Overcoming Presentation Jitters by Hiring Communication Consultants

Presentation jitters happen to everyone. Whether you are a college student defending a thesis or a top executive delivering the quarterly company update, presentation jitters are inevitable. It does not matter if you are a first-timer or a considered expert. Presentation jitters know no status or job title. It simply comes uninvited even if you have spent days and weeks preparing for that big speech. Clammy hands, stutters, fast heartbeat-these are just some manifestations of presentation jitters. But here’s the thing: that’s normal. Keep in mind that nervousness is nothing but mismanaged energy. Therefore, the challenge is how to manage that energy and transform it into something positive and useful.

This is where communication consultants come into place.

Communication consultants are a group of individuals who render professional services in speaker training, professional presentation, brand strategy, and other communication-related tasks. Companies usually hire communication consultants to help their team build a solid platform for both internal and external purposes. Choosing the most apt team to help you in your communication requirements is quite crucial. It is important that you know your specific requirements so you can match it with the expertise of your consultant. Here is a list of some possible services that you can get from a legitimate and reliable communication consulting company.

Speaker Training

Catering to CEOs, executives, and company leaders, speaker training programs seek to help you conquer the stage. It involves effective strategies on how to make a long-lasting impression in front of your audience. It also teaches you how to prepare a speech including content creation and delivery. Keep in mind that the quality of your speech material must go hand in hand with your manner of delivery. Oftentimes, good intentions are ruined by bad executions. That is why it is important that your communication consultants are reliable enough to help you achieve both of these. Additionally, speaker training programs also guide you in knowing your audience. Your audience is a huge factor in a presentation so it is very crucial that you know your subjects, why you are speaking to them, and why you are doing it in the first place.

Powerpoint Creation and Recall

Communication consultants can also help you in coming up with effective powerpoint presentations. Most of the time, powerpoint presentations are taken with little considerations. But did you know that those slides can make or break an important talk, speech, or lecture? Powerpoint presentations support the message that you want to convey to your audience. Take note that an ideal powerpoint presentation is one that has a perfect combination of creativity and brevity.

Design, Copywriting, and Production

Your company’s communication manuals are also essential elements to building a professional and trustworthy image. Communication consultants can help you come up with catchy and informative materials that will serve your brand, attract the right market, and engage your audience.

Media Training

With the changing landscape of communication, being in the forefront is quite challenging. That is why consultants can also help you gather the right platforms with the right message. Social media integration helps you maximize the availability of various platforms like Youtube, Facebook, and Twitter in getting the right message across. This training program also includes building credibility and establishing ethos within your audience.

Keep in mind that consultants may vary according to their line of expertise. But without a doubt, they can help you and your company convey your message and make long-lasting impressions. More than overcoming presentation jitters, communication consultants actually help in establishing a solid and credible image.

Lessons Learned From a Roman Street Vendor – Even the Smallest Business Can Negotiate Effectively

The word negotiations often conjures up visions of
opposing teams of professionals, countering tactic with tactic
to reach an agreement acceptable to both sides. In reality,
every businessperson uses effective negotiation skills on a
daily basis.

For example, when I visited Rome many years ago, I
found that the smallest of operations can practice good negotiating
skills. I had just toured St. Peter’s Basilica and, having
been raised Roman Catholic, wanted to purchase a souvenir
for my mother.

On the street, I met a vendor who held up a
lovely cut-glass rosary. “How much?” I asked.
“It’s my last one,” he said. “When I sell this, I can go
home. So – special for you – 12,000 lira.” (About $20 at the
time.) It was my third day in Rome and I had found that
everything was negotiable to a much greater degree than
Americans assume.

By then, I understood the “game.” The first mention of
any price in Rome, no matter how reasonable, is met with a
flinch. So, I flinched. The vendor, having seen this many
times before, responded with, “How much you want to pay?”

I started by low-balling my offer. “I’ll give you 1,000
lira,” I said. He looked at me, opened his eyes wide in
apparent disbelief, rattled off a litany of facts detailing the
quality of the rosary and said, “How ’bout 11,000?” I had
learned that to meet a street vendor half-way is to lose. I stuck
to my position. “1,000 lira.”

He then told me about the large family he had and how he
wanted to buy his children new shoes. “I’ll take 10,000,” he
countered. My self-talk said, “You’re on a roll!” I made my
offer again, “1,000 lira.”

He next bemoaned the price of food and the cost of
feeding his family. “But, you look like a nice guy,” he said
sincerely, “I’ll give you a deal – 8,000 lira.”

This point-counterpoint lasted a good 10 minutes. Each
time, the price was lowered. Finally, he said, feigned desperation
on his face, “Okay, 2,000 lira and it’s yours, and I’ll even
throw in this plastic rosary case.”

“Fine,” I said. “I’m a fair man.” I gave him 2,000 lira and
put the rosary in my pocket. About a block down the street, I
encountered another street vendor selling rosaries which were
identical to the one I had just purchased.

To verify my negotiating prowess, I asked, “How much?”
“2,000 lira,” he said. My self-image shattered, I turned to
walk away. As I did, he grabbed my arm and whispered
softly, “But for you, 1,750.”

This true story illustrates seven points that are as appropriate
to the businessperson as they are to the professional
negotiator. Whether it’s pricing a project or determining a
package deal, these principles apply to your negotiations.

1 – State an opening position that is perceived to be reasonable and that will
achieve the greatest advantage for you:

The perception of being reasonable is key. Our
realities are not based upon how things really are, but on how
we believe them to be. Try to objectively determine if your
position is fair when compared to previous negotiating
opportunities.

If you were the other party, would you feel
that you had a basis for continuing the negotiations?
The first rosary vendor took a calculated risk. Because I
had just come from St. Peter’s, he viewed me as a prospective
rosary buyer. Running through the situation in his mind, he
reasoned that I may already have bought one.

If I had, he would move on. If I hadn’t, I might not know
the normal asking price of the merchandise. He decided to
start much higher than he realistically should have. Because I
was not familiar with the price, I truly felt the merchandise
was worth 12,000 lira.

I took the opportunity seriously. Had I known that others
were selling the same merchandise for a much lower price, the
opening position would have been considered unreasonable. I
would have refused to bargain and walked away.

This tactic may be all right for a Roman street vendor, but
it will, in most cases, meet with failure for the businessperson.
Prospective clients today are shoppers. They talk with several
suppliers before arriving at a buying decision. Opening positions
which are unreasonable are quickly found out and disregarded,
along with the organizations that made them.

2 – Expect a counteroffer that will detail the other side’s most favorable position.

Your perception of that offer will help you
determine whether or not the other side is approaching
the negotiations in good faith. If you feel
that too big a gap exists between the two positions,
it could be worthwhile to walk away and determine the
advisability of continuing.

Had the rosary vendor’s opening position not been so
inflated, he might have viewed my counteroffer as being way
too low. He expressed his surprise, then waited for a response.
When I didn’t budge, he knew that the final sale price would
be closer to my number than to his. However, that was okay
with him, so he continued.

3 – Develop a firm picture of the type and value of concessions you are considering.

When he met me, the Roman street vendor knew how low he was willing to price the
merchandise. That’s why my intransigence didn’t
dampen his enthusiasm for the potential deal. As long as his
asking price remained higher than the lowest price he was
willing to accept, he continued to negotiate. He had a number
in his head that satisfied him. Any amount in excess of that
number was an additional benefit to him, a sort of windfall
profit.

By clearly defining your anticipated concessions before
beginning the negotiations, you keep yourself on-track with
what is happening and with how much further you are willing
to go to reach an acceptable compromise position.

4 – Pace concessions and make them only after an explanation is given for each one.

Even though you have allowed yourself room
to make them, you will want to explain why a
particular concession is being made. The reason could be as
simple as, “I really want your business and I’m willing to go
further than I normally would if you can assure me that you’ll
give me a chance to bid on future projects.”

This type of statement implies that you are also getting something of value
from the concession – the potential for future business.
The rosary vendor explained his price reductions, hoping
that I would make my own concessions. But because his
initial position was so high, he didn’t ask me to raise my offer
each time. This is not the best tactic as the next principle indicates.

5 – Make a concession only if a concession is given in return by the other side.

This give-and-take adds value to each move
because, in effect, each concession is being paid
for. As both sides move closer to a mutually
agreed-upon position, each feels that specific conceded items have intrinsic value because of what was given
in return.

This brings to light a basic caveat: If an opening
position is set too high and concessions are made without
receiving something from the other party, the value of the
concessions is lessened.

After the first few unanswered concessions from the
vendor, I expected the concessions to continue. I wasn’t
certain how low the final price would be, but I felt he would
continue to lower his price because it was relatively easy to get
the price reductions and he asked for nothing in return.

However, in his mind, I had made a concession – I stayed
to bargain further. By not walking away, I was giving him
something in return for his price adjustments. The vendor felt
that if he kept me interested long enough, I would buy.

6 – A small, unexpected concession will often prompt the other party to act.

Frequently, the bargaining on a particular point
becomes routine and static. Both parties develop
mindsets regarding the validity and scope of the
final position.

When one party introduces an unexpected, unrequested
concession, the other may see this as a bonus and be willing to
make more of a concession than has initially been anticipated
or thought possible. In my situation, the street vendor offered to include a
small plastic case. Its value was little, but its impact caused
me to finally increase my offer.

A businessperson must also adhere to a final principle that
was unimportant to the street vendor.

7 – If it can be shown that a significantly
better deal is available elsewhere, the
value of the final agreement is
diminished.

The lifeline of any business is repeat and
referral customers. All negotiations must be
approached as win/win situations. If the other party loses the
battle, you could lose the war.

Once again, it is the perception
that takes forefront. If the other party’s initial “win” begins to
look like a “loss,” it is the loss that will be retold to others who
may have been your prospects.

The Roman street vendor exited my life as soon as the
rosary went into my pocket. He wasn’t concerned about how I
would feel later. Your reputation, though, depends on others
perceiving they have been part of a fair and equitable
agreement.

If so, they will return to you and tell others of your flexibility
and willingness to meet their needs. If not, word will
quickly spread that you deal only when you can outdo the
other party, a negative categorization that will affect your
business.

As with any skill, negotiations must be practiced and
refined. Remember the lessons I learned on a street corner in
Rome, then use the strategies discussed in the next chapter to
make you even more professional in your negotiations.

_________________________________________________________________

Copyright, 2008 Management Strategies, Inc.

I Want To Become a Better Presenter

I doubt if…

you’ll read all of these doubts – especially the last one!

-They’ll be interested in anything I have to say.
-Practicing would make a difference.
-Reading books and blogs on public speaking would help me improve my presentations.
-Video taping my presentation would help me improve my delivery.
-Having a digital recorder to capture ideas is worth the investment.
-Joining toastmasters is a good idea.
-I’ll ever get any better at presenting.
-Asking people for feedback would help me.
-Delivery really trumps content.
-Non-verbal communication trumps verbal communication.
-Using pauses in a presentation can have an effect.
-A smile really is universal.
-A strong opening and strong closing are really necessary.
-Repetition really reinforces a message.
-Using props would help the audience get it.
-The body language and facial expressions of the audience really give me feedback.
-My body language matters in my presentation.
-Q&a should be before the conclusion of my talk.
-I should redo those slides.
-Using industry buzz words and acronyms really hurts my presentation.
-I should be supplying the text and use images rather than bullet points.
-High quality images are better than cheap clip art.
-’Blanking’ the screen really takes the focus off the screen and onto me.
-Refreshing my speech would make it better.
-Writing my own introduction is better than just handing my bio to the emcee.
-Arriving early to met and greet people as they arrive would ease my fear of public speaking.
-Mind mapping is a tool I could use to develop, practice and deliver a speech.
-Speaking really gives me credibility and would help my career.
-I really need to study all the elements of verbal and non-verbal communication.
-Blogging regularly would help my speaking.

Finally, I doubt if you have any doubts. do you? if so, please comment.

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