Archive for the 'presenter' Category

Why CEOs need to build executive presence among their senior executives

Published
by
Warwick
on June 18, 2010
in You the Presenter, executive presence and presenter
. 0 Comments

One of the biggest problems that multinational companies face is having senior executives who lack executive presence. Productivity, profit and morale are all tied in with this concept. Companies urgently need to address this problem because it can increase efficiency in project execution, distribute key messages properly and improve morale through all levels of management.

Gives a Personal Brand

One of the most important things about executive presence is creating a personal brand. Executives create a message simply by the way people see and hear them, as well as think about them. Having a personal brand gets an executive noticed, which allows them to build a successful career and drive progress in their business. Executive presence and personal brand extend to all stakeholders, like customers. This gives the executive a distinct advantage as they project authority to individuals who they have never met, nor worked with. Many call this the “WOW” factor and people with it get listened to more and are often seen as a centre of influence. A personal brand is ingrained with a person’s executive presence; one cannot exist without the other. An executive with presence has a clearly defined awareness of who they are and the value they can bring their company.

Creates Credibility

If an executive shows up to talk with their team wearing a Hawaiian shirt, with cargo pants and sandals on, the executive team may not see the senior executive as a leader. If the company culture supports suit-wearing , dressing too casually will impact how people judge and respect the executive. This could lead to a lack of credibility and result in the executive being unable to motivate his team. All companies have a template of what a leader should be and successful executives match this image. However, executive presence comes from more that dress sense. Credibility is extremely important and something that comes when the executive is seen a true role model. Executives who cultivate their image as a role model are more highly regarded both inside and outside the firm.

Connecting With the Team

One of the most important aspects of executive presence is that it allows the executive to connect directly with their team. They make that person feel as though they are the most important person in the world. A skill that former President Bill Clinton was famous for displaying. This connection, or charisma, is based on superb listening skills and when carried with sincerity becomes an accelerator that drives the team to achieve outstanding results. While over-use of emails tends to diminish this impact, a high performing executive will use a blended approach. Encouraging team members who are located in different sites, while maximizing face time to ensure the team can see and feel the important the executive places on them. These personal connections result in higher performance and productivity. An executive with presence engages their team and keeps motivation high – through good and bad times.

Conclusion

The greatest business leaders all have executive presence. Richard Branson and Steve Jobs use their executive presence to influence their team members as well as their stakeholders. This results in successful companies with highly committed people and a loyal customer base. Today’s executives need to raise their game to match this high benchmark, as the future of their business growth depend on it.

Resource Box

Warwick John Fahy coaches senior finance executives to influence key stakeholders, like clients, regulators, and investors with the innovative model: “The Bamboo Leader -  8 executive presence competencies for multinationals in Greater China”. To arrange an initial free “Build Executive Presence” consultation (value 200 Euros), call Jeremy Potts today +86 21 6101 0486 or download a free White Paper on Building Executive Presence at http://www.thebambooleader.com

Warwick is the author of the acclaimed book, The One Minute Presenter - 8 steps to successful business presentations in a short attention span world. For free executive speaking tips visit http://www.oneminutepresenter.com/blog

For a media interview call +86 1391 786 7502.

Copyright 2010 Warwick John Fahy All rights reserved.

Executive Branding: Three Steps to build a senior management career Part 1 of 3 : Find your passion

Published
by
Warwick
on May 26, 2010
in presenter
. 2 Comments

Ancient Greek philosopher Heraclitus said almost 2,500 years ago, ‘there is nothing permanent except change’. Certainly this is true in the modern workplace. Over the last decade it has become increasingly mobile, uncertain and fluid with organizational change increasing the number of short term project-based work positions, a shift in emphasis of career management from the company to the individual, and numerous mega-trends like outsourcing, and freelancing putting even more pressure on the once stable and reliable working environment.

The result has been that many middle managers are becoming commodities in the talent marketplace. Uncertain about their futures and overwhelmed by the wave of social media tools like Facebook, Twitter and LinkedIN that have unleashed a tidal wave of information to soak up on a daily basis. To make matters worse, up-and-coming younger managers are ambitious, have absolutely no problem in promoting themselves and are much more comfortable with the mobile communications and social networking world we live in.

So how does a middle manager with aspirations to become an executive cope?

They need a personal brand. In “Be your Own Brand”, McNally and Speak define a personal brand as “a perception or emotion that somebody has, that describes the total experience of having a relationship with them.” In other words, everyone has a brand and it’s what people are saying about us. A good way of thinking about a personal brand is to “become more of who you are”. In short, project an unique passion. Let’s take a look at this in more detail.

Find the passion

Let’s begin with passion. When it comes to career, most people would rather be doing something else. Ask the question, “What would you do with your life today if you did not need to work for money?” and not many executives would keep working 12 hours a day in their current job. Most people do have a long list of things they would like to do, be or have. These passions, hobbies and interests are delayed because many executives justify the hard work of today with the belief that they will be able to enjoy them sometime in the future. That’s not a good idea because early retirement is a killer. A British Medical Journal research study, carried out over 26 years, found that the mortality rate among early retirees was almost twice as high in the first ten years after retirement, with men more likely to die at a young age than women.

The one thing that reversed this trend? A healthy active lifestyle. Leonardo da Vinci stayed creative his whole life. He didn’t retire. Tim Ferriss in the 4-Hour Workweek calls for mini-retirements. Use this technique to find a passion. First, an executive should write down a list of what gives them energy and makes them enthusiastic. Ask them to think back to the things they loved to do as a child. Second, cross off items that only relate to personal gain (shopping for another handbag) and that do not have any productive outcomes (watching TV alone). Finally, go through the list and circle any items that they would be willing to do even if they won’t get paid for it. Ask the executive to read through the list, and note down how much time they are investing in their passions today and how they could start increasing this time.

One auto executive had a passion for fussball (table football). He shifted from playing fussball in bars (fun but relatively unproductive) to organizing a fussball league. Then he moved onto training youth to play fussball, finding sponsors to buy tables and training facilities. Finally, he was even consulted by the national fussball association on how to develop the game. That’s how to turn a passion into something much much bigger!

All executives need to find a way to work these into their current work schedules, while also taking some time at the weekend or evening to learn more, join a club or teach other people about their interests. The more an executive works with their passions, the more authentic they become.

Watch out for Part 2. What else should an executive do to build their personal brand?

RESOURCE BOX

Warwick John Fahy is the international executive speech coach for senior executives, business leaders and entrepreneurs who need to influence clients, investors, shareholders and team members. His highly practical approach and deep cross cultural intelligence have made him a sought-after business presentation coach throughout the world.

Warwick is the author of the acclaimed book, The One Minute Presenter - 8 steps to successful business presentations in a short attention span world. For free executive speaking tips visit http://www.oneminutepresenter.com/blog

To arrange presentation skills training or coaching to build your executive presence visit this web site.

For a media interview call +86 1391 786 7502.

Copyright 2010 Warwick John Fahy All rights reserved.

Theater Rehearsals: What Executive Presenters Must Know Part 2 of 5: Run Through

Published
by
Warwick
on May 7, 2010
in Memory, You the Presenter and presenter
. 0 Comments

run-throughs-bw

To see Step 1, click here.

Step 2: Run Through

With an outline in hand it’s time to have a run through. This should be rehearsed until the content is memorized. Find blocks of rehearsal time. Instead of going to a restaurant at lunch, grab a sandwich and take a walk in the park. While walking around, talk through the presentation without looking at notes. Speak it out while driving into work, or book a meeting room to practice the delivery. The key here is that it should be spoken aloud as new ideas will arise while the delivery becomes smoother. Don’t use a computer or any slides at this point. The aim is to be 100% comfortable with the flow and content.

This is the step often overlooked by business presenters. Master this step and you will be confident that you know your content forwards and backwards.

Related Articles:

Product Launch like an Executive - Memorable product launches with taglines Part 2

Executive Presence: Memorize your content with taglines

Writing taglines that are memorable

RESOURCE BOX

Warwick John Fahy is the international executive speech coach for senior executives, business leaders and entrepreneurs who need to influence clients, investors, shareholders and team members. His highly practical approach and deep cross cultural intelligence have made him a sought-after business presentation coach throughout the world.

Warwick is the author of the acclaimed book, The One Minute Presenter - 8 steps to successful business presentations in a short attention span world. For free executive speaking tips visit http://www.oneminutepresenter.com/blog

To arrange presentation skills training or coaching to build your executive presence visit this web site.

For a media interview call +86 1391 786 7502.

Copyright 2010 Warwick John Fahy All rights reserved.

Product Launch like an Executive - Memorable product launches Part 3

Published
by
Warwick
on May 1, 2010
in Deliver with Style, Finish on Time, You the Presenter and presenter
. 0 Comments

preparing-rehearsal-video-camera-and-man1In part three of this three part look at product launches, we will build on “Less is More” as featured in Part 1 here and Taglines in Part 2.

Rehearse, rehearse, rehearse

One of the most overlooked part of a presentation preparation is the rehearsal. Most presenters think making a slide deck is enough. Or silently clicking through slides. While others may deliver it out aloud while alone in the office. Any rehearsal is good rehearsal, but the best type is putting yourself in the actual same situation that you will face on the day.

Jobs is a role model as he conducts live on-stage rehearsals to ensure every aspect is thought through from start until finish. He is known for putting in hours at a time in the days leading up to the big day. This has helped create a culture of presentation prowess in Apple that showed in the launches that were given by Job’s colleagues in his absence due to surgery. Are you a role-model for presenting in your company?

Allocate one whole day before your next big presentation and spend the day rehearsing in a live environment with your slides, projector, and clicker ideally on the actually stage that you will deliver the product launch. If there is a question and answer section in your presentation, rehearse that too by inviting your team members to fire questions at you from the floor. Time spent in live rehearsal will show when you deliver with style on the day.
Make sure you don’t sell your next product short by cutting corners on the big presentation launch. Investing time to deliver a visually stimulating, tagline-rich message will allow all your stakeholders to walk away with an easy-to-remember message. A good presentation can then be passed onto your sales team to use in front of key accounts and helps your marketing team push a consistent powerful message through your usual marketing channels. An added benefit will be that your high standards of presentation preparation will trickle down to your team members.

RESOURCE BOX

Warwick John Fahy is the international executive speech coach for senior executives, business leaders and entrepreneurs who need to influence clients, investors, shareholders and team members. His highly practical approach and deep cross cultural intelligence have made him a sought-after business presentation coach throughout the world.

Warwick is the author of the acclaimed book, The One Minute Presenter - 8 steps to successful business presentations in a short attention span world. For free executive speaking tips visit http://www.oneminutepresenter.com/blog

To arrange presentation skills training or coaching to build your executive presence visit this web site.

For a media interview call +86 1391 786 7502.

Copyright 2010 Warwick John Fahy All rights reserved.

iPad product launch: What Makes Steve Jobs a Great Presenter?

Published
by
Warwick
on January 28, 2010
in Create Your Connection, Deliver with Style, Events, Visual presentations, interaction, presenter, produce your message and rapport
. 2 Comments
ipad
The new iPad
by Rebecca Hong

Steve Jobs is my favorite presenter for his ability to get his message across so clearly and effectively. I love listening to his commencement speech in Stanford University entitled “Stay Hungry Stay Foolish”. This morning I listened to Steve’s iPad product launch presentation. Steve Jobs proves himself to be a great presenter again. I would like to evaluate his presentation from a presentation skills perspective. I won’t touch upon the technical side even though I am fully sold that iPad is a phenomenal gadget.

Let me tell you why I think Steve Jobs is a great presenter.

1. Well-designed Structure/Organization

A great presentation starts by having a well designed structure/organization. So let’s first look at the structure of his presentation; the opening, body and closing. Please pay special attention to some very good transitions in between points.

Opening

Steve Jobs first overviewed of the company status-mainly good news about product sales and the large customer base. Then he threw out a question: “Is there a 3rd category device between a smart phone and a laptop?” The answer is: iPad.

Body

  1. Overview of what iPad can do.

Transition: “So that gives you a little overview of what the iPad can do, but it’s nothing like seeing it. So I’d like to show it to you now.”

Demo of what iPad can do.

- web surfing: New York Times, Buy movie tickets, National Geography

- emails

- photos

- calendar

- address book

- maps: Google Map

- video: Youtube, TV, movies,

II. Hardware features of iPad

III. 3rd party software features of iPad: App Store (presented by Scott Forstall, Apple Senior VP of iPod Software)

Demo of online game

Demos from several 3rd party software developers/content providers

IV. New App: iBooks (Steve Jobs back to present)

Overview

Demo

Transition: “Now, something very exciting: the iWork.”

V. App: iWork for iPad (presented by Phil Schiller, Sr VP Product Marketing)

Overview

Demo

- Keynote

- Pages

- Numbers

VI. Sync with iTunes (Steve Jobs back to present)

VII. Wireless networking in US and internationally

VIII. Pricing

First gave the product benefits: what iPad can do, Apps, iBook App, iWork App.

Then gave a price in pundits’ opinion: $999

Then shows the actual price: $499 and the more expensive models with higher capacity

IX. 3 Accessories

- a dock to view photos

- a key board dock

- a case for protection and serves as stand

X. Video of iPad

Closing

Echo the opening

Call for action: get your hands on it to feel it.

2. Subtle Salesmanship

Steve Jobs utilized this product launch opportunity not only to introduce the new product but also to persuade the audience to own it by adding many salesmanship lines. Let’s see how he made his sales pitch subtle but effective.

Example 1. After the demo of what the iPad can do, Steve said, “I have to say, though, watching it is nothing like getting it in your hands and feeling it right underneath your fingers.” This is to tell the audience that you need to own this gadget to really feel its charm.

Example 2. When it’s time to unveil the price of iPad, Steve first recapped the product benefits: what iPad can do, Apps, iBook App, iWork App. Then he didn’t tell the price right away. But to build some suspense and also contrast, he gave a price in pundits’ opinion: $999. Of course, the actual price is much lower: $499 for the most basic model and higher prices for other more advanced models. Here Steve used two skills. The first one is to mention benefits before the price so that buyers are reminded of the wonderful benefits of this product first and then are more likely to accept the price. The second skill Steve used is to give a higher price first and then the real lower price. This contrast of prices naturally makes the buyer feel the actual price is really low and it’s a great deal to get it at this price.

Example 3. At the end of the speech, Steve called for action to own this product. “So we’ve got a hands-on area next door, we’d like to get you to get your hands on an iPad because when you feel all this power, and this much fun and the internet in your hands, you will never want to go back.” This call to action is effective because it is not a hard sale. Rather it appeals to the emotions: the desire to feel, to have fun, and the need to try something cutting-edge.

3. Echo between the Opening and the Closing

When you first listen to the opening of the presentation, you might think that it seems a bit irrelevant to the main topic of this presentation, the iPad launch. But when you listen to the closing of the presentation, you will realize that actually the opening is well structured to serve as a set up for the closing. The opening’s main message of Apple having a massive customer base links to the closing message that this massive customer base is exactly the customer foundation for iPad and why iPad will take off strong in the market.

Let’s have a close look of how the opening and the closing echo with each other.

  1. Opening: “Everybody uses a laptop or smart phone… Is there a room for the 3rd category of device in the middle? Something between a laptop and a smart phone?”

Closing: “So let’s go back to the beginning. Do we have what it takes to establish a 3rd category product, an awesome product that’s in between a laptop and a smart phone…We think we got the goods. We think we’ve done it.”

  1. Opening: “A few weeks ago, we have sold our 25millionth iPod.”

Closing: “Because we’ve shipped over 75million iPhones and iTouchs, there are over 75 million people already know how to use the iPad.”

  1. Opening: “A few weeks ago, we announced that a user downloaded the 3 billionth application from the App Store.”

Closing: “Users have downloaded 12 billion products from these stores (iTune, iApps and iBooks), so we are at scale and we are ready for the iPad.”

  1. Opening: “We’d like to kick off 2010 by introducing a truly magical and revolutionary product today.”

Closing: “Now the iPad, if you can sum it up, is our most advanced technology in a magical & revolutionary device at an unbelievable price.”

4. A Strong Tagline

A good speech, no matter how long or short it is, should be able to be crystallized into a sentence or even a phrase, which we call a tagline. Steve Jobs gave this iPad a clear and strong tagline:

“iPad is a truly magical and revolutionary product.”

(Short version, used in the opening)

“iPad our most advanced technology in a magical & revolutionary device at an unbelievable price.”

(Longer version, used in the closing)

This longer version tagline perfectly crystallized the features of iPad: advanced technology, magical, revolutionary and the affordable price.

However, I do have some recommendation to make this tagline stronger. The problem with the current tagline is that it puts the focus on the most advanced technology, which is too technical oriented. I would recommend to change it to focus on its emotional appeal:

“iPad is a truly magical & revolutionary device with our most advanced technology at an unbelievable price.”

(recommended tagline)

The changed version puts the emotional appeal of “a truly magical & revolutionary device” as the focus in this tagline to make it more user oriented rather than technology oriented.

5. Well Paced Speed and Great Use of Pauses

If there is one thing that differentiates Steve Jobs from other great speakers, it is his speaking speed. Steve’s speaking speed is about 100-120 words per minute while a normal English speaker’s speed is about 210 words per minute. This means Steve is 50% slower when he speaks. Why does Steve Jobs speak slowly? Because he enunciates each word clearly and he takes time to emphasize the key words and messages. The effect of his slow pace is that audience will feel very comfortable following him without being rushed or missing anything he said. As a result he gets his message across successfully.

Here is an example of how he uses pauses effectively. When he made the statement that “Now the iPad, if you can sum it up, is our most advanced technology in a magical & revolutionary device at an unbelievable price”, Steve puts three pauses in this sentence to let the audience hear and get the three features clearly:

“Now the iPad, if you can sum it up, is our most advanced technology [pause] in a magical & revolutionary device [pause] at an unbelievable price [pause].”

6. Beautiful Selection of Words

Listening to a speech with beautiful words is like listening to a masterpiece of music. Steve Jobs is one of the speakers who carefully selects his use of words. He uses many adjectives in his presentations and metaphors to create mental pictures in audience minds.

Example 1. “This is around 18 months since its inception, 3 billion applications from App Store.”

Example 2. “The e-book app. Amazon has done a great job of pioneering this functionality with Kindle and we are going to stand on their shoulders and go a little further.”

7. Show of Emotions

A good presenter connects with the audience on a personal level by expressing his own emotions. Steve Jobs is such a presenter. Here is a good example: “We just ended our holiday quarter, our 1st fiscal quarter of 2010, with $15.6 billions of revenue. I don’t even believe that!”

8. Repetition of Key Lines

Steve Jobs knows the power of repetition to strike his main messages in the audience minds. Here are two examples:

Example 1. “By revenue, Apple is the biggest mobile device company in the world now… Apple is the #1 mobile device company in the world.”

Example 2. “Now the iPad, if you can sum it up, is our most advanced technology in a magical & revolutionary device at an unbelievable price.” (repeated once)

9. One Message per Slide

In all Apple’s presentations, you will see what it means to have one message per slide. Besides, the most important message is put in bigger font while narratives in smaller font. Here is one example:

Sample slide:

50,000,000

Visitors last quarter

10. Never Forget to Promote the Company/Brand

Steve Jobs smartly utilized the product launch opportunity to promote the company and build up its Apple brand. Here are two examples.

Example 1. In the beginning of the presentation, Steve Jobs gave a positioning to Apple: “Apple is a mobile devices company. That’s what we do.” If you think Apple is just a digital appliance company, then after listening to this speech, you know that to be specific, Apple is a mobile devices company.

Example 2. At the end of the presentation, Steve Jobs reiterated the competitive advantage of Apple: “We’ve always tried to be at the crossroad of technology and liberal arts, to be able to get the best of the both.” This is what differentiates Apple from other technical companies.

So the above ten skills were demonstrated by Steve Jobs in his 1.5 hour iPad product launch presentation. Steve is a role model as a highly effective technical presenter. But only seeing is believing. So go to www.apple.com to see it with your own eyes and listen with your own ears.

Nervous speaking in public? : Try this fearbuster: Work your body

Published
by
Warwick
on June 19, 2009
in You the Presenter, fearbuster and presenter
. 2 Comments

work-your-body There are many reasons why people feel nervous before a presentation. In my experience, the more presentations you give, the more you are able to cope with most of the visible signs of nervousness:  sweating hands, dry throat, increased heart rate. I believe that while the nerves don’t go away, the fear does.  Let’s assume you haven’t had any traumatic past experiences while presenting in public (this needs a different approach), there are some proven steps you can take to lower your physical reaction before a presentation.

Let’s look at one approach: Work your Body.

A good physical condition will help manage your nerves.  Whatever exercise you enjoy most, schedule in a workout during the week before your presentation. Block off a couple of hours and add in a spa or massage afterwards. Pamper your body, it will help reduce your tension.

On the day of your presentation, take a walk outside or find somewhere quiet, like a garden or park, to breathe in some fresh air and get a bit closer to nature. It will calm your mind and the fresh air will improve your circulation.

A few hours before you present, stop drinking coffee, tea or sodas and switch to water. The more aerobic your body is the calmer you will feel.

Just before you come on stage, walk off your nerves and think about your opening words.  By starting your presentation from a walk you are turning your nervous energy into excitement which is a good way to open.

Make sure you have a good supply of water during your presentation. Take deep breathes between main points or sections to ensure you have a good lung full of air. This calms and also improves your voice quality.

While most people do feel nervous before a presentation, by keeping in good shape and taking a few simple precautions you can help your body cope better with the physical reactions to feeling nervous.