Quote of the Month:  “Every dog has its day,   but it’s not every dog that knows when he’s having it.”
–Winifred Gordon, from “A Book of Days” (1910)

Last Friday evening I tried to imagine what it must have felt like to be in the shoes of Senator John McCain or Senator Barack Obama.  Neither one of them would be United States Senators if they were not experienced public speakers.  They’ve been on the campaign trail for many months by now, so they are used to addressing crowds with prepared speeches, sometimes taking questions from audience members Town Hall style.

But this was very different.  This was a head-to-head debate where undecided voters in what appears to be a very tight race would have their first opportunity to watch and listen to them side by side. The audience would be observing how well they could think on their feet, answering questions they had not seen beforehand.  The candidates knew they would be judged not only on the content of their answers but also on their style of deliverance - how forceful they were, how persuasive, believable, well articulated, etc.

And the size of the audience was estimated by some commentators to be about 60 million people!  I dare say none of you have had an equivalent situation.  However, the pressure is still intense when you are the one in the glare of TV camera lights.  It could be a one-on-one interview in your lobby or parking lot when there’s been an accident at your workplace.  Or you could be asked to participate in a discussion in a TV studio over something that has been alleged to have gone wrong.  It’s also not comfortable to face an angry crowd of facility neighbors who don’t like something you are planning to do or hold an employee meeting when they are upset because of rumors of layoffs, etc.

Body Language Communicates Volumes

Those of you who have taken one of my workshops or heard me speak know how much emphasis I put on body language.  You hopefully remember the bar graph I use that indicates how powerfully your message is communicated by the things you do with your feet, hands and face to either emphasize and underline your message or detract from it.

The truth of this was underscored in the moments immediately following the debate.  On the TV station I watched, all three nationally known news commentators were giving their impressions of how the candidates appeared as opposed to what they said.  The “fact-checkers” would provide their reports in the next day’s newspapers and web reports.  Immediately after the debate ended, the focus was on things like: (1) who appeared the most natural and at ease (thereby supposedly conveying the idea that they could
handle the pressures of the presidency); (2) who looked confident in what they were saying; and (3) which one did a better job of making and keeping eye contact with his opponent and with the audience out in their living rooms.

Style vs. Substance

There can be no doubt that this body language stuff is critically important.  Many executives tend to overlook it in favor of making
sure their messages are on point and their facts are correct.  Of course the messages have to be accurate.  Your credibility must be
protected.  However, it is also true that most people will forget the specifics of the message.  They will, instead, respond
emotionally and viscerally to who appeared to be telling the truth and who looked trustworthy and - most importantly - who looked like they cared about the situation in which the average observer finds himself or herself these days.  The old saying “People don’t CARE how much you know until they KNOW how much you care,” was never more true.

So What Do You Do About This?

If you realize the importance of body language in communicating your message, how can you do a better job of using it to your
advantage, or at least not have it work against you the next time you are on a “hot seat?”  The only way is to practice, practice,
practice.  Gather your staff and other groups of employees together and simulate a situation where you will be questioned under fire.  Have the session videotaped so that you can review it.  Look to see if you have any annoying habits that distract from your message (nervous gestures with your hands, involuntary grimacing or smirking, shifty eyes, bouncing or swaying, or verbal tics
(repeated words like “um…” “ah…” “you know” etc.).  Request honest feedback from your colleagues about whether you seemed to
express empathy and appear sincere.  Accept whatever constructive criticism you receive and set to work on those things mentioned,
either on your own or with a speech/communications coach.

You may not have to convince 60 million people you are capable of leading them as you seek the highest office in the country, but in
your business a lot may be riding on your ability to persuade people you care about to your point of view.  Assuming you know
what you are talking about, using positive body language will be a major key to your success.

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Until next month…KEEP COOL!

Judy Hoffman
jchent@earthlink.net
www.judyhoffman.com
1-800-848-3907 PIN 2145

JCH Enterprises, 116 Nelson Lane, Clayton, NC 27527, USA