The Thanksgiving holiday is over – but now we have Chanukah, Christmas, Kwanzaa, and New Year’s on the horizon.
Typically, that means parties (professional and personal) – which, in turn, means more opportunities for creating conversations.
For some of us, it is an easy task -- we like small talk, meeting new people and socializing in general. But, for others it is a chore.
It doesn’t have to be …
What are some techniques to make mingling and conversation easy and enjoyable for all parties concerned?
Here’s my list of seven strategies:
1. Whenever possible, do your “homework.” Know who is coming, and a little bit about the people. What are their interests? Where do they work? What do they do in their free time?
2. Ask questions – not to be intrusive, but to find areas of mutual interest. Be interested in what they have to say.
3.Share something about yourself – not to brag, but again, something that the others may find interesting.
4. Be comfortable with silence. You don’t need to rush the conversation.
5. Be up to date with current events and best-selling books – they make great conversation starters.
6. Look for ways to help others. That may mean introducing them to other people at the event.
7. Know when to exit the conversation. Avoid monopolizing one person for the whole event.
If you follow these seven guidelines, you not only will have great conversations and build relationships, but, perhaps more importantly, a great time!
Showing posts with label Communication. Show all posts
Showing posts with label Communication. Show all posts
Monday, November 30, 2009
Tuesday, November 10, 2009
It Doesn’t Matter What You’re “Selling” … Prep Before You Present Your Pitch
Professor Dan Brody (yes, he is a relative!) is teaching an entrepreneurial course at the University of Virginia’s School of Engineering.
He had a few entrepreneurs speak as guest lecturers, and he asked me to do the same. My topic was “10 Reasons Presentations Fail & How to Avoid Them.”
You might wonder – why is information regarding presentation skills critical in a class of would be engineering entrepreneurs?
In fact, in my first career, as a college professor of presentation skills and interpersonal communication skills, students often told me, “I don’t need to speak – I am going to be an engineer, accountant, researcher, architect …” – you name it, they said it.
Surprise!
These students entered the job market, and soon realized that no matter how good their ideas were, they needed to be able to sell themselves along with these bright ideas.
This recent group of talented students at UVA are giving group presentations as part of a contest. The winner will get some seed money to actually start building the business that they propose.
In case you are wondering what my top 10 list is, go to my website to read more about “Why Every Professional Needs to Master Presentation Skills” -- to learn why presentations fail and more, and also take the free quiz there to test your presentation skills knowledge.
On the surface, when it comes to presentation skills, things seem to be very basic. However, it is the little things that make the biggest difference.
Here’s a recent example that proves how true this is …
I was flying home last week from Tampa. My seat partner was the ex-superintendant of the Philadelphia School District. She has since spent time teaching and leading at Harvard and now at the University of Pennsylvania: She is on the board of the Philadelphia Art Museum. She told me about the wonderful presentation delivered by the architects who won the Barnes Museum contract.
What made this presentation so good?
The architects told a good story, enjoyed working together, used simple visuals and believed in the project.
How simple is that!?!
Of course, simple isn’t always easy to implement. That is where coaching/training can help.
Do you, or members of your team, need help in preparing your pitch?
If so, you know where to get help!
He had a few entrepreneurs speak as guest lecturers, and he asked me to do the same. My topic was “10 Reasons Presentations Fail & How to Avoid Them.”
You might wonder – why is information regarding presentation skills critical in a class of would be engineering entrepreneurs?
In fact, in my first career, as a college professor of presentation skills and interpersonal communication skills, students often told me, “I don’t need to speak – I am going to be an engineer, accountant, researcher, architect …” – you name it, they said it.
Surprise!
These students entered the job market, and soon realized that no matter how good their ideas were, they needed to be able to sell themselves along with these bright ideas.
This recent group of talented students at UVA are giving group presentations as part of a contest. The winner will get some seed money to actually start building the business that they propose.
In case you are wondering what my top 10 list is, go to my website to read more about “Why Every Professional Needs to Master Presentation Skills” -- to learn why presentations fail and more, and also take the free quiz there to test your presentation skills knowledge.
On the surface, when it comes to presentation skills, things seem to be very basic. However, it is the little things that make the biggest difference.
Here’s a recent example that proves how true this is …
I was flying home last week from Tampa. My seat partner was the ex-superintendant of the Philadelphia School District. She has since spent time teaching and leading at Harvard and now at the University of Pennsylvania: She is on the board of the Philadelphia Art Museum. She told me about the wonderful presentation delivered by the architects who won the Barnes Museum contract.
What made this presentation so good?
The architects told a good story, enjoyed working together, used simple visuals and believed in the project.
How simple is that!?!
Of course, simple isn’t always easy to implement. That is where coaching/training can help.
Do you, or members of your team, need help in preparing your pitch?
If so, you know where to get help!
Tuesday, November 3, 2009
Don’t Let the Digital World Divide: Face-to-Face Communication Still Critical
I just got back from a meeting in Tampa. Following the meeting, a group of us went to the hotel bar to continue the conversation.
Guess what happened instead?
Everyone sat “playing with” their iPhones and BlackBerrys! What little conversation there was revolved around the latest apps.
Somehow, with the need to communicate quicker, and more easily, we seem to have lost the art of the conversation.
You know … actually talking to people.
When I think of the time it takes to post a tweet on Twitter, send an e-mail, or to update a Facebook page, I also think about how many people we could have actually spoken to, if we just picked up the phone.
What’s happening in our workplace when colleagues who work next to each other end up texting instead of getting up to chat face to face?
What does that say about interpersonal communications? Is this really a way to build a relationship?
Believe me, I am a proponent of using the latest social networks -- check me out on LinkedIn, Twitter, Facebook and Naymz – but NEVER in lieu of meeting people for coffee, or phoning someone and having a real conversation.
Business particularly is all about the connections you make – and these are much more effective when done face to face.
Reading words on a screen, even with a video and/or audio element added, is and never will be the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
In the search to expand our networks, I truly believe that something is being lost.
I would love to hear your thoughts on this.
Guess what happened instead?
Everyone sat “playing with” their iPhones and BlackBerrys! What little conversation there was revolved around the latest apps.
Somehow, with the need to communicate quicker, and more easily, we seem to have lost the art of the conversation.
You know … actually talking to people.
When I think of the time it takes to post a tweet on Twitter, send an e-mail, or to update a Facebook page, I also think about how many people we could have actually spoken to, if we just picked up the phone.
What’s happening in our workplace when colleagues who work next to each other end up texting instead of getting up to chat face to face?
What does that say about interpersonal communications? Is this really a way to build a relationship?
Believe me, I am a proponent of using the latest social networks -- check me out on LinkedIn, Twitter, Facebook and Naymz – but NEVER in lieu of meeting people for coffee, or phoning someone and having a real conversation.
Business particularly is all about the connections you make – and these are much more effective when done face to face.
Reading words on a screen, even with a video and/or audio element added, is and never will be the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
In the search to expand our networks, I truly believe that something is being lost.
I would love to hear your thoughts on this.
Tuesday, October 27, 2009
Modern-Day Networking: “Dripping” Can Solidify Relationships
Are you dripping?
Think of “dripping” as a way to keep in touch with clients and colleagues – a little bit at a time, repeatedly.
In the course of a day, many of us might meet one or several people who we want to build a relationship with – one that is mutually beneficial, win/win, and helping others.
Yet, just a meeting, whether chance or purposefully planned, isn’t enough.
That’s where the dripping starts.
Immediately after meeting someone that you want to foster a relationship with, send something to the person – an e-mail, a text, a Tweet, a note, an article.
Then, touch base again with a call or even offer to do lunch. Look for ways to help the other person. Find commonality.
As the relationship starts to build, you continue to “drip.” Your contact might be once a month, or once every other month.
“Absence makes the heart grow fonder” is a fallacy! When it comes to business networking and building relationships, it’s more like, “Out of sight, out of mind.”
Dripping keeps you in the mind’s eye of the other person, since you touch base on a frequent basis.
Building relationships is more important, and easier to do, than ever before.
So, just keep on dripping!
Think of “dripping” as a way to keep in touch with clients and colleagues – a little bit at a time, repeatedly.
In the course of a day, many of us might meet one or several people who we want to build a relationship with – one that is mutually beneficial, win/win, and helping others.
Yet, just a meeting, whether chance or purposefully planned, isn’t enough.
That’s where the dripping starts.
Immediately after meeting someone that you want to foster a relationship with, send something to the person – an e-mail, a text, a Tweet, a note, an article.
Then, touch base again with a call or even offer to do lunch. Look for ways to help the other person. Find commonality.
As the relationship starts to build, you continue to “drip.” Your contact might be once a month, or once every other month.
“Absence makes the heart grow fonder” is a fallacy! When it comes to business networking and building relationships, it’s more like, “Out of sight, out of mind.”
Dripping keeps you in the mind’s eye of the other person, since you touch base on a frequent basis.
Building relationships is more important, and easier to do, than ever before.
So, just keep on dripping!
Wednesday, October 21, 2009
Death By PowerPoint: Don’t Become Another Speaking Statistic
We’ve all heard the expression “death by PowerPoint.”
People acknowledge it, laugh about it, and hate it when in an audience, but, yet …. Many continue to be guilty of doing it themselves!
How can presenters avoid this?
Here are my 10 tips for avoiding Death by PowerPoint:
1) Write your presentation first, then look to see where you can add PowerPoint to reinforce the message. Keep in mind, a slide deck isn’t a presentation.
2) Add graphics, rather than bullet points, wherever possible. When words are necessary, it’s OK to use them, but avoid paragraphs.
3) Limit the content on the slides. If your audience needs the slides in advance, or as a take-home learning tool, then give them a file with more detail -- but for the actual presentation, pare down the content.
4) Avoid too many “bells and whistles” (like different font colors/sizes, charts, etc.). The focus needs to on the information, not the slide.
5) Get comfortable with the “B” key. While in PowerPoint mode, hit the “B” key on your computer. The screen will turn black or go blank. I like to think that the B stands for BRODY. Occasionally, go blank, so you change up what you’re doing – move around more and facilitate discussion.
6) Create a list of all slides – have one sheet of paper with the slide number and title of each slide. This allows you to cut slides if time is an issue, or to jump back and forth on the slide deck. Do this by hitting the “slide number” then hit “enter.” So, assume you are on slide 10, and you want to go back to slide 3. Hit “3’ and then “enter.”
7) Practice using the slides so that you are comfortable with timing and flow.
8) Arrive early and position yourself so that the screen is to your (speaker’s) left. People read from left to right. Make it easy for the audience.
9) Open and close with a blank screen to create and keep rapport with the audience.
10) Keep in mind – less is more. Trust me ... rarely, if ever, have audience members said, “Oh good, another slide.”
Always remember, be prepared to speak without any slides all in case of a technical glitch.
The best speakers can deliver their messages with power, impact and persuasion, without any slides at all.
People acknowledge it, laugh about it, and hate it when in an audience, but, yet …. Many continue to be guilty of doing it themselves!
How can presenters avoid this?
Here are my 10 tips for avoiding Death by PowerPoint:
1) Write your presentation first, then look to see where you can add PowerPoint to reinforce the message. Keep in mind, a slide deck isn’t a presentation.
2) Add graphics, rather than bullet points, wherever possible. When words are necessary, it’s OK to use them, but avoid paragraphs.
3) Limit the content on the slides. If your audience needs the slides in advance, or as a take-home learning tool, then give them a file with more detail -- but for the actual presentation, pare down the content.
4) Avoid too many “bells and whistles” (like different font colors/sizes, charts, etc.). The focus needs to on the information, not the slide.
5) Get comfortable with the “B” key. While in PowerPoint mode, hit the “B” key on your computer. The screen will turn black or go blank. I like to think that the B stands for BRODY. Occasionally, go blank, so you change up what you’re doing – move around more and facilitate discussion.
6) Create a list of all slides – have one sheet of paper with the slide number and title of each slide. This allows you to cut slides if time is an issue, or to jump back and forth on the slide deck. Do this by hitting the “slide number” then hit “enter.” So, assume you are on slide 10, and you want to go back to slide 3. Hit “3’ and then “enter.”
7) Practice using the slides so that you are comfortable with timing and flow.
8) Arrive early and position yourself so that the screen is to your (speaker’s) left. People read from left to right. Make it easy for the audience.
9) Open and close with a blank screen to create and keep rapport with the audience.
10) Keep in mind – less is more. Trust me ... rarely, if ever, have audience members said, “Oh good, another slide.”
Always remember, be prepared to speak without any slides all in case of a technical glitch.
The best speakers can deliver their messages with power, impact and persuasion, without any slides at all.
Friday, October 16, 2009
The Selling Stool: 3 Key Elements to Sales Presentations
Product knowledge and selling skills are only two legs of the stool when it comes to successful sales presentations.
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
Monday, October 5, 2009
Bottom-Line Speaking for Presentation Skills Success
Give people conclusions they can walk out the door with, not a lot of details.
This is what Jack Welch used to say, when he headed up General Electric.
This is also what I say when I coach people about presentation skills.
You can’t be too specific when sharing information.
Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.
Often, the tendency when speaking is to get bogged down in the technicalities, which most people don’t understand (or even care about!).
You will be perceived as a leader if you keep a presentation at the 100,000-foot level – then be able to answer questions that go beneath that.
Answer these three questions:
What?
So what?
Now what?
Truly effective speakers always keep their focus on the last two.
This is what Jack Welch used to say, when he headed up General Electric.
This is also what I say when I coach people about presentation skills.
You can’t be too specific when sharing information.
Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.
Often, the tendency when speaking is to get bogged down in the technicalities, which most people don’t understand (or even care about!).
You will be perceived as a leader if you keep a presentation at the 100,000-foot level – then be able to answer questions that go beneath that.
Answer these three questions:
What?
So what?
Now what?
Truly effective speakers always keep their focus on the last two.
Tuesday, September 29, 2009
E-mail: A Critical Communication Tool if Used Correctly
Over the weekend, I had some repairs that had to be done at home. I pulled out the trusty toolbox, and as I moved from project to project, I had to think about which tool would be most effective.
Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?
Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the person? If I have data to report, should I call the person, put it in writing, or send a quick e-mail?
If I want to thank someone for something he or she did to help me -- a much more personal type of communication – do I send a handwritten note or an e-mail?
Just because we have incredible communication tools – like e-mail – doesn’t mean we always should use them … or possibly abuse them.
E-mail shouldn’t be used for sending long messages, discussing confidential information, or distributing negative news, or sending complicated policy changes.
E-mail also shouldn’t be used in lieu of having face-to-face time.
Even if you do choose the right tool, you need to use it properly. Over the weekend, my husband was slicing potatoes using a mandolin -- a great kitchen tool.
Unfortunately, he didn’t anchor it properly, and ended up slicing his finger. Not good for a dentist!
The same is true with e-mail. It is so easy to use, that we frequently throw caution to the wind when using it.
Be sure to pay attention to both the tone and accuracy of all e-mail messages. You don’t want to appear to be abrupt or sloppy.
The cost of e-mail mistakes, abuse, and misuse, can be great.
So, just think of e-mail as one tool in your communication toolbox, and use it carefully and selectively.
Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?
Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the person? If I have data to report, should I call the person, put it in writing, or send a quick e-mail?
If I want to thank someone for something he or she did to help me -- a much more personal type of communication – do I send a handwritten note or an e-mail?
Just because we have incredible communication tools – like e-mail – doesn’t mean we always should use them … or possibly abuse them.
E-mail shouldn’t be used for sending long messages, discussing confidential information, or distributing negative news, or sending complicated policy changes.
E-mail also shouldn’t be used in lieu of having face-to-face time.
Even if you do choose the right tool, you need to use it properly. Over the weekend, my husband was slicing potatoes using a mandolin -- a great kitchen tool.
Unfortunately, he didn’t anchor it properly, and ended up slicing his finger. Not good for a dentist!
The same is true with e-mail. It is so easy to use, that we frequently throw caution to the wind when using it.
Be sure to pay attention to both the tone and accuracy of all e-mail messages. You don’t want to appear to be abrupt or sloppy.
The cost of e-mail mistakes, abuse, and misuse, can be great.
So, just think of e-mail as one tool in your communication toolbox, and use it carefully and selectively.
Thursday, September 24, 2009
Listening is More Than Hearing
So many people like to talk.
I sure do.
In fact, I do it all the time.
On the other hand, so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.
Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!).
Usually, it’s not on anyone’s top to-do list for training.
But, that may be changing. In the last few months we have seen a steady increase in clients asking for listening skills training.
Perhaps there were relationships, opportunities, and revenues that were lost as the result of poor listening. Maybe at the root of our relationship problems this fundamental communication skill is missing.
Last week, I got to deliver a listening workshop -- the first I personally had delivered in years.
The focus of the program was a combination of activities, skills and exercises to practice -- along with an online assessment, which profiles the individual participant’s preferred (or natural) listening style.
The district and regional sales managers in my session had so many “aha” moments that they couldn’t wait to get back and adjust their style at work -- as well as at home.
Since I also took the assessment, I, too, had some major insights. For example, at work I tend to listen purposefully -- in a very task-oriented way -- and pay less attention to the empathy factor and fail to listen for enjoyment.
It does make sense, however, that my staff needs as much empathy and appreciation as I give my clients and friends. I am committed to improving my listening with my team. You can e-mail them and see if they have noticed a difference!
So, do I think effective listening be taught?
Yes I do!
It isn’t complicated, but it does require a commitment to use more than just our ears.
If you want to see what is in our listening skills program, click here for more details.
I sure do.
In fact, I do it all the time.
On the other hand, so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.
Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!).
Usually, it’s not on anyone’s top to-do list for training.
But, that may be changing. In the last few months we have seen a steady increase in clients asking for listening skills training.
Perhaps there were relationships, opportunities, and revenues that were lost as the result of poor listening. Maybe at the root of our relationship problems this fundamental communication skill is missing.
Last week, I got to deliver a listening workshop -- the first I personally had delivered in years.
The focus of the program was a combination of activities, skills and exercises to practice -- along with an online assessment, which profiles the individual participant’s preferred (or natural) listening style.
The district and regional sales managers in my session had so many “aha” moments that they couldn’t wait to get back and adjust their style at work -- as well as at home.
Since I also took the assessment, I, too, had some major insights. For example, at work I tend to listen purposefully -- in a very task-oriented way -- and pay less attention to the empathy factor and fail to listen for enjoyment.
It does make sense, however, that my staff needs as much empathy and appreciation as I give my clients and friends. I am committed to improving my listening with my team. You can e-mail them and see if they have noticed a difference!
So, do I think effective listening be taught?
Yes I do!
It isn’t complicated, but it does require a commitment to use more than just our ears.
If you want to see what is in our listening skills program, click here for more details.
Wednesday, September 9, 2009
September Means Back to School Time – But, It’s Not Just for Kids
It’s back to school time.
Doesn’t the Labor Day holiday always remind you of that?
Of course, if you have children, you’re probably breathing a sigh of relief.
But, what does this time of year mean for all of us in business?
1) Four months to make our 2009 goals.
2) Planning and budgeting for 2010.
For most businesses, 2009 has been a tough year.
Many professionals have dealt with change, the unknown, and more responsibilities as their colleagues have been laid off.
What can get lost in times of workplace chaos and change?
The ongoing importance of professional and personal development.
This really is the best time to go “back to school.” Your own development cannot take a back seat.
After all, you don’t want to be left behind at the end of the year – or “expelled!”
I have no idea what the new economy will look like.
But, I do know, however, that winners don’t wait.
What do you need to do for yourself and your staff these next four months?
Fortunately, we at BRODY are still booking 2009 programs for our enlightened clients -- the ones that realize they must still provide skills training for their employees, so they will continue to excel.
If you want to do something for yourself (or your team), consider registering for our BRODY BOOST Camps being offered in San Francisco on September 24, and again in Philadelphia on October 8th.
School is never truly over!
Doesn’t the Labor Day holiday always remind you of that?
Of course, if you have children, you’re probably breathing a sigh of relief.
But, what does this time of year mean for all of us in business?
1) Four months to make our 2009 goals.
2) Planning and budgeting for 2010.
For most businesses, 2009 has been a tough year.
Many professionals have dealt with change, the unknown, and more responsibilities as their colleagues have been laid off.
What can get lost in times of workplace chaos and change?
The ongoing importance of professional and personal development.
This really is the best time to go “back to school.” Your own development cannot take a back seat.
After all, you don’t want to be left behind at the end of the year – or “expelled!”
I have no idea what the new economy will look like.
But, I do know, however, that winners don’t wait.
What do you need to do for yourself and your staff these next four months?
Fortunately, we at BRODY are still booking 2009 programs for our enlightened clients -- the ones that realize they must still provide skills training for their employees, so they will continue to excel.
If you want to do something for yourself (or your team), consider registering for our BRODY BOOST Camps being offered in San Francisco on September 24, and again in Philadelphia on October 8th.
School is never truly over!
Tuesday, August 18, 2009
Visual Aids 101: Help, Not Hinder Your Next Presentation
Are you suffering from “death by PowerPoint?”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Tuesday, July 28, 2009
Persuasive Speaking Webinar: Notch Up Your Presentation Skills
I’m back from the National Speakers Association (NSA) conference in Arizona, and also from a biotech client program in California; the latter of which saw me delivering a custom session on effective communication.
As I watched the NSA members present their keynotes and workshops, and during my facilitated group discussion at the client program, I was again struck by the power of effective presentation skills and the power of persuasive speaking.
Yes, I’ve been teaching this topic for more than 25 years now, but the basic principle is still the same: Professionals who master the art of persuasive speaking will get others to take action, change direction, commit and buy.
If you don’t speak like a pro, and convince your audience members of your message, they will consider your session a colossal waste of time.
Are you one of the thousands of people who’d rather die than deliver a speech? Do you need help to improve your persuasive speaking skills?
You’re in luck. In addition to face-to-face presentation skills training and coaching, BRODY now offers webinars.
I’m kicking off the whole series with “How to Present Your Ideas Persuasively to Better Influence Others at Work,” on September
14, from 12:30-1:30 pm EST.
If you attend this webinar, you’ll discover strategies for working with different audience reactions. It’s great for anyone in a relationship management role – whether speaking to clients, colleagues, direct reports – or a combination of all three!
Visit here, for more details on this webinar, and to sign up.
Or, if you share your worst presentation skills nightmare on my blog, and provide a valid e-mail address – or call me at 215-886-1688, I will take 10% off your webinar registration price. This offer expires August 3rd.
As I watched the NSA members present their keynotes and workshops, and during my facilitated group discussion at the client program, I was again struck by the power of effective presentation skills and the power of persuasive speaking.
Yes, I’ve been teaching this topic for more than 25 years now, but the basic principle is still the same: Professionals who master the art of persuasive speaking will get others to take action, change direction, commit and buy.
If you don’t speak like a pro, and convince your audience members of your message, they will consider your session a colossal waste of time.
Are you one of the thousands of people who’d rather die than deliver a speech? Do you need help to improve your persuasive speaking skills?
You’re in luck. In addition to face-to-face presentation skills training and coaching, BRODY now offers webinars.
I’m kicking off the whole series with “How to Present Your Ideas Persuasively to Better Influence Others at Work,” on September
14, from 12:30-1:30 pm EST.
If you attend this webinar, you’ll discover strategies for working with different audience reactions. It’s great for anyone in a relationship management role – whether speaking to clients, colleagues, direct reports – or a combination of all three!
Visit here, for more details on this webinar, and to sign up.
Or, if you share your worst presentation skills nightmare on my blog, and provide a valid e-mail address – or call me at 215-886-1688, I will take 10% off your webinar registration price. This offer expires August 3rd.
Monday, March 16, 2009
A Message to President Obama & His Support Team: RE Communicating & Selling Ideas
I’ve been listening to members of the Obama administration present their ideas.
They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).
But, many of these administration members fail to sell their ideas.
Part of the problem is that they need to see themselves as salespeople, and they don’t.
But, they are – they are selling their credibility, experience, ideas, and themselves.
Subsequently, some of them fall flat.
Ideas rarely stand on their own merit.
President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.
Passion sells. People connect on an emotional level, not just logical.
Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.
Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.
People ask if I am a motivational speaker. My answer is no.
I am a content speaker who can motivate.
Of course, I love to hear, “You are so motivational.”
Isn’t that what we need from our leaders, and those who support them?
President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
---------
My blog this week is all about the need for (and benefit of) professionals improving their communication skills.
With that thought in mind … seats at my April 2 open enrollment career development workshop -- BRODY BOOST Camp -- are filling up. To learn more about how BOOST Camp can help your career outlook/job security, and secure your seat today, click here.
They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).
But, many of these administration members fail to sell their ideas.
Part of the problem is that they need to see themselves as salespeople, and they don’t.
But, they are – they are selling their credibility, experience, ideas, and themselves.
Subsequently, some of them fall flat.
Ideas rarely stand on their own merit.
President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.
Passion sells. People connect on an emotional level, not just logical.
Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.
Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.
People ask if I am a motivational speaker. My answer is no.
I am a content speaker who can motivate.
Of course, I love to hear, “You are so motivational.”
Isn’t that what we need from our leaders, and those who support them?
President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
---------
My blog this week is all about the need for (and benefit of) professionals improving their communication skills.
With that thought in mind … seats at my April 2 open enrollment career development workshop -- BRODY BOOST Camp -- are filling up. To learn more about how BOOST Camp can help your career outlook/job security, and secure your seat today, click here.
Monday, March 9, 2009
Effective Communication is Critical – Especially When Triaging (& Caring for) Hospital Patients
Last week I wrote about the pharmaceutical industry.
This week, it became more personal.
My 84-year old mother passed out in her apartment. Fortunately, she had a medical alert button. So, she ultimately was taken to the hospital.
Hospitals are scary places. You don’t want to be there without an advocate. It’s easy to get lost in the shuffle.
If you are old, sick, or unassertive, you can become a nonentity.
For example, my mother had four different health professionals (nurses, medical students, interns and residents) ask about the medications she is taking.
Did they compare notes? No, they didn’t.
They panicked when they saw something going on in her brain – but no one had recorded the fact that she had surgery 30 years ago for a condition, and there was some scar tissue. My mom told the nurse that, but no one found that note.
My mom told me that she liked a particular doctor. Why? Because she listened. Mom spent days being tested and no one told her for what, and why.
Here’s my take and recommendations for all hospital personnel -- and the irony is, for the most part, the negatives weren’t clinical or medical in nature, they were about good communication.
•Treat patients as people, not a disease state.
•Ask questions – listen – record responses when essential.
•Communicate these answers with all people involved in the “case.”
•Ask the patient what he or she needs – food, drink, the bathroom, medication, etc. Unfortunately, the squeaky wheel still works.
•Keep family members updated frequently – let them decide what information may not be that “essential.”
I realize that hospital personnel are overworked. However, if they treated each patient as though it was their mother (or parent); they might make the experience a bit more pleasant.
Typically, a hospital stay is not a choice, so, please don’t make it any worse!
This week, it became more personal.
My 84-year old mother passed out in her apartment. Fortunately, she had a medical alert button. So, she ultimately was taken to the hospital.
Hospitals are scary places. You don’t want to be there without an advocate. It’s easy to get lost in the shuffle.
If you are old, sick, or unassertive, you can become a nonentity.
For example, my mother had four different health professionals (nurses, medical students, interns and residents) ask about the medications she is taking.
Did they compare notes? No, they didn’t.
They panicked when they saw something going on in her brain – but no one had recorded the fact that she had surgery 30 years ago for a condition, and there was some scar tissue. My mom told the nurse that, but no one found that note.
My mom told me that she liked a particular doctor. Why? Because she listened. Mom spent days being tested and no one told her for what, and why.
Here’s my take and recommendations for all hospital personnel -- and the irony is, for the most part, the negatives weren’t clinical or medical in nature, they were about good communication.
•Treat patients as people, not a disease state.
•Ask questions – listen – record responses when essential.
•Communicate these answers with all people involved in the “case.”
•Ask the patient what he or she needs – food, drink, the bathroom, medication, etc. Unfortunately, the squeaky wheel still works.
•Keep family members updated frequently – let them decide what information may not be that “essential.”
I realize that hospital personnel are overworked. However, if they treated each patient as though it was their mother (or parent); they might make the experience a bit more pleasant.
Typically, a hospital stay is not a choice, so, please don’t make it any worse!
Monday, January 26, 2009
Social-Networking Sites Should Supplement Interpersonal Communication NOT Supersede It
Earlier this month, a Time magazine reporter asked in an article whether Facebook replaces face time or enhances it.
My vote is the latter.
Social networking sites like Facebook, MySpace, Naymz.com, LinkedIn and even the microblogging site Twitter all should supplement your daily personal and work interactions, but NEVER serve as a substitute for face-to-face encounters.
Sure, it’s a lot easier to log onto your favorite site, type for a few minutes – maybe IM someone or “send a drink request” via Facebook -- than scraping off your car in the dead of winter to fight traffic, or take a train, plane, taxi or bus to meet someone.
But, I ask you to consider … what price do you pay for this comfort?
A friend’s hurt feelings? A confused client? Upset relatives?
Reading words on a screen, even with a video and/or audio element added, is not -- and, never will be -- the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
It can’t. But, worse, yet, often the message being sent and even its tone are misunderstood or misconstrued by the recipients.
Before you drop your Internet access, and close your online accounts, I’m not suggesting that you do this -- or even resolve to meet everyone in your network once a week or even monthly.
I am simply reminding everyone of the importance of a phone call and in-person encounter as part of the communication “mix.”
So, the next time you consider sending your former colleague a friend request, sit back, log off, and pick up the phone. Or, schedule a visit the next time you’re in his or her neighborhood.
I guarantee you that the impact you make in reconnecting with this person in such a manner, will far exceed the actual cost of the call or gas in your car.
Nothing speaks volumes more than a real-life hug or handshake.
My vote is the latter.
Social networking sites like Facebook, MySpace, Naymz.com, LinkedIn and even the microblogging site Twitter all should supplement your daily personal and work interactions, but NEVER serve as a substitute for face-to-face encounters.
Sure, it’s a lot easier to log onto your favorite site, type for a few minutes – maybe IM someone or “send a drink request” via Facebook -- than scraping off your car in the dead of winter to fight traffic, or take a train, plane, taxi or bus to meet someone.
But, I ask you to consider … what price do you pay for this comfort?
A friend’s hurt feelings? A confused client? Upset relatives?
Reading words on a screen, even with a video and/or audio element added, is not -- and, never will be -- the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
It can’t. But, worse, yet, often the message being sent and even its tone are misunderstood or misconstrued by the recipients.
Before you drop your Internet access, and close your online accounts, I’m not suggesting that you do this -- or even resolve to meet everyone in your network once a week or even monthly.
I am simply reminding everyone of the importance of a phone call and in-person encounter as part of the communication “mix.”
So, the next time you consider sending your former colleague a friend request, sit back, log off, and pick up the phone. Or, schedule a visit the next time you’re in his or her neighborhood.
I guarantee you that the impact you make in reconnecting with this person in such a manner, will far exceed the actual cost of the call or gas in your car.
Nothing speaks volumes more than a real-life hug or handshake.
Monday, October 6, 2008
Political Presentations: Is It What You Say, Or How You Say It?
I hope you are having as much “fun” as I am watching and listening to the debate buzz.
Of course, I have friends on both sides of the fence. A few have asked if I was coaching any of the candidates – and a few have suggested that I do so (I’d be delighted)!
The answer is, “No, I’m not coaching any of the four candidates.” But, the real question is, “Who is?”
My work, and the work of BRODY Professional Development, is to help people in all industries hone their message and delivery – hence, the effectiveness of corporate professionals.
It’s always amazing to me to see and hear the difference that a little coaching and training can make.
Just last week, I was coaching a young female who works in an older, male-dominated environment. In a short time, with coaching, she was able to shift her message and maximize what she brings to the table.
She walked away with a greater sense of self confidence. I have no doubt that she will accomplish her objectives (selling her credibility and her ideas), when she delivers her next message.
If you have any suggestions for our presidential and vice presidential candidates on clarity and consistency of their messages, and how they should be delivering them, why not send them to me? I will post your ideas here.
My message for the week: “Speak up. Speak Out. Let others benefit from your ideas.”
Of course, I have friends on both sides of the fence. A few have asked if I was coaching any of the candidates – and a few have suggested that I do so (I’d be delighted)!
The answer is, “No, I’m not coaching any of the four candidates.” But, the real question is, “Who is?”
My work, and the work of BRODY Professional Development, is to help people in all industries hone their message and delivery – hence, the effectiveness of corporate professionals.
It’s always amazing to me to see and hear the difference that a little coaching and training can make.
Just last week, I was coaching a young female who works in an older, male-dominated environment. In a short time, with coaching, she was able to shift her message and maximize what she brings to the table.
She walked away with a greater sense of self confidence. I have no doubt that she will accomplish her objectives (selling her credibility and her ideas), when she delivers her next message.
If you have any suggestions for our presidential and vice presidential candidates on clarity and consistency of their messages, and how they should be delivering them, why not send them to me? I will post your ideas here.
My message for the week: “Speak up. Speak Out. Let others benefit from your ideas.”
Monday, July 28, 2008
Six “Easy” Steps to Selling & Prospecting By Phone (Guest Blogger Art Sobczak)
This week, I asked my friend Art Sobczak of Business by Phone Inc.(www.businessbyphone.com)for the most important considerations when making outgoing sales calls -- to current clients and prospects.
Here's what Art had to say:
"A panicked caller asked me, 'What’s an easy and quick way to get good at making prospecting calls? I’ve got to bring in some business now!'
Well, that’s like asking a contractor, 'What’s an easy and quick way to build a house?'
There is no easy and quick way. There are some fundamental processes and principles you can follow that will help avoid mistakes, and get 'yes' answers from prospects and customers by phone.
Let’s look at them.
1. It Needs to Be All About THEM!
Get this one fact in your mind and remind yourself of it before every sales call or negotiation: Prospects do not care about you and what you want. They care about themselves. If you talk about how big or great or respected your company is, and do not tie it directly into what it might deliver to them as a result, you create resistance. They do not care that you want to meet with them or be their vendor. They are concerned about how whatever they do next will affect them.
Action Step: For everyone you call, first ask yourself what you might be able to possibly help them gain, increase, enhance, or enlarge. The more you can apply these to money, the better. And, what might you be able to help them avoid, decrease, eliminate, or cut. Further, apply these to pains, problems, fears, and to costs.
2. Learn About Them Before Calling.
Why does everyone hate telemarketing calls at home? Because they are like talking mass-mail, impersonal form letters, delivered robotically. Conversely, when someone knows about you, about what's going on in your world and communicates that, you take notice. Customized calls are like handwritten notes. They are about the listener (see point one above).
Action Step: Go to company websites, do online searches of your prospect companies and individuals, ask questions of screeners, executive assistants, or anyone in your prospects' company. Then use that information in your opening (see the next point) and throughout the call.
3. Create Interest and Curiosity in the First 15 Seconds.
The beginnings of calls elicit interest or resistance. No gray area. Most calls create resistance. That's because they are about the caller, and what he wants, (see point 1 again) and the listener feels he is being sold, so he shifts into 'getting rid of salesperson'-mode.
There are many opening statement mistakes you need to avoid. For example, even insinuating you are going to ask them to buy from you or meet with you is a huge error that creates resistance. Such as, '...and I'm calling to see what it would take to become one of your vendors.' (For a free list of telephone opening statement mistakes that create resistance, go to http://www.BusinessByPhone.com/openingmistakes.htm.
Action Step: Follow this process for creating interest-grabbing call openers:
a) Introduce yourself and your company
b) hint at what relevant results you have delivered for others and might be able to provide for them
c) move them to the questioning -- for example, 'Hi, I'm Pat Seller with Advantage Industries. We specialize in working with CFOs of food distribution companies, helping them address the issue of how to control fuel costs without cutting service to their customers. I'd like to ask a few questions to see how much of a concern this is for you, and if we might have the basis for further conversation.'
4. Question at the Higher Level.
Good salespeople ask questions. Great salespeople ask the NEXT question. That's simply listening to the answer, and following up with a deeper question to get the reasons behind the first answer.
The reasons are why someone will take action, and eventually buy from you. Easy in principle, but not always followed. Probably because many sales reps are so concerned about what they'll say next that they don't listen to the answers to their own questions. For example, a sales rep asks, 'What is your biggest challenge regarding meeting your sales goals this year?' The prospect answers, 'We really need to ramp up our new customer acquisition.'
The sales rep then says, 'Well let me tell you how we can help you do that...' That rep absolutely blew an opportunity to get the prospect to see and feel his problem, which therefore puts him in a more receptive frame of mind to hear the solution later. In response to the answer, the rep could simply say, 'Oh, why is that a concern?' Now the prospect is giving better information, more about why he is motivated, and the pain is getting deeper.
Action Step: Listen to the answer, and ask the NEXT question to get better information.
5. ASK!
To get hits, a baseball player needs to swing. To score, a basketball or soccer player needs to shoot. A salesperson needs to ask. Doing everything else right will enhance your chances for a yes -- maybe even moving them to say, 'Sounds great, how can I buy from you?'
But in most cases, you still need to ask for a decision. You do not need a hundred different ways to close the sale. You DO need one or two conversational ways of simply asking for the business, an appointment, the sale, an upsell, or whatever your objective is.
Acton Step: Force yourself to practice the behavior of asking, in all areas of your life. You will get no's to be sure, just like an athlete misses shots. But do not focus on the misses; reward yourself for the simple attempts, and cherish the yes answers. They will become more frequent.
6. Be Yourself
You become a better salesperson the less you SOUND like a salesperson. The more conversational and natural you are, the more effective and likable you are. Pretend like you are talking to a good friend. Write out, practice, and digitally record your openings, questions, answers to anticipated questions, next questions, and ways of asking for the business. Then repeat the process. Being natural and conversational means being confident with where you will go next. That comes through preparation and practice.
There is no easy way to sales and prospecting success using the phone. There are proven, time-tested success principles that, when used, gives success easily."
Art Sobczak, provides how-to, conversational ideas and processes for painless, conversational sales and prospecting by phone. Get his free ebook, “29 Telesales Tips You Can Use Right Now” and his weekly e-mailed tips at http://www.BusinessByPhone.com.
Here's what Art had to say:
"A panicked caller asked me, 'What’s an easy and quick way to get good at making prospecting calls? I’ve got to bring in some business now!'
Well, that’s like asking a contractor, 'What’s an easy and quick way to build a house?'
There is no easy and quick way. There are some fundamental processes and principles you can follow that will help avoid mistakes, and get 'yes' answers from prospects and customers by phone.
Let’s look at them.
1. It Needs to Be All About THEM!
Get this one fact in your mind and remind yourself of it before every sales call or negotiation: Prospects do not care about you and what you want. They care about themselves. If you talk about how big or great or respected your company is, and do not tie it directly into what it might deliver to them as a result, you create resistance. They do not care that you want to meet with them or be their vendor. They are concerned about how whatever they do next will affect them.
Action Step: For everyone you call, first ask yourself what you might be able to possibly help them gain, increase, enhance, or enlarge. The more you can apply these to money, the better. And, what might you be able to help them avoid, decrease, eliminate, or cut. Further, apply these to pains, problems, fears, and to costs.
2. Learn About Them Before Calling.
Why does everyone hate telemarketing calls at home? Because they are like talking mass-mail, impersonal form letters, delivered robotically. Conversely, when someone knows about you, about what's going on in your world and communicates that, you take notice. Customized calls are like handwritten notes. They are about the listener (see point one above).
Action Step: Go to company websites, do online searches of your prospect companies and individuals, ask questions of screeners, executive assistants, or anyone in your prospects' company. Then use that information in your opening (see the next point) and throughout the call.
3. Create Interest and Curiosity in the First 15 Seconds.
The beginnings of calls elicit interest or resistance. No gray area. Most calls create resistance. That's because they are about the caller, and what he wants, (see point 1 again) and the listener feels he is being sold, so he shifts into 'getting rid of salesperson'-mode.
There are many opening statement mistakes you need to avoid. For example, even insinuating you are going to ask them to buy from you or meet with you is a huge error that creates resistance. Such as, '...and I'm calling to see what it would take to become one of your vendors.' (For a free list of telephone opening statement mistakes that create resistance, go to http://www.BusinessByPhone.com/openingmistakes.htm.
Action Step: Follow this process for creating interest-grabbing call openers:
a) Introduce yourself and your company
b) hint at what relevant results you have delivered for others and might be able to provide for them
c) move them to the questioning -- for example, 'Hi, I'm Pat Seller with Advantage Industries. We specialize in working with CFOs of food distribution companies, helping them address the issue of how to control fuel costs without cutting service to their customers. I'd like to ask a few questions to see how much of a concern this is for you, and if we might have the basis for further conversation.'
4. Question at the Higher Level.
Good salespeople ask questions. Great salespeople ask the NEXT question. That's simply listening to the answer, and following up with a deeper question to get the reasons behind the first answer.
The reasons are why someone will take action, and eventually buy from you. Easy in principle, but not always followed. Probably because many sales reps are so concerned about what they'll say next that they don't listen to the answers to their own questions. For example, a sales rep asks, 'What is your biggest challenge regarding meeting your sales goals this year?' The prospect answers, 'We really need to ramp up our new customer acquisition.'
The sales rep then says, 'Well let me tell you how we can help you do that...' That rep absolutely blew an opportunity to get the prospect to see and feel his problem, which therefore puts him in a more receptive frame of mind to hear the solution later. In response to the answer, the rep could simply say, 'Oh, why is that a concern?' Now the prospect is giving better information, more about why he is motivated, and the pain is getting deeper.
Action Step: Listen to the answer, and ask the NEXT question to get better information.
5. ASK!
To get hits, a baseball player needs to swing. To score, a basketball or soccer player needs to shoot. A salesperson needs to ask. Doing everything else right will enhance your chances for a yes -- maybe even moving them to say, 'Sounds great, how can I buy from you?'
But in most cases, you still need to ask for a decision. You do not need a hundred different ways to close the sale. You DO need one or two conversational ways of simply asking for the business, an appointment, the sale, an upsell, or whatever your objective is.
Acton Step: Force yourself to practice the behavior of asking, in all areas of your life. You will get no's to be sure, just like an athlete misses shots. But do not focus on the misses; reward yourself for the simple attempts, and cherish the yes answers. They will become more frequent.
6. Be Yourself
You become a better salesperson the less you SOUND like a salesperson. The more conversational and natural you are, the more effective and likable you are. Pretend like you are talking to a good friend. Write out, practice, and digitally record your openings, questions, answers to anticipated questions, next questions, and ways of asking for the business. Then repeat the process. Being natural and conversational means being confident with where you will go next. That comes through preparation and practice.
There is no easy way to sales and prospecting success using the phone. There are proven, time-tested success principles that, when used, gives success easily."
Art Sobczak, provides how-to, conversational ideas and processes for painless, conversational sales and prospecting by phone. Get his free ebook, “29 Telesales Tips You Can Use Right Now” and his weekly e-mailed tips at http://www.BusinessByPhone.com.
Monday, July 21, 2008
Leadership During Chaos (Guest Blogger Ed Oakley)
When you Google the word “leader” you will find 368 million – that’s right, MILLION -- “hits.”
When you visit Amazon.com and enter “leader” in a book search, you get 433,048 possible titles.
“Leader” and “leadership” are difficult concepts to define. It’s more of a “I’ll know it when I see it” type of thing.
I frequently speak to corporate women’s initiatives regarding leadership. And, of course, read as much as possible about the subject – including blogs.
My colleague, Ed Oakley of Enlightened Leadership Solutions, had the following post on his "Leadership Made Simple" blog.
Ed's blog was nominated one of the Best Leadership Blogs of 2008. His story just proves that you don’t need a fancy business title to “Step Up! for Success.”
“February 23rd 2008 -- I was waiting for my flight from Richmond, Virginia, last month after presenting 'Leadership Made Simple' to 150 managers of a large company headquartered there. That is when I experienced impressive leadership in the midst of chaos.
It all began when United Airlines’ 'Simon' (an automated message system) informed me via my cell phone that my flight through Chicago was cancelled. After an hour wait on a priority line, I knew there was a real problem of some kind. When I finally talked to United, I discovered that snow in Chicago had closed the airport and created major travel problems within the entire United system, and no doubt, other airlines, too.
The only chance I had to get home the same day was if I could make a flight to Washington Dulles that left in one hour flat. I did the 'OJ' dash to get to the airport and the gate, huffing and puffing, only to find that the airplane had not yet arrived. I was actually quite relieved.
The entire air travel system was in chaos, and there was a line of dozens of people waiting to talk with Michael Quintel, the United gate manager. Every person needed to share their problem - concerned about connections mostly - with a gate agent who really had little or no control over anything.
I was sitting about 10 feet away from Michael’s podium, so I heard everything. I was personally calm because my connecting flight from Dulles to Denver was several hours away. I was in the right state of mind to simply watch and listen how Michael handled the situation.
This guy had the patience of Job! He listened to the same story over and over and over. Yet, every person was treated as if THEIR story was original. Michael was absolutely MASTERFUL at having every individual believe he was there for them and was doing everything he could do for them. And he sincerely was! It’s where he naturally came from. In every single case, the frustrated and concerned passenger walked away more calm and confident than before he talked with Michael.
What I realized was that Michael was able to stay 'Forward Focused'
no matter what happened. What a model he was for what I want to be like when I grow up. It is a model of emotional maturity - and I am continually working on mine.
If I were to try to create a simple model for what Michael did so well, it might look like this.
He stayed 'Forward Focused' while he:
- Listened completely to each person, honoring them and their situation.
- Shared exactly what the situation was - in terms of how the situation affected that individual - no matter how many times he had to tell the same story again.
- Offered any options that he could find in his computer, helping them take responsibility for their own decision.
In every case, they walked away feeling better about their predicament.
My hats off to Michael Quintel, United Airlines representative, a proven leader in a challenging situation!”
When you visit Amazon.com and enter “leader” in a book search, you get 433,048 possible titles.
“Leader” and “leadership” are difficult concepts to define. It’s more of a “I’ll know it when I see it” type of thing.
I frequently speak to corporate women’s initiatives regarding leadership. And, of course, read as much as possible about the subject – including blogs.
My colleague, Ed Oakley of Enlightened Leadership Solutions, had the following post on his "Leadership Made Simple" blog.
Ed's blog was nominated one of the Best Leadership Blogs of 2008. His story just proves that you don’t need a fancy business title to “Step Up! for Success.”
“February 23rd 2008 -- I was waiting for my flight from Richmond, Virginia, last month after presenting 'Leadership Made Simple' to 150 managers of a large company headquartered there. That is when I experienced impressive leadership in the midst of chaos.
It all began when United Airlines’ 'Simon' (an automated message system) informed me via my cell phone that my flight through Chicago was cancelled. After an hour wait on a priority line, I knew there was a real problem of some kind. When I finally talked to United, I discovered that snow in Chicago had closed the airport and created major travel problems within the entire United system, and no doubt, other airlines, too.
The only chance I had to get home the same day was if I could make a flight to Washington Dulles that left in one hour flat. I did the 'OJ' dash to get to the airport and the gate, huffing and puffing, only to find that the airplane had not yet arrived. I was actually quite relieved.
The entire air travel system was in chaos, and there was a line of dozens of people waiting to talk with Michael Quintel, the United gate manager. Every person needed to share their problem - concerned about connections mostly - with a gate agent who really had little or no control over anything.
I was sitting about 10 feet away from Michael’s podium, so I heard everything. I was personally calm because my connecting flight from Dulles to Denver was several hours away. I was in the right state of mind to simply watch and listen how Michael handled the situation.
This guy had the patience of Job! He listened to the same story over and over and over. Yet, every person was treated as if THEIR story was original. Michael was absolutely MASTERFUL at having every individual believe he was there for them and was doing everything he could do for them. And he sincerely was! It’s where he naturally came from. In every single case, the frustrated and concerned passenger walked away more calm and confident than before he talked with Michael.
What I realized was that Michael was able to stay 'Forward Focused'
no matter what happened. What a model he was for what I want to be like when I grow up. It is a model of emotional maturity - and I am continually working on mine.
If I were to try to create a simple model for what Michael did so well, it might look like this.
He stayed 'Forward Focused' while he:
- Listened completely to each person, honoring them and their situation.
- Shared exactly what the situation was - in terms of how the situation affected that individual - no matter how many times he had to tell the same story again.
- Offered any options that he could find in his computer, helping them take responsibility for their own decision.
In every case, they walked away feeling better about their predicament.
My hats off to Michael Quintel, United Airlines representative, a proven leader in a challenging situation!”
Monday, June 16, 2008
A“Business” Look At Why Hillary’s Quest for the Presidential Nomination Failed
I believe there are five reasons that likely contributed to Senator Hillary Clinton’s failure to become the Democratic nominee for President, some of which she could have controlled. Professional businesswomen can make a mental note to avoid similar scenarios in their own careers.
1) Senator Clinton cried on more than one occasion. Pollsters last winter had a field day pointing to the fact that Senator Clinton’s tears during a campaign appearance before the New Hampshire primary helped garner further support with women, and, ultimately, the edge over Senator Obama in that state. But, I don't think it helped how many others viewed her. Unfortunately, women are still held to a different standard when it comes to showing emotion in their careers – if a woman cries at work, she is seen as losing control or being weak. If a man gets emotional with outbursts of anger, however, it’s viewed as a sign of his strength of character and passion for the issue. Still, it’s a point best remembered.
2) Her outward physical appearance was more a topic of conversation at times than her actual message. Think about it … how many times were her hair, outfits and accessories mentioned, critiqued and/or analyzed? I can’t think of one time when Senators McCain or Obama’s suits or ties were cited. Unfortunately, there’s not much that Senator Clinton could have done here, short of calling this to the media’s attention and crying “foul” -- as once some of her campaign personnel did.
3) There were several aspects of her presentation skills and delivery that hurt Senator Clinton. First, her visual signals – her body seemed very tense as she spoke, and her smile often seemed forced. She could have benefitted from some body warm-up exercises and stretching. Some aspects of her vocal delivery also needed help – her voice would seem shrill at times, which could have been better controlled by breathing from the diaphragm. Senator Clinton also needed to better allow for the audience reaction – frequently, she jumped her own laugh lines or applause, not allowing the audience reaction to finish before she moved on. This also may have prevented Hillary from making a better connection with both her live and TV audiences.
4) Whether intentional or not, she let a prominent man in her campaign – her husband, former President Bill Clinton – take over the spotlight, and do a lot of her “pitbull” attacks when it came to defending policy views and issues that arose during the campaign. This led to the appearance that she was not powerful or confident enough to fight her own battles, taking ownership for her own opinions, and being confident in them. I’ve seen this happen frequently in business. It’s bad enough that she had the husband/wife dynamic to overcome … but allowing former President Clinton to have such a prominent role ultimately hurt Hillary.
5) Related to #4, Hillary had the power -- as Senator of New York State – yet, at times she seemed to equivocate; she didn’t always “own” her power. All professional women in positions of authority are constantly aware of the need to strike a delicate balance – excelling at their chosen fields, yet not appearing aggressive in interactions with male peers or subordinates. The “bitch” label is something never far behind.
As I watched many of the debates, heard the commentary, and read the news stories, I kept thinking how remarkably similar it all sounded to what goes on in the world of business.
It seems that women still need to justify their actions, and watch their behaviors much more than their male peers. For every step forward that professional women achieve, and raise themselves to the ranks of CEO, there are still thousands of others still struggling for equality – let alone a seat in the boardroom.
Yes, there are more working women in corporate America than ever before, but are they still on equal footing as their male counterparts? We know they still aren’t from a salary perspective – many statistics bear that out.
What about from behavioral or attitudinal perspectives? Professional women still have a hard time speaking up at meetings, taking credit for their achievements, and otherwise using self-marketing strategies.
Until women take ownership for their success and never let others define their potential, this will continue to be the case – and the 18 million cracks in the glass ceiling that Hillary spoke about won’t go any further toward shattering it.
1) Senator Clinton cried on more than one occasion. Pollsters last winter had a field day pointing to the fact that Senator Clinton’s tears during a campaign appearance before the New Hampshire primary helped garner further support with women, and, ultimately, the edge over Senator Obama in that state. But, I don't think it helped how many others viewed her. Unfortunately, women are still held to a different standard when it comes to showing emotion in their careers – if a woman cries at work, she is seen as losing control or being weak. If a man gets emotional with outbursts of anger, however, it’s viewed as a sign of his strength of character and passion for the issue. Still, it’s a point best remembered.
2) Her outward physical appearance was more a topic of conversation at times than her actual message. Think about it … how many times were her hair, outfits and accessories mentioned, critiqued and/or analyzed? I can’t think of one time when Senators McCain or Obama’s suits or ties were cited. Unfortunately, there’s not much that Senator Clinton could have done here, short of calling this to the media’s attention and crying “foul” -- as once some of her campaign personnel did.
3) There were several aspects of her presentation skills and delivery that hurt Senator Clinton. First, her visual signals – her body seemed very tense as she spoke, and her smile often seemed forced. She could have benefitted from some body warm-up exercises and stretching. Some aspects of her vocal delivery also needed help – her voice would seem shrill at times, which could have been better controlled by breathing from the diaphragm. Senator Clinton also needed to better allow for the audience reaction – frequently, she jumped her own laugh lines or applause, not allowing the audience reaction to finish before she moved on. This also may have prevented Hillary from making a better connection with both her live and TV audiences.
4) Whether intentional or not, she let a prominent man in her campaign – her husband, former President Bill Clinton – take over the spotlight, and do a lot of her “pitbull” attacks when it came to defending policy views and issues that arose during the campaign. This led to the appearance that she was not powerful or confident enough to fight her own battles, taking ownership for her own opinions, and being confident in them. I’ve seen this happen frequently in business. It’s bad enough that she had the husband/wife dynamic to overcome … but allowing former President Clinton to have such a prominent role ultimately hurt Hillary.
5) Related to #4, Hillary had the power -- as Senator of New York State – yet, at times she seemed to equivocate; she didn’t always “own” her power. All professional women in positions of authority are constantly aware of the need to strike a delicate balance – excelling at their chosen fields, yet not appearing aggressive in interactions with male peers or subordinates. The “bitch” label is something never far behind.
As I watched many of the debates, heard the commentary, and read the news stories, I kept thinking how remarkably similar it all sounded to what goes on in the world of business.
It seems that women still need to justify their actions, and watch their behaviors much more than their male peers. For every step forward that professional women achieve, and raise themselves to the ranks of CEO, there are still thousands of others still struggling for equality – let alone a seat in the boardroom.
Yes, there are more working women in corporate America than ever before, but are they still on equal footing as their male counterparts? We know they still aren’t from a salary perspective – many statistics bear that out.
What about from behavioral or attitudinal perspectives? Professional women still have a hard time speaking up at meetings, taking credit for their achievements, and otherwise using self-marketing strategies.
Until women take ownership for their success and never let others define their potential, this will continue to be the case – and the 18 million cracks in the glass ceiling that Hillary spoke about won’t go any further toward shattering it.
Monday, June 9, 2008
The Key to Networking is Follow Up
You may do a great job of meeting and greeting people at networking events, and distributing your business cards, but what do you do when you return to work?
Proper follow up after a networking event/opportunity is critical.
Always follow up the initial contact with a brief note.
Be sure to express your appreciation if the person provided you with any information or other assistance. If not, just let the person know that you are grateful for the time he or she spent talking to you.
Once you have established a connection, find ways to keep it alive.
For example, if you see a magazine or newspaper article that might be of interest, it would be a thoughtful gesture to forward it along with a brief note. Acknowledge any awards, promotions, or positive publicity your contact receives with a congratulatory note. Call to say hello or to meet for lunch. Always look for ways to help the other person.
Remember, it is people who constitute a network. Business cards sitting in a Rolodex or names in a database can’t do anything to help you. They are just pieces of paper or words on a screen -- unless you put in the time and effort to keep the personal connection going.
If you do, the results will be more than worth it. Too often people wait until they need help before making connections. Do it when you need nothing; be willing to help others – they will definitely be there for you.
Effective networking can only enhance your career – adding new clients and, with follow up, building valuable and lasting business relationships.
Please post a comment and share a networking strategy that has worked for you. Then e-mail me --info@marjoriebrody.com -- so I know where to send your free e-book, 21st Century Pocket Guide to Proper Business Protocol.
Proper follow up after a networking event/opportunity is critical.
Always follow up the initial contact with a brief note.
Be sure to express your appreciation if the person provided you with any information or other assistance. If not, just let the person know that you are grateful for the time he or she spent talking to you.
Once you have established a connection, find ways to keep it alive.
For example, if you see a magazine or newspaper article that might be of interest, it would be a thoughtful gesture to forward it along with a brief note. Acknowledge any awards, promotions, or positive publicity your contact receives with a congratulatory note. Call to say hello or to meet for lunch. Always look for ways to help the other person.
Remember, it is people who constitute a network. Business cards sitting in a Rolodex or names in a database can’t do anything to help you. They are just pieces of paper or words on a screen -- unless you put in the time and effort to keep the personal connection going.
If you do, the results will be more than worth it. Too often people wait until they need help before making connections. Do it when you need nothing; be willing to help others – they will definitely be there for you.
Effective networking can only enhance your career – adding new clients and, with follow up, building valuable and lasting business relationships.
Please post a comment and share a networking strategy that has worked for you. Then e-mail me --info@marjoriebrody.com -- so I know where to send your free e-book, 21st Century Pocket Guide to Proper Business Protocol.
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