Persuasive Speaking: Variety is the Key

Kacy Miller, President of CourtroomLogic Consulting, LLC, a jury and trial consulting firm, contends that every one of us has an innate tool we can use whenever we "put on our advocacy hat." That tool is our voice. "When used effectively," she writes  (http://bit.ly/2p8XLNu), "our voice has the capacity to maintain our listeners' attention, persuade, and even evoke emotion." Variety is the key. Some strategies to consider:

• Rate: We tend to speed up our speech when nervous but listeners need time to process what we are telling them, especially when the content is new, complex or technical. (Tweet it!)

• Inflection: Monotony can be yawn-inducing and annoying. Vary the energy and emphasis you place on certain words.
• Pitch: Research shows that higher-pitched speech conveys a sense of excitement, fear, or nervousness. A lower-pitched voice communicates confidence, certainty, and calm. We all have a natural pitch, but we can shift it up or down when we want to persuade.
• Volume: Know when to turn the dial up or down. Often, people only think of increasing volume to persuade, but don't underestimate the power of a whisper If you want your audience to take notice and lean in.
• Pausing: Silence is a great tool for persuasion. By integrating carefully orchestrated pauses into your speaking, you are essentially speaking in all caps. It's an easy, effective way to let listeners know that what you just said (or are about to say) is important.

We agree with Miller when she says, "We spend hours preparing content for a speech, opening statement, oral argument, or even a client pitch. Make the most of your delivery by adding a healthy dose of vocal variety to your presentation. Your listeners will appreciate it."

Think of a speaker you enjoy - do they make the most of these techniques? What about a speaker you don't enjoy? To join the conversation, click "comments" above.

If you would like to read more about creating a habit around masterful communication, check out our book: Be Quiet, Be Heard: The Paradox of Persuasion.

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