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Naming – A Misunderstood Art

December 11, 2019/0 Comments/in Blog /by Lindsay Williams

Naming is very important. Name a trend, you own the trend. Name the product right and you own the genre (think of Hoover, Coke, Elastoplast). A colloquial or unofficial name is likely to be much more memorable and influential than a sensible, formal name. Weird or fun names also have more traction. A few recognisable examples: would you have approved any of these if you had never heard them before?

Naming: would your marketing department have approved these?

Google – who would have thought of that!
Apple
Monzo
Starling
WeWork
Waze

Here is a whole article from TechCrunch about how tech start-ups use super weird names. It is not just business or products names. It’s categories or phenomena or ideas. Millennials, Generation X, Generation Z, Boomers. Nudge psychology, greenhouse gases. It’s unlikely these would ever have been adopted if it had been left to the traditional voices in large businesses.

In my experience marketing departments or branding teams, often have a lot to say about names. In my view, it is almost always wrong. They insist on sensible long and quasi descriptive names. Rather than fun, random ones. Or more interesting: names that have to be explained.

[I previously wrote about this nearly four years ago – with lots more examples.]

JDART and the power of a clumsy acronym

This week we had an amazing example of how important it can be to name something in a non-standard way, in order to create – well something more powerful.

Elon Musk, CEO Tesla

Elon Musk, a notable tech entrepreneur, won a defamation case bought by the British caver who led the rescue of the 12 boys trapped in a Thai cave. In a spat on Twitter, Musk called Vernon Unsworth a ‘pedo guy’.

My sympathies were all with Mr Unsworth, but the interesting thing to me was the use by the clever and presumably expensive defence, of a made-up word posing as an acronym: ‘JDART’.

I will leave it to someone called Elizabeth Lopatto writing on website The Verge to explain. (You need to know the clever lawyer in question was someone called Alex Spiro).

“Spiro then coined the worst acronym I’ve heard in years, and I edit stories about aerospace so I know from bad acronyms. It is: JDART, for joking, deleted, apologized-for, responsive tweets.”

However ridiculous that reads, this was a very clever and successful move. It gave life to the idea that one has to be allowed to make an error of judgement on Twitter and apologise – without being sued for millions.

Here is what the BBC’s North America Technology reporter wrote:

“One of the smartest moves by Elon Musk’s defence was in introducing the concept of “JDart”, an acronym to describe their client’s conduct on Twitter in relation to the infamous “pedo guy” tweet.

It’s clumsy, for sure, but it meant Mr Spiro could offer the jury here a degree of structure around what before seemed senseless: Mr Musk may have acted foolishly with the J, but he soon “darted”, which is how you know he wasn’t being serious about the allegation. Expect the JDart “standard” to be applied again and again. “

I am always suggesting clients push for better names for great ideas or projects. It really doesn’t have to have a meaning – you can call a piece of software Shirley, or Crowsnest or Porridge for no reason other than fun. Or it can be a crazy acronym like JDART which has to be carefully explained. Either way, you will give your idea or product a life of its own. And that is good for business.

Photo credits:

Google building image – Flickr: Luis Villa del Campo
Elon Musk – Wikipedia
Cave rescue headline – BBC screengrab.

7 tips for appearing more authoritative as a woman

October 2, 2019/0 Comments/in Blog /by Lindsay Williams

About half the women we train struggle to sound as authoritative as they would like – when presenting or being interviewed by a journalist, or on camera. It is often something that is relatively easily improved, if not fixed.

Here are my top tips for appearing more authoritative

1. Prepare mentally
One of the very obvious patterns we see as trainers is that people find public speaking or being interviewed so uncomfortable, they really don’t want to think about it until they absolutely have to. If this is the case, my first suggestion (of course) would be to find someone to pay for training with The Media Coach. We really can help. Failing that, be aware that, like an exam or a job interview you cannot give it your best shot without thinking about it. By preparing mentally I mean articulate, to yourself, how you want to come across. I know this sounds self-obsessed, but it really works. Identify the version of you that you want your audience to see. ‘Confident’ is not necessarily the most useful adjective here – I prefer words like warm or kind, definite or flexible, trustworthy, knowledgeable, in control, etc. It would be really useful to remember a time when you felt all those things on your list and as NLP practitioners would say ‘hear what you heard, see what you saw, feel what you felt’. In other words, tell your subconscious as clearly as possible – ‘that’s it’! That is the person I want to be when I stand up. If you can’t find a version of yourself, find a role model. Practise thinking yourself into this ‘mood’ or ‘mind-set’.

2. Body language
You want your body language to communicate the image of you that you have identified in step one. This usually means shoulders back, chin parallel to the floor (not tipped up or down) and then consciously relax a little. Breathe. Shake your shoulders out without losing the frame. Again, stepping into a controversial area one easy thing to try is the power-pose. Some believe that simply standing for a minute or two in a powerful pose – hands on hips, legs apart – can trick your brain into feeling more powerful. Others think this is bunkum. But it costs nothing except a couple of minutes to try. And, at the very least, those two minutes might give you time to remind yourself of the sort of person you want to project. One word of warning please do this in private or in a safe environment. Power-posing in public is guaranteed to lead to ridicule as it did for Sajid Javid last year.

3. Pause
I know I have said this many times before, including in a recent blog post. But I cannot leave it out. Authoritative, confident people do things in their own time and are not overly influenced by the excitement or energy of others. You can control a room with silence. But baby steps first, take a breath, pause, gather your thoughts and you will sound more authoritative.

4. Slow down
Obviously, closely related to the pause but not the same. Many people and in particular women speak too fast (myself included). What stems initially from insecurity, fear of boring others or a desire not be bored yourself, becomes a bad habit that is difficult to shake. The ideal is to be able to consciously vary the pace you speak, slowing down when you need the thinking time, or you are trying to land a point but speeding up when it is unimportant detail. But the first step is to get control of the speed. I spend quite a lot of my coaching time finding ways to help people to speak more slowly.

5. People pleasing
Not exclusively a female trait but seen more often in young women than in other groups. It can take various forms but often involves too much smiling or an unconscious verbal agreement with the other person talking: as in ‘yes/sure/absolutely’ etc. When coaching some people, I will often try asking them to act really irritated, grumpy or annoyed. When they do, and we record and playback, what we get is a million miles from grumpy, but it just sounds a bit more definite and authoritative. It is difficult to gauge this for yourself without the help of either an audio or video recording.

6. Lower voice
Margaret Thatcher famously had coaching to lower her voice – you can judge for yourself from this video if you think it was an improvement. Personally, there are a lot of other things I would change (for example she is too slow) but it does show what can be done.

7. Self-talk
One of the most useful bits of self-help advice I ever had was ‘be careful what you say when you talk to yourself’. Negative self-chatter is stressful and life-sapping. Having high standards, being critical of yourself is one thing, but constant self-sabotage is very common and hugely damaging. I once made a terrible mistake in a public speaking competition – as MC I forgot to introduce the person who was to give the vote of thanks. I was, at the time, absolutely mortified. However, I had a great boyfriend who said: let’s be clear you got up and had a go when most people wouldn’t. You can hold your head up high. Speak kindly and encouragingly when you talk to yourself.

The benefits

My own view is that putting a bit of effort into conquering a fear of public speaking and moulding your communication style can pay huge dividends in life. I often hear from former clients and I remember one young woman terrified of public speaking who made huge progress on one of our courses. Two years later she wrote to thank me and tell me she had become an ‘ambassador’ for one policy initiative in the UN, had completely changed her job and her life and now routinely did large policy presentations. The word empowering is overused but being able to speak confidently in public is genuinely empowering.

Party conference speeches and the power of the pause

September 23, 2019/0 Comments/in Blog /by Lindsay Williams

Party conference speeches from the party leaders are the big set pieces of the annual event. In many ways, nothing can be more important and stressful to the leaders but in other ways, it is a blank sheet of paper. They can say what they want, as long as they want, at the pace they want. In general, the audience in the room is supportive even if the wider audience is more judgemental.

As I write I have just finished watching John McDonnell address his party conference. Whatever your politics he is, nowadays, one of the great political communicators. We look for warmth, authority and animation in any speaker and he has it all. His delivery is well-paced, and he comes across as generous to others, a man of the people and inspiring. He is also good at media interviews. (Please remember I am commenting on style not politics.)

As ever with professional speakers who have a supportive audience, he makes the pauses count. And there are a lot of long pauses, not all of them dictated by applause.

[Last year, I blogged about another example of a conference speech which made very extensive use of the pause. This was the Conservative Attorney General, Geoffrey Cox. Whether you love or hate the Churchillian style, he certainly made his mark at the 2018 Conservative Party conference.]

Learning to pause is one of the key tricks to being an effective speaker. Most inexperienced presenters speak too fast and never pause.

We want the audience to hear every word and to have time to digest the whole sentence. Pauses play their part in making an argument digestible, but they are so much more than this. It takes confidence, guts even, but it is worth taking ‘the pause’ seriously. The dramatic effect can lift what you say from prosaic to inspiring.

Here is a short ‘how to’ video by an old-fashioned guy who never-the-less really knows what he is talking about. It is called the Power of the Pause.

There are so many relatively easy tricks to public speaking and yet the standard of professional presentations we are all exposed to continues to be woeful. If you want to upgrade your presentations, spend a few hours with one of The Media Coach crew and just see what we can do for you. Call us on +44 (0)20 7099 2212 to book yourself in.

Dealing with tough and aggressive media interviews

September 10, 2019/0 Comments/in Blog /by Lindsay Williams

Tough and aggressive media interviews are in evidence most days in the British media. The Brexit frustration, chaos and confusion is making most of us exasperated and the journalists are reflecting that with challenging interviews.

As a student of managing media interviews, this throws up lots of examples of people handling difficult questions.

And this is front of mind for me personally as I had a client last week (no names, no pack drill, of course) who wanted to practise really aggressive interviews – interviews which in my view he is very unlikely ever to face outside a training room.

I always say the most difficult questions are those where you can’t tell the truth but you definitely can’t lie. Many people, when faced with aggression and persistence will give in and tell the truth even if they know they shouldn’t, which of course is why barristers and journalists have perfected the art of being aggressive and persistent.

[Just to be clear there are lots of occasions when it is ethically the correct thing to do – not to tell the whole truth. For example: when publicly asked about personnel matters such as salaries or sackings, ahead of mergers or take-overs when it is illegal to reveal to one set of shareholders something that is not revealed to all, ahead of legal proceedings and of course during negotiations.]

Most people who talk to the media will never face really aggressive questioning, but it is instructive to analyse how others do it. The most aggressive interviews that I am aware of these days are probably not on the BBC but are perhaps on LBC. Nick Ferrari and Eddie Mair are both capable of making anyone feel very uncomfortable. Here is an example from a couple of weeks ago which not only shows Mair’s quietly aggressive style, but also that Jacob Rees-Mogg goes into the studio prepared to give as good as he gets. This ‘have a go back at the journalist’ technique is not one that we recommend but it does stop you as the interviewee being the victim. The question, of course, is does it damage or support the authority of the government’s message.

On Sunday we saw the Chancellor of the Exchequer, Sajid Javid, interviewed on Andrew Marr. Javid appeared to blatantly make two mutually contradictory statements: One was that the government will abide by the law of the land and the second is that it will leave on October 31st even though a law was being passed to prevent leaving without a deal. What is interesting about the interview is the confidence and clarity with which Javid holds the line on this apparent impossibility, despite Marr’s best efforts.

The viewer’s reaction to this performance will depend on whether he or she supports or despises the current government. But again it shows politicians refusing to be bowed or manipulated by the interview process. I would conclude that the government spin doctors do not care what Andrew Marr and the Remainers think, they want the team out there talking directly to their own supporters. Javid is getting a message out to those that matter at this moment.

On the same programme, we heard Amber Rudd explain why she quit the government and the Conservative Party. It was absolutely obvious that this was a very well-prepared media event, well messaged and each line clearly articulated. For example, she had what sounded like evidence of not enough effort going into making a deal: ‘I asked and I was sent a one-page summary’. She also said ‘21 of my colleagues, who are good moderate conservatives’. Not a phrase she thought up during the interview. Personally, I think she came across extremely well in this interview and wonder if she is positioning herself as a possible next prime minister.

This is not a very aggressive interview but I have included it because asked by Marr if the issue that led to her resignation was a question of lack of trust, she said ‘I am not going to use those words…’

This is a very standard line that we often suggest in Media Training. People are usually surprised that we recommend they are so direct – but it is important to understand that every journalist is looking for a quote, a headline or a soundbite and they are often keen to write this themselves – and ask you to agree. Had Rudd said ‘yes’ to that particular question the headlines would have quoted her as saying she left the government because she couldn’t trust Boris. Stating bluntly that she will pick her own words allowed her to control both the interview in the moment and also the way it was reported during the day.

We have written about managing tough interviews many times before. Here are a selection of previous blogs.

10 Tips for surviving aggressive interviewers

Media Interviews you just can’t win

Your TV interviewer may be annoying but storming out isn’t great either

If you think you need support preparing for a media event or a media interview give us a call to discuss how we can help tel:+44 0(20) 7099 2212.

10 Top Tips for Trade Press Interviews

July 3, 2019/1 Comment/in Blog /by Lindsay Williams

Trade press interviews are important for many businesses, they are a surefire way to reach a targeted market. While many publications have moved online, each has its own clearly defined audience and particular characteristics. Some of the journalists are seasoned experts in their sectors but many are less than a few months out of university with eyes on a more prestigious job. Either way, the pressure is on those journalists to capture and entertain their audience. They can be mischievous and gossipy just like colleagues in more mainstream jobs.

My Top Tips for Trade Press Interviews

1. Before you start, be clear who you are talking to and who the audience is. Your trade press interview may be for a publication targeting your own industry or perhaps for your customers’ trade press. As a media trainer there is little benefit for me appearing in a media training magazine, were one to exist, but every benefit to appearing in a publication aimed, for example, at the pharmaceutical industry who are big spenders on media training. Either is fine but it is important to know before you start.

2. Be clear what the ‘peg’ for the interview is. It may be a press release or something that has happened in the industry, or perhaps a new product or a reaction to something someone else has said. Once you know who the end readers are and the starting point for the interview, you can plan what you want to say.

Trade Press Interviews: Don’t Speak in Jargon

3. Don’t speak in jargon. You may think your trade press journalists are experts but they are unlikely to be as expert as you and their readers may be even less so. Speak in layman’s language.

4. Be quotable. Plan a couple of metaphoric or graphic phrases that will give the journalist an easy quote. Quotes will often make the headline but even if they don’t if you are quotable in an interview you will get more than one name-check.

Trade Press Interviews: Plan Proof Points

5. Plan proof points. Good interviewees always have facts and numbers to provide evidence for any argument. They do not have to be confidential or propriety numbers – they can be numbers already in the public domain, for example, the sectors gender pay gap numbers or the latest Gartner research on technology trends. Of course, if you do have original research or client insight that you can use, you should make the most of it. Journalists will be particularly interested if the data has never been published elsewhere. It may be appropriate to provide a journalist with a fact sheet or list of key numbers. If you have a snazzy graphic so much the better.

6. Use examples and stories or anecdotes. I have written extensively about this before and will again, but good stories will not only win you coverage but be remembered by your audience. However, they need to be planned to ensure they are clear, not too long and don’t breach any confidentiality.

7. Consider whether you have any high-resolution pictures or video to offer the journalist but be mindful of copyright issues.

8. Make it your intention to deliver value to the journalist. You are not there to say how brilliant everyone or everything is (that is advertising). But if you give journalists what they need they will come back another time, winning you more publicity.

Trade Press Interviews: Stick to Your Brief

9. Don’t comment on things you are not an expert in – politely suggest that there are more qualified people to answer the question. And also don’t get persuaded into gossiping about budgets, personnel changes or lost contracts. It is safest to assume everything is on the record and can be used. It is easy to say ‘you wouldn’t expect me to comment on that’. Always beware the ‘while I have got you can I just ask …’ type question at the end of the interview.

10. Whilst in the mainstream media it is often inappropriate to ask to see the copy before it is published, in the trade press, this happens often. Each publication or website will have its own rules but there is no harm in offering to read copy to check the details are correct. Be clear that you won’t have full editorial control but in practice, you can often get anything seriously concerning at least modified if not dropped.

Many companies have a policy of media training anyone allowed to talk to the trade press. One four hour session is usually enough to innoculate against naivete or bravado causing embarrassing headlines.

Photos: used under Creative Commons licence. Journalist caricature from Pixaby.

Plan Your Communications: Start with the End in Mind

January 8, 2019/0 Comments/in Blog /by Lindsay Williams

Starting with the end in mind is such a useful way of thinking. I am aware it does not only apply to media interviews or presentations but is widely useful in everything from preparing a roast dinner to writing a business plan. So crucial is this idea that it is one of the seven habits of highly successful people identified by author Stephen Covey.

Planning your communications: start with the end in mind

However, as a media and presentation trainer, I can tell you that most people do not apply this simple way of being more effective when it comes to planning their communications. In fact, most people don’t plan their communications, period. The reasons they give are many and varied:

Too busy.
Talking or communicating is already a professional skill (so detailed prep for an interview or for a presentation is not necessary).
It is boring.
It’s not about me, it’s about the subject.
I am not clear what if anything I want the audience to think or do.

I could go on.

5 minutes strategic thought saves hours of preparation

Of course, the reality is 5 minutes serious thought will save hours of preparation and will deliver a better result.

So, if preparing for a media interview it is worth asking yourself these questions:

Who is the audience?
Which bit of that audience matters to me? If you are doing national media it is clear that most people watching, or reading will have only a passing interest in the subject but the audience will include a few hundred key influencers, potential clients, important regulators etc. Knowing broadly who these people are and what you want to say to them is helpful.
Is there anything I want people to do as a result of this interview: click a link, pick up the phone or make a purchase for example?
So crucially – what headline or main idea do I want to see in the finished piece – or if television or radio, what do I want the audience to remember?

Once you have this clear in your mind the preparation of ‘messages’ or if you prefer your argument will be much quicker.

For a presentation, it is a similar process:

Who is the audience?
What do I want them to remember from the presentation?
Is there anything I want them to do as a result of the presentation?

Advice to a younger me

If I could meet my younger self I would have a number of pearls of wisdom to pass on – top of the list would be to stop wearing heels to walk in. (Apparently crushed toes 20 years ago mean I now have misplaced toes so my feet find it difficult to keep me upright.)

But also high on the list would be to ‘start with the end in mind’ for all significant conversations. Even more usefully, I would advocate the practice of not only preparing for important conversations but preparing for unimportant ones. Once they have taken place I would suggest that my former self got into the habit of reviewing her ability to continue the conversation with the end in mind. Preparation can easily go out of the window in the intensity of the moment unless you have trained yourself. Training is easy to do because every conversation with the butcher, a neighbour or your stroppy teenager provides good opportunities for practise.

The guy that made me take this simple mantra – start with the end in mind – from a vague idea to a solid practice, was a UN negotiator I met in Kampala. I have forgotten his name, but I vividly remember his stories of negotiating with rebel leaders who had committed atrocities, in various parts of the continent. He had trained himself out of having any emotional reaction to the history of those he was dealing with and instead stayed completely focussed on his strategic aim, knowing the lives of innocent people (sometimes hostages, sometimes children) depended on it.

Few of my clients have such critical communication challenges, but we could all learn from his ability to keep his target in mind.

Here are other blogs we have written on related subjects

Preparing for a Media Interview: 5 key steps

5 Ways to improve that presentation

Developing Messages: Are you guilty of navel gazing?

The Media Coach is a group of working and ex-journalists who provide media and presentation training and message building for a wide variety of organisations. If you think we can help your team give us a call on +44 (0)20 7099 2212.

Photos used under creative commons licence.

Metaphors for Persuasion

October 15, 2018/1 Comment/in Blog /by Lindsay Williams

Metaphors are one of those things: the more you learn about them the more they reveal themselves as a secret, powerful influence on the way we as individuals and as a society think.

Violent Crime as a Public Health Issue

In the last couple of weeks, the idea of treating violent crime as a ‘public health’ issue has garnered a few headlines.

Here is the FT reporting on an initiative being announced by Sajid Javid. This announcement followed a similar one from the mayor of London Sadiq Khan last month.

It is not a new idea but the government is launching a consultation on using it as a country-wide approach to serious violence.

It’s a system pioneered originally by a US epidemiologist Gary Slutkin who worked in the 1980s on the spread of cholera, TB and HIV in West Africa. By plotting new outbreaks on a map, he and his team knew where to intervene to stop an isolated case becoming a new hot spot.

Gary Slutkin, a Professor of Epidemiology and Founder and CEO of Cure Violence.

Slutkin then returned to his native Chicago where the murder rate was rising and he used the same technique to tackle violence. Plotting murders and gun crime on a map allowed specially trained teams to intervene and ensure one potential ‘trigger’ event was not allowed to spark a whole range of follow up violence and murder. The full details are explained in this Ted Talk.

The public health approach to violence has since been piloted in Glasgow by something called the Violence Reduction Unit and Strathclyde became the first police force in the world to formally adopt a public health model.

From Metaphor to Policy

In this case, the comparison between epidemiology and violence has developed from metaphor to policy. But to me what is interesting is that by thinking of one thing (violence) as another (outbreak of disease) hundreds if not thousands of people have been able to think differently about a solution to a problem.

Using a metaphor changed the way people thought. And actually, this happens, for good and bad, every day.

War Metaphors for Tackling Cancer

In 2012 the British Medical Journal (BMJ) published an article from an oncologist entitled ‘Stop using military metaphors for disease’. Natasha Wiggins was not the first to suggest that military metaphors can unhelpfully influence a patient.

A decade earlier the journalist John Diamond who subsequently died of Cancer wrote:

“I despise the set of warlike metaphors that so many apply to cancer. My antipathy has nothing to do with pacifism and everything to do with a hatred for the sort of morality which says that only those who fight hard against their cancer survive it or deserve to survive it – the corollary being that those who lose the fight deserved to do so.”

Others have suggested that a fighting attitude to cancer is not always conducive to recovery and not helpful in facing terminal cancer were ‘losing the battle’ is internalised as a failure.

Do War Metaphors Serve Politics

And then there is politics: In this Guardian piece from 2015, Margaret Simons argues the use of war metaphors for describing politics helps to alienate voters. She writes:

“Our use of battleground metaphors obscures the fact that politics is largely about working out how to live together – how to build wealth, and how to share it. How to balance freedom and responsibility for others. It is about ideas, communication, persuasion and process – and nothing to do with war. We have wars when politics fails.”

The Power of Metaphor

I became aware of metaphors as a media trainer and then whilst facilitating messaging sessions. Helping organisations with messages is now almost half my work.

Metaphors are hugely useful for crafting a quote that journalists will write. Simply describing something as a ‘new dawn’, a ‘game changer’ or naming a trend as a ‘turning tide’ or dubbing an economic outcome as a ‘deal dividend’ will almost always influence journalists. What has become clearer to me is it will also influence people’s reality.

The more you use this amazing tool the more you realise you are not just describing something in a way the helps people understand reality: you are distorting or creating a new reality.

And that is why they are so good at persuasion and also why they have to be used with consideration and care. To be old fashioned I would say – they have to be used ethically. We should all pay a lot more attention to metaphor.

The Art of Oratory and the Attorney General

October 9, 2018/0 Comments/in Blog /by Lindsay Williams

The art of oratory is an old-fashioned way of describing the skill of mastering an argument and delivering it to move an audience. And there was something old-fashioned and somewhat extraordinary about a Tory conference speech from someone I had previously never heard of.

Somehow I had missed the story about the richest MP trying to claim 49p for a pint of milk, which seems to be the only previous time Geoffrey Cox made news headlines. After his speech, The Spectator dubbed him the most important politician you’ve never heard of, and the Mirror called him the ‘Tory Gandalf ‘.

Barnstorming Speech

The recently appointed Attorney General, Geoffrey Cox spoke for a little over 11 minutes, as the ‘warm-up’ act for the Prime Minister. He spoke without notes in a barnstorming performance that was entertaining and uplifting. It was a call to arms for an embattled Prime Minister.

As ever, I am not commenting on the politics of what Geoffrey Cox says, but feel compelled to call out the fact that he said it really well. Those of us who aspire to be really good communicators can learn a lot from watching someone who really can deliver a speech.

Here is the speech:

Speakers Notes

This is what I see in this speech.

Within seconds of arriving on stage, the speaker connects with his audience, with a self-effacing comment. You feel he is really talking to the people in the audience, not broadcasting.
Because he speaks without notes he is able to stand beside the podium not behind it. One of my colleagues, Eric Dixon, always advocates this as a way to give you a better connection with an audience.
He is incredibly relaxed on stage. He could be standing in his living room, not in a conference hall of hundreds with a TV audience of potentially millions.

A Big, Big Voice

He has an amazingly deep and loud voice. Our voices are produced by a muscle and the more you use it, the stronger it gets. Professional teachers nearly always have loud voices, I have a very loud voice, and my camera operators are always having to adjust for it. Geoffrey Cox has spent his life in courtrooms and has a big, big voice. He has also learnt (I assume learnt) to make it melodic.
He speaks without notes – immensely impressive.
He quickly gets into personal and story-telling mode.
He pauses as much as he speaks – he speaks slowly and gives himself lots of thinking time.
He articulates every word – even long difficult phrases.

A Wide Range of Tone

He uses light and shade. Sometimes he goes quiet, sometimes he booms, sometimes he relaxes and then he is declaiming. He uses a wide range of tones in a very short speech.
He is not afraid of overacting or overemphasising. There are many extremely dramatic gestures. For example, he uses his whole body, bending almost double, to emphasis his point that Britain could no longer put up with the EU because ‘the price is just too high’. It is worth noting that most of his body language is very open and even when he gets a bit ‘nasty’ for example when talking about the Labour party, he softens it with a twinkle in his eye.

I could go on. The speech was not about policy detail and it did what always works – he lifted the Brexit discussion to grand phrases ‘this great democratic mandate’, ‘we need not fear self-government’, we will ‘step out as a free independent and sovereign partner to the others’ and so on. He said a lot of sweeping things that it is difficult to disagree with but do not help with the detail of what to do about the NI border or the Galileo space project. But to be fair that was not his brief. He was asked to galvanise those at the conference to follow their leader for a noble cause. And he did.

Others have called him out as a future Tory leader but I doubt it. If he had wanted the job he would not have chosen to quote Milton. It is too old-fashioned and plays too heavily into the stereotype of a public-school-educated, born-with-a-silver-spoon, out-of-touch-with-ordinary-people Tory stereotype. It seemed to me like he was just having fun.

Preparing for a Media Interview: 5 Key Steps

August 20, 2018/1 Comment/in Blog /by Lindsay Williams

Preparing for a media interview is common sense but knowing exactly what and how to prepare is less clear to most people. Almost all of us are time poor; knowing exactly what to do in the one or two-hour window allocated for interview preparation is not so obvious.

Pre-flight Checklist

So here is our five-step pre-flight checklist. If you are lucky enough to have good comms professionals around you, this will be a joint venture – but it is not something that can be delegated.

Like a pilot preparing for take-off, an interviewee should run through some disciplined pre-flight checks.

Step 1: Your Objectives

The first step is to be clear about your own or the business objectives of any media engagement. Why are you doing interviews? It may be something as general as ‘profile raising’ or something much more specific such as driving sales of a new product or trying to get a change in some regulation. Whatever it is, you should know before you start.

Step 2: Ask Who is the Journalist? What is the Story?

Next, you need to know who you will be talking to. Who is the journalist, who is their audience and therefore what story will they be interested in? The journalist is never there to do your advertising for you. They will have a different perspective on the subject and you as the interviewee need to know what that is. If you are dealing with a number of different journalists, for example at a media event or for a big launch, you must be aware of the different agendas of the different journalists: the Pensions Weekly freelancer will likely have a different angle than The Guardian columnist.

Step 3: Prepare your Argument

Once you have completed step one and two you are in a position to pull together your messages. This is an essential step when preparing for a media interview. We write a lot about ‘messaging’ as we call it, so no need to go into it here. However, it helps to understand that you want a smorgasbord of an argument or a Chinese buffet. Each little bit of the argument is carefully prepared and ready for serving, but what exactly gets served in what order will depend on how the interview goes. Despite that, it is crucial that your prepared argument is crystal clear.

If you want to make any bold statements, look for ‘proof points’; include anecdotes and examples and above all keep the language simple. Remember, the journalists’ two favourite questions, often not articulated quite as bluntly but there none-the-less, are: ‘so what?’ and ‘can you prove it?’

Once you have done the preparation for an interview, you can be confident, in control and above all compelling.

Step 4: Plan for Tough Questions

Once you know what you want to say, you need to then think about the difficult questions and plan the responses. There may be challenging questions related to your messages but there may also be uncomfortable questions about wider issues – journalists can ask anything and are always looking for a headline or a good quote. Anticipating these is all part of preparing for a media interview. Generally, on these anticipated negative questions, you want to make a convincing but dull response in as short a time as possible. Remember, you don’t want the journalist to focus on the negatives. Depending on the circumstances, another option may be to simply tell a journalist that it is not appropriate for you to answer such questions, perhaps the issue is confidential or simply outside the scope of your role. If so, say so.

Step 5: Rehearse

Finally, we think a few minutes rehearsing aloud is worth several hours talking about your interview with advisors. Role-play is uncomfortable but effective. Don’t be afraid to change your messages if they don’t work. Anyone can ask the questions, it is the act of getting your tongue around the messages and articulating the reactive lines that is valuable. So, give the list of tough questions to your teenage son, if you have one, and ask him to role-play being a journalist. I think of it as creating the neural pathways in advance so that you don’t have to do all that thinking in the interview.

After Thoughts

My last thoughts refer to after the interview rather than before. If you are senior in a big business many things in your world are tightly controlled and outcomes are predictable. If you tell someone to do something, they do it. Media engagement is not one of those things. The outcomes are not entirely predictable.

We often come across execs who have been upset or infuriated by journalists in the past. We also come across plenty who, while not being devastated were mildly annoyed or disappointed by some write up or broadcast. Preparation will limit the risks and potential for disappointment – but in the end, you are not buying advertising and you cannot tell the journalist what to write. If it goes wrong put it down to experience.

Above all do not blame the press officer! They have no more control than you do, but just like a professional investor, they do understand the risks and rewards better. They are advisors, not magicians and only a fool alienates their expert advisors.

Every day The Media Coach team help people preparing for a media interview. We also help organisations embed a media-aware culture, so media engagement becomes part of business as usual rather than something squeezed in after the day job. If you think we can help your organisation please give us a call on +44 (0)20 7099 2212.

Photos used under creative coms licence
Pre-flight Checklist – Credit US Airforce
Thumbs up – Credit Centre for Aviation Photography

Body language always tells a story

July 15, 2018/0 Comments/in Blog /by Lindsay Williams

Body language is in the news this week.

The rich and famous spend their life in the public eye and with cameras always on them and plenty of paid pundits to give an expert opinion it is difficult not to offend someone somewhere.

The brain is wired to take in and interpret visual information above all else. Neuroscience has in recent years confirmed what many had already deduced.

Body language – why we notice

It’s said that 50-60% of the brain is involved in processing visual images and that the brain will not only see but interpret an image in about a tenth of a second.

So it is not surprising that relatively subtle visual clues can set Twitter alight.

Trump’s misstep sets Twitter alight

And that is what happened when President Trump apparently walked in front of the Queen while inspecting her honour guard at Windsor Castle.

And this is how the New York Times reported the incident.

It was really just a few seconds and if you watch the start of the video you can see The Queen gestures to Trump to go in front.

The actual incident doesn’t seem to me to warrant the storm of protest. And in fact, at least one commentator suggests that Trump was really trying to obey the normal rules of etiquette during this short visit with the Queen and mostly did rather well.

Royal sisters-in-law body language made the news

There was a similar rush to interpret the body language when Kate and Meghan – Royal sisters-in-law – got together at Wimbledon. This was written up in the Mirror, the Express and the Daily Mail.

This is probably not the sort of news that I normally care much about but it does illustrate an important point. People are wired to read body language and they cannot help themselves interpreting it.

People are wired to read body language

People often ask me for specifics on how they can change their delivery style to appear, for example, more authoritative, or more approachable. I have learnt that saying smile less, nod your head less or lean forward, has a limited impact. You need to change the mindset. Just as an actor needs to get into character, so does a presenter or an interviewee. If it’s you, try imagining you are delivering this presentation as an older sister or doing this television interview in front of your son’s classmates. Change the programme running in your head and the body language will sort itself out.

If all else fails you could try ‘power posing’. I am told it is a discredited theory (Wikipedia is clear on this point) but I know therapists that still advocate it. Stand in a powerful pose for a minute or so (perhaps in the cubicle of the loo to avoid embarrassment) and see if it changes the way you feel.

I have written before about what sort of on-air presence gives the best television interview. To read this blog click here.

If you would like help with your presentation or on-camera interview style we have a stable of excellent coaches who would be delighted to help. Just call us on +44 (0)20 7099 2212.

Power Pose image used under creative commons – Attribution-ShareAlike 2.0 Generic (CC BY-SA 2.0)