By Ignite Excellence

Recently I attended a finance conference where The Honourable John Wilkinson, Ontario Minister of Revenue, was the guest speaker. You could hear the murmur of the audience as he approached the stage. The new 13 per cent HST tax, which he is moving forward, is unpopular amongst financial advisors and many of Ontario's citizens.

As he walked to the stage, I waited with anticipation. This audience was sophisticated and asked challenging questions; they were going to make him squirm. Like a good adventure movie, I sat back in my chair with anticipation of the victory over the villain.

As the presentation unfolded, something was going wrong. The villain was becoming victorious. I recognized his skills as a masterful influential presenter.

Ten techniques that can make the villain a victor:

1. Connect with the audience. Mention what you have in common with the audience; be empathetic; genuine and respectful.
2. Address the audience’s issues. Offer insight and a fresh perspective. Audiences will reciprocate.
3. Be conversational. A conversational tone suggests that you are approachable, honest, and open to questions.
4. Are visual aids appropriate? They can create a barrier in the conversational environment.
5. Use good eye contact. Don’t be afraid to 'connect' with your audience. Audiences 'feel' when you are scanning the room.
6. Be confident. Support your message with body language. Approach the stage with a steady, purposeful stride. Put your shoulders back. Do not put your chin up if you wear glasses. This can be perceived as arrogant.
7. Be prepared. What questions will you be asked? Know the answers and deliver them with full eye contact.
8. Use their language. Deliver the message in a way that the audience will not only understand, but also support. Evidence helps.
9. Be specific. The more specific you are in your description, the more credible you will seem when answering a question or delivering a piece of information.
10. Ignore the question. I don’t recommend this technique. Rather than avoid the question, use the opportunity to deliver your key messages.

It is amazing how a villain can change the audience's mindset when he or she demonstrates empathy, knowledge, credibility and commitment. The audience can be quite forgiving when you don't answer the most vital career question: "How will the government address the increased tax on RRSPs?" Now that is a masterful, influential communicator.

Ignite Excellence is a training and development company specializing in influential verbal and kinetic communications. Ignite Excellence develops the skills of CEO members to win and maintain business, build stakeholder perceptions and strengthen internal communications so individuals can Influence. Differentiate. Engage.