3 Mistakes That Derail Your Elevator Speech

If you’re a networker you’re going to give an elevator speech. The name comes from the idea that if you got into an elevator and your ideal decision maker was there, you would have about 30 seconds to introduce yourself before arriving at the next floor. Too often business owners show up without preparing for a networking meeting. If you’ve ever scratched your head with confusion after hearing an introduction, that presenter was unprepared.  Three common elevator pitch mistakes are:

1.       Too long

2.       Not clear

3.       All about them

Nobody wants to listen to a person drone on for three minutes when there’s a roomful of people. Save that for one-on-one meetings and get to the point. Prepare a 15-second, 30-second- and one minute version. Then take your cue from the facilitator. Even more effective, is to have a one sentence elevator pitch. Some one-liners include: I help speakers book more business. I help companies sell more in less time. I work with people who want to start a business and grow a business.

If your message is unclear, you will not attract prospects. People won’t refer you and you won’t be memorable. Brevity enhances clarity. Don’t mention everything you do. Keep the message high level. Start with one stand alone sentence. Then add more details. Test it with people you don’t know and then ask them to explain what you do. You may be surprised by the feedback. An elevator speech is a presentation. As a public speaker, be clear, be brief and be listener-centered.

To learn how to Speak Confidently and Effectively check out my LinkedIn learning course. It ranked #5 on the Top 20 Most Popular courses.

To learn techniques to overcome fear of speaking, read chapter 3 of Knockout Presentations.

To work with me contact DiResta Communications, Inc.

#publicspeaking #elevatorspeech

Is Public Speaking Like Eating Peas?

When I was a child, I didn’t like eating peas. I would sit at the dinner table and push them around on my plate. Then, I’d spear one pea with my fork and gulp it down like bitter medicine. My grandfather observing this avoidance ritual suggested I mix my peas in my mashed potatoes so I wouldn’t taste them. It worked! I started mixing peas and mashed potatoes at dinner. I still didn’t like peas but he made them more palatable.

And this is the case for many people. They avoid public speaking because they don’t like it. I would have been okay if I didn’t have peas in my diet. But for professionals and leaders, avoiding public speaking is career suicide. Consider the second year law student I coached who was going to drop out of law school because she was afraid of speaking in class. After coaching her she learned to mix the right mindset with the right skill set. Imagine if she had dropped out of law school because of public speaking fear.

Today she’s a lawyer and giving effective presentations. She found the right mix.

Consider the middle manager who avoided speaking at meetings. Her throat would tighten up causing her to clam up and not participate. The quickest way to become invisible in an organization is by not participating. The effect is not having a voice in meetings. The common perception is if you remain silent you don’t know anything. This can result in forfeiting promotions and being overlooked for high visibility projects or leadership opportunities.  I coached her to reduce vocal tension. She learned how to work her mind and her body so that the words wouldn’t stick in her throat.

Today, she has a new job at a higher level. And she’s speaking with ease.

An entrepreneur was successful in her business and enjoyed being a podcast host. She confided in me that she would love to speak on large stages but because of an auditory processing problem she couldn’t give speeches. She was not able to remember the sequence of ideas and words no matter how many times she practiced. She had so much to offer an audience but had given up on ever being on a big stage. This disability was her peas. She needed to find the mashed potatoes to overcome the limitation. I convinced her that she could speak on large stages. She could share her ideas. But the medium would be different.  Instead of delivering a speech which would stress her out and leave her searching for words, she could give a fireside chat. By putting two chairs on the stage, the interviewer could ask her questions allowing her to tell her story, share her wisdom, and inspire the audience. She was brilliant in conversation and on podcasts. A fireside chat would not require memorization and would showcase her brilliance.

She was excited to find the right mix that would allow her to reach more people and change more lives.

Today I like sweet peas. I’ve acquired a taste for them but it took time. For some people, public speaking is an acquired taste. As they gain confidence and mastery, they begin to enjoy giving presentations. For others, they may never like speaking. But by combining the right mental attitude and skill set they can certainly make it more palatable.

To learn how to Speak Confidently and Effectively check out my LinkedIn learning course. It ranked #5 on the Top 20 Most Popular courses.

To learn techniques to overcome fear of speaking, read chapter 3 of Knockout Presentations.

To work with me contact DiResta Communications, Inc.

7 Tips When Speaking Internationally

September is International Speak Out Month. It reminded me of my International speaking experience and the important lessons I learned. Here are 7 tips to set you up for success when speaking internationally.

1.       Study the culture- Your presentation begins long before you step on a stage or begin to speak. How do people greet each other? In some European countries they kiss both cheeks. In Japan, the greeting is the bow. What is the tradition for gift giving? Are they a low context or high context culture? This will inform you about the level of formality that’s expected as well as how to treat authority.

2.       Meet the translator-Will you receive simultaneous translation or consecutive translation? If it’s the latter, you will need to pause after each sentence or two, while the interpreter translates. Where did the translator learn English? There’s a difference between British and American English. Be sure to define terms and explain your speech to the translator so that it is communicated with the right intent and clarity.

3.       Speak slowly-When you’re in a different country, YOU are the one with the accent. Even if it’s an English speaking audience they will probably need time to translate in their heads. Speaking slowly will allow the listeners time to process what you are saying.

4.       Manage body language-You can easily offend an audience before you even open your mouth. The same gesture can mean different things. The A-0k sign with the thumb and index finger touching with the 3 fingers extended is an obscenity in Brazil. Even the nod or shake of your head can have a different meaning. Practice with the gestures you’ll use in your speech with a native from the country where you’ll speak.

5.       Speak the Native Language-Nothing is more endearing and caring than to speak in the native tongue. When I spoke in Africa, I gave my greeting in Kiswahili-”Hello. I’m happy to be here” I was surprised when the audience broke into applause.

6.       Avoid humor-Humor rarely translates across cultures even if you’re a comedian.

7.       Learn their idioms- I leaned this the hard way when I was speaking to a British audience. I would use an innocuous term such as “on the job” and I would hear snickering. It meant something else in England. A sweater is called a jumper, gasoline is petrol, a truck is a lorry, a TV is a telly.

Mistakes will happen. But with a little research, planning and practice you can speak anywhere in the world and give knockout presentations.

My presentations, training , coaching and books are available virtually. It’s easy to find me to discuss your needs. Email diane@diresta.com. DM me at twitter @speakingpro. Or call: 917 803-8663

The Missing Link in Presentations

Are you wondering why your audience isn’t excited? Or why they’re not sold on your ideas at meetings? Most presenters work hard to craft and deliver their sales presentations. So why don’t they get the results they desire?

They know the content backwards and forwards. They reveal what they think is great about their ideas or products. There’s no question they can’t answer. These presenters bring their A game with dynamic delivery. On the surface, it’s a good presentation. Yet, there’s no momentum. Too often public speakers think from their own point of view. 

These presenters forgot to connect the head and heart!

Consider these two acronyms. WIIFM and WSIC.

The first step is to answer the question, What’s In It For Me, meaning the audience. What’s important to them? It doesn’t matter if you have the most clever idea or the best product unless it meets their needs. And that’s where most presenters stop. The challenge is that you’re addressing needs but not tapping into why. WSIC means Why Should I Care? This is the dream or outcome of receiving those benefits. We’re talking about emotions. There is motion in the word emotion. The audience will take action when your message taps into their emotions.

It’s about connecting what they’ll gain with the impact of the benefits.

Benefit  (Head)                       Impact (Heart)

Save time                                More family events

Save money                           Buy the vacation property

Lose weight                            Look good and fit into your new clothes

Everybody wants to save time, money and be healthy. But their reasons may vary. Recall the last time you were excited about a purchase. Was your excitement about the product or how it made you feel? We’re more easily convinced by emotion than by logic but we need both.

A friend told a story about his trip to the car dealership. He was interested in a sports car. He loved the car but it came with a high price tag. The sales person told him to sit behind the wheel. He then said, “It makes you feel cool, doesn’t it?” My friend bought the car. He tapped into his emotions.

By translating what they’ll learn from you to why it’s important to them, you’ll connect the head and heart. And that is the missing link.

 Anybody can give a Knockout Presentation. Avoid these 6 mistakes and take your presentation from dull to dynamic!

My presentations, training , coaching and books are available virtually. It’s easy to find me to discuss your needs. Email diane@diresta.com. Subscribe to my youtube channel Or call: 917 803-8663

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7 Tips to Present on the Witness Stand.

You’re going to court. The thought of going to court can stress anybody out. Add that you’re going to be on the witness stand, and the fear of public speaking gets triggered.

The outcome of a case can be strongly influenced by the testimony of the witnesses. So how do you present yourself credibly in court?

Keep these public speaking tips in mind before you take the stand:

1.       Practice out loud and record yourself. Your attorney will train you in being a witness and you’ll be a better presenter when you know your message points. Rehearsing at home will give you confidence.

2.       Look at the jury. If your eyes look up before you answer, you’ll appear less credible and knowledgeable. The audience is the jury so talk to one person at a time. Make an eye connection. Looking someone in the eye denotes trustworthiness.

3.       Reduce non-words. Fillers like /um/ /you know/ /like/ will cause you to sound unprepared. Don’t be afraid of silence. Confident presenters pause. You don’t have to answer immediately. Think before you speak.

4.       Check your appearance. Your attire communicates a message. A jury can be swayed by the way you look. Be sure clothes are pressed, shoes are polished and your clothing is appropriate for the case.

5.      Speak clearly and naturally. Take your time and pace yourself. Avoid mumbling and be conversational. You’ll be believable by being yourself.

6.       Know when to stop. If the judge or attorneys interrupt, stop speaking.

7.       Get to the point. You’ll lose the jury if you give too many details or go down a rabbit hole. Stay on topic. Answer the question that was asked. Be brief.

To hear tips on presenting in court, watch my interview.

My presentations, training , coaching and books are available virtually. It’s easy to find me to discuss your needs. Email diane@diresta.com. DM me at twitter @speakingpro. Or call: 917 803-8663