Why do some people instantly command attention and
respect? When they speak, we listen. Their opinions seem to carry more
weight. They inspire trust in those around them. These people have "presence"--and
the Ariel Group believes that we're all capable of developing it.
Learning to be yourself:
how to develop presence.
Discover your natural communication style. Everyone has a highly
individual style of communicating. Finding that style-and being true
to it-leads to authentic presence. The dynamo who electrifies the room
with his energy and booming voice may indeed have presence. But for
someone else, presence may come from a quiet confidence and a few carefully
chosen words. The key is finding and enhancing your own style-not trying
to be someone else.
Be present. It's hard to have presence if you're thinking about
your next meeting or your golf game. Instead, focus intently on the
person or people you're with. The worst insult you can give an actor
is that he just "telephoned in" his performance, implying that he wasn't
really there. Actors work all the time on being 100% present, no matter
how many times they've said the same line in the same scene. They find
a way to be in the moment, to really listen to how their partner's line
was delivered and to let it truly affect them. Businesspeople need the
same focus in their presentations and in their dealing with clients
and colleagues.
Use all your expressive capabilities. Studies show that the
nonverbal aspects of your message-your voice, body language, and so
forth-account for more than 90% of how your message comes across. The
verbal content counts for less than 10%. But businesspeople tend to
focus almost exclusively on the verbal aspects of communication-the
content. They give little thought to how they'll use their voice, engage
their audience, or use their body or the physical space around them.
You can increase your presence by using more of your expressive capabilities-your
voice, body, face, eyes, spirit, and full emotional range. Being congruent-using
these capabilities in support of your message-increases the power of
your message.
Connect with your audience. A critical part of presence is the
ability to connect with people-both individuals and groups. To make
your message come alive, use stories, metaphors, and imagery when you
speak. These resonate more powerfully with people than just facts and
figures. And change the way you listen. When someone else is speaking,
listen not just for the content, but for that person's values, strengths,
and unspoken concerns. Finally, erase the negative, self-critical tapes
that get in the way of your ability to connect with people. You can't
focus on others if you're busy judging yourself and your performance.
