DUCK ALUMNI CAREER BLOG

October 31, 2015

~ A "Letters from Silicon Valley" Series ~
 

Recently, I wrote about how using the language of your industry can help you connect with and influence people and, possibly even, advance your job prospects. While the words you use are important, studies have shown that how you present yourself in person is even more important than how others perceive you. 

What do you think has the most influence on what others pay attention to and how they are influenced by you? In my experience working with executives in Silicon Valley that are preparing for a presentation, I’ve found that they typically spend 90% of their time picking just the right words and data to share with others. However, studies have found that words and rational content account for only about 10% of what others think of you and your presentation. Here are research findings regarding what influences the perception others have of a speaker they meet in person:

• 10% Words and rational content
• 20% Interesting story and way of telling it
• 30% Speaker’s likeability
• 40% Speaker’s confidence and physical attractiveness

When you give a presentation or speak in-person, you want to have a “presence” and own the room. So, in addition to using simple and compelling words, work on the following:

 

  • Interesting story. If you can make an emotional connection with people by getting them to laugh or cry, you will be more likely to influence them and move them to action; plus, they will remember you better. Try telling a personal story that involves a problem and how it was solved. For instance, in a conversation with colleagues about fully thinking through new products or ideas, I relayed a story about a lesson I learned as a kid. I told them that I learned when building a bicycle out of junk, you need to make sure to add brakes, or you might crash coming down a big hill on your maiden ride, like I did. Also, when you speak, try to modulate your voice and tone, use your hands and arms for emphasis, and move around a bit. This will have people pay more attention to you. 

     
  • Your likeability. There are many ways to have others like you. For instance, try cultivating the following nine behaviors and ways of thinking:

    1. Be authentic. Be sincere. Or as they say “keep it real.”
    2. Show confidence and poise
    3. Be positive
    4. Don’t judge
    5. Smile
    6. Be kind, warm, and helpful
    7. Think to yourself, I want the best for the person/people that I am speaking to
    8. Listen and show a genuine interest in others
    9. Be focused and in the moment

     
  • Your confidence and physical attractiveness. Be prepared. Speak clearly. Express conviction. Refrain from saying “um” and “ah”. Stand in a tall and open stance. Make eye contact or gaze toward other people’s cheekbones. Smile. Dress the part. Wear clothes that fit. Be well groomed.

     

By paying attention to and working on more than just the words that you use when speaking, you will come across better, have greater influence, and maybe even enhance your future job prospects.

May you own the room and have much success.
 

Go Ducks!

~ Humberto 


Contact:
humberto@chacon.us