Presentation vs. Conversation: What’s the Difference?
I’ve seen all kinds of extremes in working with business and community leaders over the past two plus decades. You’ve probably experienced some of these types – and may even be one yourself!
In the first group are the outstanding speakers but terrible leaders. They are absolutely riveting and motivating on stage. In person, however, it’s a completely different story. They have no charm, no finesse, and are not able to engage successfully in or see the value of “small talk.”
In contrast, many other clients have been wonderful one-on-one. They are terrific and congenial conversationalists. When they have to speak to a group however, they appear to transform into souls who are boring, rambling, and lacking confidence.
Why can’t we all do it all? Why can’t every one of us be a compelling speaker, an outstanding leader and socially at-ease no matter where we are? Is it nature or nurture? Are some folks really born with the gift of gab and others are not blessed with that particular gene? Are some people naturals at interacting with others?
I believe it’s not a question of introvert versus extravert. Or people-focused versus task-focused. I’ve found the difference between being able to deliver a good speech or presentation, and being able to carry on a worthwhile conversation lies in how well you use words. And what also matters is how carefully you listen with your ears, observe with your eyes and respond to what’s happening.
As a speaker, you are creating a one-sided conversation that needs to feel as though it’s two-sided. A good presentation has a structure and a purpose that are interwoven, not obvious, and make us want to listen.
As a social person, your goal is to create a conversation that is mutually satisfying for you and the person with whom you’re talking. That’s true even when you’re really trying to direct the conversation in a particular way, such as in sales or in leadership.
Both sets of skills can be developed and honed, if you’re willing to put in the energy, time and practice.
A little drum roll please! After two years of writing, I just turned in the final manuscript of my forthcoming book, Public Speaking for the Genius, due out in the fall of 2015. Watch for this practical guide and others we’ll be publishing soon to help you succeed on whatever speaking path you’re pursuing.
Best Regards,
Anne B. Freedman
(305) 273-6641
(305) 733-4054 – Cell
anne@speakoutinc.com
www.speakoutinc.com
www.facebook.com/speakoutinc
@AnneMiami or twitter.com/AnneMiami
in www.linkedin.com/in/annebfreedman/
No Elephants But Much More
When 17-year-old Wachira Laonipon – better known as Mint – delivered her farewell speech as a Rotary Exchange Student recently, the room was filled with tears,laughter and admiration for this remarkably brave young visitor from Thailand.
“Imagine if you had to leave your country for a whole year. And you had so many incredible experiences you could talk about them for days and days. If you have done that you would know how hard it is … to say goodbye,” she began.
In her first few months in Miami, not only did Mint struggle to learn English, she “found it hard to make friends with Hispanics because they were a big group and only spoke in Spanish. It was difficult to fit in, but I overcame that, so what else I can say. No problema, amigos. (No problem, friends.)”
I met Mint soon after she arrived and in the past nine months helped her put together three speeches, marveling during all of our times together how committed she was to practicing, to being the most outstanding speaker she could be, and to finding the best photographs for her slides. Her first speech was an introduction to her homeland’s culture, history, the all-girl school she attended there, and her family, for the South Miami Rotary Club, her host club.
In January, with compassion, directness, and sobering images, Mint described some of her country’s most pressing social issues to Professor Robert Hacker’s social entrepreneurship class at Florida International University.
And in her final speech, Mint revealed that “Rotary changed me from the girl I was into a young adult. I feel more confident, braver, knowing English better and I feel as though I know myself better,” she said.
“Rotary has given me the biggest opportunity in my life so far. To come and live in the United States of America, the country that has a tall woman holding the torch of liberty. A country that doesn’t allow elephants to walk on the street. A country where people watch many kinds of sports except soccer. And a country that is a democracy model for the whole world. A country which still based on freedom of speech. A country that is dreamed about by people all over the world. And I was one of them.”
With her words and spirit, Mint touched everyone lucky enough to spend time with her.
If you have not already liked our Speakout, Inc. Facebook page, I invite you to click on the link now.
Best Regards,
Anne B. Freedman
(305) 273-6641
(305) 733-4054 – Cell
anne@speakoutinc.com
www.speakoutinc.com
www.facebook.com/speakoutinc
@AnneMiami or twitter.com/AnneMiami
in www.linkedin.com/in/annebfreedman/
To Pitch or Not to Pitch?
If you travel to Europe, in many countries, the tip for the server is built into your bill for dinner and into the cost of an excursion, for your tour guide. You’re usually not expected to pay anything extra.
When visitors come to the US for the first time from overseas, if they have not checked out the customs in advance, they think the same “tipping included” rules apply. And they can unintentionally leave a bad impression among hard-working waiters and other service people who regard them as “cheap” or selfish.
When you’re invited to be the speaker or present to a group, it helps to remember that there are accepted norms in some situations and totally different ones in others. What are some of these differences?
When you’re speaking to a Rotary Club, a civic group, and most business organizations, you’re expected to share information about trends in your industry, or tips that could help the members in some way, or your vision for the future based on your expertise. No one wants or welcomes any kind of “pitch” or self-promotion. Be sure and ask for specifics about the number of minutes you’re allotted and what their policy is towards a question-and-answer session after your message. You can hand out flyers about a special offer, but a public mention is often frowned upon.
Exceptions can happen when a speaker flies into town, at his or her own expense, if they deliver a worthwhile message with no blatant commercial content. After the speech, they may be given a few minutes to talk about a special promotion.
If you represent a nonprofit and a cause, for example, fighting human trafficking or promoting water conservation, most groups tend to be open to your efforts to enlist volunteers, secure contributions, or otherwise help spread the word. It is still important to know and be respectful of the group’s agenda and your time limit.
When you are the presenter – seeking investors or trying to make a sale of some kind – some of the rules are quite different. We expect you to try your best to persuade us! We’ve put ourselves temporarily under your thumb. But being sensitive to the timing of your presentation still applies. Make sure you know what the norms are before you start!
If you have not already liked our Speakout, Inc. Facebook page, I invite you to click on the link now.
Best Regards,
Anne B. Freedman
(305) 273-6641
(305) 733-4054 – Cell
anne@speakoutinc.com
www.speakoutinc.com
www.facebook.com/speakoutinc
@AnneMiami or twitter.com/AnneMiami
in www.linkedin.com/in/annebfreedman/
Practice vs. Speaking from the Heart
Every so often I meet a business person or a candidate running for office who seems stunned to learn that being a good speaker requires a ton of practice. The executive invariably confides, “I don’t need to practice. I know what I’m talking about.” And the candidate shares, “I just speak from the heart and it’s usually enough.”
Just as outstanding dancers, musicians, athletes and actors practice for hours and even years to perfect their performance, I have found that speakers and leaders who are serious about making a difference with their words do the same. The goal of practicing aloud is to make your delivery seem “natural” and ironically, not rehearsed. Only a rare few folks are able to do a good presentation without ample preparation. These individuals are usually veteran speakers with years of experience and deep familiarity with their topics.
How you practice matters! I don’t recommend reading and reciting over and over what you intend to say because you’re likely to get bored and drive yourself a bit crazy. Instead, rehearse your message, in parts, aloud, and out of order. Try the third point first, then the opening, then the close. Mix up the sequence and record or video each segment. You’ll quickly be able to identify what parts are working and where you may be stumbling orsound disinterested.
Once you’ve thoroughly prepared, find a local audience for the equivalent of a dress rehearsal before your big day. This effort helps assure you’ll be the hit you want to be. Let me know how it goes, okay?
If you have not already liked our Speakout, Inc. Facebook page, I invite you to click on the link now.
Best Regards,
Anne B. Freedman
(305) 273-6641
(305) 733-4054 – Cell
anne@speakoutinc.com
www.speakoutinc.com
www.facebook.com/speakoutinc
@AnneMiami or twitter.com/AnneMiami
in www.linkedin.com/in/annebfreedman/
CUSTOMERS FOR LIFE
Antonio Garrido is President and Founder of Absolute Sales Development – Miami’s own Sandler Sales Training organization that provides companies of all sizes with superior business-growth training. Visit: www.absolute.sandler.com or contact: (786)-527 0277
Twitter: @SandlerASDMiami
The TACTIC: Get a ticket on their train.
The STORY:
I first met Theron about 15 years ago when I was switching from a nice dependable job like teaching to something strange and unusual called sales. I suppose you could say that Theron was, in many ways, a mentor for me.
Back then, he had 15 years of sales experience and I was always amazed at how easy he made selling look. For whatever reason, perhaps out of pity, he took to suggesting things for me to do and try.
One of the first things he ever said was, “Make sure that you have a ticket on your customer’s train.” Every time I tried to get him to explain what he meant, he’d just reverse the question on me. Over the years, as I’ve added to and subtracted from how I do sales, I always evaluate changes on whether they get me that ticket.
I know for sure that one meaning of the phrase is that keeping customers for a long time means knowing where they are headed. It also means making sure that they still know you are around between sales.
One of my customers is a car dealer in town. Tums out he has these promotional baseball caps with the company name on them. I asked him for one and he was more than happy to give me one.
A month later, I realized one of my life-long dreams and spent a bit of time in Hawaii. Of course, I promised everyone a postcard. For whatever reason, I had taken his company hat with me. Well, my wife took my picture with it on, the Pacific in the background, and then we had the film developed that night.
You could read the writing on his hat in the picture, and I figured it might make a nifty postcard.
So I stuck it in an envelope and mailed it to him. That was six months ago. Ever since he received it, it’s been propped up on his desk. Now that’s getting a ticket on my customer’s train:
When I got back, I was the typical tourist who showed photos to anyone who would put up with me. As it turns out, a couple customers really liked this picture or that picture. I went and had those pictures enlarged, framed them, and then stopped in to visit to present them. There are nine customers now who have those framed pictures sitting on their office walls.
The RESULT:
The photos are a daily reminder of who I am and as a result, what I do. The cost to do this long-term marketing was under $100.00.
DISCUSSION:
Every salesperson who can at least meet his expenses has a list somewhere of their customers. Those salespeople earning a bit more than their expenses will also know when their customers last bought, how much, and when they might buy in the future. Salespeople earning one more level upward have devised some way of remembering to contact that person around the time of the next purchase.
Outstanding salespeople have learned how to ride along with their customers so that when a need arises, the first and perhaps only person they turn to is them.
You’ve heard the phrase, “out of sight, out of mind.” From the customer’s point of view, the salesperson who sold them disappears from their daily awareness once the product is delivered and performing properly.
Why should a salesperson care about this? Because there are 10 other salespeople out there selling the same thing you are, and they are all calling on your customer. Do you want one of them saying to your customer, “Sure, things are great with your current supplier, but do you have a plan in place if things go into the hopper?”
You know it is going to happen. Do you want to disappear and perhaps have someone else take your place?
APPROACH:
How many companies that you sell to have baseball style company hats? Company tee-shirts?
Company mugs? Probably at least one. Offer to buy one of these. Your company contact will probably be flattered to give you one. Now take it on your next vacation. Take a picture of it and use it as a postcard. It’s amazing where you will find it posted. Every person who looks at it will be reminded of who you are and what you do.
Everyone has heard about sending birthday cards and holiday cards. These still keep you from disappearing even though everyone knows why you are sending them. Not original but still working.
As long as you have something to say of value to your customers, you can never contact them enough.
THOUGHT:
Just because you sold your client something yesterday, doesn’t mean he’ll know you’re still around today. Let him know you are.
Sandler Training is a global training organization with nearly 50 years of top-flight training experience. Sandler Training provides training and consulting services for small-to-medium-sized businesses, as well as corporate training for Fortune 1000 companies. With over 250 offices located throughout the USA alone, Sandler’s goal is to help clients initiate substantive, measurable and sustainable growth.
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