It can be hard to know how to start well, but many people will only really remember the start and end of your speech, so it is vital to start strong.
With a career spanning over 25 years in Marketing, Julie Garlick has had to navigate staff and Board meetings, AGM's and difficult internal stakeholders. She credits public speaking coaching in her early years as a key to her success. She ensures all her staff, sometime up to 70 of them were and are strong in public speaking to ensure they could do the same.
Public speaking coaching helps a career
In our interview she revealed that being able to speak well and present has helped her career immensely. “it's been absolutely critical the confidence that comes from being comfortable with public speaking means that I've been able to convey my ideas in a way that has given me credibility in front of an audience.”
Use public speaking skills everyday
She goes beyond using them every day to say she uses them constantly. “ …everything from small meetings through to board and executive meetings, even one-on-ones with my team when I can help them, conveying to them the importance of the role they do or clarifying a situation for them.”
Public speaking coaching is essential
Although she started learning on the job, she says she was fortunate early in her career to have a very good manager that realised for her to progress she needed the confidence and the clarity when she spoke publicly. “ He put me on a course that not only allowed me to understand the importance of content but also gave me the confidence to believe what I was saying.”
When Julie started her career in the early 1990s PowerPoint wasn’t widely used but it soon took over the presentation space. She has watched it use change and notes her own transition from using it as the speech, heavy in copy with the odd photo. Now its key points and photos, maybe video to make it come alive. In many ways it has come full circle to support the speech element of the presentation only. But this has at times been a painful transition, she still sees many that aren’t great and has recently made moves to change this in her current role as a General Manager of Marketing. She recalls one disasters with PowerPoint.
“ It (The PowerPoint Deck) was fine when I was at work. I embedded a video and it worked brilliantly every time I was at work but when I took that PowerPoint presentation to the conference centre, I discovered the video wasn't imbedded, in fact it was a hyperlink and without Wi-Fi that hyperlink did not work !”
Public speaking skills when hiring staff
Although Julie hasn't consciously looked for hiring staff with public speaking skills and the ability to present well, she says she has been able to tell in the interview. The skills are put to excellent use in the high pressure situation of an interview.
“…in an interview situation if they came across clear; enunciated well, got their point across, demonstrated with good examples and really made me believe them, I think that was demonstration of good public speaking skills and it gave me the confidence that if they could do it in a high-pressure interview situation they are probably good public speakers in real life”
But if a staff member didn’t display the skills needed, she has never hesitated to pass on the favour that her early manager did for her, and put public speaking training in their development plan. Many of them didn’t think they needed them as they didn’t perceive they were ‘public speaking’, but Julie notes they come in useful when dealing with ‘strong internal stakeholders’. If they had to represent the company it was critical that they had good public speaking skills. Getting the training with an external provider, that specialise in Public Speaking coaching and training meant the staff member had the confidence to speak with someone who is there solely to help them.
Return on investment when spending on public speaking training
Julie says ‘there definitely is a return on investment, obviously the satisfaction of the staff member and the confidence that they gained from that course. I think the real return on investment though is found not so much from the presentation course but if they hadn't gone on it. You don't realize how damaging a poor presentation is! Lost revenue particularly in a sales environment or an environment where you're pitching to clients, be it sales or marketing because you just find out you didn't get the business but you don't know why. Having the confidence and presenting well you soon learn that you would've won a lot more deals. I think the other time that return on investment really comes to light with public speaking is convincing a board or selling a story, that will lead to future growth for the business. So it's not an immediate return on investment but it's the opportunity to present a strategy well that will then lead the company to have new revenue streams in the future.’
She agrees there's a correlation on a personal level with a person’s ability to convey ideas and speak to larger groups and with career progression and income. Julie elaborates ; “To get a promotion you need to enunciate a concept really well or to demonstrate your worth to your boss which can often lead to a pay rise. It can certainly lead to achieving KPI targets and thus any short or long-term incentive program that you might be on. But far more important is the fact that you might close more deals through having good presentation skills or to my point earlier about being able to enunciate a strategy and then have the confidence to get internal stakeholders on board to help you deliver that strategy in a way that will lead to revenue for the company’
It is in the area of dealing with internal stakeholders and other departments that public speaking skills are often under-estimated. This alone makes it worthwhile for companies and employers to invest in the training for their staff. It’s what she terms as a soft investment, the benefits aren’t necessarily obvious. But the lack of investment will certainly show up eventually and often at great costs. Public speaking and presentation skills are so vital in today's virtual economy that the benefits are every day, every meeting but particularly obviously when you're presenting to a wide audience or very strong stakeholders. Julie concludes that public speaking training is “.. a gift that keeps on giving..
Career Progress for everyone will rely on many factors, but one that Diana Thomson of Speech Marks Coaching has realised is that women need to be helped and encouraged to speak up and be heard, sometimes this will take a specific approach….
Speaking up at Networking Events is simpler than you think.
Networking events or events and meetings with a networking element can be really off putting to many people, because they don’t know what to say, don’t know where to start or how to introduce themselves.
I often hear “I am OK once I get going but….” insert excuse “I would rather hide in the toilets than speak to strangers/ I wait until someone talks to me / only go with someone I know…”
Firstly ‘You are not alone’ this is a natural reaction to a room full of strangers. The key is to be prepared and have a few strategies prepared.
Find out if there are any potential clients or connections attending. Figure out who they are, search or LinkedIn and even contact them to say you hope to meet up at the event. If this feels to bold maybe try to write a list of who you want to meet. This will keep you focused and will get you prepared for the next step.
Don’t arrive late.
That’s not Mrs. Manners just talking. Arriving on time and showing that you value the event, the event organisers time, are keen to meet people is worth the effort. It also gives you a chance to meet people beforehand an event starts and say let’s catch up after the speaker/ dinner if you want to.
Who do you talk to?
This is another common problem. You may have to play social detective. If at all possible find someone you recognize, however if they are in deep conversation wait until you can be welcomed in. The easiest thing to do is look for a group of three or more. This way one person can say hello to you, the person talking can continue un interrupted and the third can listen. Look for a group where someone isn’t very engaged, their face or body language will indicate they are open to a new person.
Now it’s time to use the prepared mini speeches you have in your tool box.
Small Talk and introductions – the Escalator Pitch
Groan I hear you say? Ice breakers are often small talk in disguise but keep it relevant if talking to strangers. Best option “Hi there I am XYZ this is my first time at this event I am really impressed with it so far, what about you?” Something like this, is open friendly, positive and asks them an easy to answer question.
Elevator Pitches are a useful basis for the introductions you need to do at Networking type events. I believe they should be the basis not the fall back of choice. Elevator pitches are great if you are job hunting, a sales person or are speed dating. Escalator speeches maybe more useful. Escalators are slower are usually more social and can travel at different speeds but take longer. So is your networking event introduction. Its more fluid, two or even three ways. But if your goal is to meet you potential clients or customers then you need to keep it on track.
Have some great stories of the company success (or personal success) Use the company language and tone. There is no point sounding like a BBC presenter if you are a McDonalds Employee. Live and love the brand.
Smile and the whole world smiles with you
It’s true, it works a charm and cost nothing. People will be more welcoming and think more positively of you if you smile. You only have 10 seconds to make a good first impression, so even if you don’t say anything they will at least remember your smile.
Everyone likes talking about themselves
It’s true, because it’s easier to talk about ourselves than others. So be the one to ask questions and find out about what they do, after you have impressed them with your self-introduction.
Remember that in general men like highlights, achievements and sports talk. Women lean more towards people you know in common, things you have in common and current events.
You can prepare for this if you are going to be in a male or female dominated event.
Networking at a Networking Event
If you are going to an event that is promoted as a one. Be even more prepared. Have business cards on the ready, a phone charged to take photos to post to social media or exchange contacts and make appointments. Ask for the attendee list if it isn’t given to you in advance.
In our digital world, this is now an essential step. Send the Linked IN request, follow their business on Facebook or them on Instagram, share something they are promoting. Go again, that’s right you need to attend the event again and even again before you get a strong association. Monthly meetings are great for this so get them in your calendar and attend them.
Networking is a contact sport
Like any sport you can learn and train to get better at it, you can just ‘pull on your big girl pants’ take a deep breath and say “I can do this”. Reward yourself afterwards. Like any form of public speaking there is an element of muscle memory. The more you do it the easier it gets, you make get rusty, but you can get back in the flow. You can also use social events as practice both for your mind set and your introductions. Practice smiling, looking at people, answering questions well and saying prepared escalator pitches. You will be surprised how quickly you settle into them andbuild your confidence.
I have watch many TED Talks, some four times! I am a fan of the platform, they are all people speaking and making presentations about an idea worth spreading. It would be fair to say its my primary source of video content consumption. It alone makes me aspire to make Vloggs and videos. It has made me realise that it’s not only me that has discovered they can speak in front of a huge audience if they put in the practice and have a great message. ( see www.tedtalks.com )
The speech you never want to make. The Eulogy or speech at a funeral, wake or memorial service. It can be an honor, a necessity or even a burden. The person you must speak about is usually a close relative or very good friend. This makes the emotion of the speech intense possibly overwhelming and the speech bitter sweet.