Last Wednesday I had lunch with my old friend Bobby from Berlin. In the enjoyable ambience of Pan Asia he explained his new business model to me. As usual I didn’t get it; too technical, too wishy-washy, too far away from the point.

Bobby is not alone. Hardly anybody can tell me the core of their business . . . → Read More: What Is The Problem You Solve?]]>

Last Wednesday I had lunch with my old friend Bobby from Berlin. In the enjoyable ambience of Pan Asia he explained his new business model to me. As usual I didn’t get it; too technical, too wishy-washy, too far away from the point.

Bobby is not alone. Hardly anybody can tell me the core of their business models in a few words. Good inspiration comes from Verne Harnish, the founder of Gazelles and one of the creators of Entrepreneurs’ Organization. When asked what he does Verne always starts with the same phrase: “The problem we solve is… ”

Stefan Glänzer, one of Europe’s top early stage investors hit the same nail during a round table discussion at the web conference Heureka this week. He said that start-ups should stop analyzing models and start to solve problems.

So I asked Bobby: “What is the problem you solve?”

It took us some twenty minutes until we had cut out all bullshit bingo jargon like “increasing efficiency”.

In the end we came up with a two-sentence paragraph:

We solve the problem of distribution loss in online advertising. Thanks to our state-of-the-art technology, which enables real-time ad management, we reduce the distribution loss by up to 30%.

I asked myself the same question. It’s a first draft line, but then again it’s like the IPO prospectus of Facebook says: Done is better than perfect.

“The problem I solve is that I take away people’s fear of speaking in public and turn public speaking into a fun and fulfilling experience.”

So – what is the problem YOU solve?

Links to the articles (in German):

At our Toastmasters Spain-Portugal division contest in Marbella last weekend I witnessed more or less 21 public speakers. Female speakers, male speakers. Speakers from at least six different countries. Advanced speakers and very advanced speakers. All but two jumped into the lake of potential for improvement.

In my seminars I always ask the same question. The other . . . → Read More: A Great Last Moment]]>

At our Toastmasters Spain-Portugal division contest in Marbella last weekend I witnessed more or less 21 public speakers. Female speakers, male speakers. Speakers from at least six different countries. Advanced speakers and very advanced speakers. All but two jumped into the lake of potential for improvement.

In my seminars I always ask the same question. The other day in Krakow, Poland, I asked Agatka. “How do you feel, Agatka, when you applaud a speaker and the speaker runs away like a chicken?”

“In some way I feel disrespected”, Agatka answered.

Exactly. Every time we finish a speech and instantly run away while our audience is giving us their applause, every time the moderator of an event wants to shake hands with us and we are already gone – we disrespect our audience.

There is a better way. Sometimes the solution is not out of reach. It’s an easy solution: Stay after you verbalize your last words.

Smile at your audience. Look at them. Let the applause punch your cerebellum. Take the beating. Be strong and… stay!

After five seconds you look at the moderator of the event, you stretch out your hand and let the moderator come to you.

This is respect, this is authority, this is a great last moment.

It’s dark. It’s 7:34 am. The hotel room needs fresh air. Big plans are rushing through my head. I want to perform well today. Training the creators of Powerpoint in providing more power to their point – what a challenge!

The big goal is still out of reach. Other milestones decorate the road to success: Shower, get . . . → Read More: What Is Your First Step?]]>

It’s dark. It’s 7:34 am. The hotel room needs fresh air. Big plans are rushing through my head. I want to perform well today. Training the creators of Powerpoint in providing more power to their point – what a challenge!

The big goal is still out of reach. Other milestones decorate the road to success: Shower, get dressed, have breakfast, take a taxi, meet the organizer, prepare the IT.

But – before I can even enter that road there’s another step – the first step.

When you talk about objectives in your company, about action plans and milestones always add this one feasible and concrete first step. The first step that triggers the whole process, the first step that encourages all team members to go on, the first step that turns passive thinkers into active doers.

In that dark hotel room that needed fresh air my first step was… I switched on the light.

What is your first step?

What is your light switch?

On June 26, 1963, U.S. President John F. Kennedy gave his famous “Ich bin ein Berliner” speech in West Berlin. In this speech JFK was underlining the support of the United States for West Germany 22 months after the Soviet-supported East Germany erected the Berlin Wall as a barrier to prevent movement between East and West. . . . → Read More: Ich Bin Ein Berliner – Speech Analysis]]>

On June 26, 1963, U.S. President John F. Kennedy gave his famous “Ich bin ein Berliner” speech in West Berlin. In this speech JFK was underlining the support of the United States for West Germany 22 months after the Soviet-supported East Germany erected the Berlin Wall as a barrier to prevent movement between East and West. The message was aimed as much at the Soviets as it was at Berliners, and was a clear statement of U.S. policy in the wake of the construction of the Berlin Wall. Another notable (and defiant) phrase in the speech was also spoken in German, “Lass’ sie nach Berlin kommen” (“Let them come to Berlin”)–addressed at those who claimed “we can work with the Communists”, a remark which Nikita Khrushchev scoffed at only days later.

The speech is considered one of Kennedy’s best, both a notable moment of the Cold War and a high point of the New Frontier. It was a great morale boost for West Berliners, who lived in an exclave deep inside East Germany and feared a possible East German occupation. — Source: Wikipedia

I am proud to come to this city as the guest of your distinguished Mayor, who has symbolized throughout the world the fighting spirit of West Berlin. And I am proud to visit the Federal Republic with your distinguished Chancellor who for so many years has committed Germany to democracy and freedom and progress, and to come here in the company of my fellow American, General Clay, who has been in this city during its great moments of crisis and will come again if ever needed.

From the start JFK builds a bridge of sympathy to his German audience. He calls himself a “guest”, he sets his two main hosts apart by calling them “distinguished”, and he mentions a personified symbol of trust – General Clay. One symbolic person weighs more than an intangible nation.

Two thousand years ago, two thousand years ago, the proudest boast was “civis Romanus sum.” Today, in the world of freedom, the proudest boast is “Ich bin ein Berliner.”

These 29 words are a rhetorical masterpiece. By equating his slogan “Ich bin ein Berliner” with the Roman Empire JFK adds historical weight to the phrase. He also uses repetition/anaphora and parallelism to emphasize his words. Finally, the metaphor “world of freedom” is a subtle outcry: We are free, you are not!

I appreciate my interpreter translating my German.

There are many people in the world who really don’t understand, or say they don’t, what is the great issue between the free world and the Communist world.

Let them come to Berlin.

Simplification is the ultimate sophistication, said Da Vinci. Why explain complex differences between political systems? Come to Berlin and see for yourself. JFK continues to build a strong bond with his audience by saying “Let them…” We are here in Berlin. We know all about it. Let the others come to us. By repeating the phrase five times – once in German which creates even more sympathy – the President does what Barack Obama did years later with his “Yes, we can.” – he makes it memorable.

There are some who say that communism is the wave of the future.

Let them come to Berlin.

And there are some who say, in Europe and elsewhere, we can work with the Communists.

Let them come to Berlin.

And there are even a few who say that it is true that communism is an evil system, but it permits us to make economic progress.

Lass’ sie nach Berlin kommen. Let them come to Berlin.

Freedom has many difficulties and democracy is not perfect.

Great one! JFK openly addresses weaknesses. We are not perfect is a fantastic message because it makes it more difficult for the opponents to attack.

But we have never had to put a wall up to keep our people in to prevent them from leaving us.

The wall makes his point tangible.

I want to say on behalf of my countrymen who live many miles away on the other side of the Atlantic, who are far distant from you, that they take the greatest pride, that they have been able to share with you, even from a distance, the story of the last 18 years. I know of no town, no city, that has been besieged for 18 years that still lives with the vitality and the force, and the hope, and the determination of the city of West Berlin.

After JFK made his point clear about who is right and who is wrong, he flatters his audience. Remarkable is his use of polysyndeton at the end of the paragraph.

While the wall is the most obvious and vivid demonstration of the failures of the Communist system ­­ for all the world to see ­­ we take no satisfaction in it; for it is, as your Mayor has said, an offense not only against history but an offense against humanity, separating families, dividing husbands and wives and brothers and sisters, and dividing a people who wish to be joined together.

According to Aristotle, no persuasion, no moving to action of people without the three pillars of rhetoric. By addressing the separation of families, JFK adds pathos to his speech, an emotional appeal to the audience.

What is true of this city is true of Germany: Real, lasting peace in Europe can never be assured as long as one German out of four is denied the elementary right of free men, and that is to make a free choice. In 18 years of peace and good faith, this generation of Germans has earned the right to be free, including the right to unite their families and their nation in lasting peace, with good will to all people.

3 x peace, 3 x free, 2 x good, 2 x true, 2 x right – JFK insists on his cause. Excellent choice of words, repetition throughout the entire paragraph, and a chiasmus make this paragraph another rhetorical highlight.

You live in a defended island of freedom, but your life is part of the main. So let me ask you, as I close, to lift your eyes beyond the dangers of today, to the hopes of tomorrow, beyond the freedom merely of this city of Berlin, or your country of Germany, to the advance of freedom everywhere, beyond the wall to the day of peace with justice, beyond yourselves and ourselves to all mankind.

In this paragraph, opened by a great metaphor, JFK appeals to the greater good just like Lincoln did in his famous Gettysburg Address. This is not about Berlin. This is not about Germany. This is about all mankind.

Freedom is indivisible, and when one man is enslaved, all are not free. When all are free, then we can look forward to that day when this city will be joined as one and this country and this great Continent of Europe in a peaceful and hopeful globe. When that day finally comes, as it will, the people of West Berlin can take sober satisfaction in the fact that they were in the front lines for almost two decades.

Powerful ethos! JFK is the spokesman of a nation that suffered from slavery itself. Therefore, he knows what he’s talking about when he talks about slavery and freedom. Then, he does what all great speeches have – he illustrates a vision of the future. I love JFK’s conviction compressed in three words – “as it will”. What also sticks out is his oxymoron – “sober satisfaction” – and his switch from 18 years to “almost two decades”. The latter sounds longer.

All free men, wherever they may live, are citizens of Berlin.

And, therefore, as a free man, I take pride in the words “Ich bin ein Berliner.”

Brilliant finale making Berlin the symbol of freedom in the world. He ends with his famous phrase and he doesn’t say thank you. Thank you, JFK!

This week I gave another seminar for some of my client-friends from Barcelona. In his third speech project one of the participants presented the company’s internship program. At one point he stated that, “It’s nothing more than an internship…”

In the feedback round after the speech one of his colleagues pointed out the incredible message reducing phrase . . . → Read More: Are You A Message Reducer Or A Message Booster?]]>

This week I gave another seminar for some of my client-friends from Barcelona. In his third speech project one of the participants presented the company’s internship program. At one point he stated that, “It’s nothing more than an internship…”

In the feedback round after the speech one of his colleagues pointed out the incredible message reducing phrase ‘It’s nothing more than…’. My client invests an unbelievable amount of time, money and passion into their internship program. The person who presented the program is 100% passionate about it himself. So – how could he say that? How could he say that it was nothing more than…

Truth is, he is not alone. Aren’t we all world champions in reducing our message unnecessarily and constantly?

Here is a list of message reducing phrases many speakers use on stage:

• We try to achieve this goal.
• I believe you can do it.
• It’s just an initiative.
• We should be more aggressive in marketing and sales.
• I will tell you a little bit about our company.

These messages convey uncertainty, doubt, smallness.

It seems as if we do everything to appear more humble when we speak in front of others. But – we go too far. We reduce the impact of our messages all the time.

Trying is not doing. Believing is not knowing. Just? Should? A little bit?

Enough!

I want you to stop reducing, I want you to start boosting your messages!

• We will achieve this goal!
• I know you can do that!
• It’s a fantastic initiative!
• Let’s be more aggressive in marketing and sales!
• I will share with you some exciting insights of our company!

These messages convey authority, determination, leadership.

After the evaluation round that team member of my Barcelona-based client already started to boost his message:

From The Seven Minute Star, Step 8, Delivering Great Content:

Speakers almost always say “Thank you!” at the end of their speech. But remember: You are The Seven Minute Star! Shouldn’t the audience be thanking you for your inspiring performance? Don’t worry about being perceived as arrogant when you close without saying “Thank you.” Leaving it out . . . → Read More: No Thank You]]>

From The Seven Minute Star, Step 8, Delivering Great Content:

Speakers almost always say “Thank you!” at the end of their speech. But remember: You are The Seven Minute Star! Shouldn’t the audience be thanking you for your inspiring performance? Don’t worry about being perceived as arrogant when you close without saying “Thank you.” Leaving it out actually emphasizes the final point you’ve made, while using it detracts from that point — and, I would argue, from your entire speech!

Consider this conclusion:

“In my entire life I will never forget standing in that dark room in Yad Vashem, the Holocaust Museum of Jerusalem. In the center, six eternal flames, the walls of the room made up of a never-ending number of mirrors at diverse angles. There were only six flames in that room, but what I saw was an infinite number of light dots reaching into eternity, and I knew that each and every single one of them reflected the loss of one human life. This incredible experience will follow me until my very last day…. Thank you!”

Do you see what I mean? You’d simply be smothering those powerful emotional vibes you spent so much effort to create if you say “Thank you” at the end. Why would you want to do that?

Please, please don’t say “Thank you.” Say what you have to say, then take a half-step back. That’s it; that’s all you need to do. The audience will know it’s the end, and the first movement in the crowd will be applause.

Once upon a time in a kingdom far far away there lived a beautiful princess. She was so beautiful that the Yellow Kingdom Press published photos and stories about her every day. But – what fancy Instagram pics could not capture was the curse the princess had been suffering from for more than a decade. An . . . → Read More: The Fairy Tale Of Feedback]]>

Once upon a time in a kingdom far far away there lived a beautiful princess. She was so beautiful that the Yellow Kingdom Press published photos and stories about her every day. But – what fancy Instagram pics could not capture was the curse the princess had been suffering from for more than a decade. An evil witch had jinxed her. The princess would never be able to speak in public.

A handsome and brave prince from the neighboring kingdom The Neighboring Kingdom had recently proposed to the princess – which set the entire royal household in a state of panic. For centuries it had been an unwritten law that the bride was to give a wedding speech to the 4,999 royal wedding guests. With the princess’ speech hurdle a horrible prospect.

The word spread fast. After three days a mysterious man whose face was shaded by a hood asked for an audience. In an even more mysterious tone he changed the royals’ perception. “You think you are cursed by this witch, Princess. But – truth is we all are cursed. We all face this hurdle, we all have to overcome it, we all have to leave our comfort zone. Your challenge is not your curse, but your courage. Go and practice! Go and get feedback from others. This will turn you into a rhetorical rock star at your wedding.”

The princess felt much better. Together with her first maid she put together a list of people she wanted to ask for feedback – the goblin, the giant, the fairy, and the wizard.

The goblin

The goblin had retired from evil business a couple of years earlier. He had turned into a respected member of the kingdom’s society. Yet, he still had this radical transparency that turned many people off. He said what he thought and mostly he shared bad thoughts.

Sick of all those sugar coating people around her the princess decided to start with the goblin. For sure, he would tell her the truth.

With great enthusiasm she went to his gloomy cave. The goblin welcomed his prestigious guest without a smile. He never smiled. In his rough jargon he told her to drop small talk and give her speech right away.

The only light in the cave came from a rotten candle. The princess felt uneasy, but followed the goblin’s instructions.

She gave her speech. After five minutes she looked at the goblin with anticipation. What would he say? Did he like it?

The goblin frowned and hissed, “I didn’t like it. The whole speech doesn’t make sense to me. There is no structure, no beginning, no end. You speak too fast. You use too many ems and ums. You look too much at the wall and the floor; you totally ignored me. Your content is weak. I didn’t get this childhood story at all. Your speech also lacked transitions. And pauses. No pauses at all. And I still haven’t talked about your body and hand gestures. You didn’t move at all. That prince wants a salsa dancer, not a tin soldier. I think you have to practice much more. Come back when you have improved. Princess, you know where the gate is.”

All her enthusiasm was gone. The princess cried on her way out. She already thought about skipping her speech. But then her royal pride came back. She would give it at least one more try. Off she went to the giant.

The giant

In the kingdom everyone knew him as the giant. He was two heads taller than any other citizen. His real name was Robbin Tonys, but not even his mother called him that way. The giant was famous for his exuberant positivism and his outstanding motivational skills.

Coming from the goblin the princess thought this was exactly what she needed after that jerk.

The giant greeted her with a big fat smile – his trademark. He made her feel home, offered some drink, talked about life for a while, then sat back and waited for her speech with sincere anticipation.

The princess gave her speech. After five minutes she looked at the giant with doubt in her eyes. What would he say? Would he tell her that he liked, at least, something?

The giant rose from his squeaking chair and gave the princess a big hug. Then he started to praise her. “I really love your smile. It exudes warmth and positivism. You have charisma in abundance. I believe that you are super authentic and sincere. This makes you a natural communicator. You speak with energy and enthusiasm. I love that! I think with all that on your asset side, you are super well prepared for the big gig. Go for it, you can do it!”

When the princess left the giant’s place, she felt overwhelmingly positive. She could have embraced the world. “Curse, whatever… I have charisma,” she said to herself and smiled.

Just when she passed Mr. Moax’ butcher shop, the princess stopped. She started to brood. “I really loved the giant’s feedback. But, for sure, that miserable goblin had a point as well, despite his despicable way of saying it. Let’s see what the fairy will tell me.”

The fairy

The fairy was the kingdom’s mediator of choice. How many wars and battles had never been fought thanks to the great communication skills of the fairy. She had a unique way of expressing opinions and perceptions in a constructive way. People dealing with her never felt that they did something wrong. They always felt that they could do it even better.

The two friends met under the old willow trees. The princess was happy to see the fairy. They hadn’t seen each other for a while. After a two-hour girls’ talk, the princess was finally ready to rehearse her wedding speech.

After the princess finished the fairy went straight to the point… “I think you have a good speech in your hands and I’m convinced that you can do even better. For example, if you use a simple structure with opening, three stories, ending, your audience will be able to follow you much better. What you can work on, too, is your vocal variety. If you pace down sometimes and include pauses, you will create much more tension and suspense. Every em and um will make a brilliant pause. Pauses will give you time to breathe and time to think about your next lines. What I also suggest is to avoid looking at any other place but your audience’s eyes. Look them into their eyes and they will feel included and respected. When you tell your childhood story set a better scene. Touch all their five senses…”

The fairy continued with her constructive comments for a good while. The princess looked at her with sparkling eyes. She loved the fairy’s feedback. Funny, she thought, the fairy told her more or less the same as the goblin had said. But it was totally different.

When the princess left the fairy she felt like she had grown personally. It was a fantastic feeling.

The last person on her list was the wizard.

The wizard

Nobody knew how old he was. Some people said 450 years. Some said 800. Fact was, the wizard was the wisest man in the entire kingdom, and probably wiser than anyone from The Neighboring Kingdom as well.

The wizard lived in a small castle with three wooden towers. He didn’t expect visitors that day, but the princess, of course, was always a most welcome guest.

He was well informed about the curse and the challenge. All his life he had lived by example, led by example, taught by example. He planned to do the same with the beautiful princess.

After she had given her speech, the wizard looked at her frowning. For a long while. Then, suddenly, he rose to his feet and began to talk.

“I can see that you have rehearsed this speech several times already. With good progress. Therefore, I want to focus on three specific areas of improvement and I will give you concrete examples of what I think can improve this speech even more.”

The princess was thrilled. The giant had motivated her. The fairy had helped her grow. And now the wise wizard with his wise examples.

The wizard focused on dramatic pauses. He explained to her that when telling her childhood story she should say… “And then, when everything looked perfect, when the future looked bright, then… That’s where you make a long pause. These 4,999 people will stick to your lips.”

The wizard focused on the opening. He advised her to start her speech holding up a red rose and saying, ‘This is the rose that grows in my heart. Only the noblest man can pluck it.’”

The wizard focused on hand gestures. “Move them like you move them when you explain some exciting event to your maids. When you talk about love, touch your heart. When you speak about your common future point at the horizon.”

The wizard was not the king, but the king of feedback were the wizard’s examples. The Princess loved them. When she left she gave the old wise man a hearty hug.

Despite curses and hurdles, the wedding speech was the best wedding speech ever given by  a princess of the kingdom. According to the wizard who had experienced a whole bunch of them.

And the princess and her prince lived happily ever after

Moral of the story

Stay away from goblins. Surround yourself with giants, fairies and wizards.

Have you read about the pedagogical wisdom of my mum? Then you know already that you, as a public speaker, are the zebra with the horizontal stripes. You are the stranger, the outsider, the extranean.

When you speak in public it’s an absolute must to reduce the perceived physical distance between you and your audience. In our subconsciousness . . . → Read More: Do You Touch The Line Of Proximity?]]>

Have you read about the pedagogical wisdom of my mum? Then you know already that you, as a public speaker, are the zebra with the horizontal stripes. You are the stranger, the outsider, the extranean.

When you speak in public it’s an absolute must to reduce the perceived physical distance between you and your audience. In our subconsciousness distance nurtures distrust and anxiety. While you want to demonstrate self-confidence and build trust.

In any given stage and room setting there is always one important mental line. I call it the line of proximity. The line of proximity is the least possible distance between you and your audience – without intimidating or showing your back to anyone in your audience.

In another article I kindly asked you to avoid dancing cha cha cha on stage. Instead, you move naturally and horizontally alongside the line of proximity. You may also use the acting space behind this line, but make sure you never cross the latter.

For each room setting you define your mental line of proximity before you speak. As always preparation is everything.

When you move alongside the line of proximity your audience will still see a zebra with horizontal stripes. But – they will trust it more and like it better. Without knowing why.

Do you like to hear that you are too late? Or that your speech was too long? Or that you spoke too fast?

Welcome to the club of too-haters. Most of us despise the t-double-o word. Yet, we use it all the time ourselves.

Every time someone gives too-feedback in my seminars, I intervene right away. Imagine a . . . → Read More: Too Doesn’t Equal Less Plus More]]>

Do you like to hear that you are too late? Or that your speech was too long? Or that you spoke too fast?

Welcome to the club of too-haters. Most of us despise the t-double-o word. Yet, we use it all the time ourselves.

Every time someone gives too-feedback in my seminars, I intervene right away. Imagine a 46-year-old lady with short bruinette hair giving a speech. She has poise, she uses great hand gestures, she whirls her content into a metaphorical blanket. But – there is one thing that makes her audience move nervously on their chairs. She speaks like an AK47. No period, no comma, a verbal hurricane.

The feedback round starts. Together – as a group – we acknowledge her poise, her hand gestures, her rhetorical devices. Then, a middle-aged man with rudiments of grayish hair mentions that, “She spoke too fast.”

Boom, that’s it. I see it in the face of that lady. An awkward smile. An awkward smile saying, “Who the f*** do you think you are, boldie?”

Now – imagine the same scene with the gentleman saying, “You could have paced down a bit. Then I could have followed your speech more easily. You could have included more pauses as well. Apart from causing more drama and suspense, these pauses would’ve helped you to breathe more deeply.”

This feedback that lady would have accepted. I could’ve seen it in her face. Too does not equal less plus more. Too is destructive. Less and more are constructive.

Next time you give feedback to a colleague, employee or friend and you say “too fast”, “too slow”, “too extensive” – take a look at the face of the feedback receiver. If you see that awkward smile, it’ll be time to switch to less and more.