It’s no secret that the ways in which we conduct business have evolved drastically thanks to rapid technological advancements and new ways of communicating. As discussed previously on the program, the fundamentals of selling our ideas, our products and our services really haven’t changed; what we have now are new tools that can help us transform how we deliver solutions to customers and how we sell our ideas to board members and our employees.

MoreThe key to successfully expressing our thoughts is having a clear structure of how we will communicate our message,and understanding that it is always, ultimately, about the person receiving those messages. When we share stories and ask questions, we open the door for an emotional connection with others that helps us effectively sell what we have to offer.

Our guest this week is Patricia Fripp, executive speech coach and subject matter expert in the C-Suite Academy. Patricia is a noted Hall of Fame speaker with more than 25 years of experience guiding business leaders through the fundamentals of professional speaking and delivering powerful, persuasive presentations. Patricia says the key to connecting with an audience and effectively selling your idea is telling a colorful story that engages their senses and leaves an emotional impact. Using “you-focused†language and asking others for specific examples that illustrate their own challenges and needs will help C-Suite leaders successfully deliver solutions.

“The key to connection is conversation, and the secret of conversation is to ask questions,†Patricia says. “The quality of the information you receive depends on the quality of your questions.â€

Outside of speaking to large rooms full of their peers, C-Suite leaders may find that they have to adapt to new methods of connecting to their employees as more millennials enter the workforce. Leaders act as coaches who guide their teams to deliver the best possible experience for customers. Part of this involves setting high standards for communicating and making the distinction between professional and personal conversations. It is up to the C-Suite to effectively set the tone for effective communication in their organizations, and we successfully do so by modeling the behavior we wish others to practice.

When communicating to Board members, on the other hand, preparation is imperative. The first and last 30 seconds of your presentation are the most important, Patricia says. Starting well and knowing exactly what your opening words will be can make or break the delivery of your message. Using eye contact and specific examples will lead to more effective communication overall. Presenting your product, solution, service or idea from the point of view of others will also increase your likeability factor, making others more willing to listen and accept what you have to say. Patricia recommends listening to how many times you say “I†versus “you†or “we†in your presentations. This can shed light on just how effective — or ineffective — you are connecting with others through the power of your words.

People generally forget what they hear but remember what they see and feel. When we can paint a vivid picture in the minds and imaginations of those we speak to, we break down barriers and become more human. Preparation is key to giving powerful presentations, but telling good stories and using you-focused language will guarantee our messages are heard loud and clear.
Patricia Fripp

Patricia Fripp, CSP, CPAE is an award-winning keynote speaker, business presentation expert, sales presentation skills trainer, and in-demand speech coach to executives and celebrity speakers. Meetings & Conventions magazine named her “One of the 10 most electrifying speakers in North America.” She delivers high-energy, high-content, and dramatically memorable presentations. Kiplinger’s Personal Finance identified Patricia Fripp Speaking School as one of the best ways you can invest in your career. Follow her on Twitter @PFripp.

 

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