Seven Key Things For The Start Of Your Presentation: Episode #21 The Japan Business Mastery Show

Seven Key Things For The Start Of Your Presentation: Episode #21 The Japan Business Mastery Show

How long does it take on average to form a first impression?  My students tell me two seconds.  Wow.  What does this mean for the speaker?  It could be in the boardroom, at the networking event or at the pitch to the client. Regardless of the location, one thing is sure – everyone is a critic.  

Think back to the last time you saw someone present – be it an update, a project submission, an overview or a fully fledged speech.  Were you indulging in a little mental aside, “I hope this is good”, as you swiveled around in your chair to view the speaker?  Did the speaker get right into it or was there some logistical finessing of the laptop, the lapel mike or the notes sitting on the rostrum?  Was the speaker looking at the audience, up at the huge screen behind or down at the laptop?  Did we have some good old hand mike thumping to see if it was working properly?  If there were any such diversions, then our two seconds have come and gone completely.

What would help us to maximize the two second window?  Getting straight into the content without any distractions, allows us to set the tone for the occasion.  Traditionally we could thank the organisers for the opportunity to present.  Doing this with a huge smile would be a good use of the two seconds.  Even if nature has not blessed you with a killer smile, give us the best you can do. 

We could start telling an episode, an incident, a story.  We love listening to interesting stories involving real life and real people, because we can easily identify with the content.  We could refer to a member of the audience, immediately shattering the mental barrier between speaker and audience.  “Anne Smith from XYZ and I were chatting earlier and she made a very good observation about….”

After having launched into proceedings we can now backtrack and use the laptop, our notes, the spreadsheets or whatever we need to explain the content.  Rather than wasting our initial two second window on these adjustments, we instead capture the attention of our audience from the very start.  Once captured keep them so.

Japan has a few set pieces.  I am sure you will have seen some of these: have trouble with the technology, not be conversant with the content because one of the underlings prepared it, kick off with a perfunctory apology for being a poor speaker.  To really set the tone, now look down and read every single word on the screen or on the notes page.  Non-Japanese speakers though are often guilty of the same things, especially jet setting big shots winging in from afar for a cameo appearance.

Another powerful tool, left in pristine condition through underuse is voice quality.  Again nature may not have blessed you with a deep throated baritone or mellifluous instrument that harkens the angels, but no matter, do the best with what you have.  That means speak clearly, with sufficient volume, so that you can easily be heard.  Use the microphone properly by holding it just under your chin and speaking across the mesh. 

Have some variation in the delivery so it is not totally predictable. Hit key words with a roar or a whisper to highlight them.  At the start, go for the roar rather than the whisper.  Show confidence through voice power.  Slowing the words down for emphasis is equally powerful.  For example, “This--is--the--moment” and delivered slowly with a dramatic pause after each word.  Our attention is all yours and we are bursting to know where you are going with this talk.

Eye power is a must.  Pick a single person about half way down the middle of the venue and start by speaking directly to them.  Look them in the eye.  We have now personalised our interaction in that first few seconds and created a connection with the audience.  

I recommend holding the gaze for six seconds, as this allows for engagement without generating fear of radiation burn.  Spend the entire talk selecting one person after another, randomly selected and speak to them without allowing your sight lines to stray to the floor, ceiling or the back wall.  Keep your eyes glued on your audience.  This means carefully instructing the venue organisers beforehand to not drop the lights on the audience or yourself.  You want to be able to read their faces for confirmation they are with you.  We also want them to be able to see us clearly rather than disappearing into the shadows on stage. 

Own the first impression and enjoy the glide to the finish.

Action Steps

Realise you only have two seconds, so plan accordingly

Get straight into your talk with no interruption or delay

Start with an episode, incident or story

Highlight keys words by using vocal variation

Keep eye contact with your audience throughout

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About The Author

Dr. Greg Story

Your Corporate Coaching And Training Guy

President, Dale Carnegie Training Japan

Author of “Japan Sales Mastery”, the Amazon #1 Bestseller on selling in Japan and the first book on the subject in the last thirty years.   He is also the author of the new book “Japan Business Mastery” aimed at business people who are new to Japan and want to know more about how things work here.

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making and become a 30 year plus veteran of Japan.

A committed lifelong learner, he publishes articles in the American, British and European Chamber journals, and daily releases his videos and podcasts.  

For podcasts and videos: 

Mondays THE Cutting Edge Japan Business Show podcast &

THE Cutting Edge Japan Business Show video

Tuesday “THE Leadership Japan Series”

Wednesday "THE Sales Japan series"

Thursday THE Presentations Japan Series"  

Friday THE Japan Business Mastery Show &

THE Japan Business Mastery Show video.  

He is a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. Dr. Story is a popular keynote speaker, executive coach and trainer.

Since 1971, he has been a disciple of traditional Shitoryu Karate and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.

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