Among the factors that will quickly influence whether an audience wants to listen to you is your speaking style. We each have a style that we develop through practice, experience, watching and listening to others. That style has a great deal to do with how an audience will react when we begin speaking.

New York-based communication consultant Sonya Hamlin asked a number of people, including business managers, friends and associates about their reactions to various speaking styles. She compiled an impressive list of stylistic elements that are positive, as well as those that are negative.

Hamlin found that people react positively to speakers who are warm, friendly and interesting. What does warm mean? While that's a bit hard to define, most people certainly can tell if people are “warm” on meeting them. In the autumn of 1960, when John F. Kennedy was running for President of the United States against Richard Nixon, the two candidates agreed to a televised debate which would showcase each man's ideas, intellect and rhetorical skills.

The debate was broadcast on both television and radio. Surprisingly, judging who won seemed to depend directly on whether you saw the debate on TV or heard it on the radio. A scientific survey of people who tuned into the debate revealed that those who only listened to the exchange thought Richard Nixon had won. He answered the questions in detail, had good debating points, was specific about his policies and proposals, and seemed in command of the facts. People who saw the debate on television thought Jack Kennedy had won— hands down. Even though Kennedy evaded a number of questions and sidestepped some difficult issues, people were impressed with his demeanor, presence and charisma. In a word, they thought he was warm.

Audiences also like listening to people who are organized and confident. Organization helps, of course, because it's one more thing listeners won't have to do for themselves. And confidence wins friends. If you're not confident about this subject, why should the audience 14 give you their attention? If you show them your enthusiasm, they will reward you with their undivided attention.