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Presentation Trainers' Blog

Coca-Cola CEO: 20 seconds of energy in a 30-minute speech

Posted on July 1, 2011 by Presentation Trainers

In our June 2011 issue of Speaker’s Digest, we critiqued a speech delivered by Coca-Cola CEO Muhtar Kent last fall at Yale University. Here’s the link if you missed it. We recently found video of another speech he delivered in November 2008 at the Wharton Business School. His delivery style was eerily similar in both speeches: hands on the lectern, reading from his notes, monotone voice.

But check this out: watch the Wharton speech and fast forward to the 15 minute mark. Don’t blink because you might miss it, but Mr. Kent starts to tell a story, and his delivery style changes –he begins to use big gestures, his facial expression opens up (he even smiles!), and as a result his vocal variety increases dramatically. He looks like a more confident and engaging speaker for a fleeting moment. Of course after 20 seconds the story ends, and Mr. Kent reverts back to his comfort zone as a typical boring speaker.

It’s a great lesson for you speakers and leaders out there. Get your hands off the lectern, and bring some personality to your message. If that feels uncomfortable for you…TOO BAD! When you bring your presentation to life, your listeners will buy-in to your content that much more.

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Our open letter to the…uh…President

Posted on June 3, 2011 by Presentation Trainers

Hi all,

Our May issue of Speaker’s Digest contained an open letter to President Obama addressing his overuse of non-words (uh, um) during media interviews. If you missed it, you can read the full text here. Come on Mr. President…70+ non-words in the first five minutes of your 60 Minutes interview?? Too many “uhs” undermine your credibility and make you seem unprepared for the moment in the spotlight. Any readers with access to the White House are welcome to pass along our thoughts and suggest that he contact us for help. Believe us–we’ve cured worse offenders, and all Americans will benefit from his improvement. Check out the video to see what we mean:

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EMS Launches New and Improved Website

Posted on March 4, 2011 by Presentation Trainers

We at EMS Communications are excited to introduce our new website (www.PresentationTrainers.com). Here you can learn more about our company and the services we provide, and you’ll gain some insights into our style. We’re not your typical corporate coaches.

Since 1998, EMS has been “ridding the world of boring presentations, one speaker at a time” by getting people to trust that an authentic approach is always best. Over the years, our mission has expanded into creating LEADERS that can communicate with confidence in any setting.

On our new website you can learn about the variety of options available for you and your team. Plus there are free resources that you can use to start enhancing your leadership, presentation and communication skills right away, including a free ebook, downloadable worksheets, and articles from our Speaker’s Digest newsletter.

Feel free to surf around…you never know what you’ll find!

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Repeat Business: Just Ask for It

Posted on February 17, 2011 by Presentation Trainers

We begin this article with a commercial. If you have worked with EMS Communications in the past, and found that our training enhanced your success and was valuable within your organization, we look forward to continuing our work with you. Let’s do business again this year!

There, that wasn’t too hard, was it? In business, is there any easier slam-dunk than to follow up a successful client program or project with a request to do more business in the future?

Remember, we aren’t living in the world of Charles Dickens, where orphans such as Oliver were punished for asking for more. (MORE!!!???) Instead, we live in a business environment where partnerships between companies grow stronger with more familiarity, and where previous experience with a client often puts you in the driver’s seat for repeat business. We’ve seen examples where companies opt for the existing vendor instead of hiring a new one simply because they dread the task of adding someone new into a complicated payables system.

If you’re good at what you do, getting repeat business-or referral business, for that matter-should be as automatic as making the throw to first. So why do so many people forget to follow through?

In the best case scenario, the client approaches YOU and initiates plans for the next project. But if they don’t, there are things you can do instead of sitting in your office and hoping the phone will ring.

Set the idea in advance. As you build a relationship with a new contact, think beyond the initial project when you share your ideas. When asked about your experience, share examples of successful long-term relationships that have included repeat engagements. You can even demonstrate your vision by saying something like “once we’ve completed this project, we’ll regroup with you to look at other ways we can….” (Short circuit to those who dread Q&A: be prepared to hit the ‘experience’ question out of the ballpark-they ALWAYS ask it!)

Value vs. Tasks. Stress the benefits the client gained by working with you, rather than focusing on what you did. If a few weeks or months go by with no contact, look for ways to subtly demonstrate your value, sending articles (with your own insights and a cover note) or other updates to remind them of why they hired you in the first place.

Ask. How else can we say this: they don’t know you want their repeat business unless you tell them you want it. Be direct, and more times than not, they’ll appreciate it.

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EMS Training for Larger Groups

Posted on February 10, 2011 by Presentation Trainers

Typically when EMS Communications leads workshops for clients, we work with groups of eight individuals or fewer. But recently we rolled out a training model that we have used successfully for groups of up to 100 participants.

EMS now runs half-day, full-day and even two-day seminars for these larger group sizes, depending on the depth of participative training our clients seek. While the agenda for these sessions varies based on the needs for the particular group, the focus is typically on communications topics such as presentations, small group interactions, sales calls, and interviews.

We always include a session on The Fundamentals of Public Speaking in these larger seminars, and typically pick a couple of volunteers to go through videotaped coaching in front of the group. This approach gives everyone a feel for giving and receiving feedback, and demonstrates how quickly someone can recognize issues and make changes that enhance their delivery style.

Small group breakout exercises give participants a chance to work on the concepts that we have introduced, as they present to each other across the table, practicing The Fundamentals and receiving feedback from colleagues. EMS facilitators check in with these groups to offer coaching and encourage participation.

Along with The Fundamentals, we can also focus on topics such as organizing content, effectively using visual aids, controlling question/answer sessions, and delivering corporate messages. When a second day is available, we’re able to divide the group into separate rooms, allowing participants to deliver presentations and get coaching from EMS trainers as well as written and verbal feedback from their peers.

Large Group Seminars are perfect add-ons to annual meetings and sales conferences, and also work well as stand alone training and team-building events. Your team will leave understanding that effective communication is a priority for the organization, and they’ll take away tools they can use right away to enhance the quality of meetings, interviews, and presentations.

Feel free to contact Eric or Eliot when you’d like to discuss how Large Group Seminars will work for your organization.

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Say “No” to Upspeak

Posted on February 4, 2011 by Presentation Trainers

Here’s how the website UrbanDictionary.com defines the terms “Uptalk” or “Upspeak“:

A way of speaking that puts an upward inflection on the last word of a statement that makes it sound like a question when it’s not. (Common among teens and surfers.)

Unfortunately, Upspeak isn’t just for teens and surfers anymore. We hear it way too often in business settings by men and women of all ages. Urban Dictionary writes that Upspeak “perverts the English language” and “annoys the hell out of some.”

Imagine hearing this in a big sales meeting: “We’ve got some exciting new products? And some brand new services? We’re expecting big things out of you next year? So be ready? We can’t wait to get started?”

Believe your friends at EMS when we tell you-we’ve heard worse!

Upspeak is more than just annoying-it makes a speaker sound tentative and undermines his or her credibility. Similar to qualifiers (could, might, if, perhaps, etc.), the unintended question marks at the end of Upspeakers’ statements betray a lack of confidence, whether perceived or real.

Do you and your colleagues catch each other in Upspeak? By all means, get into a self-help program today to rid the habit before it’s too late! We recommend a four-step program:

  1. Own Up to Upspeak. Confess your tendency to Upspeak, and ask others to call you on it whenever they catch you actively Upspeaking. They can say something like “Are you asking me or telling me?’ Or, as we do during coaching sessions and workshops, have them simply reply “really???” using the same tone.
  2. Convert to Regis-Speak. TV personality Regis Philbin always gets LOUDER at the end of his SENTENCES. He’s out of CONTROL! Upspeakers frequently get quieter as they approach their question marks, so practice talking like Regis and you’ll sound more EMPHATIC.
  3. Slow It Down. Did you ever see the movie Valley Girl? The valley girls who got this whole Upspeak thing started also greatly accelerated their speaking pace, along with uttering an occasional “fersure” or “yaknow.”. When you make a conscious effort to speak more slowly, it will limit your tendency to Upspeak.
  4. Practice Talking Down. Whether reading to your kids or practicing for your next presentation, make a conscious effort to take your voice DOWN at the end of every sentence or thought. Then, pause briefly before the next sentence. Once you hear how good it sounds, you’ll wonder why you ever put “up” with Upspeak.
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Permission Not to Say “Thank you”

Posted on January 20, 2011 by Presentation Trainers

Many speakers seem to have an irresistible impulse to thank their audiences. They start out with something like this: “Thank you for being here today, and thanks for taking time out of your busy schedules because I know your time is valuable. Thank you for your warm hospitality, and in particular let me thank my good friend blah, blah, blah…” (We know what you’re thinking…”they’re talking about ME again!”)

Opening with a big round of “thank you”s is an ineffective way to start a presentation. This is not a time to gush, to suck up to an audience member, or to try to impress with how many people you know personally. The first moments of a presentation represent valuable real estate, and must be both powerful and memorable. Don’t waste them by trying to be polite.

That’s why we call our preferred opening strategy a POW! statement, because good speakers will grab their audiences’ attention right off the bat. POW! statements intrigue, surprise, and amaze. You just can’t do that with a “thank you.”

Similarly, the end of a presentation is the time to reinforce your idea, drive home your main point, and make your final impression. The summary is a vital part of every speech. No need to waste that time by thanking anyone again. (And for what? For staying awake? For the standing ovation you hope they’ll give you?)

It’s OK to briefly thank an audience, event organizers, or the person who introduced you, but make it very short. The best way to thank your listeners is by arriving early, mingling with members of the audience and telling people personally how much you appreciate being there. These one-on-one shows of appreciation are much more authentic and memorable.

Are you trying to decide how to end your presentation without defaulting to “thank you”? Try something like this the next time you present:

  • Have a great day and enjoy the conference.
  • Don’t forget to tip your waitress!
  • Call us-operators are standing by!
  • Let’s make it a great year!
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Learning from Great Coaches

Posted on January 4, 2011 by Presentation Trainers

Do you want to motivate people during your next presentation? How about inspire, teach, influence, convince, move, enthuse or maximize? (If not, what are you waiting for??) We hear these words from many of our clients when discussing the impact they want to have on their audiences.

In short, most of our clients work with EMS because they need to ‘sell’ instead of ‘tell.’ We often suggest that they look to the world of coaches for some inspiration here. The successful coaches at all levels—pro, college, high school, and even the occasional grade-school coaches—know how to motivate their audiences to perform at higher levels.

Coaches give speeches that are intense, funny, moving, memorable, and totally quotable. We know that they communicate first and foremost with their players, but keep in mind that most coaches have multiple audiences: fans, refs/umpires, staff, and especially the media. They give pre-game and halftime presentations, chalk talks, and even lead post-game press conferences.

In the dramatic world of sports, we see all kinds of coaches. Some are loud and emotional, while others are more subdued and methodical in their approach. What makes the styles of successful coaches memorable? What can presenters learn from them? Here are a few thoughts on factors that stand out from the coaching ranks:

Live Close to the Edge. Since every game has a winner and a loser, we notice that coaches are willing to get beyond their comfort zones and live closer to the edge, which is why we see so many colorful rants, expletive-filled tirades, and motivational moments. There are many corporate presenters who try to be too businesslike and serious when they need to go all-out and take the kinds of risks that coaches take.

Have Clear Objectives. Speakers don’t always make it clear what actions they want their audience to take. If you, as a presenter, aren’t making your point crystal clear, then you’re throwing a damp cloth over your moment in the spotlight. Coaches always know—and their audiences know—the prime reason for their pep talks: play together, do your jobs, make the supreme effort, and WIN THE GAME!

Believe They Can Boost Performance. Great coaches know the difference that confidence, attitude, and emotions can make on both individual and team performance. They know that a great speech can improve on-field results, and their pep talks are geared to get the most out of everyone who listens. When you think of it, most persuasive speakers have the same objective.

Use Multiple Techniques to Be Effective. Don’t get caught up in the idea that you have to yell in order to motivate. (In fact, coaches who yell all the time lose their edge pretty quickly.) If you look through the collection of clips that we assembled, you’ll find a mix of calm, composed, passionate and over the top speeches.

Which techniques will work best? Here’s our answer: the ones that let the real you shine through. You can learn from Lombardi, but don’t try to BE Lombardi. Trust yourself to be yourself!

When you’re ready to become a motivational and inspirational leader, give EMS a call. You can hire us for personal coaching, bring us in to work with your team, or sign up to attend one of our public workshops. There’s no better gift than an investment in yourself this holiday season.

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Fundamentally Speaking: EMS on Eye Contact

Posted on December 29, 2010 by Presentation Trainers

One of our clients told us that his father taught him the value of looking people in the eye when talking with them. We’re with him. It conveys connection, presence, and sincerity. When speaking to a group, the quality of your eye contact can help elevate the quality of your personal impression.

But eye contact is hard to do well, which is probably why people struggle with it. It can feel uncomfortable, unnatural, and challenge your ability to be yourself. Here are some ways to make it into a strength for you:

  • Focus your gaze at the eye level of your listeners. Avoid looks to the back of the room, or the inclination to look at people’s foreheads. Believe us when we say that if you’re looking past your audience, they’ll notice.
  • Don’t talk to or stare at your slides, your notes or your computer. Instead, if you need to refer to your notes, pause for a moment, take a breath, and then return your eyes to your listeners. (On the subject of pauses, we’re in favor of them! We’ll talk about the in the next issue!)
  • Instead of scanning the audience from side to side, like you’re watching a tennis match, you’ll make a better impression by focusing on one person at a time, holding eye contact for a full thought, and moving on when you come to a natural pause. People will feel like you’re talking directly to them, and those sitting in your line of vision will also feel connected. (We call that the “bowling pin” effect. Send us an email if you need more explanation.)

Closed circuit to speakers with large audiences: eye contact is more important than ever, even if you’re up on a stage and your listeners are sitting in the dark. And if your face has been blown up onto a huge video screen, it’s more important than ever. Think of how TV anchors are taught to look right into the camera, and to imagine that they’re speaking to one person at a time. You can do that, too!

Practice rounds: While rehearsing your speech, position randomly seated flag bearers throughout your audience, each holding up a small flag. They will keep the flag raised above their shoulders until you make 3-5 seconds of sustained eye contact with them from your position at the front of the room. As you practice your talk, your goal is to bring down every flag in the room. (Hey, even Tiger Woods hits the driving range.)

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Tips on Delivering That Prepared Text

Posted on December 9, 2010 by Presentation Trainers

OK, so now we’ll assume that you will soon deliver a presentation that’s been written-word-for-word-on paper or teleprompter. You may feel more comfortable, or less nervous, with your speech written out-we’ll support you on that decision if you think it’s best. For example, you may want your message to be crafted in a certain way, or you’re worried about leaving out a part. But it’s also possible that you don’t have a choice-that you’re delivering a speech that was written by others or required approval from Legal.

Either way, it’s your job as the presenter to bring your speech to life, which is harder when working from prepared text. (Most speakers we know are much more effective with notes rather than scripts.) We haven’t addressed this issue for a while, so we’ll share some of our best suggestions for preparing for these written presentations.

  1. Practicing, believe it or not, is critical to effectively presenting a written speech. Read through your speech often, preparing for pauses, expression and emphasis. The more you read, the better you’ll be able to convey the passion behind the words. It’s tempting to assume that you can get away with less preparation, because everything’s written out, but if you want to reach your audience, you must be ready to ‘sell’ your content.
  2. Prepare the manuscript. A marked-up manuscript will help you convert your preparation into a powerful speech. Use a red pen to note short pauses (one slash) and long pauses (two slashes). Underline words and phrases for special emphasis. Make clear notes in the margins reminding yourself to share an anecdote, point to an audience member, or discuss a slide in more depth. If you’re using a teleprompter, write your notes into the text.
  3. Eye contact is a huge challenge for presenters using prepared remarks, because they tend to look down at their page when completing thoughts. Speakers are much more effective when they make strong eye contact to emphasize a point. John Kerry had this problem in the 2004 election. Our advice to him was the same: “hit the finish line BEFORE you look back down.” Face the audience and finish your complete thought, looking listeners in the eyes. Then, pause, return to your page, and continue.
  4. Consider an off-script adventure. Even if you’re scripted, you can still leave your notes to share an anecdote or make a point. Some speakers, such as Condoleezza Rice, become more passionate, believable and interesting when they go off their prepared script. If you’re expecting questions at the end, you’re going to have to improvise anyway. So try it during your prepared presentation-we predict you’ll like the results.

If you want more personal attention from us to prepare for a written presentation, have your people call our people. We’ll be happy to help.

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