Episode #10: That Vital Two Second Window

Question: how long does it take you on average to form a first impression of someone? My presentation training participants tell me “two seconds”. Wow, I nearly fell over when I heard that the first time. I was thinking, “what does this mean for the speaker?”. It could be in the boardroom, the meeting room, at the networking event, a public presentation or at the pitch to the client. Regardless of the occasion, one thing is sure – everyone is a critic.

Think back to the last time you saw someone present – be it an update, a project submission, an overview or a fully fledged speech. Were you indulging in a little mental aside, “I hope this is good”, as you swiveled around in your chair to view the speaker? Did the speaker get right into it or was there some logistical finessing of the laptop, the lapel mike (“can you hear me?”) or the notes being shuffled on the rostrum? Was the speaker looking at the audience or up at the huge screen behind them or down at their laptop? Did we have some good old hand microphone thumping to see if it was working properly? If there were any such diversions, then our two second window for the first impression has come and gone completely.

What would help us to maximize this incredibly brief two second window we have been given? Getting straight into the content without any distractions, is so important because it allows us to set the tone for the occasion.

Traditionally, we could thank the organisers for the opportunity to present. Doing this with a huge, warm smile would be a good use of the two seconds. Even if nature has not blessed you with a killer smile, give us the best you can do.

We could start by telling an episode, an incident, a story. We love listening to interesting stories involving real life and real people, because we can easily identify with the content.

We could refer to a member of the audience, immediately shattering the mental barrier separating speaker and audience. “Anne Smith from XYZ and I were chatting earlier and she made a very good observation about….”. We are now one unit – audience and speaker. We are being inclusive and this is a powerful connector that promotes a positive first impression. It also helps to lessen the critic propensity in our audiences.

After having launched into proceedings, we can now backtrack and use the laptop, our notes, the spreadsheets or whatever we need to explain the content. Rather than wasting our initial two second window on these adjustments, we instead get right into it and capture the attention of our audience from the very start. Once captured let’s keep them so.

Japan has a few set pieces with presentations. I am sure you will have seen some of these: have trouble with the technology, not be conversant with the content because one of the underlings prepared it, kick off with a perfunctory apology for being a poor speaker. To really set the tone, now look down and read every single word on the screen or on the notes page. Non-Japanese speakers though are often guilty of the same things, especially jet setting big shots winging in from afar for a cameo appearance.

Another powerful tool, left in pristine condition through underuse is voice quality. Again nature may not have blessed you with a deep throated baritone or mellifluous instrument that harkens the angels, but no matter, do the best with what you have. That means speak clearly, with sufficient volume, so that you can easily be heard. Use the microphone properly by holding it just under your chin and speaking across the mesh.

Have some variation in the delivery so it is not totally predictable. Hit key words with a roar or a whisper to highlight them. At the start, go for the roar rather than the whisper. Show confidence through voice power. Slowing the words down for emphasis is equally powerful. For example, “This--is--the--moment” and delivered slowly with a dramatic pause after each word. Our attention is all yours and we are bursting to know where you are going with this talk.

Eye power is a must. Pick a single person about half way down the middle of the venue and start by speaking directly to them. Smile and look them in the eye. We have now personalised our interaction in that first few seconds and created a connection with the audience.

I recommend holding the person’s gaze for around six seconds, as this allows for engagement without generating fear of retina radiation burn. Spend the entire talk selecting one person after another, randomly selected and speak to them maintaining eye contact. Do this without allowing your sight lines to stray to the floor, ceiling or the back wall. Keep your eyes glued on your audience. You not only want to enhance that one-to-one personal connection with your listeners, you also want to gauge their reaction to what you are saying.

This means carefully instructing the venue organisers beforehand to not drop the lights on the audience or yourself. You want to be able to read their faces for confirmation they are with you. We also want them to be able to see us clearly, rather than disappearing into the shadows on stage. As often happens, someone “helpfully” plunges the venue into darkness, so your slides are easier to see. Stop what you are doing and ask that the lights be brought back up and don’t continue until that happens.

Don’t leave it to random chance or good fortune – decide to own the first impression and enjoy the glide to the finish. When we understand how important the start is, we make sure it is a winner for us. After all you only have a couple of seconds to nail that positive first impression.

Engaged employees are self-motivated. The self-motivated are inspired. Inspired staff grow your business but are you inspiring them? We teach leaders and organisations how to inspire their people. Want to know how we do that? Contact me at greg.story@dalecarnegie.com

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About The Author

Dr. Greg Story: President, Dale Carnegie Training Japan

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making and become a 30 year veteran of Japan.

A committed lifelong learner, through his published articles in the American, British and European Chamber journals, his videos and podcast “THE Leadership Japan Series”, he is a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. Dr. Story is a popular keynote speaker, executive coach and trainer.

Since 1971, he has been a disciple of traditional Shitoryu Karate and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.