Tag Archives: pitchcoach

LESSONS FROM A PERFECT BEDSIDE MANNNER

Some weeks ago, (for what turned out to be a very minor problem) I needed to attend the walk-in dermatology clinic at the Hammersmith Hospital. Managing to lose myself in endless corridors, I arrived late to find I was number 43 in the queue of other patients.

Not surprisingly, since illness is not defined by age or background or country of origin or demographics, the patients were a diverse group and, I assume, equally diverse as ‘patients’ -easy, difficult, resistant, uncommunicative (many not speaking English).

They shared, again I assume, some level of concern ranging from mild to extreme and fearful.

This is where an astonishing demonstration of the perfect bedside manner came in.

As my number was called out, I realised that there was a single consultant only and that I was the 43rd of her diverse patients towards the end of a long day. In the ten minutes or so of consultation, I experienced something akin to a pitch, a good one.

In the first moments, she somehow ‘read’ me as an individual making the all important connection on introduction that reassured me about what might follow. In ancient rhetoric this is the appeal of ethos.

Her professional skill and expertise, her reasoning- logos- solved the practical problem.

But it was her emotional quality, the appeal of pathos, that even in the restraints of a ten minute doctor/patient meeting, inspired as well reassured this patient.

IMPRESSIONS OF NELSON MANDELA.

Nelson Mandela had charisma and a towering presence but he was not a great orator. His impact as a communicator owed more to his appearance than his speeches. Featured in the Mail, extracts from Nelson Mandela Portrait Of An Extraordinary Man by Richard Stengel revealed some fascinating insights into his belief in the importance of appearance: Continue reading →

THE VERY BRIEF GETTYSBURG ADDRESS.

This is the 150th anniversary of the Gettysburg Address, arguably the most important speech in American history. It is rightly eulogised and numerous writers have examined and extolled its many virtues. One of these is Sam Leith in his entertaining book on rhetoric, “YOU TALKIN’ TO ME?”

Many of Abraham Lincoln’s skills are not easily acquired or applied in the average business pitch apart from two, both highly practical.

The first is to keep it short.

Lincoln spoke for a little over two minutes, his speech 272 words.

In 1863 people expected lengthy speeches. The speaker, Edward Everett, who preceded him spoke for over two hours .Lincoln defied the protocol of the day, he wanted to make an impact and his words to be listened to. Being brief was a strategy.

Most business pitches if the prospect has allocated, say, 40 minutes take 40 (or probably over-run) minutes, cramming in as much content as they can. Few take a strategic decision to pitch in half the time, to be more explosive, more surprising and more rewarding for the audience.

Few heed Shakespeare: “Where words are scarce, they are seldom in vain.” (Richard II )

The other practical lesson was the trouble he took to check out the venue, for this two minute ‘pitch’.

“The care with which he was thinking in advance is evidenced by the fact that a few days before, he asked the man who landscaped the cemetery to bring him the plans, so he could familiarise himself with the layout of where he’d be speaking.” (Sam Leith)

LESSONS FROM THE ALL BLACKS.

“There is no such thing as perfection” said Steve Hansen, coach of the All Blacks, the ‘best sports team in the world’. “But that doesn’t mean you stop striving for it.”

In an interview in the Guardian he went on to say: “Our aim as a group of players, coaches and managers, right down to our baggage man, is just to want to be better than we were the week before.”

These deceptively simple words capture what most might aspire to in their own work related performances and they should be the aim in pitching. Continue reading →

“IS PUBLIC SPEAKING REALLY THAT SCARY?”

This was the headline on Sunday in the Observer’s This Week’s Question with Tom Lamont and Viv Goskop going ‘head to head’. It started, like so many articles on this subject, by referencing a poll that revealed people feared public speaking more than they feared being buried alive. They did not quote the source of this finding now seemingly an absolute truth so often is it repeated.

Among scores of nervous presenters I have worked with there was not one who would rather die than speak. However the frequent repetition may have added to what are their perfectly understandable fears.

As Viv Gosakop, not fearful, and a comedian who runs workshops- How to do Stand-Up and Never Be Afraid of Anything Ever Again (Within Reason, Does Not Include Shark Attacks)- says “The thing is the more you practise the less the fear gets in the way. People who speak confidently in public are not without fear.They just do it with the fear and with plenty of respect for it- because it’s normal and natural.”

Tom Lamont, fearful, said “What’s cruel about public speaking, and why it weighs on so many, is that it tends to be forced on you (work, weddings, birthdays). Worse it tends to be booked way in advance……a speech looms…it creeps closer, nerves piling on nerves…..scarier than Brian Blessed.”

So, use the time to practise! One tip. Rehears, (performing, not just reading your speech) to a friend. Doing this will reduce nerves on the day. And as you rehearse, practise the pauses most of all. They will make you appear confident. They will make you feel more confident. Try some deep breathing as well, pausing! Inhale-pause-exhale-pause….

Read more on pausing, https://www.pitchwisdom.com/2011/11/pitches-happen-in-the-pause/ and more on fear, Handling the BIG speech nerves.