Who Are You Presenting For?: Episode #171 The Presentations Japan Series

Who Are You Presenting For?: Episode #171 The Presentations Japan Series

My regular Rotary meeting held every week at the Imperial Hotel in Tokyo has a featured speaker.   Our speaker this time was a celebrity in his eighties and very well known to the audience.  Rotary runs like clockwork and every section of the hourly meeting is choreographed and the meetings always finish on time. Not this time though.  Our speaker gave a rambling talk, which seemed to lack any direction or point.  For no good reason he also managed to go way over his allotted speaking time, so the meeting finished late.  This Rotary audience is full of the captains of industry in Japan and so they are busy executives, for whom time is their most valuable resource.  I was sitting there thinking what have we go there with this speaker?

My conclusion was that this speech was for his pleasure.  He wanted to ramble around and across a number of unrelated subjects.  He clearly liked the sound of his own voice and was happy to have a big audience in front of him.  The fact that he managed to go over the time was amazing given there was almost no structure to his talk and he could have ended anywhere really.  Japan loves its celebrities, so they get cut a lot of slack and are indulged.  This has probably been the speaker’s experience for decades and today he is quite indulgent with himself, because there are no boundaries.

It reminded me though of the importance of focusing on our audience.  The danger can be we become wrapped up in our subject or in this case, wrapped up in our own importance.  This happens in business too. High powered CEOs jet in to give a speech, they have people fawning all over them and are treated like rock stars.  A few years of that and their sense of proportion starts to drift.  The issue, as speakers, is they represent the brand.  If they are too impressed with themselves and their superior expertise and ability, the audience can feel it.  They are focused on themselves and not the message or the audience. This is not a brand plus.

It can happen with passionate speakers too.  They may be legitimate experts in their field and are fully sold on the merits of what they Are doing or offering.  All great, but this can lead to a shift in focus away from the audience on to the details of the subject and their glorious part in it all.  In many ways this talk is all about them and their love for the subject.  We don’t want that.

From start to finish the focus has to be on getting the key messages into the brains of the audience and selling them on why those messages are important.  We the speaker are the vehicle not the main act.  As we get more confident speaking in front of audiences and as we start to enjoy holding sway over crowds, the danger arises that this becomes an extension of our egos about how great we are.  Anytime we switch focus off our audience, be it to the details of the technology or to our glorious selves, then we are going in the wrong direction.

The design and execution of the talk should be solely focused on the audience and giving them what they want.  We know this by our prior research into who is coming - gender, age, job titles, company name - and by mingling with the early arrivals, to get a sense of what brought them here etc.  We know that the Q&A section will help us address specific interest points for individuals in the audience, which may not have been fully covered in the maIn body of the speech.

The starting point of why we are doing this talk should be clear.  It is not about us, but about those who have taken the time and made the effort to listen to us.  If we start the design phase from that perspective we will be well down the track to get the talk right for that audience.

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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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