Jackie Kellso

Archive for the ‘business pitching’ Category

Public Speaking Tip: Reveal vs. Impress

In body language, business pitching, business relationships, communicating, communication, communication skills, impress, non-verbal signals, personal development, personal growth, pitches, pitching, presentation skills, presentations, presenting, public speaking, public speaking fear, reveal, selling, training, transparency on February 10, 2015 at 7:13 pm

The public speaker who wants to win an audience, get buy-in and be memorable has the right intentions.  And, in order to be effective one must achieve these goals.  Yet, so many people only have a portion of the formula needed to accomplish this.  Many strive to show themselves as expert of their content.  Good, but not enough. Many realize that it’s not only the content, it’s also the delivery – body language, eye contact, vocal inflection, pitch, etc..  Great!  Still, not enough.

The winning formula for public speakers is content+delivery+TRANSPARENCY.  Why transparency? When we are actively speaking or presenting, in that moment, we are in a leadership role. There is much written about how transparency in leadership is a winning formula. Revealing our authentic selves builds trust and helps people connect to us.

I shall explain.  When a speaker is only trained to impress an audience — content+delivery — s/he is not reaching into the guts of the listeners for an emotional reaction to the message. I don’t care whether the message is about how to change a tire; as public speakers, in order to WOW our listeners and actually make lasting impact, we must be prepared to shed a public persona or any veneer, and reveal ourselves to the point where the audience is seeing what makes us uniquely human.

Hence, REVEAL vs. IMPRESS.  But how?  Think of yourself as a pistachio nut. You know that inside you are crunchy, sweet and savory. What’s inside the shell is what we want. What’s outside is a protection that cannot be consumed.  Imagine you can impress because you have built up your presentation skills (content + delivery).  Crack open the shell to reveal the good stuff! Now your audience can digest the best of you.

Here are quick tips to help get you there:

1. Tell a personal story.  Let it reveal how you feel about your subject matter and how an experience changed you.  Make the story relevant to the audience’s interests and to the point of your presentation.  Show humility and gratitude within your area of expertise.

2. Allow your own range of emotions to come through.  Be more emphatic than you think you need to be.  Dramatize. Show honest frustration, sadness, joy, passion…SHOW that you are moved by what you’re saying.  Show a little vulnerability. This adds so much credence to your message and makes you more likable and trustworthy.

3. Do not be self-deprecating.  This is usually an unconscious but manipulative action to make people feel sorry for us.  The effect is that it lowers the expectations audiences have of the speaker.  This doesn’t endear them to us! Be humble and confident (or even act it if you have to!)  Confidence is very appealing!

4. State facts and truths (not claims).  People who are out to impress say things like, “It’s the greatest!”  We’re number one!”  They come off as bragging vs. confident.  Instead bring evidence to support your points.  Use third party sources. REVEAL truths that support your message and fuel the audience’s belief in you.  Give the audience a sense of being brought in on what’s real and truthful.

5. Dare to be uncomfortable.  As a coach I know that the people who deliver the best speeches or presentations are those who are willing to feel ‘out there’ and unnatural and stretched to the max using the tools of transparency. Make it your duty to be out of your comfort zone.  This is important because it subliminally translates to audiences that not only are you quite competent, you are fearless about showing them who you really are:  the best pistachio of the bunch.

Speaking from the heart,

Jackie

Copyright, PointMaker Communications, Inc., 2015. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Jackie Kellso and PointMaker Communications, Inc., with appropriate and specific direction to the original content.

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Tips for Hiring An Executive Coach

In assertiveness, body language, business networking, business pitching, business relationships, career, coaching, communicating, communication, communication skills, conflict resolution, consulting, coping with pressure at work, diplomacy and tact, effective communicating, executive coaching, executives, handling tough boss, interpersonal skills, interview questions, interviewing skills, leadership, manage stress at work, managing, managing conflict, negotiating, networking, office politics, people skills, pitches, pitching, presentation skills, professional behavior, professional development, professional development training, public speaking fear, tone of voice, training on February 1, 2011 at 11:28 am

I remember seeing a Reality TV show in which an executive coach had come in to a small business to fix the business owner’s communication problems with her employees. He immediately started out by saying to her, “I want you to listen to the things your employees have to say.” I want you to consider their feelings.”  He said this directly to her in front of her employees!

This coach made a huge error, in my mind, because the owner hadn’t been included in the decision to do this in a public forum.  The coach tried to enforce change before he had permission to do so. What a coach wants from you is meaningless and should never position what you should do in this way.  I continued to watch this fiasco unfold — the owner seemed overwrought with stress; her face red, her voice tight — she was the opposite of open, flexible and cool.  As she listened to a few criticisms of her, she not only shut down, but became so closed-off that she got up and walked away. Nothing was accomplished.

An executive coach is supposed to be the ally of the executive, and should never provoke an employee-employer intervention unless as planned and executed with the boss.

Your coach should be masterful in communicating all of the benefits to you of changing, growing and challenging yourself. Your coach should be supporting your growth based on your needs and work with you on a timeline, budget and plan of action for your goals to be reached.   S/he should provide leadership based in personal experiences and proof of success that has resulted from a particular expertise.

Coaches should ‘walk-the-walk’ in their own lives in order to effectively motivate others. I once personally knew someone who was getting a certification as a sex therapist who hadn’t had sex in 20 years and hadn’t been successful in having a loving relationship in all that time.  I couldn’t get over the hypocrisy of that!

I also know an executive coach who refuses to work through her fear of presenting. She knows it limits her ability to generate business and express key information, but she defers to her fear. How can she help an executive with a fear of presenting see the value of pushing himself out of his comfort zone?  She doesn’t have to be a presentation coach, she just has to know from experience that the fear doesn’t have to win! Coaches are at their best when they are working to overcome their own resistance to things that will yield good results.

Interview coaches before you hire them. Here are some things to look for:

1. LISTEN.  Listen to how he or she communicates with you. Is s/he asking questions that show genuine interest in you and the ability to understand your needs? Do you feel heard? Is s/he speaking in terms of your needs?  Are you clear about how this coaching method ties back to your outcome?

2. LOOK.  Sit down with this coach and observe signs of non-verbal communication. How’s the eye contact, tone of voice and body language?  Does he or she have the image and attitude of someone who engenders your trust and respect?  Your gut is your best friend. This is why a test session or interview before you sign an agreement is critical.

3. ASK QUESTIONS.  Find out what challenges s/he has overcome. Ask questions about his/her journey and how it led to becoming a coach.  Ask about the training history, methodology, and proof of credentials.

4. ANALYZE FEES.  You have to decide what your budget is and discuss with your coach what the scope of the work together is expected to be.  If your gut tells you that this person or service is not worth the price, then you have to decide if you have found the right coach. Is this coach forcing you to sign a long-term contract that would cost you thousands before you’ve had a first test session?  Do you feel pressured to lock-in sessions at a wildly reduced rate?  Is there a fair cancellation policy or at least a mutually agreeable non-cancellation policy? Have you spoken with prior clients about their return on investment with this individual?

5. AGREE BEFORE YOU SIGN. Before you sign-up for a long process, you must have your coach set reasonable expectations for your development and outline the areas you will be addressing as you progress towards your goals. For example, if you want to improve upon your presentation skills, be sure that this coach has expertise in this area vs. a coach who is expert in organizational design or team-building.  Some coaches are skilled in addressing multiple functions, but be sure to discuss this ahead of time.  The goal is that you feel in control and trust that this person is the right one for you.

Executive coaches are helping many people actualize their goals.  There are so many good coaches out there and most of us have noble ideals as to why we’ve chosen this consultative role. We’ve mostly been in your shoes and have taken risks to deal with challenges head-on. We have cultivated our skills and are always motivated to grow. We feel our purpose is to help and be a role-model to others. But, you must do your due diligence to work with the ones that serve your interests and possess admirable, executive qualities.

Happy Learning!

Jackie

Copyright, PointMaker Communications, Inc., 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Jackie Kellso and PointMaker Communications, Inc., with appropriate and specific direction to the original content.

Job Seekers: Be Ready to Respond to a New Interviewing Strategy

In business pitching, business relationships, career, coaching, communicating, communication, communication skills, effective communicating, executive coaching, executives, interpersonal skills, interview questions, interviewing skills, job seeking, jobs, people skills, pitches, pitching, presentation skills, presentations, presenting, professional behavior, professional development, Uncategorized on June 3, 2010 at 9:25 pm

“On a scale of 1-10, how lucky do you consider yourself to be?”

Can you imagine being asked this on a job interview? Well, according to my colleague, Susan Goldberg, of Susan Goldberg Executive Search Consulting, this type of question is a new trend happening on interviews. Her point is that now in a down economy, old interview questions such as, “If you were an animal what type of animal would you be,” which were designed to help the prospective employer get a sense of an applicant’s attributes and value system, are now being eclipsed by questions that help the company see if the applicant is a cultural fit. Ms. Goldberg wrote an insightful and in-depth article explaining this shift and the new landscape, to help people prepare for the current trend in interviews. She’s got tremendous expertise in helping people connect to the right job and the article’s worth reading.

Here’s the link to her article:  www.womanaroundtown.com/working-around/latest-trends-in-interview-questionsthe-“it”-factor-is-the-“fit”-factor

For more information about Susan Goldberg’s services, please visit her website: www.susangoldbergsearch.com

Please keep in mind that a well-conceived and concise pitch that proves your credibility and the unique value that you bring to your prospective employer is always critical in making positive impact and distinguishing you from all others. Other important factors include body language — good eye contact, a motivated handshake, good posture and lots of enthusiasm in your voice all contribute to getting that job.  You can read more on developing your pitch in my article, “Mastering The 60-Second Elevator Pitch.”  Here’s the link: https://pointmakercommunications.wordpress.com/2010/03/25/mastering-th-60-second-elevator-pitch/

So, when they ask you how lucky you consider yourself to be, look ’em straight in the eye, tell them a number that rings true and feed them the personal and professional experiences that prove that you are a charm they cannot be without.

Happy interviewing,

Jackie

Copyright, PointMaker Communications, Inc., 2014. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Jackie Kellso and PointMaker Communications, Inc., with appropriate and specific direction to the original content.