It doesn't matter whether it's a raise, a promotion, or a large capital expenditure. Public speaking pays. Are you losing money every time you speak? Do you know why? You can be dressed to the nines, but a Brooks Brothers suit won't help if your presentation doesn't match your million dollar look. I remember the first time I met Cathy (not her real name). Her manager, a Vice-President, called me in to coach her. Cathy was having difficulty getting promoted.
When I met Cathy, I was surprised. She could have been on the cover of Forbes magazine. Cathy exuded executive presence visually. The challenge was when she presented her ideas to senior management, she immediately lost credibility. By not presenting a strong recommendation, and using uptalk and wimpy words, Cathy's value was diminished. As a result of my coaching, she learned to speak powerfully and was promoted to VP. Now that's a return on investment.
Another client of mine was a CEO of a multi national healthcare company. His challenge was to convince management to invest in a $300 million facility in Europe. It would take 5 years from beginning construction to licensed facility. Clinical trials for a vaccine were 3 years away. This was an investment with high risk. He didn't even know if the vaccine would work. The CEO's presentation had to be clear, understandable, and effective in persuading management that the risk was worth it. The CEO got the funding. The facility was built. The product sold over $1 billion per year.
He said, “Without that presentation and convincing the executive committee to invest, we wouldn’t have the product.” That's MAJOR ROI!
Speaking leads to influence and influence leads to success. It's about how you articulate your value. How much money is left on the table due to a weak presentation? A family member worked for a doctor's office handling insurance claims. She wanted a raise but wasn't having success. She realized the claims were being denied because they contained the wrong codes.
So she diligently nudged the doctors to apply the correct codes and helped them to do just that. The result was that fewer claims were being rejected. I howled, "You mean to tell me they are collecting on more claims because of you? You're directly impacting their bottom line! You're increasing their cash flow! Tell them that." She did, and she got her raise. Again, there is an ROI from effective presentations.
It doesn't matter whether you seek a raise, a promotion, or approval on a large capital expenditure: public speaking pays. The payoffs for you, the speaker, are increasing sales, earning a raise, getting a promotion, receiving investor capital, and more. And when you have excellent presentation skills you may even be paid to speak. Ka Ching Ka Ching.
Are you in the middle of a merger? Are you launching a new product? Do you have to give a presentation to your sales force? You won't have a second chance. When your presentation is make or break, contact DiResta Communications, Inc.
Do you freeze up when you have to speak to senior management? Do you wonder how you can gain their attention and establish your credibility? Well, here's advice direct from the C-Suite. Jeff Hayzlett, author of Running the Gauntlet and producer of C-Suite, the best selling Bloomberg television show, was the keynote speaker at the New York chapter of National Speakers Association. As the former Chief Marketing Officer of Kodak, he knows what's important to C- level executives.
From my experience as an executive speech coach, I know first hand that clients freeze up when they present to senior management. Whether you're speaking to the C-suite or speaking to the board of directors, it's important to adjust the presentation to the needs and style of these kinds of audiences.
Hear what Jeff has to say about speaking to senior management in this brief video interview:
I am very excited to be on the LEXCI Business Expert panel at the Women's Leadership Exchange NYC conference on Tuesday, October 15th, 2013. Please join me and celebrate with other women business owners like yourself. You will get the knowledge, support and connections to help you leap hurdles to real growth at the WLE Conference. Register today to hear from top business professionals who will share their secrets to success.
Dianne Budion-Devitt Moderator
Diane DiResta Panelist President, DiResta Communications Inc.
Darcy Ann Flanders Panelist Baseline Group NY
Rika Keck Panelist NY Integrated Health, LLC
Beth Neuhaus Panelist Chief Corporate Counsel, The Hamburger Law Firm
View the complete conference agenda here.
Be Inspired and Learn From the Best: - Lori Greiner, QVC/Shark Tank, WLE Compass Award Winner - Colonel Maria del Pilar Ryan, Ph.D., WLE Compass Award Winner - Sharon Melnick, Ph.D., CEO, Horizon Point, Inc. - Sue Malone, Founder Strategies For Small Business, Number one SBA loan provider - Jane Hanson, Partner, The Media Masters - Susan Solovic, The Small Business Expert
For a complete list of speakers, click here.
WLE would like to offer you a special discount. Use EARLYBIRD in the promotion code box and the conference will only be $99 (regular price $129). It includes continental breakfast and luncheon. This discount will only be available until September 9th. Don't miss out on this opportunity. REGISTER NOW! Hoping to see you on October 15th.
NYC Conference Location : MetLife Building 1095 Sixth Ave, New York, NY 10036
PS. Forward this letter to other women business owners or professionals who are serious about growing their businesses, too! With your recommendation, we will offer them this special discount.
For Details: www.womensleadershipexchange.com
Sponsored By: Media Partner:
American Express OPEN Glow Magazine
What is executive presence? And why does it matter? You know it when you see it. But it's difficult to describe. At some point a career will be stalled because the person doesn't look, speak, or act like a leader. That's when a company will call me to work on the leader's executive presence. Executive presence is the tipping point for getting promoted. How do you get it? Watch this video to learn more.
June is effective communication month. To increase your influence and executive presence, your message must grab and keep attention. I make sure that all my coaching clients know the secrets of speaking with impact. Here are 5 quick tips to be a knockout communicator.
In honor of Women's History Month, I thought I'd explore this issue of women speaking powerfully. It's been established that men and women communicate differently. The question is, do women need to speak more powerfully than men to be heard? Whether it's a speech, pitching an idea, or a one-on-one meeting, it appears that women need to work harder to have their ideas heard. According to New York Women in Communications, women make up 3% of CEOs and occupy around 16% of board seats at the nation's Fortune 500 companies, and 15.2% of the directors at the largest companies are women.
A female professor at NYU received a request for a testimonial from a former student. The letter was over the top. So much so, she had to tone it down so it would sound realistic. It was no surprise to her that this communication came from a male. She realized that males tend to exaggerate their abilities, while women downplay their accomplishments and speak with less conviction.
I can corroborate this from my own experience coaching women leaders. Women have a more difficult time taking a strong position, speaking with authority, and promoting their own ideas. While coaching one executive woman, it was apparent that her area was the most profitable in the business, but her influence was a well-kept secret. We immediately got to work increasing her visibility: getting her name in trade publications, networking internally and externally, and booking speaking engagements.
Public speaking levels the playing field for women.
Here are some ways women can speak more powerfully:
- Lower their pitch.
- Put a stake in the ground.
- Use specific, definitive language.
- Negotiate with confidence.
- Work with a coach.
So I ask you, in your experience, do women need to speak more powerfully than men? Can they best learn to speak powerfully from a male or a female role model?
Situation: Karen was newly appointed to her position in finance, where she was responsible for managing and keeping the department on budget. Soft-spoken and petite, Karen had a hard time making herself heard during meetings, as her aggressive team shouted over her and challenged her when she questioned their figures. Karen's team was over budget, and she was concerned about her credibility when she had to present her figures to corporate at an up-coming meeting. Recognizing the importance of asserting her authority, Karen sought coaching to increase her confidence and to learn strategies for maintaining control. Solution: We worked on increasing the volume and conviction in Karen's voice. Initially, she wasn't aware of her vocal range and didn't believe she could project. Together, we practiced breathing exercises before the meeting to calm Karen's nerves. With a specially created template, Karen began to organize her ideas so she would not get intimidated and lose her train of thought. Karen also developed strategies for dealing with people who lobbed hostile barbs or tried to interrupt her when she was speaking.
Result: After the big meeting, Karen said she felt prepared, organized, and confident. She was able to hold her ground and support her position. The note-taking system helped her to stay focused and maintain her credibility.
Do you know people who get lost in the crowd? We can help them rise above the noise, find their voice, and communicate with confidence.
Situation: Donald was a director-level manager who was getting complaints from his boss that his voice-mails were long-winded and that his rather business-like demeanor was failing to gain buy-in from his staff. One of Donald's biggest problems was that he didn't listen. His conversations were like running monologues and it was difficult for others to break in. His assignments lacked the detailed information required to get the job done. Solution: Through the Exec-U-Lead coaching program, I worked with Donald on developing a concise message. The target was getting Donald to deliver a 30 second voice-mail message, which he nailed. In the next phase, Donald practiced listening and relationship skills by sharing something personal and asking people about themselves. Result: Donald's boss was pleased. He reported that Donald's voice mails were now concise and that his personality was coming through to his staff at meetings. He was listening more and explaining the purpose of team tasks. Donald felt good about being more respected.
Do you know people who talk incessantly? Do they leave long lingering voice mails? They can learn to cut to the chase and listen more effectively.
Westport, CT (1/21/2010): Diane DiResta, top speaking strategist and founder and CEO of DiResta Communications, a communication skills consulting company, was invited to be one of four panelists, all successful women entrepreneurs, at the Women in Power networking event on Wednesday at the Westport Woman's Club. DiResta and fellow panel members discussed how to increase passion in the areas that matter most to business - Business Planning, Communications Impact, Financial Strategies, and Networking that works. The theme was "Living on Purpose: The Foundations for Successful Business Building in Today's Market." Halfway through the program, DiResta directed the 200 women in the audience to spend three minutes networking with each other. Soon the hall was abuzz with purposeful conversations and exchanges of business cards. The exercise was so successful that WIP member-moderator Lisa Wexler, an attorney-turned radio personality, was challenged to end it. "Women are excellent networkers," DiResta remarked.
Lisa Wexler, Women In Power member, moderated the session. Other panelists were: Kathy Caprino, Founder and President of Ellia Communications, Anne Evans, District Director, US Department of Commerce, and Kathy McShane, Founder and CEO of The Kendrew Group.
As CEO of DiResta Communications, Inc., Diane DiResta has trained spokespersons in sports and entertainment such as NBA players and Vanna White, as well as physician spokespersons representing pharmaceutical companies who want to communicate with maximum impact — whether face-to-face, in front of a crowd, or from an electronic platform. In addition to her corporate clients, DiResta developed a Confidence Class for seventh grade girls in Staten Island for two years. “I can’t think of a better investment than to invest in communication and we need to start early,