Auctioneer Lydia Fenet shows us how to own a room

How do you convince people to do things they didn’t want to do? Just ask Lydia Fenet.

“The next time you’re in a situation where you’re responsible for selling, pitching or speaking, think carefully about your introduction and opening line so that you approach the moment like a woman who knows what she wants and tells you how to get it.”

Fenet is the world’s leading charity auctioneer, having single-handedly raised over a billion dollars for more than 800 organizations around the world. She has perfected the art of captivating and persuading audiences, and her insights offer valuable lessons for anyone looking to increase their impact on stage or in any other space.

Get the desired energy from the room

One of the fundamental tips Fenet gives is the importance of energy in public speaking. You need to get the audience to share your enthusiasm, so if you come across as quiet and shy, your audience will respond the same way. If you show confidence, energy and enthusiasm from the start, your audience will take advantage of your energy and join in enthusiastically.

Public speaking depends on the exchange of energy between speaker and audience as well as the content conveyed.

Choreograph your performance

To achieve that level of energy and capture the audience’s attention from the start, it’s important to choreograph a strong entrance. “I usually walk on stage with my shoulders back and no smile,” says Fenet. “I have my hammer. I slam it on the floor. I look up and smile big. It’s like I’m saying, ‘Here I am, guys – let’s go!'”

This carefully orchestrated entrance is designed to both make an immediate impression and convey authority. A well-considered entrance can be critical for speakers who want to stand out from the crowd and command the room.

Dress for success

Fenet believes that the way you dress says how you feel, and that the right clothes can convey confidence and authority. “My clothes are my armor,” she says. “I go on stage to raise money, and to me that means what makes me feel good.” She likes high heels, big earrings and bright colors. “Because even when I’m tired,” she says, “those things cheer me up, and I want people to know when I go on stage that I took the job that night very seriously.”

When we feel comfortable in our clothes, it makes us more confident, which in turn increases the trust and engagement of the audience.

Make it a conversation

For Fenet, an auction or speech is successful when the audience feels like they are part of the experience. She does this by engaging the entire room in conversation. “I look around the audience and find the first person to raise their hand. And then I start a conversation,” she says. “When I start talking to someone in the room, suddenly 500 people in the audience want to know more about them, and it’s not really about the auction anymore. It’s about this conversation, and everyone wants to be part of it.”

This technique is particularly effective for capturing the attention of a large audience. When one person in the audience is the focus of a conversation, the others will naturally pay more attention and not want to miss what is said next.

Use humor to redirect attention

Distractions are inevitable in any speaking engagement, but Fenet has a unique approach to dealing with them – humor. Instead of ignoring distractions or reprimanding the audience, she uses humor to redirect attention. “Sometimes you hear this quiet noise that eventually gets louder, and you don’t want to be the person who silences it.” Fenet often says something like, “You know, ladies and gentlemen, I have to be a mathematician, an auctioneer, and an improvisational comedian. And all you have to do is be quiet!”

You simply have to make what happens on stage more entertaining than what happens in the audience, recommends Fenet.

Weave a consistent story

Fenet believes storytelling is very important in public speaking. She suggests taking key moments and weaving them consistently throughout the talk. For example, if you’re raising money for a holiday, she’ll engage the audience by suggesting that an auction lot would make a great gift. Another lot could be a nice vacation trip. This strategy helps create a cohesive narrative that resonates with the audience.

Let the audience know you got the joke

Fenet suggests being open about any elephants in the room. If the speakers before you were boring, or you’re the last speaker of a very long day, start your speech by saying, “Good evening, ladies and gentlemen – I’m very pleased to be here. And I can tell just by looking at your face that you don’t feel that way at all!”

By admitting that you know how the audience feels, you build an authentic connection with the audience and become more believable. “They say, ‘Oh yeah, she got it,'” Fenet says.

By adopting some of Fenet’s approaches, you can take your public speaking to a new level of impact and connection. Whether you’re selling, making a pitch, or just sharing ideas, Fenet recommends grabbing the microphone whenever possible because repetition is key. “Learning how to hold the attention of a crowd is a skill,” she says. “It takes practice and training.” Clearly, she’s mastered it.