What Image Do You Project?

Most of the time when clients come to us at Presentation Excellence, they want to be more effective presenters - in terms of getting their message across – and ask us to help in the creation and delivery of the presentation. Recently, a number of leaders have asked us to focus on a new issue: the "leader image" they are projecting. To influence others, to encourage followers to act upon the message, depends not just on the message but on whether the audience assesses you as authentic, inspiring, and in-charge.

Here's an example of how projecting your authentic image can make a difference. When John Major succeeded Margaret Thatcher as prime minister of the United Kingdom, he was widely expected to lose his first election, in part because of how he related to the public. When he spoke to audiences, he delivered a series of set-pieces from big platforms complete with glass autocue. The setting did not complement his understated, modest style, and the audience's reception, to put it kindly, was underwhelming. Halfway through the campaign, he switched his style and made impromptu corner speeches from a makeshift stand with a handheld microphone. This soapbox setting captured his "ordinary man in the street" style far more effectively, and the speeches were broadcast regularly by the media. He won the election.

We've been providing Leader Presence Coaching for C-level clients, especially those newly promoted to this position, who want to make sure their image matches their new position. A new level of authority may have to accompany prior impressions of expertise and trust. This means adjusting non-verbal cues (e.g., appearance issues like dress, posture, seating positions, etc.) and verbal ones (e.g., taking charge of meetings, setting vision, generating consensus, etc.). Remember, since leadership is a 360° issue, so is leader presence.

To meet your coaching needs in this area, see our new website LeaderPresence.com in September. For coaching, contact Dr. Cahn at (jerrycahn@presentationexcellence.com) .

Creating Urgency for Change

While top leaders often are exposed to external pressures for change – from analysts, media, shareholders, etc. – most of their colleagues and employees are not. The leader's challenge therefore is to create a sense of urgency, but not to the extent that people "freeze" or "shrug" from "yet another change program". The fine art of creating discomfort without alienation requires the leader to present steadiness both in word and action.

One way is through a compelling and clear message. This is done by creating a sense of excitement through their personal values and visions. Vision has staying power ("a computer on every desk," as Microsoft once put it). But to communicate it takes time. Success depends on persistence, simple repeatable messages, and imaginative uses of different channels. Therefore, effective leaders need to constantly be on the lookout for potential change, signal to the audience where the capability challenge lies to achieve the goal, communicate actionable steps to get there, and support the team in creating the change.

Question-based Presentations

A classic study of senior Vice Presidents found that over 80% reported that the presentations they attended were boring or put them to sleep. Just as no one wants to sit through such presentations, no one wants to make them either. One way to make presentations engaging is to shift from presenting facts and opinions to a question-based presentation. It focuses on the kinds of questions the audience is likely to have, in the order they are likely to pose them, and answer them directly or rhetorically. Think of it as a presentation that answers the questions: What are we doing? Why? How are we going to do it? What are the benchmarks? When will each be accomplished? Who will be in-charge? How will we measure success? It makes the presentation a lot more stimulating!

News Flash Upcoming Webinar Webinar on Super-Mentoring & Corporate Development Dr. Cahn is going to deliver this webinar - Hosted by HR.com and Intercall - on September 1. We don't have a link yet, so we'll send you a notice about it when we do and post it on our website. Stay tuned!