A Baker’s Dozen – ‘From the Field’

By Max Dixon

Let’s cull through some more notes!

I recently returned from six consecutive weekends (and a couple of weeks) on the road and was looking over my notes – suggestions for clients’ increased effectiveness. Let’s see if I can pack in a baker’s dozen of the best SSDT’s -- (Single, Simple, Doable, Things) -- from the trip and few from farther back. You may have to sit on the suitcase with me.

1.	Do you notice yourself pacing – walking back and forth for no apparent reason?      SSDT: You are stage left and want to move right. From where you are, look at the face of someone in the audience on the far side from you and hold that visual contact while you start walking to your right. You have substituted a person-oriented choice for a distracting habit.
2.	In seminars, we feel like we are always taking little steps in a cage.                          SSDT: At some time during the evening, perhaps when you move from one side of the room to the other or into the audience, lengthen your stride. Your energy will change and it will impact the audience.
3.	 When the audience laughs, laugh with them – at least a bit. Otherwise you will distance yourself. (I just got a letter from a client on this one, who was delighted at the major result.)
4.	“How many of you…?” I’m going to jump off a cliff if I hear this one more time – when the speaker neither cares “how many of us” nor makes any use of the answers.        SSDT: Ask questions that NEED answers. And use the information.
5.	Be impeccable about what you say FIRST. The ‘Law of Primacy’ says this is the most influential by virtue of its position. Most people overlook this. 
6.	Be impeccable about what you say LAST. The ‘Law of Reccency’ says this can be the most easily remembered. Craft it with mindfulness. (Look for more on this topic in another article.)
7.	Be impeccable about what you say OFTEN. Find a few sentences or phrases that pack a lot of wisdom and juice and repeat them, as appropriate – The ‘Law of Frequency.’ 
8.	Be impeccable about what you say WELL. Call on your best writing skills deep inside yourself. A few incredible statements will appeal to our love for uniqueness and order – The ‘Law of Piquancy.’ (Tape sales will increase from this element alone.) Hmmm… the last four SSDT’s begin with F-L-O-W! Coincidence? Perhaps, and yet… 
9.	We are not a sensual society. People are touch starved. When it is appropriate, shake someone’s hand or put a hand on his or her shoulder if you walk into the audience. Watch the person’s face relax. Keep in touch.
10.	Three of my favourite “already/always” questions we must answer for our listeners are, “What are you talking about? What’s in it for me? And, How do I get it?” The SSDT’s are Clarity, Relevance and Availability.  It is amazing how we overlook one or more of those things. (I fudged a bit on the “single” part.)

Here are three good ones for conversations:

11.	Emphasize the verbs occasionally when you read back their values or priorities to them. It gives more of a sense of movement and energy to the ideas. Try just a pause, and inflection, a vocal underline – this one will surprise you.
12.	Use visual, auditory, and kinaesthetic language; draw from all the senses. If you want a list send me your card and I’ll send one to you.
13.	(The suitcase lid’s getting tight!) When your clients’ facial expressions show you they ‘got it,’ when they understand a point and you see it in their nonverbal language, take a second or two to ‘co-realize’ it with them. Nod or smile along with them. We do it naturally when we’re having fun. Let’s do it more intentionally and we might have more FUN.

Another time, we’re going to start to look at how to find, develop, and use examples, illustrations, and stories in our presentations.

Copyright 1996-2002 Max Dixon. Used with permission of the author. Max Dixon is a professional presentation/performance coach and public speaker. Max Dixon Communication is located at 1268 NE 69th St. Seattle, Wash. 98115; (206) 522-1236

Article brought to you courtesy Bob ‘Idea Man’ Hooey and Ideas At Work! www.ideaman.net