergency room this morning (he's okay), I noticed three signs on the wall of the exam room, typed on 8 1/2" x 11" paper in 12- to 14-point font. They were placed opposite the bed.

One sign read, "Our Promise to You;" the second one was a handout with information for waiting patients; the third was titled, "Please Help Us Help You" and went on with a list of suggestions, like minimizing trips back and forth to the waiting room and having only one family member visiting at a time.

What struck me about these signs was that there was no way the patient could possibly read them from the bed. There was no way I could read them from the chair I was sitting in. Did the hospital really expect a sick or injured patient or concerned family member to get up and walk over to read the signs (which I'm sure were very helpful and informative)?

This reminded me of a typical PowerPoint slide show with a lot of bullets and text. The speaker hasn't taken one second to determine whether the audience can actually read the words on the slides, because he's been so concerned about making sure all the text can fit. He's concerned about saying everything he could possibly say on each slide, but is not concerned about whether there is any value to the audience in those slides.

While sitting in the exam room, I imagined large, colorful posters replacing the signs. I pictured shortened sentences which were simple and clear. I pictured graphics and images to help them make their message clear, even to people who don't speak English or who are visually impaired.

If the hospital really cares about people reading those documents, they need to make them patient-friendly, easy to see, and quick to digest from afar.

If you really care about your audience getting value from your slides, you need to rethink the small text and multiple-bullet approach.

More on PowerPoint here:

Images are not fluff

One idea, one image

Slides are not handouts

Is PowerPoint the new black?

PowerPoint effectiveness based on research

A PowerPoint fairy tale

Speaking for (and to) the average Joe

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While watching news shows, I often feel my eyes glaze over and my brain go somewhere else while pundits and their guests discuss the finer details of political and financial matters.

So when someone comes along who can put these complex concepts into easy-to-understand language, I practically jump off the couch.

That's how I felt the first time I saw Elizabeth Warren on The Rachel Maddow Show. Warren is a Harvard Law School professor and the chair of the congressional oversight panel on TARP (Troubled Asset Relief Program), more commonly referred to as "the bailout." I see your eyes glazing over already, but stay with me.

The first time she was on The Rachel Maddow Show, it had been two weeks since the oversight panel had started its work. And Elizabeth Warren was not taking her time to settle in. She was hitting the media, clarifying what kinds of questions the committee was asking the Treasury Department and why -- in plain English.

She's one Rachel Maddow guest that I will always pay attention to, while others who make me impatient with their gobbledygook get the DVR fast-forward treatment.

Here's why I enjoy watching her:

1. She makes it simple. She asks, "How is giving $700 billion to banks actually helping families?" She then explains why the bailout can't help the economy without provisions to help people who've lost their homes.

2. She makes the abstract concrete. In a conversation on financial regulation, she points out that regulation ensures our cars have airbags, our medicine isn't tainted and a baby's carseat won't collapse in a car accident. Those are all concrete and relatable images that help make her point.

3. She avoids jargon. Period. And for a Harvard law professor, I can only imagine how difficult that must be!

4. She comes across as warm and approachable. She has an almost folksy way about her. She doesn't shy away from the occasional "um" or "uh." She's not scripted, memorized or canned. She expresses her support of the American family passionately and with conviction. She believes in what she's doing and has fire in her eyes when she talks about it. She's making a human connection even through the TV screen.

If only more TV personalities could explain so clearly and succinctly the economy, the history of the current financial crisis (here's one of her articles for some background), and the day-to-day inner workings of the companies responsible and the agencies set with the task of fixing the mess. If only Elizabeth Warren could be cloned...

Below are several Maddow interviews. Take a peek.

Does your presentation taste as good as it looks?

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Thank you to fellow speaker and trainer Bert Decker for today's food and public speaking analogy.

Last night on Twitter, Bert mentioned making Coq au Vin for the first time and forgetting to ask the butcher to cut up the whole chicken required for the recipe. Last I heard, Bert said the cutting was sloppy but the smells of the meal cooking were great.

This reminded me of a previous post I wrote about two speakers at the same event, one polished, professional and slightly canned, the other disheveled and passionate. The one I connected with was the one who gave more than 100% to the audience, even though her appearance was less than perfect.

How much energy do you put into the external appearance, glitter and gloss of your presentation vs. the preparation, heart and soul of your presentation?

In Bert's case, the chicken would taste the same either way, though slightly less attractive than if the chicken had been cut up professionally.

I can't say the same for your presentation.

If all you focus on is the external, that is, your movement, gestures, voice, clothing and slides, your presentation will be nothing but an empty shell.

However, take the time to prepare your purpose and your objective, determine your audience needs and wants, dig deep into your emotional well and find what drives you and what excites you about this topic... and even if your outer appearance is not perfect, your audience will see and feel your authenticity and passion. They won't be able to help themselves being drawn into your world. They won't be able to help themselves wanting more.

There's great satisfaction in putting a beautifully plated meal on the table. Just make sure it tastes good, too.

Four lessons for speakers -- from Broadway

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I saw the musical Avenue Q last night, and while I found it entertaining, original and funny, I also found some lessons for speakers!

1. It's okay to have help

In Avenue Q, the puppets are handheld on stage by the actors who play them. The puppets, while technically the stars of the show, would be useless without the bodies and voices of the actors. It takes a few minutes to get the hang of mentally integrating both the puppet actions and the actors' facial expressions and movement, but then it works.

A lot of speakers have a fear of appearing fallible. They want to hide their notes or not use any. They fear making a mistake or having to deal with a technological problem, possibly revealing a flaw in the preparation of their presentation. If everything doesn't go exactly as planned, the presentation is a "failure" or "disaster."

Unless you're a magician, there's no need for elaborate illusions. Let go of your notions of perfection. So the audience sees that you have notes. As long as the notes aren't crippling the flow of your presentation or creating a distraction for you, who cares if they're sitting on the lectern off to the side? As long as you integrate your tools and don't blow your cool if something goes wrong, the audience will be fine with seeing the strings and gears of your presentation.

2. Visuals should be simple

Avenue Q uses video screens at strategic times during the show to illustrate scenes and songs, as an educational tool in the same way that Sesame Street taught us that "C" is for cookie. For example, there is a song about schadenfreude, which is helpfully broken down for pronunciation on the monitor. In another scene, we see five illustrated nightstands on the monitor, and count down to "one night stand." (Get it?) And when Princeton, the main character, forgets what he's looking for, the monitors drop down and remind us, with just the word "Purpose."

Never forget that you, the speaker, are the presentation. Your visuals enhance your presentation, but are NOT the presentation. If your PowerPoint was the presentation, you could e-mail hard copies to everyone and tell them to stay home. Visuals can be helpful in illustrating your points, adding humor, demonstrating data and more. But you are the focus and the center of attention. Don't let your visuals overwhelm you or the audience.

3. Use the element of surprise

One of the songs in Avenue Q is titled, "Everyone's a Little Bit Racist." Another song says, "The more you love someone, the more you want to kill him."

"The more you love someone,
The more you want to kill 'em.
The more you love someone,
The more he make you cry

Though you are try
For making peace
With them and loving,
That's why you love so strong
You like to make him die!

The more you love someone,
The more he make you crazy.
The more you love someone,
The more you wishing him dead!

Sometime you look at him
And only see fat and lazy,
And wanting baseball bat
For hitting him on his head!"

Both of these songs have elements that might surprise and even shock the audience, because they're saying things that people often think, but would never say out loud.

How can you wake up your audience with a story, statistic or activity that might use surprise or shock to help them learn something new or grasp a difficult concept? I wouldn't do this gratuitously; this is a tool that works best when there's a sincere and legitimate reason for it. Otherwise, your audience might end up feeling manipulated and confused or angry.

4. It's okay to be entertaining

Okay, Avenue Q is a Broadway musical. It's supposed to be entertaining. But if you notice, many of the movies, TV shows and plays we watch have a greater message, yet we are still entertained by them. In fact, it's the entertaining quality that allows us to more easily absorb the message. Avenue Q's main message is that, while life is hard and there are no easy answers, everything (good and bad) is "only for now."

"LUCY:
For now we're healthy.

BRIAN:
For now we're employed.

BAD IDEA BEARS:
For now we're happy...

KATE MONSTER:
If not overjoyed.

PRINCETON:
And we'll accept the things we cannot avoid, for now..."

As a speaker, you can pound your audience over the head with facts, figures, numbers and charts. You can maintain a serious demeanor in the hopes of convincing the audience of the importance of your message. Or, you can find ways to have some fun and make your presentation actually enjoyable to your audience while still making your points.

What lessons have you learned in surprising places about speaking?

Top photo: Maggie Lakis, Nicky, Cullen R. Titmus. Photo by: Carol Rosegg

Presenting in the dark. Literally.

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Every time I give a presentation or attend one, I secretly hope there's some sort of incident or issue that arises for me to write about here on Speak Schmeak. Well, I certainly got my wish last night.

About 20 women from the networking group Santa Barbara Female Entrepreneurs met last night at an empty house in Montecito. Our group leader, a real estate agent, is selling the house, so there was a little furniture and some knickknacks, but no one is living there. It was a perfect spot for some wine, appetizers and mingling, and my PowerPoint "twittorial," an overview of how to use Twitter.

I had already started off with a glitch; my remote wouldn't move the slides, even though I had already tested it, put in fresh batteries and knew it was working. It took a few seconds to figure out the problem, but then I forged ahead, thinking that would be my only setback.

About halfway through the presentation, the lights flickered and went out. A windstorm had blown up and some people had seen a flash, like a transformer exploding. The lights came on again briefly, and then went dark for good. Immediately, cell phones lit up and by the electronic glow, we pondered what to do.

The data projector had shut down, but my computer was still on battery power, so people gamely suggested we gather around it and continue on. Jennifer Bragg, our fearless leader, went searching through the house and found a lantern. Her mom, who lives nearby, showed up with two more.

Meanwhile, I picked up where I left off and continued the presentation, with the whole group gathered in a semicircle around the computer screen. And what a great group! They were engaged, they asked questions, they contributed Twitter tips, and all the while sitting and standing in the dark. There was not a moment of panic or stress among the group. Can you imagine how these entrepreneurs run their businesses? Nerves of steel, I tell you. Getting things done no matter what.

It takes a lot to rattle me during a presentation, and this was merely a mild inconvenience. I find, in fact, that when something goes dramatically wrong in a presentation, it causes the audience to gather round and bond with each other and the speaker while everyone looks for solutions. Just like in the real world when there's a natural disaster or other major incident.

And my husband made a good point last night as we talked about it after the fact. Some situations are just out of your control. So why let it stress you out? Do the best you can with what you have and see where the situation takes you.

I found our lights-out adventure added some fun and spice to the presentation. And when the presentation was over, the lights came back on, so we were able to continue our networking and wine-drinking. All in all, a successful event! Thanks to the great women who didn't blink an eye.