The Body as Director

The title “Director” suggests “one who directs” or leads, drives the show, the project, the team, etc.  What if our bodies had the ability to direct our minds, rather than the mind directing the body? 

Social Psychologist Amy Cuddy, a researcher and professor at Harvard Business School, has conducted experiments in this very arena and discovered that “high power poses” actually lead to hormonal levels in the brain. A substantial rise in testosterone and cortisol levels in the brain led people to perform differently in a variety of situations, including job interviews… but even more interesting was the effect on how people felt about themselves, subsequently affecting their behavior!  Rather than subscribe to the belief that you “fake it till you make it,” Dr. Cuddy believes you can fake it till you BECOME it.  You are no longer faking the feeling of being confident or powerful, but you have BECOME this person you thought you were imitating.

I often encourage my clients to assume a more powerful physical stance and use commanding gestures, even when they weren't "feeling it."  It’s nice to know there is science behind this practice and that more than doing it for the sake of the audience, it is a good practice for the speaker as well. 

I leave you now to watch Amy Cuddy’s Ted Talk- her personal story is worth staying tuned for.  Let me know what you think!

http://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are.html?utm_source=newsletter_weekly_2012-11-02&utm_campaign=newsletter_weekly&utm_medium=email

-Greta Muller

greta@c3nyc.com 

A Perfect Setting

An excellent conversation, introduction, or interview can happen spontaneously, almost anywhere. Absolutely. It happens. And sometimes, communication needs a little assistance. With a little consideration, simple elements like comfortable chairs create a perfect setting, encouraging an exchange: perhaps brief, perhaps profound.

One of the MANY things I appreciated during my recent visit to Villa Boccella near Lucca, Italy, were the quaint, frequent tableaux nurturing good conversation. From lawn chairs whispering “come take a nap here” to a bench in the shade perfect for quiet reflection, I appreciated the forethought given to providing such settings, which nurtured a communal experience. 

“This is Italy!” you might be thinking, “Who couldn’t find a place to sit and talk with that gorgeous scenery?” And in many ways, you’re right. Between the sloping hills and trees, fruit and olive groves and a vineyard, yes, I just wanted to sit and absorb the atmosphere. The view alone nurtured creativity; the DESIRE to listen was enhanced… there were no ear buds or loud music. Even walking the streets of Pisa I noticed how seldom people were on their cell phones. But even in cities you can't help but notice the frequency of park benches, chairs, outdoor café settings and even church steps which were utilized for conversation.  

When I saw such platforms provided at the Villa and how often they were utilized, I was struck by the conscious thought to provide these platforms.  This began with an intention… a vision. We didn't have to seek out a place to sit, rather these chairs were like opportunities arising to beckon and welcome us to come together. 

This same intention can lace our homes or offices as we design our living rooms or even  board rooms. A friend was always complaining that her kids didn’t talk to her and yet IPods and cell phones were allowed at the dinner table, while a television blared. I’ve seen meeting room layouts that favor a conference phone or mounted LCD screen. An expansive table served to separate and dominate participants of a creative workshop. 

We may not always have the luxury of conversing against the backdrop of northern Italy, but we can put thought and intention into the atmosphere and design of ANY room where we want to listen and be heard. Start with Intention; imagine a perfect setting and explore the benefits. 

-Greta Muller

greta@c3nyc.com 

I welcome your comments and ideas for future blogs. 

"Horns do it, dogs do it, even roosters cockle doodle do do it"

     Of course when I say we all "do it" I mean that we all send messages. There are several roosters and chickens here at Villa Boccella, who give us their daily eggs... Not to mention daily concerts. There is one extremely large rooster. I mean massive, who competes every day for the last word. Any time one of the other roosters crows, it is immediately followed by his. One black rooster in particular seems to ruffle his feathers, so to speak, and if the big guy can't get be louder he can at least be higher and bigger, so he hauls his ample girth onto the perch and puffs his already enormous body into a gigantic ball of fluff and wails. Is that what we humans look like when try to get the last word? He looked familiar. 

      Our villa comes complete with an old hound dog, ancient it would seem, and at first I thought he was deaf. Coming up behind him, I told him he was beautiful and a good dog and to come so I could pet him. He continued on without even a glance back. Perhaps, he did not speak English! It wasn't until a face-to-face meeting that I bent down and really poured on the baby-dog talk. I said gibberish, but cooed and oohed and clapped my hands. He thrust his happy, wiggling body into mine. He may not speak English but tone and good body language is universal.

     Daily, we are treated to a concert of the mountain horns. The villa is perched on a mountain- locals would probably refer to it as a hill. The road leading to our villa is extremely narrow with severe twists and turns. The seemingly single lane allows one small car relative ease, while two must pass with extreme caution. One particular turn is so severe that visibility is limited and drivers honk their way around, alerting others of their presence. I’ve noticed how the driver’s personality is conveyed in his or her beep-style. One long, steady honk is strong and confident and sometimes, just annoying, as if daring anyone to try and stop him. I heard timid, rapid beeps, almost apologizing for their presence and seemingly friendly honks and one musical interlude. I heard this one daily and assumed it to be a courteous neighbor who realized how disturbing this may be to the quiet. And every so often a prolonged silence would lead to a battle of the horns, leaving me to wonder who was going to back up or down or who would pass on the “outside?”  Not me. 

So, I am left with the idea that once again it not the beep that counts but how you beep that sends the strongest message. 

Happy Chickens, Villa Boccella, Ponte A Moriano, Italy 2012

Who Needs English in Italy?

I am writing from the front yard of the Villa Boccella in Ponte Moriano, Italy, just outside of Lucca. I am awaiting lunch and positively salivating over the delectable aromas wafting through the open window.     Because this is a small village- not at all a tourist stop, the villagers either speak very little English or a lovely, halting version, where words and actions are well- planned and executed. Even when the speaker is mistaken ( I shudder to think what I am saying sometimes with my fragile Italian) I am able to understand the gist by the purity of their intention, facial/ eye contact- both with me and with their emotion- and wonderfully expressive hand gestures. Even buying a bottle of shampoo becomes a ballet of words and movement leading to the positive conclusion of both shampoo and conditioner!  

     Upon entering the farmacia ( or any establishment ) I typically start with my own Italian phrase of which I am confident, "parle englaise? This is truly for unselfish reasons as I am trying to save my dialogue companion from working so hard to try to make sense of my bad pronunciation of such a lyrical language. 

       I find that even locals in this tiny village who swear they speak no anglaise have a remarkable grasp of phrasing and pronunciation. From my clerk's first question, "how to help you?" to the conclusion of our interaction, she took my request for shampoo into an in-depth search for just the right product that would wash not just my hair, but body as well, to the conditioner for after the shampoo, to make the wash "more good." My praise for her excellent assistance was not only understood but greatly appreciated by her nodding head, brisk hand rubbing and huge grin as I left the farmacia exclaiming "grazie, grazie" followed by a small shrug and a "prego" as if to say, "what do you expect? It is only shampoo!"  

GOLF LESSONS

GOLF LESSONS by Greta Muller

Many a business deal is made or broken on the golf course… you may shake hands and iron out some details over cocktails at the 19^th hole, but your conduct on the course can determine your entry to the clubhouse.  You can tell a lot about a person by the way he or she conducts themselves on the golf course. I played a lot of golf this summer and I was reminded again that actions speak louder than words. Not just in presentations, but anywhere, including the links. On the course, it is not simply what you say, but what you DO that speaks volumes.

I learned this as a young girl, playing golf with my Dad. 

I was in 6th grade when my father bought me my first set of clubs- they were used, bought at a garage sale, back in the day when “woods” were actually made of wood!  He signed me up for lessons and I was immediately hooked. I loved the game, the challenge, atmosphere, and mostly I liked that it gave my Dad and I this one activity that was just ours.  For years, Dad woke me early one morning every weekend and we’d be the first ones on the course.  We’d tiptoe around the house getting ready, have our coffee as the light barely touched the trees and head to the club. It was the one morning I actually didn’t mind getting up. The sprinklers sometimes caught us and the mowers moved around us while we played and talked.

I learned not just the game, but the etiquette of golf.  I learned about life and the art of conversation, human nature and business.  The etiquette I learned on the golf course has served me well in life. 

So in honor of this remarkable and frustrating game… and my Dad, one of the finest gentlemen I ever knew, I’d like to share a few life lessons from the golf course:

     1.       Unsolicited advice is rarely appreciated.

Believe me, no one who has just tried for the 4^th time to get out of sand trap wants to hear what you have to say about why he can’t get out of that sand trap, while standing up to their neck in sand!  Sometimes holding your tongue is the best move you can (not) make!

2    Everyone is nice to the Golf Pro; a true Gentleman (or Lady) recognizes the significance of the person who cleans your shoes and acts accordingly.

I can’t tell you how many times I’ve played with someone who seemed like the consummate gentleman or woman- charming, gracious, shaking hands… only to then turn around and curse out the guy carrying his clubs.  This, my friend, is not a true gentleman, nor someone I would want to trust with my finances.

3    Cheaters cheat and braggarts exaggerate- on or off the course.  

The great part about golf is that you only play yourself. Your priority should be to best your last score. Same is true about what club you use to do what. It shouldn’t matter to the next guy if you use a 3 iron or a chipping wedge to hit the green.  Just play your game. I shudder to think about doing business with someone who “embellishes” on their score, or “competes” on the club length.  When it really counts, how will this person conduct themselves?

4        Throwing your golf club in the lake is stupid. 

That’s all.  It’s just stupid. Now you have to go buy a new club, unless you really want to look like an idiot and try to fish out the old one.  And chances are you aren’t going to play any better with the new club.  The club is only as good as the player gripping the handle. How does this person handle anger in the business world?

5     How you treat the greens is representative of how you treat your business.

There’s a simple rule in golf, “clean up the damage you’ve caused.”  If you take a huge chunk out of the earth, put it back! If your ball creates a divot in the green, mend it. This takes maybe 10 seconds. I find this lack of etiquette especially amusing from someone who gripes about the condition of the greens! Really? What effort do you put into repairing any damage you do in life or business?

6     R-E-S-P-E-C-T is not just an Aretha Franklin lyric. 

There are NUMEROUS ways to demonstrate respect, but it all comes down to be cognizant of the other guy.  Whispering or standing still while someone is putting…giving your attention to the person on the tee box…congratulating another player on his or her personal victory… these are signs of respect but they are signs that demonstrate your awareness, ability to listen, and be attentive to others. (Didn’t we all learn this in kindergarten?)

         If you can’t drive a golf cart, I don’t want you driving me home.

In closing, Talk is cheap.  I believe all of the above speaks to the fact that while someone can focus on saying all the right things, it is what you are not saying that often speaks the loudest.  Dad taught me to assess someone’s character by his actions, but more importantly, in our time on the golf course he showed me the kind of person I wanted to be.  

For my Dad, Robert E. Muller (November 4, 1918 – August 2, 1994)

For my Dad, Robert E. Muller (November 4, 1918 – August 2, 1994) 

Talk Radio Interview with Laura Gevanter

Let me interrupt this series on "the Art of Job Interviews" to insert a link to my recent radio interview with Laura Gevanter. Laura is a Life Coach and Owner of Present Tense Coaching. She has her own weekly talk show, where offers her listeners a chance to listen and gain from the expertise of other coaches and professionals in a wide range of disciplines.  Naturally, we discussed Presentation Skills and I thought Laura asked many insightful questions which led to a great discussion.  What do you think? http://www.blogtalkradio.com/lauragev/2012/06/20/presentation-skills-coach--greta-muller 

THE FINE ART OF JOB INTERVIEWS (Part 1)

I have many connections (professional and personal) with people who are either in the position to be interviewed for a new position or driving the interview, so I’ve put together a blog series on the FINE ART OF JOB INTERVIEWS.  In this job market, it is crucial you understand How, Where, When, and Why you make the impressions you do and Who you are making them to… today we’ll look at the HOW.  When you embrace the HOW, with proper focus on the WHAT, you have maximized your ability to convey the right message YOUR message.  

A 2011 survey revealed an all-time high for employers reporting difficulty hiring for critical positions. For the applicant, nerves or anxiety may come into play.  You may never completely release that nervous feeling in your stomach, but acceptance, preparation and practice will go a long way to assure that the “you” you reveal in the interview is an accurate representation of the YOU who will show up for work on Monday.

SHOW DON’T TELL

            The theory that the visual message outweighs verbal is supported by miles of research; yes, even in a job interview, seeing is believing. It has been proven time and again that what your “audience” sees wins (or provides more credibility) than what exact words are said. And just in case you’re wondering, when there is no visual (for example a phone call) HOW (or tone, inflection, etc) wins out over the what.  This does not mean what you say isn’t important. It is.  I cannot advocate lying or exaggerating to make a point.  But making sure your “how” speaks volumes is key. 

            When I saw an article in Fortune Magazine entitled “How to Get a Job: Show, Don’t Tell” by Jennifer Alserver, I was extremely intrigued.  (http://management.fortune.cnn.com/2012/03/14/job-interview-free-work/) 

             I agree whole heartedly that you must SHOW your enthusiasm, professionalism and interest as well as speak of it, and wanted to read what this author had to say on the subject.  I was surprised to read that Ms. Alserver was referring to a trend in the job interview process where subjects are being asked to demonstrate actual job skills! Candidates are being asked to “solve problems on the spot, give feedback on products and research new markets.” They are asked to prepare and deliver presentations to top executives. She cites a client who designed 10 greeting cards in a 24-hour period to win a graphic design position.  In a very specific example, restaurant managers were asked to participate in role-playing tests, in which interviewers played the parts of difficult customers.  (I’m sure they did a great job!)

            This goes far a great resume and an interview. And it makes complete sense! In this competitive job market why settle for someone talking about themselves when they can demonstrate?  In regards to these restaurant managers, I liken it to an acting exercise or audition.  Very quickly, these applicants were called on to convey qualities like “commanding,” “empathy,” “compassion,” and perhaps, “authority and strength.”

          This may sound daunting to someone who is in the interview process or maybe it excites.  But it is most important to approach the interview with the right mind set.  Accept the reality.  You may be called upon to "perform" and it's best to know what you are bringing to the table.  

           

            Next week, I’ll provide some food for thought in regards to preparing a good mindset as you approach a job interview.  In the meantime, if you have any specific questions or concerns, please email me at greta@c3nyc.com and I can contact you confidentially or answer here in this blog. 

THE BACKWARD PASS

WORKING BACKWARD Series

Part 5 of 5

I guess if I was truly working backward I would have started here?

As you pass from the back to the top of your presentation, here are 2 main points I hope you walk away with:

1. In talking about IDEAL OUTCOMES, I hope it became clear that an IDEAL OUTCOME goes beyond, “Make a sale” or “Make my Point!” It extends to a connection between people. I’m not recommending we get all touchy-feely here, but even in the realm of legalities, high finance or surgery, we are still talking human beings.

Let me give you two true stories, by way of explanation: Several years ago I had surgery on my neck. Due to an accident and prolonged stress I needed a disc replaced. I did my due diligence. I did research on surgeons in my network, got some recommendations and had 3 in-person interviews with surgeons who all had roughly the same level of expertise at one of the best hospitals in Dallas. Ultimately, I chose the doctor who I LIKED the most… but more importantly, who seemed to like and respect me! He knew my name, applauded the fact that I brought a friend with me to the interview (a nurse who I thought would remember more and ask better questions) and who looked me squarely in the eye. I’m sure they were all competent, but the guy who treated my friend the nurse like a toad and the one who was in a hurry and never looked up from his clipboard (remember clipboards?) did not impress me. And yes, my surgery was a complete success. Thank you Dr. Barnett.

My second true story is about jury duty. It’s a good story, but a little detailed, so let’s just say, I knew (had a strong hunch) very quickly which attorney the jury was leaning towards and it had nothing to do with the details of his case. He made a better impression, a stronger connection, thus a more compelling argument, mostly in the WAY he presented his information. I’m not an attorney, I don’t know every legal angle and detail, and neither was anyone else on that jury. But anyone could tell you whose lawyer was a jerk, wore gaudy jewelry, was tardy on more than one occasion and reeked of cologne. None of these things are against the law, but his client had a steep hill to climb just to get to a level playing field.

My second point for "take away":

2. It’s not always WHAT you say. I meet with clients all the time who will sweat blood over every word and phrase, trying to say just the right thing. They have a thesaurus phone app. I’ve worked with people who consider a presentation successful if they did not stumble, pause, or say “uh.” I’ve met people who think success is having a stacked Power Point presentation with enough verbiage to choke a horse. It starts with your definition of success and I hope you have the means for thinking outside the box.

In the end, and we are working backwards after all, it’s about the relationship to the person(s) you are addressing. You can’t actually force them to feel or do anything, but put their best interests first and see for yourself how your presentations succeed.

COULD YOU REPEAT THAT PLEASE?

Part 4 of 5

WORKING BACKWARD Series

“Huh? What did you say?”

We all do it. We’re standing right there, we hear the words that are coming out of someone’s mouth and yet we still didn’t “hear” them. It works both ways.

Just because YOUR volume is up, don’t think you can be heard!

You may wonder why I am addressing this in a series about “Working Backwards.” It is because when you examine outcome and have planned your closing, it is not only OK that you say it in your opening, I recommend it. Do not, I repeat, do not be afraid to say in your opening what you will repeat in your closing.

There are many reasons people do not hear, and the most common culprit is multi-tasking. When you are on a phone call, you cannot assume the person on the other end is giving you their complete attention. If you can’t see what the person is doing, they may be checking emails on a computer, looking at pictures of their dog, cooking, cleaning their nails and who knows what else. Even when you are face to face, there is no real guarantee your words are being comprehended. One significant clue is in the eyes. Looking someone in the eye, having them look at you (not above your head or at the gorgeous girl walking by) but eye-to-eye increases your chances of being heard tremendously.

You’ve heard the expression, “Eyes are the window to the soul.”? There is great truth here. And it works both ways. You as the speaker have the opportunity to perceive your listener’s comprehension in his or her eyes- do they LOOK engaged? Do they seem to “See” what you are saying? If their eyes are not registering comprehension- chances are you are not being heard.

The listener has the same opportunity to gleans a great deal about the speaker’s engagement, or connection to his or her message.

Here’s an experiment to try next time you are watching any kind of televised commentator/anchor/pontificator. Go up to your television (or computer screen) and cover the bottom half of the speaker’s face so that only the eyes are visible. Is this person engaged? I don’t have to tell you how to know, believe me, you’ll know. If the eyes are dull and flat, chances are they are reading, which does not necessarily mean he or she does not believe what they say. However, these very subtle clues may affect your ability to believe the message. The same is true of you as the communicator! When you do not express interest or connection to subject and/or audience, your listener’s comprehension may be greatly affected on a subconscious level.

If and when this is the case, here are 3 little tricks to try in a one-on-one conversation:

§ Ask for an audio response. “Does that make sense to you?” “Am I being clear?” “May I clarify that; I know it can be confusing.” (Be sure you are sincere rather than accusatory: “Are you listening? Hello?? Anybody home?”)

§ Make a small gesture to bring the listener back. If it looks like someone has drifted, use a larger or stronger gesture, closer to your chest or head. Give them something that catches their eye. In some cases a light touch on the arm may be appropriate, although I would suggest caution in cases of a new relationship between opposite sexes.

§ Vary delivery slightly- either in wording or delivery style. Change inflection or maybe volume. (There is nothing worse than asking someone to repeat something and have them use the exact same tone and volume. I have a pet peeve about being clear in asking someone to repeat something because I didn’t hear them the first time, only for them to use the exact same tone and volume! Hello! If that was working I would have heard you the first time!)

And do not, I repeat, do not be afraid to repeat yourself! Most people don’t hear (or fully comprehend) you the first time around. This is an opportunity not an imposition!

START WITH THE CLOSING

Series Part 3 of 5 of "WORKING BACKWARD"

In any kind of presentation I recommend that you KNOW YOUR OPENING; KNOW YOUR CLOSING. It relieves last minute anxiety, boosts confidence and allows you to be more present, in the moment and thus able to make a last minute change if the situation arises. (But that’s another blog.)

We’re working backwards, remember? So let’s look at the finish. Many know how to begin the dialogue, but they don’t end strong. The conversation fizzles out, without a true conclusion that answers the question, “What’s next?”

Have you ever seen a movie that was just so-so, but the ending was so fantastic that you found yourself loving it, even recommending the film to your friends? That’s the power of a good closing.

While the opening is crucial- this is where you get their attention, pull them in and set up what is to come ... a good opening can get your foot into a seemingly closed door! But your closing is equally important- it’s the ending note, often leaving your lasting impression. End with a dud, and it is all the harder to prove yourself again. I’ve heard comments to the effect, “I wasn’t convinced he was our guy, but he sure proved it in the end.” But I’ve rarely heard, “I love how that guy starts, and it’s OK that he leaves me cold.”

In golf, the follow through of your swing is so important. As a young girl learning to play golf, I did not understand how anything I did after making contact with the ball could matter. Who cared where my feet wound up or where I was looking? I wanted to see how far that ball went! But when I learned to complete my swing, keep my head down, and worry about the ball later, I found I had someplace to look, and not just in the woods. Giving attention to my follow through allowed me to make full contact with the ball, scoop under it and lift it into the air.

The more specifically you can answer that question, “What’s my ideal outcome?” the clearer you can make your closing, which provides the foundation for a strong opening.

The Opening and Closing can absolutely have the same focus- in fact, I recommend it and I strongly urge you to repeat yourself. Let me say that again, do not be afraid to repeat yourself. In fact that Opening can often be a statement of your Intention. “I hope by the time I am finished you will believe as strongly as I do that no one cares as much about your success in presentations as much as I do.”

Repeat after me: “Next week, we’ll look at the power of repeating. And no one cares more about your success than I do!”

SELL YOURSELF FIRST

Part 2 of 5

WORKING BACKWARD Series

Wait a minute. This is a series on working backwards and you are telling me what to do first!

Yes and no. The idea of selling yourself first is predicated on the idea of IDEAL OUTCOME. The ideal outcome may be a sale, a partnership… or it may mean a job, a promotion or simply a second meeting. By thinking through what you want, you put a great deal of focus on the elements supporting that end result and allow the information come out in a more natural form.

I once worked with a physician who had created and developed a whoop-de-doo (yes, that’s a medical term) device in his area of expertise. The manufacturing company thought it best to allow the creator to speak directly to other physicians who would utilize this whoop-de-doo device in their surgeries. Oh dear. His presentation was devoid of any personality or enthusiasm. Here was the inventor, for goodness sake, whose credibility seemed questionable both in delivery style and execution as he stumbled through a memorized speech. He showed no excitement or interest in his own invention (he even seemed mildly confused) but spoke coldly on its surgical application and mechanics. You might think a like-minded group of surgeons would appreciate the lack of theatricality but in looking out over the audience I saw yawning, texting, whispering and even, exiting. Yes, some people just left the room, never to return. The delivery was more distracting than the subject matter.

This may seem like an extreme case, but I see this quite often: people so focused on what they want to say, they forget there is a human being on the listening end of the presentation.

Oh, come on. These surgeons are professionals! Surely they could suck it up for an hour or two… see past the delivery... and some could. But in the end, we’re all human. In my professional opinion, which I was paid to give, the IDEAL outcome for this particular event was emotional investment, passion and peaked curiosity. (There would be a reception later for one-on-one time with the inventor.) This was not the time to give a detailed ‘how to’ lesson in a piece of equipment these people had yet to buy. Obviously another, tried and true surgical procedure was already in place with a different device that seemed to work just fine. (How many times are you trying to have others see the logic in your argument, but they are in a mind set that seems to be working just fine, thank you.)

SO! Working backwards, the ideal outcome was to interest these physicians to the point they felt compelled to find out more. We wanted them to see the need in utilizing this gizmo, and they in turn would need to convince their hospitals to make a rather sizable investment... this necessitates an emotional as well as practical investment. I believed the best process was to first peak interest and go for the emotional buy in: introduce actual cases studies where real lives were changed drastically. In a professionally produced video, doctors who had used this device talked about their joy over saving time in the operating room, shorter recovery time and happy outcomes. Thrilled patients told how much better they felt after the procedure and the difference it made in their lives. The Inventor then gave a short talk on what led to his discovery- yes, he was coached on conveying a bit more enthusiasm. But what was most amazing, was how his personality blossomed more naturally as he spoke, not of the equipment itself, but of its evolution and time saving qualities, which in this case, were actually life saving. The onus of creating a snazzy introduction was taken from his nontheatrical shoulders and as a bonus, the video helped him prepare (get in the mood!) as well.

When he spoke, the good doctor sold himself first - his passion, interest, thought process and his own excitement, before even trying to sell the product. The audience could relate to him as a person, his experiences. Their interests were peaked, more devices sold... a win-win.

When analyzing your ideal outcome, ask yourself if an emotional connection with your audience would help. The time for "what" to say will come. But the "how" you make your approach paves the way.

THE IDEAL OUTCOME

Part1 of 5

THE POWER OF WORKING BACKWARDS

After last week’s Resolution blog I was asked to expand a bit on what it means to “work backwards.” It does sound a little confusing and perhaps could stand some expansion. For the sake of clarity- I will speak in terms of presentations, however realize this “presentation” can be a conversation, phone call, sales pitch, or the more formal, stand-up presentation. It refers to any form of oral communication (and sometimes written) where you are the Seller and someone else is the Buyer. The product can be a thought, idea, a tangible product or yourself, but it is important to realize you are selling and someone else is buying. At least you hope so.

What is working backwards? When planning a presentation, it means start the process by giving thought to intended outcome first. This gives you a more fully realized idea of your Intention as Communicator: an Intention you can sink your teeth into. And you are not to think of just any outcome- but super duper, ideal, fantastic: a win-win. “Planning” can mean anything from writing a script which may be loaded into a TelePrompTer (this is not a typo but the official spelling of the device used by most television news anchors) to jotting down notes or making bullet points. You might start the thought process by answering these two questions:

AT THE END OF MY PRESENTATION, IDEALLY,

1. How would I like my audience to FEEL?

2. What would I like them to DO?

FEEL. Do I want to leave them merely interested or excited and enthused? Do I want to relay information or do I want them to feel informed, educated, and enlightened? Perhaps I want them to laugh, feel amused and entertained. Maybe this presentation has a more somber feel. (Regardless of the specific feeling, you want your audience to feel CONNECTED to you and your material, and possibly, the feeling leads them to ACTION.)

DO. Is this a call to action? The action can be something as simple as reading a book, making a call, selling a product, or buying a product. Do you want to start, enhance or end a relationship? Start a revolution? Do you want them to change something in their appearance or behavior? Does this relationship mean dinner or another meeting? In the long run, you want your audience to care enough to act and typically, this requires an emotional response.

So, you see these two outcomes are interconnected.

Of course you want to make them feel like buying what you’re selling and surely, this means DOING something, but perhaps this presentation is just the first step: an introduction, tease or taste, and the time to close the deal will come later. Sometimes the best thing to hope for is a second meeting!

I ask you to think beyond a sale to what it takes to make not just one sale, but many sales for years to come. What increases the chances of long term sales? The first things that pop to mind are trust and healthy relationship. Trust is the foundation of any successful relationship. Trust takes time. I may try something once, but for me to do so again and again, my expectations must be fulfilled. The trust is nurtured by the individual.

So NOW, what do you believe is the feeling behind the call to action?

I believe that your audience buys YOU before they buy anything you may sell. Let’s talk about it again next week. Please feel free to send your questions or comments to me at greta@c3nyc.com

YOU SAY YOU WANT A RESOLUTION

If you are part of the 68% who make New Year’s resolutions, chances are you may NOT be in the 8% who experience great success with those resolutions. For awhile, it’s WOW! But as the month passes that daily 5:00AM workout is kicking your butt, and not in a good way. The truth is MOST New Year’s resolutions have been greatly rethought and altered by February 1 and by June, they have all but disappeared.

I was intrigued to read that the word “resolution” comes from the Latin word “resolutionem” meaning “the process of reducing things to simpler forms or breaking into parts.” This is a similar process to how I approach presentations and public speaking.

I often encourage people to break down a speech into components, but I’m not referring to sectioning off the script. In fact, I find that most people are well versed in their perspective fields so that content, or script, is saved for later in the process. (Sort of like deciding what your actual resolution will be AFTER examining the goal.) Instead, we start with Purpose and Intention; both of which are influenced by Outcome. So, let’s work backwards, and examine desired outcome: dream big! What is your ideal outcome? What do you really want? In presentations we answer the questions: how do you want your audience to feel? What action do you hope they take?

The Purpose of a presentation may be to introduce a new product to your sales team, but you’re really hoping to stimulate enthusiasm, excitement and interest, which ideally results in higher sales, larger commissions, product awareness and job satisfaction. Whoa! All of that from an informational meeting? Yes, if one’s Intention is clear from the beginning. By looking past the purpose (introduce new product) to desired outcome (enthusiastic comprehension and acceptance) the speaker’s intention is more focused on peaking the team’s interest, generating excitement and building their confidence and knowledge base of the product. Now, the speaker has the inspiration for building a presentation and developing a forward thinking plan to get you to the objective.

Many New Year’s Resolutions can be stretched beyond the idea that “I’m going to start waking up at 5:00 AM and get to the gym!” Sounds great, but with thought, the desired outcome might include spending more time as a family, so that a twice a week early workout is complimented by softball and swimming with the kids.

Whether it’s a resolution, or a presentation, start small, keep it simple and see if your success rate improves. Begin with a desired outcome, (within reason) explore your intention for the audience, (include yourself!) and see if you can be one of the 8% who finds success in their yearly resolutions.