As an enterprise coach, I see many communication barriers company leaders can place in their own ways by using puffed up or bloated language. Are your words “to impress or express”, a favorite aphorism I learned at National Speakers Association.
My recommendation to all my clients, from corporations to sole proprietors, is to speak in “plain English.” The objective of communications is to create a link with the prospect for an exchange. When we speak in jargon, techno-speak, we put the listener at a disadvantage. Consider your listener before peppering the presentation with, what I’ve coined, “See-I-Know-the-Game”™ approach. Be sure your proofreader is objective and reads or listens from the prospects perspective.
Just describe your services clearly so that anyone would understand them. Of course, in a presentation, you can list your products you use to achieve outcomes; they may be “buzz” words (such as USB). I recommend you include a glossary of terms based on what is used in the presentation if the prospects are not in the industry. They may or may not understand the words and wouldn’t want to appear foolish to you by asking for a definition.
The intention of your message is you want the prospect to trust you.
• Consider what you can do personally to put the prospect at ease.
• What words can you convey that solicit empathy from the prospect?
• What do prospects REALLY look for?
• How do you support a positive buying decision?
• What guarantee do you provide?
• The prospect wants security that you will help them to achieve results and make them look good.
The true point of any communication is to be prepared to share about you and your services to enhance the prospect–It takes practice not to sound like a canned speech (Think robocall!) On a smaller scale, that is why elevator speeches are contrived and sound as such when not fully integrated into the sincerity and intention of the speaker.
To sound and show up as your best, my recommendation is to select the top three high points you are passionate about and develop three sentences to describe each one. That way you’re never at a loss for words and you can express sincere confidence. -MC
Your turn to practice now:
Select a speaker who inspires you and use the tips in Part 2 to assess them.
What do you want to emulate from the speaker?
What is the sub-textual message of the speaker based on your perception? Read Full Post