presenting and performing - national speakers...

NSASpeakersAcademy

Presentingand Performing

© 2012 National Speakers Association 1

Module 6: Presenting and Performing

Dictionary.com defines a keynote address as follows:

keynote address noun a speech that presents important issues, principles, policies, etc.

However, this “address” can take many forms, such as:

" Opening Keynote implies setting the “note” or “tone” for the opening of a conference, convention or event.

" Closing Keynote implies an impactful final message.

" Keynote Speeches usually last 30 to 60 minutes and are seldom longer than 75 minutes. These types of speeches are often held in the main conference room with all attendees — and they usually command a higher fee.

" Persuasive Speeches usually compel an audience to agree with your opinion.

" Luncheon Speeches are any of the above presentations that occur over lunch — with the added challenge of competing with clinking dishes and servers milling about.

" Motivational Speeches usually are presented in a high-energy state and are less content focused and more focused on energizing the audience. Consider adding!

• Breakout Sessions • Training/Facilitating

Which presentation type do you provide or can you see yourself providing to your next audience?

What Will You Present? There are a number of names for what you might now call “just a speech” or apresentation. In fact, you might share a keynote speech, luncheon talk, persuasivespeech, opening keynote, closing keynote, after dinner speech or even amotivational speech. The choice is yours and each audience is different and theirneeds equally unique. Thus, the choice you make on what type of presentation youmake is just as important as what you say in that presentation.

2 © 2012 National Speakers Association


• Who is your audience?

• What do you think is the general mix of personalities in your audience?

• How do the members of your audience usually learn?

• What learning style are you?

• How do you address all the learning styles in your audience?

Adapted from a summary made by 2011 Fast Tracker, Karen MacNeill

Who Are You Speaking To? There is sometimes a difference between who is in your audience and who is in yourtarget market. For example, your target market might be meeting planners whobook events for ice cream store managers. Thus, you are speaking to ice creamstore managers, but might need to market to meeting planners. In crafting yourpresentation, it is important to focus on the actual audience that will be in yourroom. Who are they and what do they need from you?

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One: Main Point with 3 Stories and Sub-points

• Open with a main theme used in title

• 1st point: story-application or learning

• 2nd point: story-application or learning

• 3rd point: story-application or learning

• Closing challenge: what you want the audience to do after you leave

Two: One Story with Multiple Points

• The story might follow your childhood from teen years to maturity.

• What can the audience learn from your story and the journey you take them on?

Three: More Formal

• Open with salutations

• Start with your best anecdote, poem, story, challenge or engaging question

• Make 1 to 3 points

• Acknowledge and thank key sponsors or individuals who invited you

• Closing challenge: what you want the audience to do after you leave

Four: Acronym Use a word or phrase to create your structure:

P— plan ahead before attending a party when you intend to drink A— arrange a designated driver R— relate your plan to someone you trust T— totally commit to your plan Y— yield to those who say, “You’ve had enough to drink.”

Five: Break the Rules - Train the Trainer, Bob Pike, does participation exercises with small and large audiences - Some speakers include 5 to 30 points - Some speakers leave out stories and purely educate, celebrate or

entertain

How Will They Know Where to Go?Much as a leader earns the right to be followed by employees, you earn the right tobe followed by your audience. Part of earning that right comes from having a clearstructure and in some ways telling them where to go. Structure indicates to theaudience that you know where you are taking them. It makes following your pointseasier and makes it easier for you to remember your points. It also allows you toimprovise here and there, and then return to your framework. Which structure worksbest for you?





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Try Something DifferentCreating something different than what you may actually present will stretch your creativity, andperhaps help you see something new, or learn a different twist about your own presentation. Testyour knowledge of your own content and your adaptability by creating an acronym for somethingyou tell your audience. Acronyms help with audience memory and retention and can alsobecome part of your marketing message.

Opening Give your audience a sense of what they are going to hear. Start with:

• A story: “Imagine !,” “It was 1980 when !” or “I wish you had been there !” • An attention-grabbing fact: “A 2011 report reveals 24 percent of adults are obese.” • What they will hear: (“When we’re done, you will have three !,” “In the next hour I will

show you !” or “Are you ready to hear three ways to !?”) Special Note: What is your HOOK?

Middle Flesh out what you began, and reinforce your key message with:

• Points made relevant to this audience • Facts, statistics, examples, quotations and theories that appeal to logic • Stories that appeal to emotions • Visual aids, quiz, poem or audience interaction • Note: How-to’s are considered optional in keynotes, but not in training. Many keynoters

only speak about why and what and don’t ever share how-to’s, except in their workshops, training or coaching.

Special Note: Do you know the Primacy/Recency Theory?

Closing Send them off with a powerful finish (for which they’ll hire you back):

• A review of the main points and how the audience can apply them • Final story, example, poem or words of wisdom • Can include a thank you to meeting planner(s), event staff or committee members • The Phrase That Pays (see page 10). “If nothing else, please remember !,” “The

question I leave you with is!” or “I encourage you to !” • Circular construction (Lou Heckler), where the closing completes a story that was

introduced in the opening Special Note: If you include a Q & A, do it before your final close.

You want your audience to walk away with your most important point or points, not the weaker message of an answer to a potentially irrelevant question.

Q & A is seldom recommended for large audiences.

Delivery DynamicsAs you work on your presentation and begin to develop a clear message in the TOPICDEVELOPMENT module, you also will be able to practice each element in your academysessions. To be most effective and well prepared, be sure you have solidified each of thefollowing elements before you practice.





Own the Room? Opening Type? Attention-Getting? Main Message? Hook? Memorable? Why? To Improve?

1st Speaker 2nd Speaker 3rd Speaker 4th Speaker

And For My Opening ActYour opening may not be your audience’s first impression of you, but it is likely the firstthing they’ll talk about when someone asks them, “How was the speaker?” Your realopening act happens when you walk into the room and long before you open yourmouth and what you say first will reinforce the accuracy of your audience’s firstimpression. Take this opportunity to provide valuable feedback for your peers on theiropening act, and remember that they, too, will get a chance to evaluate you.

More Delivery DynamicsEach NSA member has tricks of the trade they’ve learned in speaking for days, weeks,months, years and, in some cases, decades. Below are some of the tried and true tips for learning how to present like a pro.

• Talk to one person in the audience at a time. Make eye contact, have a conversation. Then connect with another person.

• Avoid asking "How many of you …?" It’s better to ask questions using the word "you" asif you’re speaking to one person. For example, "Do you remember …?" "Can you imag-ine …?" "How would you have felt (or thought or done) if …?” If you ask your audience,“Put your hand up if you have ever …” have a reason for asking, and then report the result. People at the front can’t see the hands at the back. For example, you might say,“One-third of you put your hands up. That is reflective of the national average …”

• Talk as if you are telling one friend or family member a story with a point—sharing what you learned. You know you’ve delivered a first-rate keynote when you are told, "It was as if you were talking to just me."

• Notice your I-to-You ratio. Patricia Fripp, CSP, CPAE, encourages speakers to say “you” as often as “I” when speaking to keep a keynote more conversational.

• Unless you are typically funny, experts advise against opening with a humorous line.Using humor in your opening gives the message, “This is a humorous speaker.” Better to surprise them later than risk disappointing them early.

• Sprinkle in humor by using props, fun images on slides or one-liners. If you choose to tell an old or used joke, rewrite it. Change the names, the places, the dates andother details to make it current and relevant to the audience. There are horror stories of one speaker following another and telling the same old, stale joke to the audience. If you are tempted to use jokes from Reader’s Digest, don’t.

• Think, “Same is boring.” Add variety. Every six to 10 minutes inject some kind of difference—a prop, a story, a fact, a quotation, an unusual movement, sound effect or one-liner.

• Add facts and statistics for the left-brain thinkers. • Be careful about using too many quotations because you may sound like you lack

original thoughts. Kit Grant, CSP, HoF, says, “Never quote dead men. Better to say it in your own words.” Consider quoting your grandparent or mentor.

• When on a big stage, use bigger gestures and stretch your body into it.• To begin: Stand at your kitchen counter with your laptop and type out your keynote

while you talk. We speak differently than we write. Put a smile (�) at the end of sen-tences that you think will get a smile; two smiles where you think you will get a laugh.Email the script to support people for feedback. Speaking at an average rate =roughly 250 words a minute.





Body Language

• With soft eye contact, look at one individual per thought, making sure you cover the room. This gives a sense of confidence and connection.

• Create a center point where your body is still and steady. Keep your hands loose down by your side.

• Have a reason to move. Move with purpose to make a point, show a timeline or move in and out of a story. Use your hands and arms naturally yet deliberately.

• Let the actor in you come out as naturally as possible. Allow your facial expressions and body language to support your points.

• Avoid clasping your hands in front of you or behind your back for long periods.

Voice

• Pause. Hear the silence. Count to three. • Volume—loud, soft, low, whispering, forceful. • Pitch—Let your voice go up and down.

“Do, re, mi, fa, so, la, ti, do.” • Pace—Speak faster to

excite and slower to calm. • Put feeling behind your words.

Words

• Create a phrase that is the core of your message. Say it in the opening, middle and closing.

• Pause at the end of important points. • Provide definitions for words that your audience may not know. • Use common language. Remember KISS—Keep It Simple Sweetie. • Minimize fillers such as um, like and you know. • No swearing, slang (unless role playing a certain character) or poor grammar. • Avoid beginning sentences with and so that your presentation is not one long run-on

sentence. Example: “And then she took! and he said! and there she was! and!” • Try to include as many you-focused phrases as I-focused phrases. • Stop talking if the audience laughs. Let them (and yourself) enjoy the moment.

Connect With Your Audience A speaker who connects with his audience is assured a longer, more promisingcareer than one who merely speaks to his audience. Behind the lectern, atop thepodium, on a grand stage with large screens or simply in the front of a small hotelconference room, you must connect. The tips below will help.

Story 1:

Story 2:

Story 3:

A story can be:

• Your biggest achievement or failure • A rite of passage moment • An embarrassing experience • A lesson learned • About a vulnerability, how you erred and learned • An unforgettable moment

Stories usually: • Have highs and lows—an emotional roller coaster • Are relevant to your message • Have effectively placed pauses • Are grounded in the speaker’s experience • Include memorable and interesting characters • Are personal (not stolen from another speaker) • Leave the audience uplifted, inspired or motivated • Are succinct with unnecessary words and fillers edited out • Can be based on a fable or fairytale with a fresh perspective • Have dialogue where your voice changes as you speak as the second person • Feature a hero (mentor, teacher, parent, grandparent, child) from whom you have learned • Are fine-tuned with punch words or most memorable concepts at the end of sentences • Are memorized and practiced until it appears the speaker is having an easy, natural and

enthusiastic conversation with the audience

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Keep Them on the Edge of Their Seats You probably remember “story time” as a child. Perhaps you scooted to the front ofthe group and listened intently. What stories can you tell your audience to create thesame feeling and keep them on the edge of their seats?





What might be YOUR phrase that PAYS? Some of our chapter members have phrases that pay, such as:

!

!

!

Story and Phrase Pointers:

• Tell your own stories • Relive rather than retell • Name your characters • Show the emotions rather than tell us about them • Add dialogue whenever possible; show two characters talking • Your stories need to support your presentation points. “The point is !”

The Phrase That Pays Consider using a sound bite that is snappy, easy to remember and repeatable. Youoften hear them in great movies and songs (like Lady Gaga’s “I was born this way”).Doug Stephenson calls his “The Phrase that Pays.” They can even surface from amain story. Patricia Fripp uses “Do your best and let go of the rest.” MichelleCederberg is known for “You rock!” Use the sound bite three or more timesthroughout the keynote, and give your audience a chance to say it back. This typeof mnemonic device and your own stores will allow you to move beyond merecontent to a true audience connection.

Presenting/Stories

!Storytelling styles

!Demonstration of a three-minute story that supports your topic

!The classical structure of stories for maximum impact !A tool kit of ideas to create audience involvement !The definition and key attributes of a signature story !Ways to connect with the audience

!Three to five benefits of using stories in presentations

!The storytelling style of a speaker you’ve heard or know

Presenting and Performing

!How adults learn

!When/how to use props

!What is the impact of pauses?

!What are the differences and similarities between speaking and training?

NOTES:

Polish Your PresentationThe client has called, reviewed your proposal and hired you to speak. In this case,the client is the leader of your Speakers Academy program. Choosing from the listbelow, take on a topic and create a five-minute presentation with a beginning,middle and end, from which your fellow academy participants can learn. Remember,as you might need to do with a client, this presentation may take a bit of research.





• Uncovering your natural humor

• Different types of humor • Joke construction (and whether you should use it) • Funny delivery • Finding humorous content • How to make sure your use of humor doesn’t backfire

SHOULD YOU INTERACT?

• How and when to use exercises

• The theory of interactivity

• Examples of exercises to use

HA! HA!

Take it Up a NotchShould you use humor? We did by leaving this page virtually blank! Rest assured,humor is serious business, and for that reason, your instructor will call in a specialistto guide you through this information in detail. There is a joke in the speakingbusiness that says: “You only need to use humor in your presentations if you wish toget paid.” Assuming you wish to get Paid to Speak (great book by the way!), howmight you take it up a notch and infuse humor into your presentations?

!! Get to know your audience by coming early, shaking hands and being committed to their needs.

!! Make a checklist of the items you need for your presentation.

!! Keep your audience’s attention. Make the first words out of your mouth powerful and interesting.

!! Every five to 15 minutes change the pace or activity. Mark where you will do so in your notes.

!! Avoid reading notes, and only refer to them if you need to. Consider using a music stand to hold them. It allows better contact with the audience than using a lectern.

!! Dress to be accepted. Dress as well as your audience and maybe one notch up. Unless you are presenting on humor do not wear distracting clothing.

!! Have a back-up plan, particularly if using presentation electronics. Have notes available should electronics let you down. Don’t assume that others will attend to details.

!! If your presentation involves statistics or analytical data, put them in your handout. Don’t confuse or inundate the audience with too many numbers.

!! Write your own introduction for someone else to read, saying why you are the right speaker for this audience on this topic, what you are speaking on and perhaps even mentioning other services you provide.

Platform Excellence ChecklistThere is a lot to be done to ensure that you are prepared to present your bestpresentation. However, the preparation doesn’t just include your opening, yourstories and your points. In fact, Patricia Morgan has granted her permission to sharethe checklist for platform excellence below. What items would you add to your ownchecklist to ensure you wow your clients and get asked back or recommended foranother event?





• Timing: Practice the timing at least three times. Aim to finish no sooner than 30 seconds before the maximum time you’ve been given. A Fast Track Committee Member will be at the back of the room to give you time cues. Have a line or two, or quick story you can leave out should you find your preparation pacing doesn’t work the night of the showcase.

• Humor: If you have humorous lines, allow time for the audience to laugh. The larger the audience, the easier laughter happens and the more time it takes. Take that into consideration when you practice in front of a small audience.

• Open: Look at one person while you say your opening line. Chose the most supportive-to-you person in the room or someone in the front row to start. Then, speak to one person at a time in different parts of the room. Start by grabbing the audience’s attention with a rhetorical question, startling fact, statistic or riveting (short) story.

• Middle: Remember, same is boring. Vary your vocal tone and volume, facial expressions and body movements. Avoid pacing (walking aimlessly). Mix Head (facts, statistics, how-to’s) and Heart (stories, emotion, humor).

• Stories: Add interest with dialogue. (“He said: ! She said: !”) Keep your stories very short, or use only one story that supports your point or points.

• Have fun: Smile when appropriate. It will help your audience connect to you and like you. Look regularly at the three most encouraging faces in the audience. Avoid looking at those who appear bored or judgmental.

• AVOID: Taking up valuable time and space with phrases like “I feel so nervous,” “That was a mistake” or “I forgot what I was supposed to say,” which invite the audience to join you in your nervousness while not being able to do anything to fix it. Never take up precious time with an apology. It is normal to feel nervous. It’s OK. Expect mistakes. If you can, just keep going. Let go of what you forgot. Ignore the broken prop, and pick up the fallen notes. You can say something like, “As I was saying !” If the audience can help, solicit their assistance. Audiences love helping us. Rather than apologize, think, “Let go” or “Solution.” Get on with the program. Bottom line, your audience wants your inspiration or knowledge.

• Close: Stand in the middle of the space with your feet planted. Take a deep breath, and end with your most powerful or focused voice and message. Say something more impactful than “Thank you.” When done, look at the M.C. and put your hand out to shake his/hers! S/he’ll take over from there.

Ready, Set, ShowcaseWe all get better with practice, and now’s your chance. Review the following tips toensure you are well prepared—in words, timing and actions—for your showcasepresentation.

“Feedback is always a gift. We may not wish to open that present, but as long as we stay in the

present, we’ll know what better gift to give the audience next time.” —Monica Wofford, CSP

After your showcase, you will receive feedback from those in the audience and the leader of your Speakers Academy. You don’t have to agree with all the feedback, but it’s part of why you’re here. However, always take into account your own feedback as well. When you mix the two—yours and theirs—chances are you’ll find the right solution for any fixes. Take a moment to evaluate your own showcase presentation.

Rating (1-needs a lot of work,

5 – fantastic job!)

Physical Delivery:

I effectively dealt with nervousness 1 2 3 4 5 n/a

I made a strong and positive first impression before I spoke 1 2 3 4 5 n/a

My dress was appropriate for my topic, gestures and audience 1 2 3 4 5 n/a

I effectively made eye contact with the audience 1 2 3 4 5 n/a

I had a clear open, middle and close 1 2 3 4 5 n/a

I effectively used my voice with inflection, vocal variety and clear articulation 1 2 3 4 5 n/a

I effectively used timing with pauses and passion 1 2 3 4 5 n/a

I effectively used hand and body language 1 2 3 4 5 n/a

I told my stories in a way that captivated the audience 1 2 3 4 5 n/a

I used humor effectively and appropriately 1 2 3 4 5 n/a

I effectively integrated the use of handouts and/or notes 1 2 3 4 5 n/a

I connected with the audience 1 2 3 4 5 n/a

Other: 1 2 3 4 5 n/a

Post-Showcase Self-Evaluation



Audience Participation:

I effectively used energizers, pairs or participation exercises 1 2 3 4 5 n/a

I effectively used breaks or changes of pace to keep the audience’s attention 1 2 3 4 5 n/a

I effectively used adult learning theory 1 2 3 4 5 n/a

I integrated the learning elements of hearing, seeing and doing 1 2 3 4 5 n/a

I effectively dealt with disruptive audience members 1 2 3 4 5 n/a

I effectively gave directions for audience involvement and exercises 1 2 3 4 5 n/a

I ended on time even if my presentation length was shortened 1 2 3 4 5 n/a

Other: 1 2 3 4 5 n/a

Other: 1 2 3 4 5 n/a

Now that you are beginning to feel more confident about your presentation and all the dynamics involved, as well as how much skill you are already demonstrating, the chart below will help you plan your next steps.

Practice, Practice, Practice: By When:

I will present to audiences at least 20 times to become experienced—even if I do it for no fee

I will secure the 20 paid speaking engagements needed to qualify for and obtain my NSA membership

I will arrange for group feedback from my peers and accountability partner

I will audio record and/or video my presentations and review to constantly improve

Post-Showcase Self-Evaluation



Presenting and Performing Homework

Congratulations on the completion of your PRESENTING and PERFORMING MODULE. Your journey may have begun today or sometime ago. Wherever you began, you now have homework to keep up the momentum.

My homework from this session is:

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Presenting and Performing HomeworkCongratulations on the completion of your

DULEMO . Your journey may have begun today or sometime ago. Whereveryou now have homework to keep up the momentum.

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Presenting and Performing HomeworkCongratulations on the completion of your PRESENTING

. Your journey may have begun today or sometime ago. Whereveryou now have homework to keep up the momentum.

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Presenting and Performing HomeworkPRESENTING and PERFORMING

. Your journey may have begun today or sometime ago. Whereveryou now have homework to keep up the momentum.

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Presenting and Performing HomeworkPERFORMING

. Your journey may have begun today or sometime ago. Wherever began,you

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