Like many corporate CEOs, Shannon posted a video statement on the company's intranet site updating employees on the company's quarterly progress. Shannon said she was proud of the employees.  Shannon said she was excited about progress toward the company's goals.  Shannon said the Wall Street analysts were pleased with the company's performance.  But there was little energy in her words.  There was no smile on her face.  Were her words sincere?  Her employees wondered, "Should I believe what Shannon says or what my eyes see?" 

If you've sat through in one of my presentation skills speeches or training classes, chances are that you've heard me say that one thing that the best presenters have in common is that fact that they are sincere - when you listen to them you just know that they believe in what they're saying.  Conveying your sincerity goes a long way in the minds and hearts of your audience as they consider your message. 

How Can You Be Sincere?

French writer and politician Jean Giraudoux once said, "The secret of success is sincerity.   Once you can fake that you've got it made."  This in NOT what we're talking about here!  I'm not asking you to fake sincerity!  I am assuming that when you present, you really do believe in your subject matter - you bring genuine sincerity with you.   What we are talking about is being congruent so that your audience believes that you are sincere.

Two Ways to Be Congruent

Audiences may or may not be consciously aware of it, but there are two important ways they are looking for you to be congruent.  Audiences want to see: (1) Congruency between what you say and how you say it,  (2) Consistency between who you are "on-stage" and who you are "off-stage."  When either of these congruencies is out of alignment, the audience senses the inconsistency and doubts your message.  By being congruent, you instill confidence in your audience that you believe what you are saying.

Congruency Between What You Say and How You Say It

In the CEO example above, Shannon was saying words like "excited," "proud," "pleased," but her voice was calm and her facial expression flat.  This leaves her employee audience conflicted.  Some will believe her because they want to believe her.  Others will get that uneasy feeling in their stomach and think, "Maybe I should be updating my resume."  If Shannon really is feeling great about the company performance, she doesn't want her employees distracted by inconsistency between what she says and how she says it.  Sure, maybe Shannon is a little self conscious about being recorded for the quarterly announcements.  But if she focuses more on her audience and her message, then she'll find it easier to add a smile, use an upbeat tone, and more genuinely project that she believes in what she's saying. 

As you present, consider the words you're saying and if your voice, posture, and face are giving the same messages as your words.  Watch yourself in front of a mirror.  Record yourself with a video camera and watch the your delivery four times.  Watch the whole thing through once.  Watch yourself once with the sound off.  Then listen to yourself without looking at the screen.  Then watch yourself again.  Look for inconsistencies and change your delivery so that your words and your body are congruent.

On-Stage and Off-Stage

Back in my corporate days, I worked with an executive who was a completely different person when he was presenting to a group of employees as he was when he met with a person one-on-one.  One-on-one, he was a gruff, get-the-to-the-point, no-pleasantries type of guy.  In front of the group, he was relaxed, cracking jokes, having a good time with the audience.   I enjoyed watching him present.  I dreaded having to have a conversation with him. 

Audiences size you up too.  If you are a different person on stage than you are in person, they wonder if they can trust you.  They doubt what you say.  Don't try to be someone you're not when you address a group.  Be yourself - the best of yourself - but still yourself.  If you're nervous in front of a group, be thoroughly prepared to reduce nervousness.  Practice in front of a friendly audience first.  Ask those who know you best for feedback on how you can better be yourself.  If you have an important message to communicate, show up as your authentic self to deliver it.

If you are sincere in your message, if you want your audience to believe your message, then be congruent.  Match your tone, your facial expressions, and your body language to the words you're saying.  If you're concerned, show concern, sound concerned.  If you're happy, then smile and be happy.  Be your authentic self in front of the audience.  Sure you're speaking to group rather than one-on-one.  But be yourself so they know they can trust you.  Be congruent so that your audience will just know that you really believe in what you're saying.