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Put Your Ear to the Ground: Engaging More Directly

Put Your Ear to the Ground: Engaging More Directly
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    Get your ear to the ground.

    This approach has been called different things but commonly is summarized as getting close as possible to the interface of the product and producer or consumer. Famous practitioners include Bill Hewlett and David Packard of HP who popularized “management by walking around.” The same approach can be used in your personal and professional life to help you gain fresh perspective on old problems, sniff out issues before they become wildfires, and continue to innovate and create while on a schedule.

    Case Study: Lululemon — From the Folding Table to the Chalkboard

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    It is possible for many people to not know about Lululemon. Yet for those who practice yoga, the brand has risen rapidly in popularity and demand. Lululemon has become a rising star in a multibillion dollar market with comfortable, attractive yoga and athletic apparel. Chief Executive Christine Day attributes her success partially to eschewing conventional market research. Rather than relying on focus groups, website tracking, or customer purchase profiles, the company has designed their stores to eavesdrop on their customers. Folding tables are placed not out of sight, but immediately adjacent to fitting rooms. Sleeves too long? Crotch too tight? Chances are employees will be privy to that information. To allow customers to provide more direct feedback, a large chalkboard is propped up against a wall for shoppers to comment on existing products as well as wish for new ones.

    Take advantage of opportunities to talk face-to-face with people

    When people don’t feel threatened, rushed, or dismissed they are more likely to voice their concerns or frustrations. Rather than maintaining a course towards an iceberg, addressing conflict can prevent them from getting bigger. Likewise, allowing people to voice their honest thoughts can help generate consensus and group buy-in of a proposal even if initial reactions are less than supportive. For example, instead of email-soliciting money from your coworkers to pay for the office water cooler, approaching people known to “mooch” may generate enough guilt or raise awareness to modify their behavior. They may even bring up unrelated but important issues to them which you can support to enlist their cooperation. (“Yes, I’d be happy to remind the other people in the office to not leave old coffee grinds and stale coffee in the drip machine. Having bottled water and taking care of the break room makes work that much more bearable.”)

    Actually experience the good or service you provide

    Every job in the world provides either a product or service to others. It’s too easy to get entrenched in your perspective. Take time this week to actually use your product or experience the service you provide. Personally speaking, as a physician it is incredibly eye-opening and humbling to experience the hospital as a patient. Another example is the Lululemon sales representative who loves a particular brand of pants for the slimming and firming effect they provide without creating embarrassing wrinkles and lines.

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    Put yourself in different shoes to solve complex problems

    Likewise, when you can’t wrap your head around a problem try to approach it from the perspective of someone else. What would the janitor suggest to reduce operating expenses? Does the consumer really value the promotional mailings you provide? What has your boss focused on for other business cycles or projects? Even better is to directly approach the different people involved to solicit their input.

    Case Study: Levi’s Jeans — A Hot Idea from Hot Pants

    Walter Haas — one-time CEO of Levi’s Jeans — stumbled upon a problem he didn’t know about while sitting next to a campfire in the 1940’s. At the time copper rivets were placed at stress points like the crotch area to provide extra strength. Unfortunately, they also conducted heat efficiently and caused quite a few unpleasant campfire mishaps. After being burned, Haas promptly removed the copper rivets. Inspired, he went on to also cover exposed rear pocket rivets to minimize scratch damage to saddles and school chairs in response to complaints by cowboys and schoolteachers.

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    Adopt a new role with your family, friends

    Appreciation is like water to a desert plant. In the interpersonal realm, it’s been established that men and women commonly cheat because of emotional disconnection which can spring from being unappreciated. Have you taken the time recently to realize what your friends and family do for you? Take the initiative to wash dishes, walk the dog, take out the trash, drive the carpool, or organize that birthday party. It may be difficult to do the tasks we naturally avoid, but realize that you are gaining new understanding of your relationships. Gratitude makes life infinitely richer.

    Go where the water is fresh

    In marketing, it’s important to keep your finger on the pulse of popular trends and ideas. Just like how you need to stay in front of the wave while surfing, you want to develop your ability to sense energy and direction from other people, events, and activities. One way you can do this is by maintaining your hobbies. Do things that excite you and you’ll find that even on a tight schedule, you can work with more energy, enthusiasm, and creativity. Refrain from “dichotomizing” your life into disparate spheres. Try to bring as much of who you are into what you are doing at the moment.

    As you take a closer step to your work, relationships, and the things which make you tick, I hope that you’re able to accomplish more, improve existing relationships, solve difficult problems, and sustain creativity.

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    (Photo credit: Young Man Hearing Sounds via Shutterstock)

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    Last Updated on July 20, 2021

    How to Overcome the Fear of Public Speaking (A Step-by-Step Guide)

    How to Overcome the Fear of Public Speaking (A Step-by-Step Guide)
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    You’re standing behind the curtain, just about to make your way on stage to face the many faces half-shrouded in darkness in front of you. As you move towards the spotlight, your body starts to feel heavier with each step. A familiar thump echoes throughout your body – your heartbeat has gone off the charts.

    Don’t worry, you’re not the only one with glossophobia(also known as speech anxiety or the fear of speaking to large crowds). Sometimes, the anxiety happens long before you even stand on stage.

    Your body’s defence mechanism responds by causing a part of your brain to release adrenaline into your blood – the same chemical that gets released as if you were being chased by a lion.

    Here’s a step-by-step guide to help you overcome your fear of public speaking:

    1. Prepare yourself mentally and physically

    According to experts, we’re built to display anxiety and to recognize it in others. If your body and mind are anxious, your audience will notice. Hence, it’s important to prepare yourself before the big show so that you arrive on stage confident, collected and ready.

    “Your outside world is a reflection of your inside world. What goes on in the inside, shows on the outside.” – Bob Proctor

    Exercising lightly before a presentation helps get your blood circulating and sends oxygen to the brain. Mental exercises, on the other hand, can help calm the mind and nerves. Here are some useful ways to calm your racing heart when you start to feel the butterflies in your stomach:

    Warming up

    If you’re nervous, chances are your body will feel the same way. Your body gets tense, your muscles feel tight or you’re breaking in cold sweat. The audience will notice you are nervous.

    If you observe that this is exactly what is happening to you minutes before a speech, do a couple of stretches to loosen and relax your body. It’s better to warm up before every speech as it helps to increase the functional potential of the body as a whole. Not only that, it increases muscle efficiency, improves reaction time and your movements.

    Here are some exercises to loosen up your body before show time:

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    1. Neck and shoulder rolls – This helps relieve upper body muscle tension and pressure as the rolls focus on rotating the head and shoulders, loosening the muscle. Stress and anxiety can make us rigid within this area which can make you feel agitated, especially when standing.
    2. Arm stretches – We often use this part of our muscles during a speech or presentation through our hand gestures and movements. Stretching these muscles can reduce arm fatigue, loosen you up and improve your body language range.
    3. Waist twists – Place your hands on your hips and rotate your waist in a circular motion. This exercise focuses on loosening the abdominal and lower back regions which is essential as it can cause discomfort and pain, further amplifying any anxieties you may experience.

    Stay hydrated

    Ever felt parched seconds before speaking? And then coming up on stage sounding raspy and scratchy in front of the audience? This happens because the adrenaline from stage fright causes your mouth to feel dried out.

    To prevent all that, it’s essential we stay adequately hydrated before a speech. A sip of water will do the trick. However, do drink in moderation so that you won’t need to go to the bathroom constantly.

    Try to avoid sugary beverages and caffeine, since it’s a diuretic – meaning you’ll feel thirstier. It will also amplify your anxiety which prevents you from speaking smoothly.

    Meditate

    Meditation is well-known as a powerful tool to calm the mind. ABC’s Dan Harris, co-anchor of Nightline and Good Morning America weekend and author of the book titled10% Happier , recommends that meditation can help individuals to feel significantly calmer, faster.

    Meditation is like a workout for your mind. It gives you the strength and focus to filter out the negativity and distractions with words of encouragement, confidence and strength.

    Mindfulness meditation, in particular, is a popular method to calm yourself before going up on the big stage. The practice involves sitting comfortably, focusing on your breathing and then bringing your mind’s attention to the present without drifting into concerns about the past or future – which likely includes floundering on stage.

    Here’s a nice example of guided meditation before public speaking:

    2. Focus on your goal

    One thing people with a fear of public speaking have in common is focusing too much on themselves and the possibility of failure.

    Do I look funny? What if I can’t remember what to say? Do I look stupid? Will people listen to me? Does anyone care about what I’m talking about?’

    Instead of thinking this way, shift your attention to your one true purpose – contributing something of value to your audience.

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    Decide on the progress you’d like your audience to make after your presentation. Notice their movements and expressions to adapt your speech to ensure that they are having a good time to leave the room as better people.

    If your own focus isn’t beneficial and what it should be when you’re speaking, then shift it to what does. This is also key to establishing trust during your presentation as the audience can clearly see that you have their interests at heart.[1]

    3. Convert negativity to positivity

    There are two sides constantly battling inside of us – one is filled with strength and courage while the other is doubt and insecurities. Which one will you feed?

    ‘What if I mess up this speech? What if I’m not funny enough? What if I forget what to say?’

    It’s no wonder why many of us are uncomfortable giving a presentation. All we do is bring ourselves down before we got a chance to prove ourselves. This is also known as a self-fulfilling prophecy – a belief that comes true because we are acting as if it already is. If you think you’re incompetent, then it will eventually become true.

    Motivational coaches tout that positive mantras and affirmations tend to boost your confidents for the moments that matter most. Say to yourself: “I’ll ace this speech and I can do it!”

    Take advantage of your adrenaline rush to encourage positive outcome rather than thinking of the negative ‘what ifs’.

    Here’s a video of Psychologist Kelly McGonigal who encourages her audience to turn stress into something positive as well as provide methods on how to cope with it:

    4. Understand your content

    Knowing your content at your fingertips helps reduce your anxiety because there is one less thing to worry about. One way to get there is to practice numerous times before your actual speech.

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    However, memorizing your script word-for-word is not encouraged. You can end up freezing should you forget something. You’ll also risk sounding unnatural and less approachable.

    “No amount of reading or memorizing will make you successful in life. It is the understanding and the application of wise thought that counts.” – Bob Proctor

    Many people unconsciously make the mistake of reading from their slides or memorizing their script word-for-word without understanding their content – a definite way to stress themselves out.

    Understanding your speech flow and content makes it easier for you to convert ideas and concepts into your own words which you can then clearly explain to others in a conversational manner. Designing your slides to include text prompts is also an easy hack to ensure you get to quickly recall your flow when your mind goes blank.[2]

    One way to understand is to memorize the over-arching concepts or ideas in your pitch. It helps you speak more naturally and let your personality shine through. It’s almost like taking your audience on a journey with a few key milestones.

    5. Practice makes perfect

    Like most people, many of us are not naturally attuned to public speaking. Rarely do individuals walk up to a large audience and present flawlessly without any research and preparation.

    In fact, some of the top presenters make it look easy during showtime because they have spent countless hours behind-the-scenes in deep practice. Even great speakers like the late John F. Kennedy would spend months preparing his speech beforehand.

    Public speaking, like any other skill, requires practice – whether it be practicing your speech countless of times in front of a mirror or making notes. As the saying goes, practice makes perfect!

    6. Be authentic

    There’s nothing wrong with feeling stressed before going up to speak in front of an audience.

    Many people fear public speaking because they fear others will judge them for showing their true, vulnerable self. However, vulnerability can sometimes help you come across as more authentic and relatable as a speaker.

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    Drop the pretence of trying to act or speak like someone else and you’ll find that it’s worth the risk. You become more genuine, flexible and spontaneous, which makes it easier to handle unpredictable situations – whether it’s getting tough questions from the crowd or experiencing an unexpected technical difficulty.

    To find out your authentic style of speaking is easy. Just pick a topic or issue you are passionate about and discuss this like you normally would with a close family or friend. It is like having a conversation with someone in a personal one-to-one setting. A great way to do this on stage is to select a random audience member(with a hopefully calming face) and speak to a single person at a time during your speech. You’ll find that it’s easier trying to connect to one person at a time than a whole room.

    With that said, being comfortable enough to be yourself in front of others may take a little time and some experience, depending how comfortable you are with being yourself in front of others. But once you embrace it, stage fright will not be as intimidating as you initially thought.

    Presenters like Barack Obama are a prime example of a genuine and passionate speaker:

    7. Post speech evaluation

    Last but not the least, if you’ve done public speaking and have been scarred from a bad experience, try seeing it as a lesson learned to improve yourself as a speaker.

    Don’t beat yourself up after a presentation

    We are the hardest on ourselves and it’s good to be. But when you finish delivering your speech or presentation, give yourself some recognition and a pat on the back.

    You managed to finish whatever you had to do and did not give up. You did not let your fears and insecurities get to you. Take a little more pride in your work and believe in yourself.

    Improve your next speech

    As mentioned before, practice does make perfect. If you want to improve your public speaking skills, try asking someone to film you during a speech or presentation. Afterwards, watch and observe what you can do to improve yourself next time.

    Here are some questions you can ask yourself after every speech:

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    • How did I do?
    • Are there any areas for improvement?
    • Did I sound or look stressed?
    • Did I stumble on my words? Why?
    • Was I saying “um” too often?
    • How was the flow of the speech?

    Write everything you observed down and keep practicing and improving. In time, you’ll be able to better manage your fears of public speaking and appear more confident when it counts.

    If you want even more tips about public speaking or delivering a great presentation, check out these articles too:

    Reference

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