Meetings are a great opportunity to increase your visibility and gain trust with the decision-makers that will affect your career.
As the author of Managing Up and an executive coach for top performers at companies like Google, Amazon, and NATO for more than 15 years, I’ve seen firsthand how speaking up at the right time can lead to promotions, raises, and high-profile projects.
However, not all meeting participation is created equal. Saying things that fill dead air does nothing to improve your credibility. Or, even worse, you may come across as unprepared and defensive.
Sounding smart in a meeting has nothing to do with using big words or buzzwords like “coordinating synergies.” Authority comes from thinking clearly, seeing the big picture, and knowing how to move things forward.
The best communicators I’ve ever worked with have mastered the art of sounding smart and strategic without seeming like they’re trying very hard. Here are four strategies and specific phrases you can steal.
1. Ask a question no one else is asking
You don’t necessarily have to share the most groundbreaking insight to stand out. Well-placed questions in a curious, thoughtful tone can reveal incorrect assumptions, slow a group down, or put a confused conversation back on track.
Try this: Connect the dots between trends, your team, or ideas brought up by others. for example:
“How does this fit in with what engineering is working on?” “It sounds like Isaac and Lynn are aiming for the same goal. Am I reading that correctly?”
2. Use social proof subtly
Social proof is the psychological tendency to trust an idea more when we know that others support it.
For example, when presenting a case study about how you solved a problem in a pitch meeting, you can include customer testimonials, display logos of partners you’ve worked with, and cite statistics that demonstrate past success and buy-in.
Try this. Tactfully remove the names of colleagues and leaders who already support or agree with your proposal. This may sound like this:
“The head of product had the same idea.” “The client said this was exactly what they were looking for.”
3. Understand what decision makers value
Connect your contributions to the business priorities through which leaders filter every idea and decision. This includes cost, speed, risk, growth potential, and anything else executives are scrutinizing.
Try this. Try to recall and identify what the boss you are talking to has said frequently recently. for example:
If your COO is vocal about streamlining processes, say, “This is the type of efficiency we’ve been striving for.” If your VP is obsessed with beating the competition, add, “This will help you differentiate yourself in the market.”
4. Be specific about your influences.
Vague updates like “The project is on track” or “Progress is progressing” are forgotten. Does that mean you’re barely ahead of schedule, or did you just close your biggest deal of the quarter? Without details, it’s hard for others to visualize what you’ve accomplished.
Try this: Attach numbers to your updates to make the impact more concrete and immediate. for example:
“We have shipped new features to over 10,000 customers in the past 90 days.” “I currently oversee accounts in five different regions.”
Melody Wilding, LMSW, is an executive coach, professor of human behavior, and author of Managing Up: How to Get What You Need from the People in Charge. Get her free training “5 Steps to Speak Like a Senior Leader” here.
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