Публичные выступления: 8 советов из моей практики

Хотите, чтобы публика вам аплодировала в конце выступления? Скорее учитесь TEDству — сегодня разбираем основы.

Весь секрет успеха публичного выступления состоит в том, чтобы говорить с людьми, в не выступать перед ними!

Радислав Гандапас 

1. Подготовка

Прежде чем готовить доклад я ставлю себе четкую цель — кто, что, в какие сроки, как.

Что должны сделать слушатели сразу после выступления? Заказать ваши услуги, добавиться в друзья на Facebook, повысить вас в должности?

Ради чего вы подниметесь на сцену? Определите для себя конкретную цель по SMARTу. Ниже дан минимальный алгоритм, по которому я действую.

  1. Кто. Определяю целевую аудиторию.
  • кто эти люди? пол, возраст, география, образование, профессия.
  • зачем они тут? с какой целью они пришли вас слушать? какие у них потребности? что их волнует? на какие вопросы хотят себе ответить?

В зале можно выделить несколько целевых групп, например, на конференцию по маркетингу меня приходят слушать:

-потенциальные клиенты. С целью найти подрядчика.

-конкуренты. С целью получить знания.

Ориентируйтесь на тех людей, которые принимают нужное вам решение.

2. Что? 

  • что должны сделать слушатели после моего выступления?
  • сколько человек должны это сделать? какая минимальная конверсия допустима?

Например, я выступаю в аудитории с докладом по маркетингу с целью привлечь заказчиков. Услуга — разработка маркетинговой стратегии на 12 месяцев. Средний чек 1 этапа — 250 тыс.руб. Временной промежуток после доклада — 4 месяца.

Дано: 500 человек.

Задача: Минимальная конверсия в заказ услуги 5%.

Решение:

500 — 100%

x — 5%

5*500/100=25 человек.

Ответ: 25 человек должны заказать услуги на общую сумму 6 250 000 руб в течение 4 месяцев после конференции, чтобы выступление считалось успешным.

3. Как?Подбираю правильные слова

  • какие факты убедят клиента на покупку?
  • какие факты клиента оттолкнут?

2. Структура доклада

I. Вступление — 20%

II. Основная часть — 60%

III. Заключение — 20%

Идеальная продолжительность выступления — 19 минут, потому что через этот промежуток времени теряется внимание аудитории. Если ваше выступление длится дольше, то подумайте заранее, как аудитория сможет отдохнуть (например, на лекциях можно дать задачку на 5 минут, которая сменит деятельность со «слушанья» в «делание»).

Обязательно разделяйте выступление на главы. Показывайте присутствующим, на каком слайде сейчас находитесь.

I. Вступление — 20%

  • Заигрываю: «Я давно ждал этого момента…», «Выступать перед специалистами такого уровня для меня большая честь…», «Я рад выступать перед такой уважаемой аудиторией…»
  • Представляюсь: максимум 3 факта о своей профессии — обязательно с цифрами. Я говорю чего добилась за последние 9 лет и какие цели стоят. А оператор сотовой связи может начать так: «Стадион «Лужники» вмещает 100 000 зрителей (на экране появилось изображение стадиона). Сегодня наша компания обслуживает 10 000 000 абонентов. Это 100 стадионов «Лужники“ (на экране появилась сетка, состоящая из 100 клеток, в каждой из которых угадывается изображение стадиона)». Покажите масштабы — завоюйте внимание.
  • Завоевываю внимание: «Знаете ли вы, что…», «Задумались ли вы о том, что…», «А как вы решаете такой вопрос…». Или прием Гандапаса «Когда я ехал к вам сюда…» — мини-рассказ о том, что я стала свидетелем случая, происшедшего непосредственно перед выходом на сцену.
  • Вовлекаю: прошу поднять руки один из сегментов целевой аудитории, например, владельцев бизнеса или программистов, чтобы понять, как расставлять акценты и на какие больные точки давить в презентации.
  • Презентую презентацию: продолжительность, регламент, содержание. Для этого у меня есть слайд: «О чем поговорим сегодня». Пример: «У нас с вами есть 35 минут, чтобы рассмотреть следующие вопросы <…>. Если в ходе моего выступления у вас появятся вопросы, пожалуйста, запишите их, чтобы задать после презентации».
  • Привлекаю внимание к себе: самое лучшее- это начать с актуального видео (главное, чтобы был мощный звук и хорошее качество изображения).

II. Основная часть — 60%

Доклад обязательно должен быть раздел на блоки, если он длится более 30 минут

  • Привожу аудиторию в негодование: затрагиваю проблемы, которые волнуют мою ЦА: «Ваши подрядчики не отвечают за заявки и звонки? Они даже не считают продажи?! Уволить!..», «Не можете найти хороших продавцов?»
  • Кидаю спасательный круг: даю решение

III. Заключение — 20%

  • Саммари: Ключевые моменты и факты, которые должны запомнить
  • Комлимент аудитории
  • Рекомендации, ближайшие шаги, итоги
  • Контактные данные: указать на слайде: «Спасибо за внимание. Вопросы»

3. Полезные сервисы для презентации

При создании презентации я использую Power Point с дизайнерским оформлением или slides.com.

4. Репетиция

Если я провожу лекции в ВУЗе, то я не репетирую доклад. Но если речь идет о том, что мне предстоит продавать услуги на большие суммы посредством выступления, то без репетиции не обойтись.

Когда-то давно Радислав Гандапас посоветовал мне репетировать, прогуливаясь в безлюдном месте. За этот бесценный совет я безмерно благодарна — с тех пор всегда стараюсь уехать за город, гулять вокруг водоема и спокойно рассказывать себе доклад. Акустика, пение птиц, свежий воздух и хорошее настроение — это верные союзники для того, чтобы получить правильный настрой, найти идеи и сделать блестящий доклад.

5. Мандраж перед выступлением

Техники, с помощью которого я побеждаю страх:

  1. Разминаю кисти руки.

Врачи утверждают, что такая мини-гимнастика снимает волнение стимулирует работу речевого аппарата. Как это объяснить — не знаю, но это точно работает. Проверено.

2. Иду на конференцию быстрым шагом.

Физическая активность, учащающая сердечный ритм, избавляет от волнения.

3. Медленно дышу.

Когда мы волнуемся, то дышим быстро и часто. Замедление вдохов/выдохов способствует тому, что мы быстро успокаиваемся.

4. Relax.

Нужно отвлечься от выхода на сцену и расслабиться. С помощью этого приема я всегда поднимаю себе настроение (кстати, изобрел его случайно в универе мой друг — Антон Пустовалов). Take it easy.

Когда едете на конференцию, представьте, чтобы люди вокруг вас — это пингвины. Проанализируйте, что делает каждый из них: этот говорит по телефону с подружкой, тот читает в очках газету, а вон тому резко приспичило в туалет. Такие все смешные, неповоротливые.

6. Как выбрать место для выступления

Я всегда встаю так, чтобы между мной и крайними слева и справа зрителями в первом ряду образовывался равносторонний треугольник — это идеальное расстояние.


В ходе выступления я хожу по сцене, чтобы удерживать на себе внимание.

Люди — хищники, поэтому они следят на движущей мишенью гораздо пристальнее, чем за статичным объектом.

Движение привлекает внимание и снимает напряжение — одним выстрелом двух зайцев.

alevi.ru Ирина Левина

7. Зрительный контакт

Зрительный нерв толще слухового нерва в 50 раз, и именно зрительно мы получаем 90% информации. Не забывайте об этом.

Когда поднялись на сценку с микрофоном, прежде чем тараторить, уверенно встаньте и установите зрительный контакт. Скользите взглядом по лицам слева направо, задерживаясь на мгновение почти на каждом.

Самыми пренебрегаемыми в установлении и поддержании зрительного контакта частями зала остаются «Камчатка» и «Боковые». Именно с последних рядов и крайних места слева/справа раздаются перешептывания и щелканье ручек. Всё это потому, что оратор не устанавливает с ними зрительный контакт, «забивает» на них — а они выражают несогласие.

Кстати, постоянный взгляд вдаль — худший враг спикера. Легче и правильнее смотреть на конкретных людей из аудитории на протяжении всего выступления. В течение одного предложения нужно смотреть на одного человека. После окончания фразы можно перевести взгляд на другого. Сложится впечатление. что вы не просто читаете доклад, а беседуете с аудиторией.

Не нужно пытаться установить зрительный контакт со всем залом. Это невозможно. Устанавливайте зрительный контакт с каждым сидящим в зале.

alevi.ru Ирина Левина

8. Правильная поза

Идеальная поза — та, в которой вы чувствуете себя спокойно и уверенно. Сидя? Просите у организаторов стул. Лежа? Тогда диван. А если стоя, то выбирайте классическую позу: одна нога выставлена вперед, между каблуками примерно 20 см, спина прямая, а плечи опущены и расслаблены. Взгляд уверенный и наглый, подборок чуть поднят. И шея как у Клеопатры.

Когда стоите, следите за центром тяжести. Если он перенесен вперед, это позиция активного человека, готового вести народ за собой. Если же смещен назад — это позиция слабого неуверенно человека, а публика таких не любит.

Помните я говорила о том, что хожу у водоема, когда репетирую? Тело запоминает уверенные позы и на сцене держаться гораздо легче.

При жестикуляции всегда открывайте ладони — это формирует доверие. И держите руки направленными вверх на пиковых моментах, как будто хотите обнять аудиторию. Помните, движения только вверх!

Есть контакт!

photo-1445128417616-2f8f1047bb7d

Вовлекаем зал:

-задаю вопросы залу

-прошу поднять руки или встать (при этом сама поднимаю руку)

-прощу помощи

А вопросов из зала всё нет. Что делать?

Подтолкните аудиторию.

  • «Пожалуйста, Ваш первый вопрос»
  • Расскажите байку, например, прямо перед выступлением мне задали очень интересный вопрос…» или «на конференциях меня часто спрашивают о том, как….»

Интеллектуальный терроризм

Если вы ожидаете каверзных вопросов из зала, то не пытайтесь этого избежать. Наоборот. Идите от противного. Провоцируйте аудиторию -«А теперь, пожалуйста, задавайте вопросы. И поострее»

«Рад будут ответить на Ваши вопросы. Особенно на каверзные!»

Когда человек из зала задает вопрос, в большинстве случаев он не хочет получить ответ. Он хочет самоутвердиться за ваш счет — чтобы все присутствующие обратили на него внимание. И чем острее вопрос, тем больше внимания.

Чтобы польстить, поблагодарите задавшего вопрос: «Спасибо за шикарный вопрос!»

Если на вопрос ответить не можете, вспоминайте студенческие годы и уходите от него: «Чтобы разобраться в вашем вопросе, нужно рассказать вот о чем…», «У меня сейчас нет информации по этому вопросу», «Я соберу данные и свяжусь с вами в течение 24 часов, чтобы дать точный ответ, оставьте мне свою визитку».

Если вопрос длинный, то используйте стандартный трюк: «Правильно ли я поняла вопрос — …повторяете вопрос… — и отвечаете на него«.

Идеальный ответ 

Ответ должен быть максимально коротким и по делу. Желательно уложится в 1 фразу.

Главное правило

Быть искренним. Если вы будете на позитиве и открыты к аудитории, то она вас точно полюбит!

Для вдохновения:

  • Ted.com
  • Презентации в стиле TED
  • Выступления Брайана Трейси

Успехов!

Ирина Левина Ильяна

 

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