Where are you supposed to look when you’re presenting?
Michelle realized she didn’t know the moment she began speaking to an audience of 50 with deep pockets. Her goal was to secure millions to fund a worthwhile cause. They could easily give her more than that.
Since Michelle didn’t know where to look, her eyes flicked from person to person. She never landed. It made her look uncertain about her story. The result - a disengaged audience. Their hands went nowhere near their checkbooks. Their hearts never arrived.
Michelle’s dilemma is common. When most people speak to a group, they don’t know where to look, or how long to stay with one person. They do odd things to solve not knowing.
To answer that question in a way that changes your impact, you need to understand the difference between glancing and looking.
To glance is to look quickly, briefly, to catch a glimpse. When you glance at someone, you don’t take in much. Most importantly, you don’t connect. You don’t stay long enough.
To look is different. It’s intentional. You direct your eyes to see. You observe each person. You take in who’s in front of you. You stay long enough to connect.
Most people are afraid of looking too long at one person. They’re afraid it will make the other person uncomfortable. So their eyes dart around, they don’t really see anyone. That’s the mistake.
When you look steadily at each individual in your audience, long enough to actually see them individually, something changes. You become aware. Perceptive. You start responding to what’s actually happening in the room. You tune into the mind of your audience. Your communication becomes alive. What you say begins to resonate on a much deeper level.
That won’t happen until you truly look.
It requires a steady gaze, not too long, but long enough with each person to create a real connection before you move on.
I coached Michelle on this. Once she mastered this art, she began producing the one outcome her talk required: emotional engagement.
Whether you’re asking for millions or presenting your quarterly business review, that connection changes everything.
Connection isn’t created by funny stories, slides or polished words. It’s created when the awareness of two people meets in the space between you. When you create that kind of connection, there is no door that stays closed to you.
Be the cause!
Ingrid