Does this make any sense?  The closer together your audience is seated, the more likely they will give you robust applause.   It’s a fact – proven countless times to professional speakers and entertainers.

Since this is not a science, nobody is certain as to the cause of this phenomenon.  The prevailing theory is that proximity is directly related to any contagious activity.  If one person claps, someone right next to her is likely to naturally do the same.  Put a few seats between them, and one person applauding may remain clapping alone.

Another theory is that your audience is more attentive to your presentation when they are closer together.  This may be because a tighter audience enables you to focus your eye contact and voice projection to a denser population, while a spread-out audience dilutes your focus and impact.

I learned this performing magic.  I would do a set at a walk-around function and get enthusiastic applause SOMETIMES, while other times people would simply say “cool, you’re good!”  Once I figured a common denominator was proximity, I tested my theory.  Bring them in close and 95% of the time I’d get applause, but once  audience members were separated by more than a few feet from one another, the applause rate dropped to about 10%. I shared this with other professional entertainers who concluded the same.

Application:  When you give a presentation it KILLS your effectiveness when people are “peppered lightly” around the room.  Make sure you put seats close together (avoid cramming like sardines). 

Put out less than half the seats you think you will need.  Wait until they fill, then provide more seats. You are forcing them to sit close to one another, and they will unknowingly benefit from a better received presentation.  An additional benefit is perception – it appears that your attendance level is higher than you expected.

What to do if you the seats are fixed in position or pre- set for you?  Use a hand out, and place one on each of the first 20 seats (if you are expecting 50 attendees).  When people walk in, invite them to grab a seat with a handout.

After many years of professional public speaking, I say with confidence that proper audience seating tremendously enhances your success as a speaker.

I invite anyone who is doing multiple presentations to similar audiences to test this fact for themselves. We’d love to hear about your experiences.

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When you engage in public speaking at a networking event, there are certain techniques that can set you apart.  One is to tell an interesting story about how your product/service helped save someone (similar to your audience members) from losing money, time, peace of mind, etc.

Here is an insider tip one of the pros shared with me.  He pointed out that at networking events, the better public speakers tend to tell stories about how they helped their clients, and how great their clients felt about the experience.

My friend pointed out that this technique was stellar when the speaker was trying to sell directly to his audience members.  However, in many cases, the speaker is not shooting for a direct sale to audience members but rather a referral to someone the audience member knows.

In this case, he argued, it is better to tell as story about how “Bob” referred you to his client.  Talk about how you solved the problem for Bob’s client and how you saved him money.  Then talk about how Bob looked like the hero to his client, which solidified HIS relationship of trust with HIS client.

For those who present at networking events, this is a compelling argument.  Now, instead of an audience member thinking “yeah, but I don’t need a home inspector”, you have her thinking “I think my client John mentioned he is moving back to MA, I wonder whether he’d need a home inspector?”

The difference between the good and great is found in nuances such as these.

Next time you have the opportunity to speak publicly at a networking event, keep this subtlety in mind.

I’m sure you’ve heard some fatal and fantastic public speaking at networking events.  Share your experiences here!

Watch my video on public speaking and story telling.

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Here is a quick tip for those who network and engage in public speaking:

In many networking situations you have the opportunity to stand up, introduce yourself and communicate what you do.  Let’s take a typical group of 30 networkers in the room and assume that they do not know one another.  Here is the likely scenario:  About five members of the audience will diligently take notes, another ten will listen pretty intently, and the rest will be thinking about what they are going to say when it’s their turn.

This means that you have an opportunity to be memorable to an audience of fifteen.  Since these people will likely leave with your card in hand, it is vital that they can match up the name on the card with your face.

Here is the biggest mistake even excellent public speakers make when networking:

AS they are standing up, they begin one long sentence that sounds something like this: Goodmorning I’mFrankDameliofromTargetIntellect and I help people . . . 

The problem: even the notetakers have a hard time picking up your name and company.  I see it happen all the time – people whisper “what did he say his name was?”

The solution: stand up, pause a moment, say “good morning” and pause.  Sometimes nobody will answer, in which case you say it again with a smile and pause.  The pause will cause everyone to look at your face. 

Now that they are looking at your face, say your name and company a bit more slowly and more articulately than you normally would. “My name is FRANK DAMELIO and my company is TARGET INTELLECT.

Implementing these subtle changes will instantly move you from forgettable to memorable.

Next time you have the opportunity to watch people public speaking in a networking scenario, take note of how many squander the opportunity to have others hear and internalize their name and company.

Share your examples of either strong or weak openers right here . . .

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In a previous post, I suggested that if you wish to assess a speaker’s effectiveness just look at the audience.  In particular where are they looking?

Recently, I attended to a Rotary Club meeting as a guest speaker.  Afterwards, one of the officers was talking up a charity event and various ways members could help.  His volume was very low.  He had a great message, but when I looked around the room, most people weren’t looking at him.  I suspect that a majority of them were probably not listening.  Of course, this very likely hindered the resulting volunteerism for the cause.

It is a mistake for us to assume that because people belong to our organization and because our cause is good, they will GIVE us their attention.  The truth is the only thing they will give us is POLITENESS.  In most cases, we can and should count on that.  However, even if we are on their team, speaking for our shared causes, we must EARN their attention.

While there are many ways to earn attention, there is one brilliant way to kill it.  Here is the simple formula: Low volume = You lose.  Does that seem harsh?  Observe for yourself.  The next time you can hardly hear the speaker look around the room.  After a few minutes of straining, most people simply give up and listen to their own thoughts about something else.  Those who NEED to hear the message will continue to strain, but they will be silently annoyed at the speaker.

I understand that sometimes people are self-conscious when they speak, but if they truly understood that their soft volume was boring or annoying their audience, I think many would choose to speak up.

Granted, speakers sometimes argue . . . “I don’t want to be TOO loud”.  That’s fair.  But keep in mind, in my experience only about 2% of speakers are too loud, compared to about 40% who speak too softly.

Finally, lowering your volume to make a special point can be very effective, because the change in volume will attract attention.  Just avoid staying there too long.

What do you think?  Have you noticed the same challenge with most speakers?  We encourage you to share.  Also, feel free to post any question about public speaking.

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I just did a presentation at the Boston Garden, home to the Celtics and Bruins.  We were in the executive suite well before the game began.  In the middle of my presentation, the organ music began spewing it’s peppy tunes.  OUCH!

What to do with distractions while you present?

Here is a trick that teachers use for preschool and elementary education.  It is also a neat technique that I used when I performed kids birthday parties.  It is equally effective for corporate audiences. Ask any question that will have about a 50/50 yes/no response and ask the people who said “yes” to raise their hands and keep them up so we can tally.  Here is a sample question I asked: “how many of you belong to a professional association?  Keep your hands up so I can tally.”  I was talking about the value of association memberships from a networking perspective; so the question I conjured fit right it.

I know this sounds super-simple, but it immediately brings EVERYONE back to focus.  While you need to avoid over-using it, you can get away with tossing out a “tally” question every 10-15 minutes.  This technique is almost unmatched in its power to pull them back to you.

Go forth and use your new-found power only for good!

What tricks do you have to reel them back in?  Please share!

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Did you know that the most challenging part of your presentation is the first minute?  Research shows that nerves spike the highest in the first minute followed by a steady calming until the wrap-up, at which point nerves spike again.

Even if you are not an entrepreneur or networker, if you want to truly improve your comfort level with public speaking, join a networking group.  Why?  In a typical BNI (Business Network International) you will have to do a sixty-second presentation about your business every meeting.

While it sounds easy, keep in mind that the first minute is really the most challenging part of any presentation.  By doing a formal one-minute presentation at every meeting, you are continually honing your skills in that one most challenging area.

If you’re not sold on this idea yet . . . wait!  Perhaps of equal value, you will learn by watching.  It is amazing how many people are not really listening to the presenter.  Only the great presenters capture the attention of the majority.  How do you know who these “great presenters” are?  Watch the eyes of the audience while each speaker presents.  On the rare occasion that you see everyone in rapt attention, take note of what qualities that presenter exhibits.  You’ll likely see: 1) strong voice projection 2) enthusiasm 3) purposeful movement 4) powerful pauses 5) moving and relevant stories 6) relevant humor 7) eye contact with one person at a time rather than scanning . . . and much more.

There you have it, networking not only helps you make valuable connections, it also sharpens your skill in facing that first minute in any presentation.

We’d love to hear any tips you have on public speaking for networkers.

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Here is a tip for networkers to maximize their time investment in public speaking.

After presenting to a group about your expertise, each member of your audience should have your business card and you should have theirs.  How do you accomplish this?

1. Provide a hand out that bullets the main points of your presentation.  Use a paperclip or a dab of re-stickable glue to attach your business card.

2. Do a drawing that requires collection of their business card.  The prize should relate to your topic: best to give away your own product; or if you don’t sell your own, buy a book about your topic.  This will ensure that you’re not collecting junk contacts for your database.  Most of the people who enter the drawing will have an interest in your topic.  Tip: have blank business-card size pieces of paper for the people who “forgot” their business cards.

Upon arrival to the office, immediately enter the cards into your database and email each person a thank you for attending PLUS at least one of the following: 1) join me on Linked in; 2) sign up for my blog updates; 3) sign up for our newsletter; 4) you are invited to our next presentation.  The important point is to have a call to action.

Networkers understand that public speaking opportunities are an inexpensive way to reach out to many people in one shot.  What many do not realize is that if you don’t walk away with a stack of contacts that have an interest in your area of expertise, and if you don’t immediately take action, then much of your time investment is squandered.

There you have it, one tip that will more than double your ROI when using public speaking to network.

What other tricks of the trade have you seen successfully employed?  Please share.

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We usually talk about the importance of the first impression, but let’s remember that the last impression is . . .well . . .lasting.   I recall seeing a phenomenal 10-minute presentation at a local BNI.  The presenter was a great public speaker and had us wanting to know more.  I was truly surprised when he ended his excellent presentation with the dreaded “and . . . that’s about it”.  Wow! How many people do that?  Just pay attention to the closers you hear in the coming weeks and I think you’ll be surprised.

 Why does this happen?  Research shows that nerves spike highest seconds before you’re on, the first 30 seconds and the last 30 seconds.  People feel very uncomfortable closing their presentations.  There is no magic secret here; it’s simple preparation.  Use one of the  power-opener techniques for a power close and, if appropriate, add a call to action.  Here is an example from a sales presentation on financial planning:

 “Getting from point A to point B won’t happen by chance.  This simple process of defining, paying yourself first and assessing ensures that you have the best opportunity to reach your retirement goals.  Please raise your hand if you see the value of beginning your own three-step plan today.  (Count them by pointing). Excellent, then I’d ask each of you to fill out the forms in your booklet now and then to see one of us so that we may help you get started.”

What exceptional closers have you heard?  Please share.

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