Presentation Ethos, Mr Burns, a Dental Nurse, and Me

by Peter Watts

Credibility in public speaking is associated with the level of ethos that you command with your audience, customer, or patient.

Ethos is founded on reputation, it’s founded on the title before your name or the qualifications that trail after it. It’s bolstered by visible accoutrements such as your premises, your equipment, or your uniform. It’s your past track record and your client list. Ethos is that diploma you keep framed on the wall. When ethos is visible, ethos is easy. Once you’ve got the titles and the trappings, then you can ride on them. Right?

Wrong.

Most of all, ethos is similarity. It’s can people like you? People buy from people. Are you a likable human, or a cold diploma?

Allow me to illustrate, because I just met this phenomena in the flesh in my Dentist’s office. Or rather, I met her eyes in the flesh because every other bit of anatomy was covered in surgical-wear, and a gloved hand was sticking some cold whining torture tool into my gum-line. How’s that for all the accoutrements of ethos with none of the likability?

About ten minutes into treatment, I must have angled my jaw into the perfect position for oral penetration, because unexpectedly, from under my tormenter’s mask came a creepy but perfectly phrased “Excellent”. Joann the Hygienist had just delivered a grade A impression of the Simpsons character Mr Burns.

Treatment had to stop immediately. I was experiencing an overwhelming urge to respond with a Burns quote of my own:

“Release the hounds.”

Complete strangers till 15 minutes earlier, Joann and I had just established a level of intimacy born of our shared enjoyment in a TV character. Once that connection was established, all Joann had to do was slowly steeple and then drum her fingers together for me to become instant dental putty in her hands (fellow Burns fans will know what I mean!)

In this coincidence of connection, I was experiencing ethos at first-hand. While Joann had all the visible elements of ethos, the Burns connection suddenly gave us a shared cultural reference point. It gave us an aspect of similarity, and we are most readily inclined to favor and believe those who we regard as being similar to ourselves.

Doctors are held up as a prime example of ethos, and yet, how many Doctors find themselves getting sued?

As Malcolm Gladwell explored in his book “Blink”, there is an inverse correlation between the amount of time Doctors spend on social orientation with patients, and the likelihood of their later being sued for malpractice. Malpractice suits are the ultimate expression of the collapse of ethos. Ethos is collapsing through a lack of social connection.

Joann and I connecting over Mr Burns was maybe an extreme example, but the fundamental point remains. For complete credibility, connection is as important as  qualification.

Presentation mission + belief = PASSION

by Peter Watts

“Your mission, should you choose to accept it…..”

These words launch many a spy story. The key elements I would like to pick out for your consideration are:

“Your mission”

and

“Choose to accept it”

Every presentation is a mission, and for that mission to succeed you must bring your total commitment to it.  We want audiences to believe in us and the case we are making. For this to happen, we need to do two things:

  • Know what our mission is
  • Choose to both fully accept it, and own it

Your mission

The word “mission” sounds similar to “envision”, and we want audiences to be able to clearly envision the positive outcomes that our recommended course of action will produce.

In doing this, we can sometimes be tempted to believe we can let “the facts speak for themselves”, but this is a mistake. Facts and figures are merely secondary indicators of something else; they are evidence that we have achieved a mission, but are seldom the mission itself. For example, achieving a 100% customer satisfaction rate is a great metric, but why? What does that gain? A 50% increase in sales is very worthy, but why? How does that help the business?

Supporters rally to a flag, never to a number. What is the mission you are waving before them?

Choose to accept it

The mission must be whole-heartedly embraced. Where does this mission connect with either our organization, department, or with ourselves as unique individuals? If you share that connection with the audience then you reveal a part of your own belief system that adds tremendous weight to your message. As James Kouzes and Barry Posner state in their book “The Leadership Challenge”:

“You can’t believe the messenger if you don’t know what the messenger believes.”

The best public speaking is always accompanied by passion; and passion is conjured from mission and belief as surely as the name Martin Luther King conjures the words “I have a dream”

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