First, Build Trust With a Solid Frame

February 29, 2016 in Barbara Egel, Delivery, Introduction, Meetings, Preparation, Presentation

Trust_(466709245)-LabeledforReuseGoogleSearch_TRUSTHarvard Business School professor Amy Cuddy is quoted in an interesting short piece at businessinsider.com. She says that radiating a sense of trustworthiness and warmth is actually more important in building good business relationships than projecting competence, at least initially. This fits with Turpin’s focus on creating a solid frame to introduce your presentation.

Of course, the purpose of a presentation is to close the sale, explain the new process, teach the module, but that cannot be effective unless you first gain trust, engage listeners, and prove to them that they are your main focus. The best way to do this is by framing your presentations in a way that …

  • Acknowledges the current situation. What is the feeling in the room about the content of your presentation? What has happened before this? Are they going to be happy or upset by what you will be discussing?
  • Openly lays out your goal for the presentation and the benefit to your audience of being present and engaged. These are different things, and taking the time in your preparation to think about how your goals and your audience’s are different can help you earn trust. For example, your goal may be to make the biggest sale possible while theirs is to save the most money. How are you going to reconcile those things in a way that builds good feeling between you?
  • Presents a clear agenda for your time together. This may seem either obvious or unnecessary, but a well thought out agenda signals to your listeners that you have taken into consideration what they need to know—rather than everything you know about the topic—and that you understand that their time is valuable and you have come up with a plan for the best way to spend it.
  • Shapes your presentation with audience-focused content. As you create all of your slides—but especially the frame—take into consideration …
    • The proportion of “I” statements to “you” statements. Make sure your language shows that you are focused on their needs rather than your goals.
    • Starting with the important headlines. Rather than building to a dramatic conclusion, your presentation should start with the issue on everyone’s minds. State your conclusion, finding, or recommendation first and then offer the supporting information.
    • Slides that communicate clearly rather than slides that show your mad PowerPoint or Prezi skills.
    • The What vs. the Why. If you are teaching a process—for example, a new IT system—most people are not going to care about the cool coding behind the system, they just care about how it will help or impede them in getting their work done. Focus on this. People who want to know the details will ask on their own time. Sometimes, the Why is important, and if you think about your audience’s needs, it will help you determine just what and how much of the background to explain.

Once you have built trust with your participants, you have created a relationship in which they are open to being impressed by your competence. Forcing the competence without the trust doesn’t work. As Professor Cuddy states, “If someone you’re trying to influence doesn’t trust you, you’re not going to get very far.”

By Barbara Egel, Presentation Coach at Turpin Communication and editor of “The Orderly Conversation.”

New Communication Guide Offers a Game-Changing Approach to Business Presentations

April 16, 2014 in Delivery, Facilitation, News, Preparation, Presentation, Talent Development, The Orderly Conversation, Training, Uncategorized

Granville Circle Press announces the July 2014 publication of “The Orderly Conversation,” a groundbreaking resource for business presenters.

News Release – PDF

PrintGranville Circle Press announced today the publication of “The Orderly Conversation: Business Presentations Redefined” by Dale Ludwig and Greg Owen-Boger, a book that promises to change the way business presenters think about the “getting-business-done” presentations they deliver. The authors, communication experts with Turpin Communication (Chicago), offer a revolutionary approach that turns the old “Public Speaking 101” model on its head.

“Much of what’s taught about business presentations needs to be replaced,” says Ludwig. “Traditional methods focus on ‘speechmaking’ and the notion that presentations are like performances. That concept just doesn’t match the kind of presentations people actually give in the course of their work. Business presenters need a fundamentally different approach.”

That approach, say the authors, is one that shifts from “speechmaking” to thinking of business presentations as “orderly conversations” that thrive on the natural give-and-take between presenter and audience. Developed through Turpin Communication’s presentation workshops, Ludwig and Owen-Boger have seen this shift dramatically improve and empower their clients.

“Most presenters knew they weren’t delivering formal speeches, but the assumptions they were making and strategies they used didn’t reflect that,” says Owen-Boger. “Thinking of presentations as conversations changes everything: from preparation and delivery, through managing interactions, to how you judge your success when it’s all over.”

The Orderly Conversation takes readers through a clear and accessible process, inviting readers into one of the authors’ workshops to learn how to

  • Prepare for a genuine conversation
  • Engage listeners in a comfortable, flexible, conversation
  • Craft compelling visual aids that prepare you for the moment of delivery
  • Create the environment for productive interaction
  • Be clear and concise when thinking on your feet

“Most books on the subject stress how to look good speaking at people,” said Blaine Rada, professional speaker and management trainer named “America’s Greatest Thinker.” “’The Orderly Conversation’ shows how to truly connect with people, so you can stop performing and start engaging.”

Granville Circle Press calls their latest offering “eminently practical; real-world advice for the real world of business.” Due to be released in July 2014, The Orderly Conversation is available for pre-order.

ABOUT GRANVILLE CIRCLE PRESS
Granville Circle Press publishes works in the communication arts, including “Living Proof: Telling Your Story to Make a Difference,” selected by Kirkus Reviews as a “Best of 2012.” The Orderly Conversation, ISBN 978-0-9838703-2-6 $21.95

ABOUT TURPIN COMMUNICATION
Turpin Communication (Chicago) was founded in 1992 to provide the best presentation and facilitation skills training available anywhere. Since then it has helped business presenters in a broad range of industries and organizations focus on the skills and techniques that help them succeed. Authors Dale Ludwig and Greg Owen-Boger are available for key note addresses and to speak at conferences and corporate meetings.

Contact

Kyle Carlson
Granville Circle Press
+1 612-229-8896
Email

Dale Ludwig and Greg Owen-Boger
Turpin Communication
773-239-2523
Email

This news release was originally published here.