100 Tips & Tricks to Appear
Confident in Presentations
 
 
 

 
Public Speaking Success
in 5 Minutes or Less
 
 
 

DIANE WINDINGLAND
  
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Copyright © 2020 Diane Windingland
All rights reserved.
  
 
 
 
 
 
 
 
 
 
 

For My Friends, Family, Clients,

Fellow Toastmasters, And Speakers
 
 
Table of Contents
 
 
Introduction
 
Section 1: Preparation
 
(Before You Present)
#1 Focus On Giving A Gift
#2 Get Excited!
#3 Remember That You Won’t Die
#4 Reframe Failure As Learning
#5 Just Breathe
#6 Practice Power Posing
#7 Tap Into A Past Success
#8 Listen To Upbeat Music
#9 Get Physical
#10 Get Outside
#11 Practice Gratitude
#12 Dress For Confidence
#13 Remove Your Name Badge
#14 Practice Tongue Twisters
 #15 Do Some Vocal Warm-Ups
#16 Create A 5-Minute Speaker Warm-Up
#17 You Are The Expert
#18 They Don’t Know What You Will Say
#19 Create A Checklist
#20 Bring A Water Bottle
#21 Have A Blank-Out Recovery Plan
#22 Use Powerpoint With Confidence
#23 Create Technology Back-Up Plans
#24 Have A Tech Failure Recovery Process
#25 Review The Mission Statement
#26 Create Quick Content That Connects
#27 Manage Time With Flexible Content
#28 Nail Your Opening: Focused Practice
#29 Get There Early
#30 Meet The Audience
#31 Go To The Restroom
#32 Carry A Speaker “Kit”
#33 Time Yourself
#34 Be More Confident In 10 Seconds
 
Section 2: How You Are Seen
 
(Body Language And Facial Expressions)
#35 Stand Tall
#36 Stop Pacing
#37 Move Strategically
#38 Maintain Open Body Language
#39 Come Out From Behind The Lectern
#40 Lean In
#41 Move Toward The Audience
#42 Use Notes Confidently
#43 Shake It Off
#44 Use Descriptive Gestures
#45 Don’t Point At People
#46 More Gestures To Avoid
#47 Use Emphatic (Emotional) Gestures
#48 Prompt Your Audience With Gestures
#49 Prompt Your Memory With Gestures
#50 Gesture In The Zone
#51 Use A Prop
#52 Draw A Diagram
#53 Show Your Emotions
#54 Avoid These Facial Expressions
#55 Flash Your Eyebrows
#56 Smile!
#57 Listen With Eyebrow Raise & Nod
#58 Pause & Connect With Your Eyes
#59 Have Serial Conversations
#60 Address Or Ignore The Naysayers
#61 Talk To People, Not To Paper
#62 Practice Eye Connection
 #63 Keep The Lights On
 
Section 3: How You Are Heard
 
(Voice And Language)
#64 Use A Microphone
#65 Talk From Your Belly Button
#66 Project Your Voice To The Last Row
#67 Speak The Way You Talk
#68 Adjust To The Audience
#69 Avoid Upspeak
#70 Pause
#71 Pause When Delivering A Punch Line
#72 Slow It Down
#73 Reduce Ahs, Ums, & Filler Words
#74 Transition To Bridge The Gap
#75 Echo Your Words To Transition
#76 Stop Apologizing
#77 Just Reduce Qualifiers & Hedges, Ok?
#78 Get To The Point
#79 Be Direct
#80 Be Indirect, Sometimes
 
Section 4: How You Answer Questions
 
(Handling The Q&A Session)
 #81 Q&A: Prepare For Questions
#82 Q&A: Get Engagement
#83 Q&A: Have A Response Framework
#84 Q&A: Dealing With A Hijacker
#85 Q&A: Dealing With Dissension
#86 Q&A: Defuse The Loaded Question
#87 Q&A: Control The Microphone
#88 Q&A: Alternatives To “I Don’t Know”
#89 Q&A: Use “Definitely”
#90 Q&A: Own The End
 
Section 5: How You Present Virtually
 
(Presenting On Video)
#91 On Video: Accept That It’s Different
#92 On Video: Practice The Platform
#93 On Video: Look Your Best
#94 On Video: Minimize Distractions
#95 On Video: Be Early
#96 On Video: Don’t Fidget
#97 On Video: Look At The Webcam
#98 On Video: Sound Confident
#99 On Video: Learn From Others
#100 On Video: Mental Toughness
Conclusion
References
About The Author
 INTRODUCTION
 

 
Do you want to appear confident when presenting?
Not doubtful. Not insecure. Not nervous.
You may have experienced some of the following outward symptoms of
nervousness when speaking:
Speaking too quickly
Poor eye contact with the audience
Shaking hands and legs
Trembling or squeaky voice
Hunched posture
Swaying or pacing
Nausea
Excessive sweating
Shortness of breath
Use of frequent “um” or “ah” or filler words, such as “like”
Making statements sound like questions (upspeak)
Maybe you have even felt the downward spiral of nervous symptoms
compounding, with increasing exacerbation of nervousness.

Confidence spiraling down

 as nervous symptoms increase
Just as nervousness has outward symptoms, so does confidence. Confidence
has outward manifestations that you purposely can display to not only
appear confident but also start to feel confident too:
Voice is loud and clear
Speaking rate and pitch are varied (not too fast, not monotone)
Eye contact is sustained
Body language and gestures are natural
Facial expressions are appropriate to content and include
smiling
Posture is straight, with shoulders back, but still relaxed
Present, in the moment, focused on the audience
Imagine a more confident you in presentations of all kinds: meetings,
conferences, phone calls, webinars, videos, job interviews, investment
pitches, and more.
What difference could appearing to be more confident make to your career,
to your business, or to your life?
A lot. Right?
You might be thinking, I don’t want to just APPEAR more confident, I want
to BE more confident.
See it. Be it. Achieve it.
If you can imagine how to appear confident (see it) and then take on that
appearance (be it), you can start to feel more confident (achieve it). And
then, feeling more confident will increase your vision of yourself as
confident, causing you to act even more confident. It becomes an upward
spiral, compounding your confidence.
 Confidence increasing
with increasing confident appearance
 
You’ve heard that practicing your presentation will help you to be more
confident. This is true. But often it isn’t enough.
You need to practice being confident. You need to decide to be confident.
To prepare. To act confident. To “act as if.”
This book will help you learn quick techniques (most no more than 5
minutes long to apply) to appear confident in presentations, to help you act
confidently, and ultimately to feel more confident.
The techniques are divided into 5 sections:
Section 1: Preparation (before you present)
Section 2: How You Are Seen (body language and facial expressions)
Section 3: How You Are Heard (voice and language)
Section 4: How You Answer Questions (handling the Q&A session)
Section 5: How You Present Virtually (presenting on video)
How to Use This Book:
Use this book any way that is most helpful to you! You could read it all the
way through, or you could read a couple of techniques and practice those
before moving on. You won’t be able to learn all the techniques in one shot.
Pick a couple that you think would make the most difference to start with.
Practice those, and then add in some others.
For many people, Section 1, Preparation, will be most helpful in setting the
mental stage for confidence. For some, Section 2, How You Are Seen,
adjusting body language and facial expressions, will have the biggest
immediate payoff. For others, Section 3, How You Are Heard, may offer
enlightenment as to vocal presence and word choice. If you are about to
face a Q&A session, Section 4, How You Answer Questions, may quell
your concerns of the unknown. If you are going to be presenting on a video
call, most of the above sections still apply, but you will want to check out
some confidence-building suggestions specific to presenting online in
Section 5, How You Present Virtually.
 SECTION 1:
PREPARATION
 

 
(BEFORE YOU PRESENT)
 
 
 #1 FOCUS ON GIVING A GIFT
 
Imagine giving your audience a gift and visualize them responding
positively.
See your presentation as a gift you are giving to the audience. You are
giving them a gift that could help them change what they might think, feel,
or do. Be like a parent who can’t wait for his or her children to open their
birthday gifts that were carefully selected just for them. Make your
presentation about the audience, and make it a gift that you can’t wait to
give them.
When you imagine giving the audience a gift, you make your presentation
more about them than about you. You take your focus off yourself and put it
where it belongs, on your audience.
 #2 GET EXCITED!
 
Several experiments have shown that telling yourself to get excited rather
than telling yourself to relax can improve your performance during anxiety-
inducing activities such as public speaking.
In one experiment, participants were told to prepare a persuasive public
speech on why they would be good work partners. To increase anxiety, a
researcher videotaped the speeches and said they would be judged by a
committee. Before delivering the speech, participants were instructed to say,
‘I am excited,’ or ‘I am calm.’ The participants who said they were excited
gave longer speeches and were more persuasive, competent and relaxed
than those who said they were calm, according to ratings by independent
evaluators. (Brooks 2013)
There are several ways you can get excited shortly before speaking:
Verbalization: Say, with feeling, “I am excited!” and try other phrases,
such as “I can’t wait to give them my message!” or “I’m about to change
their lives!” Speak your first few sentences with power. You can verbalize
in your mind, if not out loud.
Visualization: Visualize yourself as excited and dynamic before an
audience. And visualize your audience as engaged, leaning forward.
Physical action: Get your heart going on purpose! Jog in place. Breathe
more deeply and faster, like you are about to dive into water. Stand tall with
excitement.
Music: Listen to upbeat music.
 #3 REMEMBER THAT YOU
WON’T DIE
 
What are you afraid of? Forgetting your material? Passing out? Saying
something unintelligent? Being judged?
You might feel like you will “die,” but you won’t.
Try to identify your own “worst-case scenario,” then (although it’s highly
unlikely that it will come to pass) make a hypothetical plan in your mind for
what you will do if it actually happens (again, it almost surely won’t, but
that’s not the point here).
Visualize your worst fear taking place. What’s the very worst that can
happen?
What will the consequences be? And, most importantly, what will you do?
In dealing mentally with the worst-case scenario, you can take comfort in
knowing that you have a back-up plan (even though you won’t need it), and
you’ll also realize that this scenario is likely not a career-ender and won’t
ruin your life. You may be uncomfortable for a few minutes. That’s it.
Remember that you won’t die.
You will be OK, no matter what.
 #4 REFRAME FAILURE AS
LEARNING
 
Reframe potential (or actual) failure as a learning experience. At the very
least, you will learn something to help you do better in the future.
For example, let’s say you thought spending hours memorizing your
presentation would be a good idea. Then, during your presentation, you lost
your train of thought (maybe it actually left the station), and since you had
never practiced another way of saying something, you were completely
flustered as your mind flailed about trying to get back on track.
A fail AND a learning experience.
You learned that memorizing your presentation, aside from taking a lot of
time, also ran the risk of causing you to “blank out” during your
presentation.
Next time, you might try a different approach, such as speaking from an
outline.
 #5 JUST BREATHE
 
Tension constricts your breathing, tightens your throat, and makes your
voice sound stressed. Shallow breathing can make you feel nervous.
A quick trick to gaining control is to use some variation of tactical
breathing, employed by armed forces and others in high-stress situations to
activate a relaxation response. It is a simple four-step process that you can
do in 16 seconds: Breathe in through your nose for a count of four, hold
your breath for a count of four, exhale through your mouth for a count of
four, and hold your breath again for a count of four. Repeat the cycle as
many times as necessary.
Just breathe.
 #6 PRACTICE POWER POSING
 
You can change your body language to change your emotional state,
according to researcher Amy Cuddy. “Power posing,” standing or sitting in
a posture of confidence, causes you to feel and to be perceived as more
confident (Cuddy 2012).
Confident postures are expansive: wide stance, chest up, chin up, arms
taking up space.
So, head to the restroom before you speak and strike a high-power pose for
a couple of minutes (Superman, or arms up in a victory pose) and start to
feel more confident.
Bonus tip: say some positive affirmations as you are holding your power
pose, such as, “You are smart. You are powerful. You can make a
difference.” You can say them silently in your mind if you are concerned
about being overheard.
 #7 TAP INTO A PAST SUCCESS
 
Recall a past success, a time in which you felt mastery and confidence.
Create a vivid picture, like a movie in your mind of that past success. Tap
into those emotions. Then imagine yourself presenting with the same
emotions. Give that experience and the emotions a trigger word, such as
“confident” or “success.” Then, close to your presentation time, say the
word and feel those emotions again.
Another way to tap into past success is to have a “success folder.” This can
be a physical folder that you pull out that contains memories or mementos
of past successes. It also can be a virtual file, one that you keep on your
computer. Recall the feelings of success and accomplishment, and know
that you can be successful in your presentation too.
 #8 LISTEN TO UPBEAT MUSIC
 
Music is known to affect productivity, learning, and energy levels, and it
can also affect your confidence. In one study, researchers tested clips from
31 songs and found that music with a heavy bass, such as Queen’s “We Will
Rock You” and 2 Unlimited’s “Get Ready For This,” made people feel more
powerful (Hsu, et al. 2014).
Consider having a bass-heavy confidence playlist that you can listen to on
your commute, while getting ready, or even shortly before you speak.
 
 #9 GET PHYSICAL
 
Get rid of some of your nervous energy while also increasing your energy
level by jumping up and down a few times in private.
Also, do some stretching and facial warm-ups.
Tall stretch: With feet a shoulder-width apart, and without bending, raise
one arm straight up, reaching as high as you can for about 4 seconds, and
then do the same with the other arm. And then raise both arms together as
high as you can. Stretch a little higher and then rotate your arms and
shoulders outward as you pull your arms back and down, with your elbows
leading the way down.
Neck stretch: Hang your head to one side, with your ear toward your
shoulder (shoulders down), and then breathe and relax into the stretch.
Repeat on the other side.
Facial warm-up: Smile big a few times, wiggle your lips around, and stick
your tongue out! Again, you probably want to do this in private.
 #10 GET OUTSIDE
 
If you feel your confidence spiraling down, get outside—literally outside or
just outside of your head for a couple of minutes. Take a mental break and
release some tension through physical movement or a change of scenery
(look out a window or gaze at a picture of nature on your computer).
Even small actions, such as crumpling up a paper and throwing it in the
trash, get you outside of yourself, interrupting anxious feelings and helping
you gain a sense of control.
A final “get outside” tactic is easy and fun: watch a clip of your favorite
funny show or a cute cat video. Smile. Breathe.
 #11 PRACTICE GRATITUDE
 
Take a few moments to be grateful for the opportunity to present, with
statements like the following (add more that apply to your situation):
“I am thankful for the audience’s time and attention.”
“I am thankful for the knowledge and insight I can share.”
“I am thankful for the unique gifts I bring to the presentation.”
Your positive, grateful thoughts can displace negative, anxious thoughts.
 #12 DRESS FOR CONFIDENCE
 
A little forethought on your presentation attire can lead to clothing choices
that will boost your confidence. Not only does clothing affect how others
will perceive you, but it also affects how you think about yourself.
Remember when you dressed up in a costume as a kid (or maybe even as an
adult)? Didn’t you feel as if you embodied some of the characteristics of the
type of person who would wear the costume? Didn’t you feel more
powerful as Wonder Woman or Superman?
If you know you will be presenting, plan your outfit to be comfortable (not
the time to wear new shoes) and to be something that you feel brings out the
best in you (good color, good fit, makes you feel powerful). You also want
your attire to be appropriate to the setting and to the audience. If you will be
wearing a lavalier microphone that clips onto your shirt or jacket, consider
how any jewelry that you are wearing might cause an audio problem if it
hits the microphone. If the lavalier microphone is wired, make sure you
have a pocket, belt, or waistband on which to place the transmitter.
If you are giving a short-notice presentation, make do with what you have
(keeping back-up clothing or even just a spare jacket in the office makes it
easy to upgrade your outfit), and check in a mirror that you look well-
groomed. At least polish the scuff off your shoes.
If you will be seated in front of the audience (such as a panel might be),
consider how you will look seated (no short skirts!).
 #13 REMOVE YOUR NAME
BADGE
 
At conferences and some other events, you are given a lanyard with your
name on it (or, at some events, you may have a sticky-back name tag). If
you are a speaker, remove your name badge before you speak. Here are a
few reasons why:
It looks terrible (messy, distracting).
Nobody can read it from a distance.
The audience already knows who you are (you were
introduced, right?).
It might cause audio problems if the lanyard hits the
microphone.
The plastic name badge holder can reflect a glare into the
audience.
 #14 PRACTICE TONGUE
TWISTERS
 
Part of being heard and understood is based not just on volume but on how
clearly you speak. You might have to slow down a bit to clearly enunciate.
A great way to practice enunciation, and to loosen up your tongue, is to
recite tongue twisters. Give special attention to the articulation of
consonants. The clarity of speech depends greatly on the clear articulation
of consonants. Be precise with your consonant sounds. Crisp. Move your
lips.
Try saying these tongue twisters five times each:
Peter Piper picked a peck of pickled peppers
Red leather, yellow leather
She sells seashells by the seashore
Unique New York
Crisp crusts crackle crunchily
Toy boat
 #15 DO SOME VOCAL WARM-
UPS
 
Warm up your voice to sound your best and to protect your voice.
Warm-up 1: Yawn. Open your mouth wide and make a big, satisfying
yawn.
Warm-up 2: Lip buzz (make the motorboat sound).
Warm-up 3: Hum a song.
Warm-up 4: Sing the Do-Re-Mi song (or any song that you like and know
well).
Warm-up 5: Perform a vocal slide a few times (with your mouth open,
sing “ah” as you slide from a comfortably low note to a comfortably high
note and back down. Repeat this, trying to extend your range a little bit,
going a little higher and a little lower).
 #16 CREATE A 5-MINUTE
SPEAKER WARM-UP
 
All performers, from athletes to entertainers, know that a warm-up is
essential to peak performance. As a speaker, your warm-up can be both
physical and mental. You may be able to fit in a warm-up (or parts of a
warm-up) in your car on the way to a local event, in your hotel room, or in a
restroom.
Here is a sample warm-up consisting of three stages: tension reduction,
vocal exercises, and mental preparation.
Stage 1 (1.5 minutes): tension reduction
Tactical breathing, four sets (#5)
Stretching (#9)
Stage 2 (1.5 minutes): vocal exercises
Sing a song, such as the Do-Re-Mi Song (#15)
Perform a vocal slide a few times (#15)
Recite some tongue twisters (#14)
Stage 3 (1–2 minutes): mental preparation
Assume a power pose and repeat affirmations (#6)
 #17 YOU ARE THE EXPERT
 
Have you ever felt like a fraud? An imposter?
Maybe you normally don’t, but when speaking, the imposter syndrome
creeps up on you.
The imposter syndrome is a psychological term in which you believe that
you are not as competent as others perceive you to be. You may feel that
presenting in front of others will expose you. Self-doubt rears its ugly head.
Expertise is relative. You probably do have more expertise on what you are
talking about, in your particular area, than most people in your audience.
Plus, the audience perceives that you are a credible authority on your
subject simply because you are the one speaking. As an expert, you are
presenting to help them to make a decision or to make a change.
Remember that you are the expert.
 #18 THEY DON’T KNOW WHAT
YOU WILL SAY
 
The audience doesn’t know what you are going to say. They didn’t see your
speech notes. They won’t notice if you say something different than you
planned. They won’t notice if you forget large portions of your presentation
or add content, if it isn’t too obvious to them. Sometimes, the “mistakes,”
the ad-libbed additions or deletions, can even improve your presentation.
If you realize that you have made a “mistake,” don’t tell on yourself by
apologizing (unless it is a factual error) or by grimacing. Just go on as if
that was the way you planned to say it all along. The audience likely will
never know.
 #19 CREATE A CHECKLIST
 
Do you use checklists? Do you use them for packing, for grocery lists, for
your work? Do you use them for presentations?
Checklists can save you from speech disasters. Checklists can include “Plan
B” items, such as speaker notes, in case your PowerPoint fails.
The most useful checklist to start with is a list of what to bring to a
presentation. Your presentation needs may differ, but here are some basic
checklist items:
Cell phone number of the meeting contact
Address and physical map to location
Meeting/event schedule
Speaker introduction
Speaker notes/outline
Phone/wallet/purse
Water bottle
Props
Handouts
Equipment: Computer, cord, presentation on flash drive,
remote
Extra batteries (for remote)
As you present more often, you can add to your checklist for your specific
presentation needs. For example, if you are hosting your own events and
have anything available for sale, there will be checklist entries for the sale
items and for processing the sales.
 #20 BRING A WATER BOTTLE
 
Bring a water bottle to your presentations, and place it where you can
access it during your presentation. The venue may or may not have water
available in the room, and even if it does, it will probably be in the back.
Imagine the discomfort of presenting with a tickle in your throat as you
gaze longingly at the water in the back of the room.
Options to the plastic water bottle include using a glass or using a reusable
water bottle. If a glass is available, you can fill it at the water station, but
also have your water bottle available to refill the glass, if needed.
While a water bottle may not be as elegant as a glass for water, it does have
a couple of advantages:
If you keep the lid on, you can’t accidentally knock it over and spill water
on your notes or on the floor.
If you need a little extra thinking time while presenting, then pausing,
unscrewing the lid, and taking a sip will give you a few seconds to collect
your thoughts.
 
 #21 HAVE A BLANK-OUT
RECOVERY PLAN
 
The dreaded blank-out, the fear of completely forgetting what you are going
to say, is probably one of the biggest fears in public speaking. It can happen
if you haven’t prepared adequately, but it also can happen even if you have
been diligent in your preparation. You can reduce the likelihood of blank-
outs through various presentation practice techniques, but having a blank-
out recovery plan can greatly reduce your anxiety, and you may be able to
recover without your audience even realizing that you had a memory lapse.
Blank-out techniques include pausing, rewinding (repeating the last
sentence or phrase), fast-forwarding (jumping ahead to content you
remember), taking a sip of water, checking your notes, going to the next
slide (if using presentation slides), smiling (smile like you have a secret—
you will look confident, and the audience will be anticipating your next
phrase almost as much as you are), using back-up content (a short, relevant
anecdote), and getting the audience involved (an activity, or a Q&A
session).
Proactively practice a “Blank-Out” Recovery Plan, such as this one:
Step 1. Stop talking.
Step 2. Pause/get a sip of water.
Step 3. Scan notes for next thought.
Step 4. Decide on what you will say next.
Step 5. Look up and make eye contact.
Step 6. Start talking.
 #22 USE POWERPOINT WITH
CONFIDENCE
 
If you are using PowerPoint, Keynote, or some other similar visual
presentation aid to support your points, you can do so with confidence with
the following tips:
Simplify. Simplify your slides to the minimum content to get your point
across. Too much information can cause confusion. One slide for one idea.
Rehearse. Rehearse at least the day prior and then run through your slides
at the meeting venue to make sure they work as you expect.
Consider using a confidence monitor (a large video monitor on the floor
that allows you to view your slides, without turning away from the
audience), or if you are presenting with a computer, the computer screen
can be your confidence monitor. If you must turn to look at the slides, pause
while you look back—and then turn back to the audience, make eye
contact, and speak. DON’T READ YOUR SLIDES.
 #23 CREATE TECHNOLOGY
BACK-UP PLANS
 
You will face technology failures at some point.
Always assume you will have a technical failure. You can mitigate some
technology risks by keeping your presentation simple (if you don’t need to
interact with live web pages, don’t!). You can also reduce your risk with a
back-up plan.
Have one or more back-up plans and a general approach in place to
overcome technology failures.
For example, if you use your slides to prompt you, and your slides don’t
work, what will you do? Freak out because you don’t know what to say
next?
No. Not if you created a back-up plan and have a printed presentation
outline (or a printed copy of your slides, several to a page) so that you can
present without the slides. If there are slides critical to the audience’s
understanding of your content, you can create handouts of that information.
 #24 HAVE A TECH FAILURE
RECOVERY PROCESS
 
In addition to one or more back-up plans, you can have a technology failure
recovery process, much like a blank-out plan (#21):
Take a deep breath. Don’t let panic set in. You’ve got this.
Calmly acknowledge the problem. “Unfortunately, my slides
aren’t working.”
Perhaps interject some humor with a one-liner (such as
“Reality continues to ruin my life.”—Bill Watterson,
cartoonist, Calvin and Hobbs).
Ask for help (if you can’t solve the problem in about 30
seconds).
Consider stalling while the tech failure is addressed by
conducting an audience activity, such as allowing time for a
partner discussion related to your topic or holding an
impromptu Q&A session.
Focus on your message, even without the technology you planned on using.
The “show must go on.”
You will look extremely confident when you can give the appearance that
you are a true professional, ready for anything!
 #25 REVIEW THE MISSION
STATEMENT
 
It can boost your confidence when your presentation connects with the
organization’s mission statement, a statement that an organization uses to
explain its core purpose and focus.
Reviewing the organization’s mission statement (and perhaps the vision
statement and the value statements) will focus your thoughts on the larger
purpose that your presentation might have to connect with the audience.
You also can highlight how your presentation is relevant to the
organizational statement.
For example, LinkedIn’s mission statement is: “To connect the world’s
professionals to make them more productive and successful.” If you were
speaking at a LinkedIn event, you could tie into three ideas: connecting the
world’s professionals, making the world’s professionals more productive,
and making the world’s professionals more successful.
 #26 CREATE QUICK CONTENT
THAT CONNECTS
 
If you have a short-notice presentation, you quickly can create additional,
relevant content that connects with your audience. Here are a few ways to
do that:
Review the organization’s website, particularly the “about” page. Can you
connect with their mission? Their vision? Their values?
Consider “newsjacking” by including content that is relevant because it is
in the news (but not controversial).
Search online for a relevant quote.
Quote someone in the organization. Make sure to get their permission to
quote them, if the quote isn’t already on the organization’s website.
Use observational humor. When you reference something that is part of
the event or everyone’s experience, it can bring everyone together and make
your content “fresh.” If you are referring to something that everyone can
relate to, you will probably start out with, “Did you ever notice … ?”
 #27 MANAGE TIME WITH
FLEXIBLE CONTENT
 
Has this ever happened to you? You are told you have a specific amount of
time for a presentation, say 20 minutes, but then your time gets cut
significantly to as little as 2 minutes. Or maybe you are asked to speak for
longer than your originally allotted time. Either situation can create
frustration and even panic.
The solution is two-fold:
1: PREP a much shorter presentation variation (Gilbert 2013):
Point: State your main point.
Reason: Give a reason.
Example: Provide an example (or evidence).
Point: Restate your point.
If you have more time, you can repeat the PREP format for additional sub-
points.
2: Have ideas for additional content. If your presentation time is
extended, be prepared with a story, additional examples, an audience
activity, or a plan to move into Q&A.
 #28 NAIL YOUR OPENING:
FOCUSED PRACTICE
 
Often the most challenging part of a presentation is the very beginning.
After a few minutes of speaking, most speakers feel more relaxed. Spend a
few minutes nailing your opening with focused practice.
Practice your opening lines (the first 30–60 seconds) in a manner as close
as possible as to how you will be delivering them. This means to:
Practice out loud. It’s the only way you will discover if certain phrases
will trip you up. Keep your opening simple. You don’t want any big words
or complicated phrasing to tangle your tongue.
Practice standing up (unless you will be presenting from a seated
position).
Practice without notes. Even if you are going to glance at notes during
your presentation to keep yourself on track, don’t deliver your opening (or
closing) with notes.
Then, record yourself on video (prop up your phone if you don’t have a
tripod). Watch the video, pick one or two things to improve (e.g., smiling at
the start, pausing before you speak, looking at the audience and not at the
floor, etc.). Record and watch your opening again. You can do this in less
than 5 minutes! If you have a little more time, do the same thing with your
conclusion. Make a great first impression and leave them with a lasting
message through focused practice.
 #29 GET THERE EARLY
 
There is little that is more stressful or confidence-crushing than the panic of
arriving late to an event. Don’t be late. Don’t even be on time. Be early.
As humans, we tend to be optimistic about our plans and not to allow extra
time for the myriad of distractions and delays that can occur.
The secret is MARGIN TIME. Allow extra time for everything.
Create your arrival plan with a lot of margin, adding in extra time for
traffic, parking, finding the venue, setting up equipment, using the
restroom, checking in with the meeting planner, and more.
The closer the venue is, the more likely you may procrastinate about your
arrival. That meeting down the hall—just a snap, right? Oh, someone
stopped you on the way, with something that couldn’t wait. Did you forget
your notes? The handouts? The restroom stop?
When you arrive early, with extra margin time, you can be more relaxed, do
your pre-presentation rituals for warming up, and have time to meet some
audience members.
 #30 MEET THE AUDIENCE
 
If you arrive early, you will have the opportunity to meet audience members
who also arrived early. You can walk around the room or even greet people
as they walk in. This offers you some tremendous advantages, even if you
only spend 5 minutes getting to know your audience:
You will make people feel special when you take the time to
introduce yourself. They will like you more because of it when
you present.
You can get a feel for audience members who are more likely
to be volunteers for activities (and you may even ask them
ahead of time if they would be willing).
You can get additional information to tailor your content. You
can ask questions related to your content, such as “What do
you hope to gain from this presentation?” or “What would be
most useful to you right now regarding [your topic]?”
You will feel more comfortable speaking to an audience where
you don’t feel that everyone is a stranger. You can make more
meaningful eye contact during your presentation with the
people you connected with prior to your presentation.
 #31 GO TO THE RESTROOM
 
Many people suffer from what I’ll unscientifically call “nervous bladder,”
where they feel the urge to relieve themselves before presenting. Allow
yourself some extra time in the restroom, as long as you are there to:
Power pose
Jump up and down to increase energy
Check your appearance and tidy up
Run through your opening lines
Mentally get excited about giving the audience a gift
A few warnings:
If you have already been mic’d up, make sure the microphone
is OFF!
Check that you aren’t trailing toilet paper as you leave.
Remember your phone or anything else you came in with.
 #32 CARRY A SPEAKER “KIT”
 
Aside from having a checklist and back-up equipment, having a speaker kit
in a small bag can help with life’s little challenges:
Extra AAA batteries for the presentation remote
Extra external phone battery, computer charger, extra cord
For notes: pens (a couple), a small notebook
Promotional items: business cards, press kit
Clothing touch-up items: travel-size lint remover, stain
remover pen, Sharpie marker (great for touch-up on black
shoes and for general marking or for autographing books),
microfiber cleaner cloth (for eyeglasses or shoes), clear nail
polish (for nylon runs), safety pins
Health items: aspirin/ibuprofen, cough drops/throat lozenges,
small hand sanitizer, adhesive bandages (Band-Aids), protein
snack
Personal care products: comb, nail clipper, nail file, dental
floss, travel-size toothbrush and toothpaste, breath mints, lip
balm, touch-up makeup items
Multi-purpose tool, credit-card size
Duct tape (you can wrap some around a business card)
Items that are specific for your needs!
 #33 TIME YOURSELF
 
There are typically two main reasons that speakers go longer than the
scheduled time. The first is that prior agenda items went longer, throwing
off the entire schedule. And the second is that you, as a speaker, went too
long.
In the first instance, where the event schedule is behind, all you can do is to
cut your presentation time or to speak at another time, if possible. You did
create flexible content, like in tip #27, right?
The second instance, where you as a speaker go longer than your allotted
time, is simply not acceptable. Going too long is disrespectful of everyone
else’s time. You don’t want to be THAT presenter—the long-winded
speaker who creates time problems for speakers after you—do you?
If you have practiced your presentation (which you should have), you will
have an idea of how long it goes. During your actual presentation, it may go
faster or slower depending on several factors, such as audience questions or
if you go into more or less detail than during your practice sessions.
The solution is to check the time, more frequently near the end, and to
adjust your content. There may be someone designated as a speaker timer
who will indicate time remaining. Do not rely on your speaker timer. They
make mistakes, or you may misunderstand the time signals. Even the clock
in the room may be wrong. Bring your own timing device: a watch on the
lectern, or my favorite, an app for your phone or tablet that simply tells the
time without going dark. I’ve used Big Clock HD for years. All it does is
tell the time in a big digital display that doesn’t go dark.
 #34 BE MORE CONFIDENT IN 10
SECONDS
 
Below are five steps you can take in the 10 seconds before you open your
mouth to speak. Steps 1–3 can be done while walking up to speak, or in
combination with steps 4 and 5:
1. Breathe. Take a deep, calming breath. Remember, your brain needs
oxygen!
2. Stand tall. Good posture not only helps with your breath support while
you speak, it also makes you look more confident. I use a “string theory” to
quickly improve my posture right before I speak. I imagine a string being
pulled from the ceiling that connects the top of my head to my chest to my
pelvis. Try it right now! It even works when you are sitting.
3. Mentally rehearse your opening sentence or two. Your opening should
be ready to charge out of the gate with power.
4. Eye contact. Look at your audience for a second or two, with the attitude
of “this is a gift I’m giving to you” and a pleasant expression. Connect with
their eyes. A confident speaker looks into the eyes of his or her audience.
5. Smile. As you continue for a couple more seconds with eye contact and
before you speak, turn your pleasant expression into a broad, warm smile,
the genuine kind that crinkles your eyes. A smile is a magnet to your
audience.
And then, deliver your opening lines with confidence!
 SECTION 2:
HOW YOU ARE SEEN
 

 
(BODY LANGUAGE AND FACIAL
EXPRESSIONS)
 
 #35 STAND TALL
 
If you are like many people who sit (or more correctly, slouch) at a
computer or look down at a phone, your posture suffers. Stand tall when
speaking and reap the benefits of good posture.
Good posture:
Increases your confidence. Remember power posing? The
open, powerful pose of head up and shoulders back can make
you feel more confident.
Makes you appear more confident, like a leader. In nature,
submissive animals make themselves look smaller and
dominant animals expand and make themselves look bigger.
Makes you more attractive (which also boosts your self-
image). Good posture is a quick way to look slimmer, too!
Makes you look more alert, engaged, and interested. No
audience member wants to feel like you don’t care.
Gives your voice better breath support.
If you tend to hunch your shoulders, you can do some stretches to open up
your chest, or do simple shoulder lifts (lift your shoulders toward your ears
as you inhale and roll them back as you exhale).
You also can practice good posture by pretending that you are like a puppet,
with strings pulling at the crown of your head, elongating your spine, with
your shoulders rolled up and backward.
 #36 STOP PACING
 
You’ve probably seen tigers and bears at a zoo pacing from one end of their
enclosure to another. You don’t want to look like a caged animal, do you?
While strategic movement (#37) can engage your audience, pacing back
and forth or swaying can make you look nervous.
Instead of pacing, practice a base position: feet planted about shoulder-
width apart, one foot slightly in front of the other. Curl your toes to grip the
ground to remind yourself that you are planted.
If pacing is a problem for you, try this approach:
1. When you begin your speech, you can stand in front of your
audience, centered. Plant your feet and curl your toes.
2. After your introduction, walk to one side of the audience, then
plant your feet and curl your toes at the start to speak to that
side for your first point (or a few minutes).
3. After a few minutes, or for your next point, walk to the other
side of the audience, then plant your feet and curl your toes
again at the start.
4. Return to the center occasionally, for telling a story, and for
your conclusion.
 #37 MOVE STRATEGICALLY
 
Practice your presentation with strategic movement, instead of pacing,
swaying, or meandering meaninglessly. Confident speakers move
strategically.
Move to your point. For example, on a large stage, you might start your
presentation in the middle, then walk to one side for your first point, walk
to the other side for your second point, and then return to the middle for
your third point, and so on, returning to the middle at the end. Just as
starting a new paragraph in an essay creates visual space, you can create
space for your audience to absorb your material.
Step forward (or lean forward) when delivering key points. If not
overdone, it can signal to the audience that you are about to say something
important.
Use the stage as a timeline. You might also use the stage as a timeline,
walking to your right (the audience’s left) for the past, then walking to the
middle for the present, and finally walking to your left (the audience’s right)
for the future. When you are practicing, you may need to place paper on the
floor to remind you which direction is past and which is future, as your
perspective is the opposite of the audience’s perspective.
Move to tell a story. Imagine the stage like a scene, with scene elements
that stay in the same place. If you are talking to someone on your right, they
shouldn’t magically switch to your left.
Clarify speakers in a story with dialogue. Use a subtle shift in stance to
indicate different speakers in a two-person dialogue, pivoting your body
about 45 degrees from center, to the left for one speaker and to the right for
the other speaker.
 #38 MAINTAIN OPEN BODY
LANGUAGE
 
Open body language does double duty. It inspires trust and it makes you
look more confident.
Examples of open body language:
Uncrossed legs. (Crossed legs also create an unstable stance.)
Open arms. (Not arms crossed in front of your chest, and not
with hands crossed in front of your groin, the “fig-leaf”
position.)
Upward or vertical, open palm gestures. (Open palms signal
that you have nothing to hide. Upward-facing palms are
inviting, while using downward-facing palms makes your
audience feel dominated. Downward-facing palms, which are
commanding, can be effective when you want someone to stop
talking, or when you want to mitigate a tense situation. Just
make sure to keep your fingers slightly separated so that you
don’t look like you are giving a Nazi salute.)
Hands visible. (Not in pockets, not behind the back.)
Front of the body facing the audience. (Avoid turning your
back to the audience.)
 #39 COME OUT FROM BEHIND
THE LECTERN
 
Lecterns* are good for holding your speaking notes, but don’t let yourself
get trapped behind the lectern if you can avoid it. Not only does speaking
behind a lectern typically reduce your energy and constrain your gestures (it
is so tempting to grip the lectern!), it also is a barrier between you and your
audience—a physical barrier that becomes a psychological barrier. It can
seem like you are hiding from your audience. And, if you are short, your
audience may not even see you!
If possible, request a lavalier or non-fixed microphone so that you can move
away from the lectern, even if it’s only for short periods when you have a
particularly important point, or when you are telling a story.
If you are projecting slides from a computer set on the lectern, use a
presentation remote so that you can move around.
*The term “lectern” is often confused with the term “podium.” You stand
behind a lectern. You stand on top of a podium, a raised platform. It can
help to remember that the root word of podium is “pod,” which means
“foot” (as in podiatrist, a foot doctor).
 #40 LEAN IN
 
If you lean away from a person, or an audience, while you are speaking
with them, it sends the signal that you want to get away (definitely not
confident) or are disinterested.
Instead, lean in slightly (with a slight bend from the waist, not by hunching
your shoulders).
You can also lean forward when delivering key points (#37). When you lean
in, it’s like when you lean in to tell a secret to another person. People will
pay attention.
If you want your audience to buy into you and what you are saying, lean in.
 #41 MOVE TOWARD THE
AUDIENCE
 
Like leaning in, moving toward your audience creates a closer connection.
When you move forward, you also signal confidence. This signal notifies
everyone that you are not afraid to approach your audience.
Usually, you will start a presentation in the middle of a presentation area, or
even slightly toward the back. As you progress in your presentation, you
can move closer to your audience.
Some common presentation situations for moving toward the audience:
To emphasize a point.
When telling something “from the heart.”
When inviting the audience to engage or interact with you
(often combined with an open-handed palm up gesture).
When giving an aside to the audience as you act out a story
(i.e., “breaking the fourth wall” in the theater). You step
forward to give the aside and then step back to continue the
story.
 #42 USE NOTES CONFIDENTLY
 
You can use notes with confidence, in most situations:
Skip the note cards. It’s too easy to drop them, fidget with
them, or wave them around. Plus, your writing may be too
small. Use a full or half-sheet of paper. If using a full sheet,
you can place it in a plastic sheet protector (ideally non-glare),
so that the sheet can be easily found if in a pile with other
papers.
Use an outline, not a script. Don’t worry about the exact
wording.
Use a large font. You need to be able to glance at your notes
and pick up the next thought without struggling to read tiny
print.
Number and slide. If you have multi-page notes, number
them, put them in sheet protectors, and practice unobtrusively
sliding them instead of flipping them.
Set your outline where you can easily see it, such as on a
small table to your left or to your right. Try not to make your
notes a barrier.
Talk to people, not to paper (#61).
 #43 SHAKE IT OFF
 
Before or during a presentation, adrenaline may cause your hands or knees
to start shaking, making you feel even more nervous because you are
worried that people will notice. Most people won’t. Most people just aren’t
that observant. Here are some in-the-moment techniques to stop shaking:
Breathe. The quickest way to mitigate this shaking or trembling reaction is
to pause and practice tactical breathing, even just for a few seconds. Pause
and take a deep breath. Exhale. (#5)
Move. Move to another area as you pause (and breathe) to make another
point or move to another thought. (#37)
Take a sip of water. This will make you pause, move, and breathe! (#20)
 #44 USE DESCRIPTIVE
GESTURES
 
Don’t stand as still as a statue, in a “freeze” position. Being overly still and
not moving your hands can indicate insecurity. Instead, use your hands with
confidence to:
Indicate size. Spread your hands apart to show size, or use one hand, palm
down, to indicate size/height. Use fingers to indicate something small, or a
part of something else.
Depict shape, the flow of movement, or location. Point to show a location
or position such as up or down (but don’t point at people, #45). Get in the
habit of gesturing with an open palm and not your index finger.
Show a count. Use fingers to indicate a count or a list of five or fewer
items, such as using three fingers for the number 3. If using your right hand,
gesture the count with the back of your hand facing the audience (so the
count will be from the audience’s perspective).
Compare. Compare two things, using one hand, cupped and palm up, on
one side of your body, and the other hand in the same position on the other
side of your body. For example, when comparing cats (right hand goes to
the right side of your body, cupped and palm up, which is now your “cat”
gesture) and dogs (left hand goes to the left side of your body, cupped and
palm up, which is now your “dog” gesture), you establish the connection
first … then when you refer to cats again you make the “cat” gesture on the
right and when you refer to dogs again you make the “dog” gesture on the
left.
 #45 DON’T POINT AT PEOPLE
 
How do you feel when someone points at you? A bit uneasy, right?
Pointing your finger at someone is an aggressive gesture, considered rude in
most cultures. It may feel confident to you, but it comes across as
aggressive. Instead of pointing, gesture toward your audience or audience
members with an open, upward-facing palm.
While it is OK to point at objects, to develop the habit of not pointing at
people, avoid pointing at anything. Just always use an open hand gesture to
indicate a direction or location.
 #46 MORE GESTURES TO AVOID
 
A few other gestures to avoid:
Wringing your hands (or moving a ring on your finger) =
nervousness.
Touching your clothes, your jewelry, your glasses, your hair, or
your face (should be avoided unless you really do need to
adjust something). These are self-soothing gestures that people
do when they are nervous.
Playing with a pen or remote or jingling coins in your pocket.
These are other examples of nervous gestures. Generally, it is
better not to have anything in your hands.
Excessive steepling (when you place the fingertips of both
hands together so that the hands resemble a church steeple).
Too much steepling can make you look arrogant, especially if
your head is tilted back, but in small doses it can make you
seem wise, thoughtful, and confident.
Repetitive gestures, such as chopping or slicing the air. You
might not even know you do these gestures if you haven’t
watched a video of yourself speaking.
Culturally inappropriate gestures. Some gestures may be
offensive in other cultures. My suggestions here are for
American audiences. If you are speaking cross-culturally, do
your homework.
Any gestures that seem unnatural.
 #47 USE EMPHATIC
(EMOTIONAL) GESTURES
 
For particularly passionate parts of your presentation, consider adding
emotional emphasis with gestures such as:
The closed, pumping fist to express anger (or excitement,
depending on your words, voice, and facial expressions).
The “from-the-heart” gesture, using one or both hands,
drawing them toward your upper chest (or even touching your
upper chest), palms facing in, to indicate that something
matters.
Rubbing your hands together (on purpose, not as a self-
soothing gesture) can indicate excitement and expectancy (if
done quickly) or expectation of self-gain (if done more
slowly).
 #48 PROMPT YOUR AUDIENCE
WITH GESTURES
 
You can use gestures to encourage your audience to respond to a question,
to agree with you, or to focus on what you want them to by:
Raising your hand when you ask the audience a question, while
asking them to raise their hands (“Raise your hand if you …”).
By raising your hand, you encourage your audience to mimic
you. Monkey see, monkey do.
Extending one hand forward, palm up, to encourage audience
members to respond (you are indicating that you are giving
them a turn to speak).
Presumptively smiling and nodding your head to encourage
agreement, while saying something like “Wouldn’t you agree
…”
Pointing at and looking at what you want your audience to
focus on. If you want to draw attention to a specific element of
a presentation slide, for example, point directly at it while also
looking at it. Your audience will follow your eyes and your
pointing gesture.
 #49 PROMPT YOUR MEMORY
WITH GESTURES
 
You can use gestures to help you learn and remember your presentation and
to help your audience understand and remember your message.
Numerous studies have shown a positive effect in using gestures to encode
memories (get them into your memory), to retrieve memories (recall them),
and to decode information for the listener (i.e., help your audience
understand the information). Spontaneous, unplanned gestures can enhance
your language production, but specific, defining gestures can enhance
memory (Cook, Yip and Goldin-Meadow 2010).
For example, if I am making three points about public speaking, I might
have these points and the following gestures:
Focus on your audience (gesture: looking through a circle formed by a
curved thumb and fingers)
Internalize your material (gesture: pat upper chest)
Tell a story (gesture: hold hands like an open book)
A note of caution: gestures, even if planned, must flow naturally as you
speak. Practice and video yourself.
 #50 GESTURE IN THE ZONE
 
The gesture zone varies.
If you are speaking on video, the gesture zone is very small if you are a
“talking head” and only visible from your chest up. In that case, you will
want to have minimal gestures. Avoid having your hands flash in and out of
the video.
If you are in a conference room with a small audience, and you are standing
to present, your gestures should stay within an imaginary sweet spot, the
zone from the top of your chest to the bottom of your waist. But, avoid “T-
Rex” arms. If you leave your arms in front of you for an extended time with
your elbows bent at 90 degrees, you look a little like a Tyrannosaurus rex
dinosaur with its ineffective, puny arms. If you are at a loss as to what to do
with your hands, just drop them to your sides for a few moments.
If you are on a large stage, your gesture zone (and body movement) can be
larger. Use the stage to connect with your audience.
Of course, consider your audience and the occasion when making gestures.
More restrained gestures are more appropriate in some cultures and for
some occasions.
 #51 USE A PROP
 
A prop used well makes you look more confident and can make you and
your concepts more memorable.
Considerations for prop use:
Relevancy—Is it just a gimmick?
Visibility—Is it large enough?
Simplicity—Is it easy to use?
Suitability—Is it appropriate for the audience?
Replaceability—Is it irreplaceable, or difficult to replace?
Cost—Is the cost justified?
Transportability—Will you regret that large prop?
Timing—Do you reveal the prop at the appropriate time (not
before you need to and not after it is needed)?
Practice—Did you practice, practice, practice?
 #52 DRAW A DIAGRAM
 
Look like the smartest, most confident, and most helpful person in the room
when you illustrate your concepts.
A few easy tips:
Use primarily black markers on whiteboards. They are the
easiest to read. Blue, green, and red also are usually easily
seen.
Have an extra black marker, in case the first one runs out of
ink.
If you are using a flip chart, make sure you use flip chart
markers, not whiteboard markers.
Plan out your space before you start. For example, if there are
four steps in a process, mentally divide the space into four
parts, one per step.
Use block letters, not cursive. Block letters are much more
legible.
Keep your drawings simple: lines, circles, rectangles, triangles,
arrows.
Make it big. If you can, check out your letter size from the
back of the room before you start.
Ask before you erase. If you have a lot on a board that people
want to record, suggest they take a picture. Or you can take a
picture and post it or send it to attendees.
 #53 SHOW YOUR EMOTIONS
 
Depending on the type of presentation, the audience, and the culture, you
will want to show emotions to varying degrees, especially when relating a
story. A lack of facial expressions can be interpreted as a lack of passion or
a lack of confidence in what you are saying.
Your facial expressions should mirror the emotional content; otherwise, you
confuse or bore your audience. Speaking of mirroring, make faces in a
mirror (or video yourself) to see how well you display these seven main
emotions:
Happiness
Anger
Sadness
Contempt
Surprise
Fear
Disgust
 #54 AVOID THESE FACIAL
EXPRESSIONS
 
Your face mirrors your feelings. If you are nervous or have negative
feelings about your audience, your face might show it. While the following
facial expressions might be appropriate when telling a story, you want to
avoid using them otherwise. Even quick micro-expressions can be picked
up by an audience. The easiest way to avoid most of these expressions is to
have positive thoughts about your audience. Avoid:
Smiling when delivering bad news or a very serious message
Rolling your eyes at the audience (disdain)
Eyelid flutter (nervousness)
Extended eye closure (arrogance, boredom)
Staring (aggressive)
Smirking (smiling with one corner of lip raised: arrogance)
Sneering (one corner of lip raised: contempt, scorn)
Nose crinkle (dislike, disgust)
Chin so high that you are looking down your nose at the
audience (arrogance)
The disagreement expression: furrowed brow, lifted chin, and
pressed-together lips
 #55 FLASH YOUR EYEBROWS
 
Flash your audience—with your eyebrows! The eyebrow flash usually is an
unconscious social signal, a quick up and down movement of the eyebrows
used when people are approaching or at a distance from someone they are
pleased to meet. Combine the eyebrow flash with eye contact, and a
genuine smile and you have a winning, confident beginning to your
presentation before you even say a word.
It can be hard to consciously, yet naturally, time the combination of
eyebrow flash/eye contact/smile, so use positive thoughts about your
audience—that you like them and that they like you too—to create the
conditions for a natural expression of friendly engagement.
 #56 SMILE!
 
Some people think smiling while presenting makes them look weak or
lacking authority. Maybe that is true if you smile inappropriately. But
generally, smiling makes you look approachable and confident.
Unless you have a very serious opening, start out smiling! Smile at your
introducer and smile at the audience before speaking. Smiling can reduce
the levels of stress hormones and increase the levels of mood-enhancing
hormones—both in you and in your audience. Smiling relaxes your
audience, and the contagious nature of smiles encourages them to smile
back at you! If you must, write “SMILE” at the top of your speech notes to
remind yourself to start with a friendly, engaging smile, the authentic kind
that crinkles the corners of your eyes. Think of greeting your audience the
way you would greet a good friend.
 #57 LISTEN WITH EYEBROW
RAISE & NOD
 
If you want to convey a confident engagement with your audience while
listening to their answers or comments during your presentation, nod as you
listen. Nodding encourages people to talk and signals “Yes” or “Go on.”
This shows you hear them and are trying to understand.
Combining the nod with raised eyebrows will convey your attention even
more. Your raised eyebrows while listening is an expression of interest or
curiosity.
Your audience members will find it hard to resist answering your questions
if you combine the eyebrow raise and nod with an extended, upward-facing
palm (#48).
 #58 PAUSE & CONNECT WITH
YOUR EYES
 
Make your presentation more like a conversation and connect with your
eyes.
It’s not just “eye contact” but “eye connection.” Many people never really
see their audience members—the faces are just a blur. Take the time,
especially at the start and at the end, to pause and connect.
Before you launch into your presentation, pause and look at your audience
for just a few seconds: center, one side, the other side, back to center, and
then pick one person somewhere in the middle to deliver your first thought
to.
At the end of your presentation, do the same. Before you deliver your last
line, pause, sweep the room with your eyes, land on one person somewhere
in the middle, and deliver your last line.
Ideally, you also will make eye connection with specific individuals in the
middle of your presentation. And you will pause a bit before and after
important phrases as you are connecting. But, if you need to work up to all
that eye contact, start with intentional eye connection at the beginning and
at the end of your presentation, where you will get the biggest connection
payoff for your eye-connection efforts.
 #59 HAVE SERIAL
CONVERSATIONS
 
Your audience isn’t just a big blob of people. Your audience is made up of
individuals. A confident speaker connects with individuals in the audience
and doesn’t just blankly look at the audience or just do an eye sweep of the
audience, like an oscillating fan.
A confident speaker will land his or her eyes on specific people now and
then.
Imagine that you are going to have individual conversations, serial
conversations, in different parts of the audience (front, back, right, left), in
which you look at one person for a complete thought (typically 3–5
seconds) before moving on to another person. If someone isn’t looking at
you, or is avoiding eye contact, move on to someone else.
 #60 ADDRESS OR IGNORE THE
NAYSAYERS
 
What should you do if you are giving eye connection a try and you lock
eyes with someone who is frowning or giving other negative signals?
Move on. Look at someone else. If many are frowning, or looking
perplexed, that is a signal that they may not agree with or may not
understand what you are saying.
You will look incredibly confident if you stop and address the perplexed or
frowning person: “You look like you might not agree/are confused. Can I
clarify something?” This approach has its risks, because you may not know
what the response will be. And calling out people also puts them on the
spot. You might only do this with a small audience that you know well.
Of course, some people may just frown when they are thinking about what
you said, or maybe they are distracted with some other issue. So, if you
don’t want to interrupt the flow of your presentation, and others in the
audience are more engaged, another approach is simply to ignore the
naysayers, the negative people in the audience, and make eye contact with
those who are engaged.
 #61 TALK TO PEOPLE, NOT TO
PAPER
 
For most presentations, it is perfectly fine to refer to notes, as long as you
don’t read them.
The phrase to remember is “Talk to people, not to paper.” If you are looking
down at your notes, you shouldn’t be talking.
The secret to good eye connection while using notes boils down to creating
keyword notes (not completely written out sentences) in a large font and
then practicing the following technique when you need to refer to your
notes:
Stop talking (pause).
Look down at a line of a few key words.
Snatch up the idea conveyed by the key words.
Look up.
Then speak.
Don’t look down as you are finishing a sentence. It’s really tempting to look
down as you are speaking, to pick up the next key words—but finish the
sentence before you look down. Your speaking will have more impact and
be more powerful if you are looking at the audience at the end of your
sentences.
If you have a written-out speech and don’t have time to create keyword
notes, circle or highlight keywords.
“Talk to people, not to paper.”
 #62 PRACTICE EYE
CONNECTION
 
You can practice eye connection with a “fake” audience. Create a fake
audience by drawing three to five crude, life-size faces on sheets of paper
that you place around the room. The important part is their eyes. Then
practice your presentation, saying complete thoughts as you look into the
eyes of one fake audience member before moving on to another (#59).
Don’t try to substitute small children, pets, or stuffed animals for this
exercise. Really, just don’t.
 #63 KEEP THE LIGHTS ON
 
You don’t want your audience to be in the dark, and neither should you be!
As important as your slides may be, avoid turning the lights down so much
that the audience can’t see your face or each other. That’s a recipe for a
sleepy, disengaged audience. The more lights you can keep on, the better.
People want to be engaged with your expressions and the extra meaning
that your facial expressions and body language offer. Additionally, people
who are hard of hearing need to see your face to better understand your
words.
Here’s a trick for when you don’t have control of the lights but you have a
slide projector: Press “W” on the keyboard, or press the button on the
presentation remote that makes the screen go white. Then stand in the light
as you tell your story or make that important point.
 SECTION 3:
HOW YOU ARE HEARD
 

 
(VOICE AND LANGUAGE)
 
 
 #64 USE A MICROPHONE
 
Want instant authority when you speak to a large group? Want your
message to be understood? Want to avoid straining your voice?
Use a microphone. Your voice isn’t as loud as you think. Plus, some people
in your audience may be hard of hearing.
A few tips for using a microphone:
Use a microphone if you have an audience of more than about
50 people or are speaking in a large room in which people can
spread out.
Have a back-up microphone AND extra batteries.
Do a soundcheck. Practice with the microphone.
A lapel or headset microphone is easiest for most speakers. If
you use a handheld microphone, hold it about six inches from
your mouth (a little more than a fist’s width). If you must use a
fixed lectern microphone, adjust it before you speak to point at
your mouth. Always angle your head toward a lectern
microphone when you speak to keep the volume consistent.
If you will be using a corded lapel microphone, make sure you
have a pocket, belt, or a waistband where the transmitter can be
placed.
If you are facilitating a panel or will be going into the
audience, have an additional handheld wireless microphone.
 #65 TALK FROM YOUR BELLY
BUTTON
 
Your carefully chosen phrases will be meaningless if no one hears you. If
you don’t have a microphone, you will need to project your voice. You need
to have breath support.
Breath support is a critical skill (and after you work on it, it can become an
unconscious skill). Imagine that you are talking from your belly button.
Your breath support comes from your diaphragm, a huge, dome-shaped
muscle at the bottom of your rib cage. It is the contraction of this muscle
that allows air to enter your lungs. When you breathe in, your diaphragm
contracts and your stomach area expands.
Increase your awareness of your breath support from the diaphragm with
this simple exercise, which can be done in a few minutes:
1. Lie down, face up with knees slightly bent.
2. Place your hands on your stomach.
3. Concentrate on breathing from your diaphragm, feeling the
stomach rise and fall.
Repeat 1–3 with a book on your belly.
Stand up and repeat 1–3. Good posture helps with breath support.
Then, when you practice your speech, practice breathing and talking “from
your belly button,” feeling the push from the diaphragm. During a pause,
breathe in and then talk on the exhale.
 #66 PROJECT YOUR VOICE TO
THE LAST ROW
 
One way you can improve your vocal projection is to speak to the people in
the back row—throw your voice to them so they can catch what you are
saying if you aren’t using a microphone.
If you have a chance to do a soundcheck before you start, have someone
stand in the back of the room and let you know that they can hear you. Even
if they can hear you, you still might not be loud enough once you have
bodies in an audience absorbing sound.
Keep an eye on the people in the back near the start of your presentation.
Are they engaged? Are people cupping their ears?
 
 #67 SPEAK THE WAY YOU TALK
 
People who have diligently practiced their presentations will sometimes not
connect with an audience because they wrote and practiced their speech as
if it were an essay that people would be reading. These speakers sound
scripted and sometimes a bit robotic. You need to be conversational to
connect.
Generally, speak the way you talk in conversation:
Use short sentences.
For example, say the following sentence out loud: Diane Windingland, an
author of several books on communication skills, recently published a new
presentation skills book, 100 Tips and Tricks to Appear Confident in
Presentations.
Now, say the two sentences below, which have the same content as the
previous sentence but are shorter and more conversational:
Diane Windingland is the author of several books on communication skills.
Her latest book is 100 Tips and Tricks to Appear Confident in
Presentations.
Use short words. Don’t use long, complicated words to try to sound more
intelligent. Short words that convey the same meaning will be faster for
your audience to grasp. Examples: use vs. utilize, spread vs. disseminate,
tiny vs. minuscule.
Use contractions. For example: use “won’t” instead of “will not.”
Sometimes, the non-contracted expression can be used for emphasis, but if
you always speak without using contractions, your speech will sound stilted
and perhaps even robotic.
 #68 ADJUST TO THE AUDIENCE
 
While you generally want to speak the way you talk, consider your
audience and the occasion. Each occasion and each audience have language
and presentation norms and expectations that you must adjust for.
You might speak with lots of slang with friends.
You might use technical jargon with co-workers.
You might be more reserved in your manner for audiences of different
cultures, or when speaking on a very serious topic.
One presentation style, one way of speaking, may not work for all
audiences.
A confident speaker, while always authentic, will adjust his or her style to
the audience.
 #69 AVOID UPSPEAK
 
Upspeak (or uptalk) is the tendency to have a rising intonation at the end of
sentences so that declarative statements sound like questions. Upspeak is a
real credibility killer in presentations. Some people even do it when
introducing themselves: “Hi, I’m Diane Windingland?”
While upspeak may have limited use in conversations to indicate that you
are not done speaking or that you are seeking understanding or support, it is
not a confident presentation style. It is an indicator of insecurity in a
presentation.
Unfortunately, upspeak is a habit, but one you can break:
1. Pay attention to how you speak. You can start with short periods to
concentrate on eliminating upspeak: Come to a full stop at the end of
sentences. Have a little pause. When you come to a full stop and pause, you
are more likely to have a downward inflection in your voice.
2. Get serious about getting rid of upspeak:
a. Record yourself presenting (or practicing).
b. Note the sentences for which you used upspeak.
c. Practice those sentences with a downward inflection at the end.
.
 #70 PAUSE
 
Don’tyouhateitwhenspeakersneverpause?
Often a lack of pausing is an indication of nervousness. Confident speakers
pause to give the audience time to reflect, to clearly signal the beginnings
and endings of thoughts, and to indicate the importance of concepts.
Pausing also gives you, as the speaker, time to breathe and think. If you
have ever been told that you speak too fast, simply adding pauses can slow
your overall rate.
On your outline, you can mark the following places with a slash (/) to
remind yourself to pause:
Before you speak. Before you utter your first word, you should
look at your audience and make eye contact with a few
individuals.
Before and after important or difficult words or concepts.
After a rhetorical question. (For example, from Shakespeare’s
Romeo and Juliet: “What’s in a name?”/—pause—/ “That
which we call a rose by any other name would smell as
sweet.”) Even though you don’t expect an answer with a
rhetorical question, give your audience time to answer it in
their minds.
After changing a visual (e.g., after advancing a slide in a
presentation), because people need a little time to soak in a
visual.
 #71 PAUSE WHEN DELIVERING
A PUNCH LINE
 
Do you want to improve your delivery of a humorous line?
Do you want to get more laughs?
If so, pause before and after a punch line. Timing really is everything when
telling a joke or a humorous story.
Imagine that you are taking your audience on a journey with the setup of
your story or joke. You are guiding their thoughts along a certain path with
your setup, then the punchline derails their train of thought. The
misdirection is what makes the line funny. But, without a pause, the humor
can fall flat.
A 1–2 second pause before the punch line allows the audience to develop an
expectation about what you are going to say. Then, your punchline surprises
them. The old one-liner “Take my wife … please” is funny because, in the
pause, audiences expected something like “for example.” The word
“please” is unexpected.
After a punch line, pause long enough for people to laugh. Don’t step on the
laughter and cut it short. If your line wasn’t that funny, well, just move on.
 #72 SLOW IT DOWN
 
While speakers who speak too slowly can lose their audience, most
speakers are challenged with speaking too quickly.
A few high-speed gusts of speaking can be exhilarating and show passion,
but there is no prize for getting through your presentation at breakneck
speed. Most people interpret a fast speaking pace as a sign of nervousness
and a lack of self-confidence. Plus, if you speak too quickly, your audience
may not have time to understand or to connect with what you are saying.
What can you do?
Ask people to tell you. If you know you tend to speak very quickly, give
your audience permission to tell you to slow down: “I’m a fast talker. Let
me know if I need to slow down.”
Pause (#70). If you remembered to bring water (#20), you can also use your
bottle or glass to sip from, creating a natural pause.
Make more eye connection. Connecting with audience members
individually and observing their facial expressions and body language will
naturally slow you down.
 #73 REDUCE AHS, UMS, &
FILLER WORDS
 
Um. Ah. So. Like. You know.
Speech disfluencies such as “ah” and “um” and filler words (“like,” “you
know”) make you sound unsure. Not confident. Just a few aren’t that
noticeable, especially if you have compelling content, but an excessive
amount can hurt your credibility.
Awareness is the key. Often the ums and ahs occur at the start of an idea or
in a transition between ideas. Is that true for you? Check it out and quickly
reduce them. Record yourself for the first minute or so of your presentation.
Any ahs, ums, or filler words? If so, record a second time, and this time
pause instead.
Now that you have awareness, you can try some of the following tips to
reduce the use of ums, ahs, and fillers:
Just. Be. Silent. Pause (#70), take a break, and think about what you want
to say. You can also walk, while being silent, to another part of the speaking
area. You will look purposeful, thoughtful.
Make regular eye connection (#58). Most people say um and ah less if
they are in a conversational mode.
Pre-plan your transitions (#74).
 #74 TRANSITION TO BRIDGE
THE GAP
 
Confident speakers don’t stumble verbally from one point to the next.
Confident speakers transition with ease so that their presentations flow
smoothly.
A transition can be as simple as an extended pause. That’s right. Silence.
Just be silent for a couple of beats and then go to your next point. You can
accompany “movement” to your next point with physical movement on the
platform to another position.
You can transition to previewing your points in your introduction:
Example 1: “There are three reasons why we need [your topic]. Reason 1 is
…, Reason 2 is …, and Reason 3 is …”
Example 2: “There are four tools you will learn how to use today: [list
tools].”
Transition between points: “The second tool …”
Transition to your conclusion: “In conclusion …” (or the less obvious
“finally …”)
Transition to compare or contrast ideas, or to indicate more is to come:
In the same way, …
Contrast that with …
However, …
In addition, …
For example, …
 #75 ECHO YOUR WORDS TO
TRANSITION
 
A useful transition technique, one that makes you sound like a confident
and organized thinker, is to echo previous material. Your previous material
will then enhance your audience’s understanding of the new material (you
can even do this by taking the last words in one sentence and using them to
start the next sentence, as I did with the phrase “previous material” in the
first two sentences of this paragraph).
In addition to enhancing your audience’s understanding of the new material,
the echo transition helps you to remember what you will say next as you
transition from one point to the next.
In the above sentence, note the use of “In addition” as a transition to
indicate more is to come, and the echoing of “enhancing your audience’s
understanding of the new material” is from a previous sentence.
You can echo more than just the words of the previous sentence. You can
echo or recap your previous points before moving on to another point. For
example, as a way to transition to a third point, you could mention the first
two: “Not only [Reason 1] and [Reason 2], but also [Reason 3]” as in “Not
only do smooth transitions bridge the gap between your points and enhance
audience understanding, but they also make you sound like a confident
speaker.
 #76 STOP APOLOGIZING
 
Remove the words “I’m sorry” from your presentation vocabulary unless
you have wronged someone during your presentation (which you won’t,
right?) or you specifically are making a speech of apology.
You might think you are only being nice or being humble, but saying “I’m
sorry” too much can undermine others’ confidence in you.
Don’t apologize for your speech or your speaking skills. Don’t apologize
for being nervous. Don’t apologize that you aren’t prepared (this is insulting
to your audience, as you have just told them that they weren’t important
enough for you to prepare for). Don’t apologize for your appearance. Don’t
apologize that the subject is boring (now your audience will believe that it
is boring). Don’t apologize for using notes. Don’t apologize if you forget
what you are going to say next, or if you left something out (the audience
probably won’t notice). Don’t apologize for not knowing the answer to a
question. Don’t apologize if your slides don’t work or if you click to the
wrong slide (just acknowledge it was the wrong slide and move on). Don’t
apologize for things you can’t change, like the temperature of the room.
Maybe ask someone else to adjust the thermostat.
An alternative approach is to show appreciation. Expressing gratitude
builds up your audience and makes you feel good, too.
For example, instead of “I’m sorry that my slides aren’t working,” try
“Thank you for your patience.”
While far too few people apologize in their private lives, far too many
speakers apologize in public.
 #77 JUST REDUCE QUALIFIERS
& HEDGES, OK?
 
Using words that weaken or hedge your statements make you sound less
confident, less authoritative. The most pernicious one is “just,” as in “I just
wanted to say …” (“just” used this way comes across as defensive,
apologetic, or minimizing).
Remove “just” as a qualifier from your presentations (scour your emails
too, and remove “just” when it is used as a qualifier). Just Don’t qualify
your statements.
Examples of other words and phrases to avoid: “hopefully,” “probably,”
“possibly,” “I’ll try,” “perhaps,” “maybe,” “OK?,” “I think,” “I feel,” “I
believe,” “actually,” “literally,” “really,” “usually,” “often,” “I’m no expert,
but…”
Qualifiers are often used to reduce the power and soften a sentence, which
might be appropriate in written communication, when you only have words
to convey meaning. But in presentations, if you want to appear confident,
assert what you mean plainly, without qualifying or hedging.
If you have something important to say, just say it.
 #78 GET TO THE POINT
 
Hedging, beating around the bush, rambling … all make you sound less
than confident and can annoy your audience, especially if you are speaking
to executives. Get to the point and be clear about it early on in your
presentation.
Why don’t some speakers have a clear message? It’s usually because they
don’t have a clear message in their mind. They have muddled thinking. Be
crystal clear on your message in your mind before you start.
Some ideas to help you find your point:
Focus on the audience. Why would your audience care about your
message? What problem will you solve for them? What information do you
provide that will help them make a decision? What do you want your
audience to think, feel, or do after your presentation?
Simplify it. How would you explain your message to a fifth grader? Kids
want to go outside and play, and they have no patience for long
explanations, jargon, or fluff.
Shorten it. Write your main message in one sentence, and then look at how
you could make it even more concise.
For example: “If you want to sound clear and confident, and not confuse
your audience, state your message concisely near the start of your
presentation.” Shorter: “State your message concisely near the start of your
presentation.” Shorter still: “Get to the point!”
 #79 BE DIRECT
 
In addition to avoiding qualifiers and hedge phrases (#77), if you want or
need something to happen, say it directly.
Eliminate phrases such as “I’d like to …” and “I wanted to …”
Instead of: “I wanted to let you know that we announced our new brand
refresh today. I was hoping you would check it out on our website.”
Try: “We are proud to announce our new brand refresh today. Check it out
on our website.”
Instead of: “I’d like to welcome you to the ABC company.”
Try: “Welcome to the ABC company.”
 #80 BE INDIRECT, SOMETIMES
 
While being direct is a more confident way to speak, being indirect and
using softer language is sometimes more appropriate. Using indirect
language, purposefully, can be a smart, confident move.
When might you consider being indirect?
If saying something directly would be upsetting or seen as crass. Consider
using a euphemism, such as “taking an early retirement” instead of “fired,”
or “economical” instead of “cheap.”
If you don’t want to make a confident, dominant approach, such as when
speaking with people who have power over you and who may respond
badly to direct language, add in a few qualifiers to soften your statements
(#77).
Also consider using indirect language if there is a strong cultural, corporate,
or social norm for using indirect language. Know your audience.
 SECTION 4:
HOW YOU ANSWER QUESTIONS
 

 
(HANDLING THE Q&A SESSION)
 
 #81 Q&A: PREPARE FOR
QUESTIONS
 
The Question and Answer (Q&A) session will probably be at the end of
your presentation and might be what you are most remembered for. Make
sure you are prepared so that you can show up with confidence.
Below are some preparation techniques that can be done in only a few
minutes if you are short on time:
Write down a few questions that you anticipate you might be asked.
Rehearse your answers. One of the questions can be used to get the ball
rolling in the Q&A session, especially if no one has a question right away.
Reinforce key messages. It can be very effective to end your answer with a
relevant key point from your presentation: “And that’s why we need to
[point from your presentation].”
Focus questions on specific topics you are comfortable discussing. You
can define your question topics for the audience before taking questions.
For example, when discussing an upcoming project, and your part is mostly
the project timeline, you can ask, “What questions do you have about the
project timeline?”
 #82 Q&A: GET ENGAGEMENT
 
A lively Q&A session can be the highlight of a presentation, but all too
often a presenter asks “Are there any questions?” and gets no response.
Below are a few ways to increase audience engagement:
Let them know near the start that there will be a Q&A session and to
write down questions as they think of them.
Ask presumptively. Instead of asking “Are there any questions?,” ask the
more presumptive prompt, “What questions do you have about [topic]?”
And then pause, look around, and wait several seconds.
Encourage questions with your body language. Lean in or take a step
toward the audience, smile, and ask, “What questions do you have … ?”
while extending one arm toward the audience, palm up.
Plant a question or two. If you have a buddy in the audience, your buddy
can “break the ice” for the Q&A with a question for which you have a
great, short answer prepared. Then say, “Next question?”
Answer your own questions. If you didn’t plant a question, or no one asks
a question, try saying something like “Many people have asked me … [a
typical question].” And then answer your own question, followed by, “What
questions do you have about [related topic to the question you just
answered]?”
 #83 Q&A: HAVE A RESPONSE
FRAMEWORK
 
Respond confidently using a go-to framework for answering questions:
Listen. Pause. Repeat. Respond.
1. Listen to the question, without interrupting the questioner
(unless the person isn’t asking a question, see #84).
2. Pause a few beats. You will look thoughtful.
3. Repeat the question, paraphrasing if needed, to both clarify
your understanding of the question and allow the audience to
hear the question in a large meeting room.
4. Respond. Choose your response. Here are some options.
Answer: Give a short, direct answer. Get to the point.
Clarify: Query the questioner for clarification.
Delegate: Pass the question on to someone else who can
answer it or provide greater detail.
Defer: Put off answering the question if it is beyond the
scope of the presentation, one you will answer later in the
presentation, one that you don’t have an immediate answer
for, or one that requires more detail than you want to get
into right then (“Let me talk to you later”).
Start and end your response by making eye contact with the questioner.
Look at other audience members in between to involve them.
 #84 Q&A: DEALING WITH A
HIJACKER
 

Instead of asking a question, an audience member may make a long

comment, sometimes related to the topic, other times completely off-topic.
Or someone might monopolize the Q&A.
Below are a few ways to get back on track that exude confidence, especially
if you are firmly polite (sometimes it helps to smile as you are redirecting).
Cut off the long comment. The long comment isn’t always bad, but if the
commenter is eating up too much time, cut them off (consider who is
commenting—you may not want to re-direct your boss). When the person
takes a breath, cut in and say, “Excuse me, do you have a question?” or
“I’m looking for a question. Do you have a question?”
Redirect the off-topic comment. “Excuse me for interrupting, but we need
to stay on-topic. Do you have a question related to [your topic]?” Or, if the
off-topic comment is important: “That’s an important idea, but we need to
stay on-topic. Can you send out an email on that?” (or suggest another way
to deal with it later).
Move on from the persistent questioner. While you should allow for a
follow-up question, if the questioner persists in a line of questioning, your
next sentence can be: “I’m happy to discuss this with you after the
presentation.” If one person is asking almost all the questions, you can
answer their second or third question, thank them, and encourage others to
ask questions. “Thank you for your interest! I’d like to hear from others, as
well.” Break eye contact with the questioner and look around at others.
“What other questions are there?”
 #85 Q&A: DEALING WITH
DISSENSION
 
If you don’t want to spend a lot of time in your Q&A dealing with a
dissenter, here is how you can confidently recover from a dissenting
comment or question:
Take a breath. Avoid getting defensive.
Validate the dissenter. “Thank you for your opinion. There is almost
always more than one way to look at a situation.”
Agree. If possible, find something in common to agree on: “I think we can
both agree on …”
Offer to discuss later. “Let’s discuss this later.”
Move on. Break eye contact with the dissenter and appeal to the audience,
“Next question … ?”
Designate a bouncer. If the person is highly disruptive, ask for someone
else to deal with them so that you can continue.
 #86 Q&A: DEFUSE THE LOADED
QUESTION
 
Loaded questions can be tricky because the question includes an
assumption that puts you on the defensive. For example, “Has your project
stopped falling behind schedule?” Whether you say yes or no, you are
admitting to falling behind at some point. The general rule is never to
answer the question as it was asked but to deflect or defuse it.
Question the assumption. “What makes you ask that?” or “What are you
basing that on?”
Empathize and redirect. If you get a loaded question, such as “Why are
you charging so much for your program?” try empathizing and redirecting.
Empathize with the person: “I can understand your concern with the price.”
Then redirect the question to one that you want to answer: “I believe your
concern is whether you are getting a good value for the price
Laugh at the question, especially if it is over the top (“Have you always
been this stupid?”) or if it was asked humorously. You might even add,
“There’s one in every crowd …” (Yes, this implies the person asking the
question is a jerk, or at least not to be taken seriously.)
Defer. If the person is unsatisfied or becomes hostile, offer to speak with
them after the presentation.
 #87 Q&A: CONTROL THE
MICROPHONE
 
If you have only one microphone, you usually should retain control of it.
That means if audience members or audience volunteers speak into the
microphone, you hold it for them. Otherwise, you may have an audience
member take the microphone and go off on a long rant or an off-topic
tangent. It can be awkward and time-consuming. If you are holding the
microphone, you can easily pull it away from them.
Another reason to hold the microphone for people is that so many people do
not know how far away from their mouths to hold the microphone. You can
control the distance for them, making sure their voice is at an appropriate
volume.
Even if you have a second microphone for the audience to use, consider
having an assistant hold it for the audience member.
If you are super-confident, have flexible timing for your presentation, and
want a town-hall feel, allowing audience members to hold a microphone
can make them feel empowered.
 #88 Q&A: ALTERNATIVES TO “I
DON’T KNOW”
 
Saying, “I don’t know” is better than stumbling through an answer or
making things up. But you can look and sound more confident, even when
you don’t know an answer.
To look confident, even when you don’t know the answer, pause and then
step toward the audience (or lean in if seated). Approaching or leaning in
makes you look confident before you say a word.
To sound confident, use phrases similar to one of these:
“I don’t know, but I’ll find out and let you know. However, I do have some
thoughts around that question.” (And then give some of your related
thoughts.)
“I don’t have enough information on that yet. I’ll need to get back with
you.” (You will need to get the person’s contact information, which you can
do right then in a small meeting. In a larger presentation, ask for them to see
you afterward.)
“That’s an interesting idea—I hadn’t thought of that.” You can then follow
up with asking the audience for input. For example:
I think [name of another expert in the room] can provide his/her
expertise. [Address the other expert], “can you provide some
insights on the question, [repeat the question]?”
“I know there are likely a few people here who might have some
insights on this question. Any thoughts on [repeat the question]?”
 #89 Q&A: USE “DEFINITELY”
 
Using the word “definitely” projects confidence, that you are sure about
what you are saying.
Other options: absolutely, certainly, without a doubt.
You can use these words instead of a mere “yes” when answering questions.
Question: “Do you think that the new marketing plan will increase
revenue?”
Answer: “Definitely. Our test markets have shown . . .”
 #90 Q&A: OWN THE END
 
Do you want someone else to control the end of your presentation?
Of course not. But that’s what you do when you end your presentation on
your last Q&A response. Your response to that last question is not
something that you can plan, as you don’t know what the last question will
be. Then because you have run out of time, you will probably conclude with
“Well, my time is up …” You lost control.
There is a better, more confident, and more compelling way to wrap up the
Q&A: save your concluding words for after the Q&A. Your concluding
words would reinforce your key message and probably have a call to action.
To do that, you will have to watch your time. As you get within a few
minutes of the end, offer to “take one last question.” Or, if you realize you
don’t have time for one last question, segue into your conclusion as you end
your response.
 SECTION 5:
HOW YOU PRESENT VIRTUALLY
 

 
(PRESENTING ON VIDEO)
 
 #91 ON VIDEO: ACCEPT THAT
IT’S DIFFERENT
 
Presenting on a video conference or on a recorded video is different than
presenting in front of a live audience in the same room. Accept that
difference and be excited to learn how to master other presentation modes.
The world is open to your message! You don’t have to be in the same room
as your audience. That’s exciting, isn’t it?
One warning, especially for extroverts, is that speaking in a room alone to
record a video (or looking at the webcam while presenting on a video
conference) feels far different from speaking from the front of the room to a
live audience. There is no energy from the audience to give you energy.
And you may hate how you present on video, at first.
Just keep doing it. Practice, reflection, and improvement over time will
make you a more confident video presenter.
 #92 ON VIDEO: PRACTICE THE
PLATFORM
 
If you have never used a particular video conferencing platform before, find
a way to practice it and to rehearse your presentation. This is critical to your
feeling confident. Find a co-worker or family member to help you practice.
If you are doing a group presentation, set up a practice session. Other
people’s poor performance can reflect on you. Make everyone look good.
Practice presenting your slides and sharing your screen.
Practice video conference engagement tools available for the platform, such
as voting, polls, whiteboard, and chat.
In addition to practicing, record your practice and watch yourself present on
the platform. Make a list of a couple of things you want to do differently.
Some things will be easy to change, such as lighting and camera angle.
Other things, such as reducing “ums,” will take more effort.
 #93 ON VIDEO: LOOK YOUR
BEST
 

When you look good, you will feel more confident. Consider the following:
Webcam or camera placement. No one looks good when viewed from
below. Having your webcam or camera placed at slightly above eye level
creates a more attractive angle. If you are speaking from your laptop, use
books or boxes to elevate it.
Lighting. Good lighting is the difference between looking healthy and
vibrant or, in bad lighting, looking like a creature from the crypt. Overhead
lighting is not flattering. Experiment with light sources so that your face is
lit from the front. At a minimum have a lamp behind your screen, slightly
higher than the screen. Two lights are usually better than one. You might
even try using a selfie light. Don’t be backlit.
Clothing. To look your best, wear low-contrast clothing (not white, not all
black, not neon or extremely vibrant colors) without strong patterns or
writing on them. Solid colors are best. Usually only your top half matters.
So, go ahead, wear yoga pants and flip flops, if they won’t be seen.
Posture and position. Sit upright in a relaxed posture, without slouching,
although you can lean in slightly to show interest and engagement. Position
yourself so that the video captures your image from at least mid-chest to a
couple of inches above your head.
Background. Aim for an uncluttered background. Nobody wants to see
dirty dishes or a pile of papers. Consider using a green screen with a virtual
background.
 #94 ON VIDEO: MINIMIZE
DISTRACTIONS
 
It can rattle your confidence if you have unexpected distractions.
“Do Not Disturb.” You might need to put up a “Do Not Disturb” sign on
your office door when you are on a video conference. If you are working at
home, make sure kids and pets will not disturb you. The cat might not be in
the room when you start, but she will walk across your keyboard at the
worst time. Close the door.
Turn off anything that might make noise. Even mute yourself when you
aren’t speaking, just in case there is background noise (like when you type
something into the chat box). Silence your phone.
Don’t distract yourself. Get a beverage (non-alcoholic, ideally with a
straw) and take a restroom break well before you start. Have any notes or
other materials you will need in place. Don’t multi-task (no checking
notifications, or your phone, or your email).
 #95 ON VIDEO: BE EARLY
 
Don’t wait until the meeting start time to log-in for a video conference.
Nothing will kill your confidence faster than dealing with technical or other
challenges as you are trying to log-in to the system. Allow yourself some
margin. Someone may stop you on the way to your office. Your computer
may take longer than usual to boot up. The internet might be down (do you
have a back-up plan?).
Plan on logging on at least 5–10 minutes early.
 #96 ON VIDEO: DON’T FIDGET
 
The limited visual field of the video will magnify any fidgeting.
Avoid touching your face, twirling your hair, and swiveling your chair. If
you must fidget, fidget out of view of the camera (doodling, if it isn’t in full
view, might look like you are simply taking notes).
Do have meaningful gestures, but avoid flashing your hands in and out of
the video or moving them too quickly, as they may appear as a blur.
 #97 ON VIDEO: LOOK AT THE
WEBCAM
 
Eye connection on video conferences is tricky because you can’t make
mutual eye contact. Either you do what most people do and look at the other
people’s faces or you look into the webcam, which feels a little strange.
If you look at the faces of your audience, you can appear on-screen as if
you are looking down or away. This is not a confident appearance.
Even if it feels strange, you should look mostly at the webcam while you
are presenting. Looking at the webcam will give your audience the
impression you are making eye contact. Of course, the downside is that you
aren’t reading people’s faces when you look at the webcam.
However, you can break away from the intense webcam eye contact during
longer pauses to look at people’s faces. Make it a point to look back at the
webcam before you start speaking again. When others are speaking, look at
their faces, not at the webcam.
You can get creative with the placement of your brief speaker notes (in a
big font), keeping them near the webcam so that you don’t have to shift
your gaze too far to glance at your notes. Remember: Talk to people, not to
paper (#61).
If you are recording a video for YouTube or some other platform, look at
the camera. The camera is your audience.
 #98 ON VIDEO: SOUND
CONFIDENT
 
Here are some tips to sounding clear and confident on video:
Use an external microphone. For video conferencing, consider wearing a
headset microphone, and for recorded videos, consider a clip-on
microphone.
Practice and deliver from keywords. On video conference presentations,
and for many recorded presentations, this method will allow you to be clear,
concise, and conversational. If you mess up on a recorded video, you can do
another take.
Read, Look, Say. For recorded videos in which you don’t mind significant
editing, you can try this technique: Read, Look, Say. First, read a few lines
in your notes, then look at the camera lens, and finally, say the lines
conversationally. If you mess up, take a breath, and say the lines again.
Then, repeat with the next few lines. When you are finished, you can edit
out the parts where you looked down to read or where you messed up.
Try a teleprompter. This is a more advanced technique that can be tricky,
but for short, recorded videos you can try using a teleprompter to avoid
multiple takes. There are even teleprompter apps for your phone that allow
you to read your script, but you still appear to be looking at the camera.
Sounding conversational while using a teleprompter is difficult for most
people. Adjusting the scrolling speed to be a little faster than your reading
speed can add excitement to your voice.
 #99 ON VIDEO: LEARN FROM
OTHERS
 
You can learn a lot about how to appear confident by watching others,
especially people who present on video. Video presentations are typically
shorter than in-person presentations, so you can watch more in a shorter
amount of time.
Try watching videos on topics for your field, including TED Talks, both to
see how presenters in your field present and to be inspired about your topic.
Watch videos on presentation skills (even videos on how to be confident in
a video recording). Take a few notes on what you like, what you don’t like,
and what you might like to try. Be a student of confidence.
 #100 ON VIDEO: MENTAL
TOUGHNESS
 
Whenever you put yourself out there, you risk others judging you. If you
are distributing videos online through YouTube or some other platform that
allows for comments, the question isn’t if you will get negative comments
but when you will get them. Some negative comments can give you insight
on how you might improve, but others are posted by people who like to lift
themselves up by putting others down, or by social media trolls who like to
stir the pot.
Don’t feed the trolls. You can always delete those comments and even block
the people who persist in such negative comments. For most negative
comments, you can choose to reply privately, or publicly, and possibly with
humor if you think the rest of your audience might appreciate a lighter tone.
It’s probably safer to usually reply with a serious response.
Don’t let a few negative comments derail you. Remember your why.
Remember your audience. It’s not all about you.
 
 CONCLUSION
 
Confidence is not only internal but also external. Your incremental steps
and practice will compound your confidence.
See it. Be it. Achieve it.
Empower yourself with ever-increasing confidence.
Remember:
You are smart. You are powerful. You can make a difference.
  
REFERENCES
 
 
 
rooks, Alison Wood. 2013. American Psychological Association. Accessed
03 19, 2020. https://www.apa.org/pubs/journals/releases/xge-
a0035325.pdf.
 
ook, Susan Wagner, Terina KuangYi Yip, and Susan Goldin-Meadow. 2010.
"Gesturing makes memories that last." Journal of memory and
language 465-475.
 
uddy, Amy. 2012. Ted.com. June. Accessed 03 19, 2020.
https://www.ted.com/talks/amy_cuddy_your_body_language_may_sh
ape_who_you_are?language=en.
 
ilbert, Frederick. 2013. Speaking Up: Surviving Executive Presentations. San
Francisco: Berrett-Koehler Publishers.
 
su, Dennis, Li Huang, Loran Nordgren, Derek Rucker, and Adam Galinsky.
2014. "The Music of Power." Social Psychological and Personality
Science 75-83. https://www.dailymail.co.uk/sciencetech/article-
2718080/Pump-volume-ego-Music-makes-feel-powerful-especially-
bass-strong.html.
 
 ABOUT THE AUTHOR
 
Diane Windingland didn’t start as a confident speaker but learned how to be
more confident through practice at Toastmasters clubs, through speaking in
various situations, and through learning the value of “acting as if.”
Diane Windingland is the author of several books on communication skills
and owner of Virtual Speech Coach. Originally trained as an engineer, she
spent years having awkward communication skills. Since 2011 she has been
speaking for organizations that want to help their people have better, more
profitable conversations and presentations. She also coaches subject matter
experts on how to present with clarity and confidence, shaping what they
know into presentations that engage and get results. Diane lives with her
husband, Kim, in Minnesota, land of 10,000 lakes and 10 billion mosquitos.
www.VirtualSpeechCoach.com