When preparing a speech, I encourage my clients to hand write their notes and scripts. There’s something about handwriting that helps you connect with your thoughts and themes. The technique is especially helpful when preparing slides for a speech. Rather than sitting down at a keyboard, start with a set of yellow sticky notes. Then write down your thoughts — one per page — and arrange the notes on a wall. You’ll think more clearly and connect thoughts more effectively. You’ll also create better slides, with less text and more flow.
I never knew quite why handwriting worked so effectively. I just knew that it did. Then I stumbled across an article by William Klemm in Psychology Today about the importance of writing in cursive (as illustrated above). Klemm argues that learning to write cursive makes kids smarter. When learning cursive, “…the brain develops functional specialization that integrates both sensation, movement control, and thinking. Brain imaging studies reveal that multiple areas of the brain become co-activated during learning of cursive writing of pseudo-letters, as opposed to typing or just visual practice.” It also improves fine motor skills and gets kids to learn to pay attention more effectively.
Similarly, Susanne Baruch Asherson, writing in the New York Times, argues that “Cursive handwriting stimulates brain synapses and synchronicity between the left and right hemispheres, something absent from printing and typing.” Iris Hatfield, writing in New American Cursive, says there are ten reasons to learn cursive. Among them: increased speed, better fine motor skills, better self discipline, and improved self-confidence.
These articles are about teaching cursive to children. Do these benefits apply to adults? I encourage my clients to write drafts of their speeches (or press releases or white papers, etc.) by hand. I think most of them don’t take my advice — it just seems antiquated. But those that do, report positive results. Their communications are simpler and clearer. I also encourage my students to write drafts of their essays by hand. Again, most of them don’t take my advice. But I can generally guess which ones do. They turn in better papers.
So think about your communications. It’s a complex world and communicating effectively is a fundamental competitive advantage. Give cursive a chance. You may just find that you win more business.
The other day, Suellen and I saw Chip Heath give a presentation on the key messages of his new book, Decisive. Heath is on tour to promote the book and Denver was a well-promoted stop along the way.
I’ve written about the book in recent weeks and plan to write more in the near future. It’s a simple, clear synopsis of recent research on decision-making.
Today, however, I want to focus on Heath’s presentation style – he reminded me of many lessons I’ve learned in public speaking. Here’s a summary.
Establish rapport and credibility – a large audience turned up in Denver and Heath commented on it immediately, saying, “It’s clear that the people of Denver are intellectually curious. In fact, I’d say that they’re four times more curious than people in Austin and eight times more than people in Los Angeles.” It was funny but it was also a nice compliment. We loved him right away. Best of all, it wasn’t canned.
Slides as hooks not as script – Heath used a lot of slides. He advanced to new slides regularly; no slide stayed up for more than a minute or two. Each time he advanced, the audience “refreshed”. Most of his slides had fewer than ten words on them. Many had only an image. Heath told the story; the slides illustrated it. The text on the slides helped you remember the key points; they didn’t steal Heath’s thunder.
Tell a story, not an abstraction – Heath told a lot of good stories about decisions gone right and gone wrong. They were stories about flesh-and-blood people whose experiences illustrated key ideas about decision making. Every now and then, he would state an abstraction to summarize a point. He never said, “the moral of the story is…” but he could have.
Humor — he wasn’t rolling-in-the-aisle funny, but he had a dry, wry sense of humor that helped hold our attention. We paid attention partially because we didn’t want to miss a laugh line.
Parallel construction – Heath’s book has four major messages – the WRAP process. Heath covered all four and each section was structured in exactly the same way. We always knew exactly where we were in the narrative. We never got lost.
Finish early – Heath finished about ten minutes ahead of schedule (at least, ahead of the schedule that I had in mind). Giving 500 busy people ten minutes of their life back is a nice contribution to our mental welfare. We appreciated it.
Practice, practice, practice – it was clear that Heath was a polished presenter and that he had given this presentation before. That didn’t make it boring. Rather, we concluded that he respected us enough to make good use of our time. If he respects us, we can respect him.
A woman says to a man, “Oh, you’re such a brute.” What does she mean? Well, it depends. The words have meaning in themselves but the way they’re delivered also counts for something.
Let’s say that she delivers the line with an aggressive posture, a scowl on her face, and a harsh tone in her voice. Most of us would conclude that the man should take her words literally; she’s angry and the man should back off.
On the other hand, let’s say she delivers the same line with a smile on her face, a flirtatious giggle in her voice, and a soft, inviting posture. She uses the same words but delivers them in a very different way. Most people would conclude that she doesn’t mean for her words to be taken literally. What she does mean may not be crystal clear but it’s probably not the literal words she speaks. (By the way, I adapted this example from an excellent article in New Scientist).
This is what Albert Mehrabian, the father of the so-called 7%-38%-55% rule, was studying. Mehrabian was trying to identify how face-to-face communication actually transpires, especially when the words are ambiguous. He identified three basic components: 1) the words themselves; 2) tone of voice; and 3) body language, including facial expressions. These are often summarized as the three V’s – verbal, vocal, visual.
In ambiguous situations, especially when discussing feelings, how do you sort out what the other person means? Mehrabian calculated that the words themselves account for 7% of the meaning (from the perspective of the receiver). Tone-of-voice accounts for 38% of the meaning, and body language accounts for 55%. To determine whether you’re really a brute or not, you should probably pay less attention to what the woman says and more attention to how she says it. (For more on the multiple meanings of simple words, click here).
Mehrabian’s findings may be accurate in the very specific case of conveying feelings in face-to-face communication. Unfortunately, far too many “experts” have over-extrapolated the data and applied it to all communications. When you give a speech, for instance, they may claim that 93% of what the audience receives comes from tone-of-voice and body language.
If that were really true, then why speak at all? If 93% of meaning comes from non-verbal channels, a good mime should be able to deliver a speech just as well as you can. Indeed, if 93% of communication is non-verbal, then why do we bother to learn foreign languages?
Fortunately or unfortunately, even Marcel Marceau (pictured) can’t effectively deliver an information-laden speech without words. Words are important – use them wisely and use them sparingly. Body language is also important. The best advice on body language is simple: you should appear comfortable and confident to your audience. If you don’t, your audience will wonder what you’re hiding. If you do appear comfortable and confident, your audience will attend to your words – for much more than 7% of the meaning.
I love it when the Harvard Business Review agrees with me. A recent HBR blog post by Scott Edinger focuses on, “Three Elements of Great Communication, According to Aristotle“. The three are: ethos, logos, and pathos.
Ethos answers the questions: Are you credible? Why should I trust your recommendations? Logos is the logic of your argument. Is it factual? Do you have the evidence to back it up? (Interestingly, the more ethos you have,the less evidence you need to back up your logos. People will trust that you’re credible). Pathos is your ability to connect emotionally with your audience. If you have high credibility and impeccable logic, your audience might conclude that you could take advantage of them. Pathos reassures them that you won’t — your audience knows that you’re a good citizen.
When I teach people the arts of public speaking, I generally recommend that they start by establishing their credibility (ethos). The trick is to do this without overdoing it. If you come across as a braggart, you reduce your credibility rather than burnishing it. A good tip to remember is to use the word, “we” rather than “I”. “We” implies teamwork; “I” implies an egocentric psychopath.
After establishing your credibility, you proceed to the logic (logos) of your argument. What is it that you’re recommending and why do you think it’s a good solution for the audience’s needs? It’s often a good idea to start by defining the audience’s needs. Then you can fit the recommendation to the need. Keep it simple and use stories. Nobody remembers abstract logic and difficult technical concepts. They do remember stories.
Think about pathos both before the speech and in the conclusion. Ideally, you can meet the audience before your speech, ask insightful questions, and make personal connections. The more you can talk to members of the audience before the speech, the better off you’ll be. Look for anecdotes that you can use in your speech — that also builds your credibility. If nothing else, spend the last few minutes before your speech shaking hands with audience members and thanking them for coming to your speech. At the end of your speech, you can return to similar themes and express your appreciation. It’s also appropriate (usually) to point out how your recommendation will affect members of the audience personally. For instance, “We believe that our solution will help your company be more efficient. It will also help you build your career.”
Those of you who have followed my website for a while may remember my videos on ethos, logos, and pathos. I made them when I worked at Lawson Software and was teaching communication skills internally. Again, I’d like to thank Lawson for allowing me to use these videos on this website as I build my own practice.
By the way, all these suggestions apply to deliberative speeches. You present a logical argument and ask your audience to deliberate on it. On the other hand, you can also give a demonstrative speech where you throw the logic out altogether. They’re often called barn burners or stem winders. You can learn more here.
On July 4, 1863, Robert E. Lee was leading a Confederate army in retreat from Gettysburg when they were trapped against the rain-swollen Potomac River. The Union army, commanded by General George Meade, pursued the rebels. Abraham Lincoln ordered Meade to attack immediately. Instead, Meade dithered, the weather cleared, the river shrank, and Lee and his army escaped. Lincoln was furious and penned this letter to Meade:
I do not believe you appreciate the magnitude of the misfortune involved in Lee’s escape. He was within our easy grasp, and to have closed upon him would, in connection with our other late successes, have ended the war. As it is, the war will be prolonged indefinitely. If you could not safely attack Lee last Monday, how can you possibly do so south of the river, when you can take with you very few— no more than two-thirds of the force you then had in hand? It would be unreasonable to expect and I do not expect that you can now effect much. Your golden opportunity is gone, and I am distressed immeasurably because of it.
Interestingly, Lincoln never sent the letter — it was found among his papers after his death. Lincoln generally praised his colleagues for their positive accomplishments and said little or nothing about their failures. Apparently, he wrote letters like the one to Meade to relieve his own frustrations — and perhaps to leave a record for history — rather than to humiliate his colleagues and create public acrimony.
As Douglas Wilson, a Lincoln scholar, pointed out in a recent article (click here), Lincoln was great communicator but not necessarily in the way we think. Some tidbits on how he worked:
Lincoln has always been one of my favorite presidents and I certainly enjoyed the recent movie from Steven Spielberg. Lincoln communicated effectively and was an expert at shaping public opinion. As the movie showed, he was also adept at cutting deals and rolling logs to achieve his greater goals. Not bad for a kid from the prairies.