Changing Your Communication Style Pays Off
Steve Adubato, Ph.D.I was recently working with a client named Jim who has a strong financial and accounting background. Jim’s goal was to improve his public speaking. More specifically, he was trying to become more engaging, interactive and conversational in his presentation style. Jim’s concern was that his presentations were flat, linear, filled with too much data and delivered in a fashion that just didn’t connect with his audience. Jim was convinced that his presentation style was set in stone -- this is the way he communicated in public and he really couldn’t make any significant changes or improvements. Jim was wrong.
In our coaching session, Jim did a mock presentation in which he explained to me a “defined benefit pension plan.” I found myself confused and lost. It’s a complicated subject and saying “it’s complicated” only turns off your audience. I suggested that Jim incorporate the “Q&A” approach, which is the use of rhetorical questions as a way to more effectively engage your audience. You’re simply putting out questions that they are likely to be thinking about and answering them.
I suggested that Jim do something like this: “A lot of companies are moving away from defined benefit plans…..but what exactly is a defined benefit plan?” I then coached Jim to answer the question in a simple and straightforward manner by saying; “A defined benefit plan is…” We then moved onto this question; “What are the biggest reasons why some companies are moving away from these plans?....I’ll tell you why. First, because…”
The lesson is not about defined benefit plans. Rather, it’s about using a more interactive and engaging communication style that gets your audience involved and participating in your presentation without them actually having to verbally respond to your questions. This Q&A communication approach has several benefits:
- First, it allows you as a speaker to be more conversational. When you ask a question and then answer it, it changes your tone, your cadence, as well as your own level of energy. It’s more natural than simply giving out information or lecturing.
- It also creates more vocal variety. You move away from that deadly monotone that we all hate. Try it by asking this generic question; “Can we accept the status quo? Absolutely not. And let me tell you why…” You can’t deliver this type of presentation in a monotone. It’s impossible.
- The Q&A approach also forces your audience to not only think about the question you’ve asked, but to also answer it in their minds. This is exactly the kind of audience participation every public communicator wants. If your audience is thinking about a provocative question that you’ve raised, it’s very difficult to be thinking about anything else.
- Another significant benefit that Jim experienced, was that his body language changed immediately as he practiced this technique. He became more animated. He was using his hands to emphasize certain points. His face became more expressive. Simply put, Jim became more passionate in delivering his message, because instead of lecturing about a “defined benefit plan,” he was motivating and trying to move his audience to action, in this case a “profit sharing plan.” Once again, Jim incorporated the Q&A approach here by asking; “So what exactly is a ‘profit sharing plan,’ and why does it matter to you? Here are three reasons why…”
Steve Adubato coaches and speaks on communication and leadership and is author of the new book "What Were They Thinking? Crisis Communication: The Good, the Bad and the Totally Clueless" (Rutgers University Press). Write to him at The Star-Ledger, 1 Star-Ledger Plaza, Newark, NJ 07102, visit his Web site at www.stand-deliver.com, or e-mail him at sadubato@aol.com.
