© Copyright 2004                                Be Real, and Not Too Smart by Tony Jeary What: The world hates a "know-it-all", and can spot an overly orchestrated pitch a mile away. Your job, at the front of the room, is to be credible and effective. This means that you really don't have to have every answer, and shouldn't be too slick or offer solutions that are too "pat". You need to be good, not perfect. Why: Participants must trust you. You need credibility that assures that you aren't perceived as trying to "smoke something past them" or con them. It is important to be authentic or truthful, and to be real - to be approachable. Being too slick breaks the emotional connection between you and your audience. How: Know the difference between Being Effective vs. Being Right. The difference between being effective and being right is an important distinction -- being in the right doesn't mean that you're reaching your goal. Effective presenters and facilitators do what it takes to get the job done. They treat people fairly and equally, and will patiently lead the group to a solution. In contrast, the self-righteous facilitator gets involved in being right and dictates a position even when it is not appropriate to the process. If things don't go well, the self-righteous facilitator does not have results, but merely excuses -- "I've done what I can. It's not my fault if they didn't get it." Make Sure Your Language (verbal and nonverbal) Reinforces What You Say. You will be judged on your language patterns and how you present yourself. There's a lot written on this, but here are key tips: Adapt your language and attitude to the group you are addressing, but avoid the temptation to seek the lowest common denominator. As far as body language goes, stand up straight, use appropriate gestures, be confident, and smile. Maintaining eye contact is a great way to build a good rapport. If you can't look individuals in the eye, they will feel you're hiding something, no matter what you say. Be aware of how you signal boredom and impatience, and studiously avoid these postures. Be Able To Laugh At Yourself. Don't be afraid to laugh at yourself when you make mistakes; it's very humanizing and helps establish you as a real person. It is rare presenter who doesn't make some type of mistake some time during the presentation. But handle with care -- Self-deprecation can be an effective technique when carried off in a humorous vein, but flat statements like "I'm really not too good at this" can be credibility killers. Repeated mistakes may characterize you as very real, but a very real dummy. Benefits: You'll earn the trust and respect of your participants. The group will be able to relate to you as a human being that respects their views The audience is more likely to "buy into" the message Action Plan: Look at the material for your next presentation carefully, and have someone who is familiar with the subject matter and audience/group review it. Are there words that may signal overconfidence or over-promise? Are you taking enough time to "walk people through" your key points or does your pace suggest that you are dictating the answer? Rehearse. Round up an audience that will give you candid feedback. Is your body language right? Practice using ad-hoc humor on mistakes you make. Use Verbal Surveying and Targeted Polling to continuously validate your "connection" in your next session. Pay attention to the responses and make mental notes on what you may have done to generate any responses that are not completely positive. Tony Jeary, considered by many to be the worldís foremost presentation strategist, has traveled globally for almost two decades teaching others how to present with excellence. Driven from an early age, at 23, Tony became a self-made millionaire by helping others. He demonstrates his value by being extremely disciplined, organized and as a result, a man of action.  Tony has published more than three dozen books and resources on the subjects of presentations and business strategy.  In his state-of-the-art studio or at the clientís site, he personally coaches the Fortune 100ís finest CEOís and presidents of companies like Wal-Mart, Samís Club, Ford, New York Life and Texaco and influenced hundreds of thousands in 36 countries. 1-877-2-INSPIRE www.tonyjeary.com \