Hands down, the greatest speeches and presentations in history have been marked by the speakers’ uncanny empathy for and understanding of the audiences’ plights and states of mind. Most of us, by nature, have a bent toward respect or at least deference to authority. But nothing galvanizes that respect more than authority’s commitment to understanding our needs. Influence is a two-way street: sincere, loving leadership is an essential component of long-lasting authority.
These tenets are true at every level, from the implied authority an insurance agent is conferred with when speaking to the local Rotary Club to the CEO’s mantle of responsibility in setting the corporation’s direction for the future. We begin our presentations with a small inheritance of credibility—just having the stage at all carries a little weight with the audience. But that’s where the gimmes end. After that, we have the burden of expectation to live up to.
On a conference call once, we heard a business leader, who shall remain anonymous, say, “If you want people to like them, buy them things. Buy their lunch. Buy them a drink. Get them a gift for no reason.” It’s a nuanced perspective, and the intention was not as cynical as it may sound. People are needy. Most often, we’re not needy for the things so much as the intention behind them: that someone cares. That we’re valued. That others think about us beyond our basic utility. In short, we want to be loved. Tim Sanders’ book, Love is the Killer App, makes these points with extraordinary persuasion.
Obviously, you’d go broke if you just bought things for your audience. But the point is intention and understanding, not stuff. You have incredible value within that you can offer any audience; the trick is in making that judgment call as to what would truly be meaningful to them. Compassion? Knowledge? Your network and connections? How can you provide lasting value to the people in the room? How can you reach the Nirvana of all presentations by creating that environment of understanding, education, and empowerment for the people that took the time to come and listen?
Every presentation should be approached from this intensely audience-centric perspective. It’s an honor to be asked on stage, and we all love the gratification that comes from this implied authority. But we have to remember that this is the tip of the iceberg of authority; the other 90% is on us to deliver above and beyond expectation, and the way we do that is through love.
Question: How do you demonstrate love and respect for your clients, co-workers, employees, and audiences?
