Tag Archives: hook

competitive advantage, General

Hook Your Audience

Especially Powerful Blast!
Hook your audience with especially powerful mind-blasting

Some experts estimate that you have an initial 15 seconds – maybe 20 – to hook  your audience for your business presentation.

But with a kaleidoscope of modern-day distractions, you face an uphill battle to seize interest.

In that short window of less than a minute, while they’re sizing you up, you must blast into their minds.  You must get them über-focused on you and your message.

So how do you go about hooking and reeling in your audience in those first crucial seconds?

Think of your message or your story as your explosive device.  To set it off properly, so it doesn’t fizzle, you need a detonator.

This is your “lead” or your “grabber.”  Your “hook.”

This is your detonator for blasting into the mind.

Mind-Blasting to Hook Your Audience

This is a provocative line that communicates to your listeners that they are about to hear something uncommon.  Something special.

With this provocative line, you create a desire in your audience to hear what comes next.  The next sentence . . . and the next . . . until you are deep into your presentation and your audience is with you stride-for-stride.

But they must step off with you from the beginning.

And you get them to step off with you by blasting into the mind.

You don’t blast into the mind with a stock opening like this:

“Thank you very much, Bill, for that kind and generous introduction.  Friends, guests, associates, colleagues, it’s a real pleasure to be hear tonight with so many folks committed to our cause, and I’d like to say a special hello to a group of people who came down from Peoria to visit with us here this evening, folks who are dedicated to making our world a better place, a more sustainable world that we bequeath to our children and our children’s children.  And also a shout-out to the men and women in the trenches, without whose assistance . . .”

That sort of thing.

“Thank you, thank you, thank you much . . .”

Ugh.

Folks in your audience are already checking their email.  In fact, they’re no longer your audience.

You’ve heard this kind of snoozer before, far too many times.

So why do people talk this way?

Because it’s what they’ve heard most of their business lives.  You hear it, you consider it, you shrug, and you think that this must be the way it’s done.  You come to believe that dull, monotone, stock-phrased platitudes comprise the secret formula for giving a keynote address, an after-dinner speech, or a short presentation.

You come to believe that a listless audience is natural.

Not at all!  The key is to do a bit of mind-blasting.  And this is the secret to hook your audience . . . and keep them hooked.

Mind-Blasting

You must blast into their minds to crack that hard shell of inattention.  You must say something provocative, but relevant.  You must grab your listeners and keep them.  You must arrest their attention long enough to make it yours.

Something like this:

“The gravestone was right where the old cobbler said it would be . . . at the back of the overgrown vacant lot.  And when I knelt down to brush away the moss and dirt, I could see my hand trembling.  The letters were etched in granite and they became visible one by one.  My breath caught when I read the inscription–”

Or this . . .

“There were six of them, my back was against the hard brick wall, and let me tell you . . . I learned a hard lesson–”

Or this . . .

“I was stupid, yes stupid.  I was young and impetuous.  And that’s the only excuse I have for what I did.  I will be ashamed of it for the rest of my life–”

Or this . . .

“At the time, it seemed like a good idea . . . but then we heard the ominous sound of a grinding engine, the trash compactor starting up–”

Or this . . .

“She moved through the crowd like shimmering eel cuts the water . . .    I thought that she must be a special woman.  And then I knew she was when she peeled off her leather jacket . . . and, well–”

Tell Me What Happens Next!

You get the idea.

Each of these mind-blasters rivets audience attention on you.  Your listeners want to hear what comes next.  Of course, your mind-blaster must be relevant to your talk and the message you plan to convey.  If you engage in theatrics for their own sake, you’ll earn the enmity of your audience, which is far worse than inattention.

So craft an initial mind-blaster to lead your audience from sentence to sentence, eager to hear your next one.  And you will have succeeded in hooking and holding your listeners in spite of themselves.

Hook your audience with especially powerful mind-blasting and you can achieve a measure of personal competitive advantage denied to others . . . because they’re simply unaware of this powerful technique.

For more key elements of especially powerful presenting, consult The Complete Guide to Business School Presenting.

Audience, Drama, Imagination, Openings, Technique

Mind-Blasting to Hook your Audience

Hook your Audience!
Hook your audience with an especially powerful grabber

Some experts estimate that you have an initial 15 seconds – maybe 20 – to hook your audience for your business presentation.

And with a kaleidoscope of modern-day distractions, you face an uphill battle.

In that short window of less than a minute, while they’re sizing you up, you must blast into their minds.  You must get them über-focused on you and your message.

So how do you go about hooking and reeling in your audience in those first crucial seconds?

Think of your message or your story as your explosive device.  To set it off properly, so it doesn’t fizzle, you need a detonator.

This is your “lead” or your “grabber.”

Your “hook.”

This is your detonator for blasting into the mind.

This is a provocative line that communicates to your listeners that they are about to hear something uncommon.

Something special.

With this provocative line, you create a desire in your audience to hear what comes next.  The next sentence . . . and the next . . . until you are deep into your presentation and your audience is with you stride-for-stride.

“Thank you, thank you very much . . .”

But they must step off with you from the beginning.

You get them to step off with you by blasting into the mind.  You don’t blast into the mind with a stock opening like this:

“Thank you very much, Bill, for that kind and generous introduction.  Friends, guests, associates, colleagues, it’s a real pleasure to be hear tonight with so many folks committed to our cause, and I’d like to say a special hello to a group of people who came down from Peoria to visit with us here this evening, folks who are dedicated to making our world a better place, a more sustainable world that we bequeath to our children and our children’s children.  And also a shout-out to the men and women in the trenches, without whose assistance . . .”

Hook your audience
You won’t hook your audience with cliches and bad jokes

That sort of thing.

Ugh.

Folks in your audience are already checking their email.  In fact, they’re no longer your audience.

And you’ve heard this kind of snoozer before, far too many times.

Why do people talk this way?  Because it’s what they’ve heard most of their business lives.

You hear it, you consider it, you shrug, and you think that this must be the way it’s done.

You come to believe that dull, monotone, stock-phrased platitudes comprise the secret formula for giving a keynote address, an after-dinner speech, or a short presentation.

You come to believe that a listless audience is natural.

Not at all!

So How to Hook Your Audience?

The key is to do a bit of mind-blasting.

You must blast into their minds to crack that hard shell of inattention.

You must say something provocative, but relevant.  You must grab your listeners and keep them.  Hook them.  You must arrest their attention long enough to make it yours.

Something like this:

“The gravestone was right where the old cobbler said it would be . . . at the back of the overgrown vacant lot.  And when I knelt down to brush away the moss and dirt, I could see my hand trembling.  The letters were etched in granite and they became visible one by one.  My breath caught when I read the inscription–”

Or this . . .

“There were six of them, my back was against the hard brick wall, and let me tell you . . . I learned a hard lesson–”

Or this . . .

“I was stupid, yes stupid.  I was young and impetuous.  And that’s the only excuse I have for what I did.  I will be ashamed of it for the rest of my life–”

Or this . . .

“At the time, it seemed like a good idea . . . but then we heard the ominous sound of a grinding engine, the trash compactor starting up–”

Hook Your Audience!
Mind-Blast to Hook your Audience

Or this . . .

“She moved through the crowd like shimmering eel cuts the water . . .    I thought that she must be a special woman.  And then I knew she was when she peeled off her leather jacket . . . and, well–”

You get the idea.

Each of these mind-blasters rivets audience attention on you.  Your listeners want to hear what comes next.

Of course, your mind-blaster must be relevant to your talk and the message you plan to convey.  If you engage in theatrics for their own sake – just to hook your audience to no good end – you earn the enmity of your audience, which is far worse than inattention.

So craft an initial mind-blaster to lead your audience from sentence to sentence, eager to hear your next one.  And you will have succeeded in hooking and holding your listeners in spite of themselves.

For more on mind-blasting for especially powerful presentations, see the Complete Guide to Business School Presentations.

Charisma, Confidence, Passion, People, Structure, Technique

Malcolm X was a Great Presenter

Malcolm X was a Great Presenter with Professional Presence
Malcolm X was a Great Presenter. No more powerful example of a superb presenter can be found

Like snapping a towel to skin, you want to sting your audience in a good way.  Malcolm X was a great presenter, and he used this technique better than most.

He could snap his audience to attention.  He compelled his listeners to sit up straight, to focus on his message.

You can do this several ways, too.  It’s up to you what method you choose, but it should fit your audience and your presentation.

One effective method is the use of a “grabber” line.  This is a surprising and unconventional sentence or an unusual fact that immediately alerts the audience that its about to hear something special.

Not just another canned talk.

One of the finest public speakers – or presenters – of modern times was the late Malcolm X.  Yes, Malcolm X was a great presenter, and his speeches are textbook examples of how to grab an audience, mesmerize it throughout his presentation, and then mobilize it with an especially powerful call to action.

The Effects of Rhetoric

Whether you agree or disagree with him is irrelevant to the point that he was a captivating communicator.  He drew from a deep well of powerful presentation techniques.

Malcolm’s speeches are just that – speeches – and they are written for the ear and not the eye.  As such, they are best read aloud so as to absorb the measured beats, to feel the repetition of key phrases.

And to learn the effects of certain rhetorical flourishes.

And when you read sentence after sentence, you sense the power and the deep moral outrage coming through, sometimes explicit but most often through a steady recapitulation of ideas using different phrases, but key words.

Malcolm X was a great presenter

You gain a sense of the gathering storm.  You almost hear rolling thunder in the distance.

Today, I mine his speeches for their cadences, their imagery, their use of allegory, anaphora, and turns of phrase.

With respect to grabbing an audience’s attention, too many presentations and speeches begin with routine thank-yous and ingratiation of the audience.

Bad presentations launch with a peppering of routine phrases, a gripping of the podium and a squinting at notes or jerky backward glances at an unreadable projection screen.

Remember that a speech is tremendously different from a written document.  Pauses and repetition, tone and inflection are essential with the spoken word.

Especially Powerful Technique

Let’s look at the beginning of a typical Malcolm X speech and see how he grabs his audience.  Read it with his spoken delivery in mind.

This speech – Message to the Grass Roots – was delivered in Detroit on November 10, 1963.  Irrespective of the time and place and circumstance, which of course leavens our approach, note that Malcolm begins his talk by immediately establishing intimacy with the audience.

We want to have just an off-the-cuff chat between you and me . . . us.  We want to talk right down to earth in a language that everybody here can easily understand.

We all agree tonight, all of the speakers have agreed, that America has a very serious problem.  Not only does America have a very serious problem, but our people have a very serious problem.

In the space of four sentences, Malcolm has drawn in his listeners.  He has laid out a situation statement that, at that moment, captivated his audience.

He established a mood of confidentiality and rapport, and then makes a bold statement – “America has a very serious problem . . . We have a very serious problem.”

Who wouldn’t want to hear what comes next?

Malcolm X was a Great Presenter with Power and Depth

Notice that he did not engage in throat-clearing and chit-chat.

No “Thank you Mr. Chairman” . . . no “So good to see so many committed activists tonight and familiar faces in the crowd.”  Notice also the use of repetition of key phrases: “Very serious problem.”

Straight to the point, and a bold point it is.  See what comes next . . .

America’s problem is us.  We’re her problem.  The only reason she has a problem is she doesn’t want us here.  And every time you look at yourself, be you black, brown, red or yellow, a so-called Negro, you represent a person who poses such a serious problem for America because you’re not wanted.  Once you fact this as a fact, then you can start plotting a course that will make you appear intelligent, instead of unintelligent.

Has Malcolm studied his audience?  Is he reaching out with a message that is directly relevant to his listeners?

Most of all, has he grabbed your attention?

He surely has.

Malcolm was expert at executing Presentation Snap, grabbing his listeners in a way that zeroed in on them . . . on their needs, concerns, desires, hopes . . . framing the issue in colorful language, and creating listener expectations that he will offer bold and radical solutions to real problems.

For now, focus on the grabber to seize the attention of your audience.  Mull this excellent example from Malcolm’s talk.  Ask yourself how he contrived it . . . and how it works.

In subsequent posts, we look at more examples from Malcolm X as he moves through delivery of his presentation and builds to his call for action at the end.

For more on how you can use Malcom X’s techniques to develop especially powerful business presentations, consult The Complete Guide to Business School Presenting.

Audience, Case Competitions, Group Presentations, Structure, Technique

Especially Powerful Presentation Openings

The Presentation Opening
The Presentation Opening sets the tone for your Business Presentation

Of course you know how to begin a business presentation with a powerful presentation opening.

The Presentation Opening is surely easy.

Right?

But do you really know how to launch a powerful presentation?

Consider for a moment . . .

Don’t Tiptoe

Do you begin confidently and strongly?  Or do you tiptoe into your presentation opening, as do so many people in school and in the corporate world?

Do you sidle into it?  Do you edge sideways into your show with lots of metaphorical throat-clearing.

Do you back into it?

Do you actually start strong with a story, but let the story spiral out of control until it overshadows your main points?  Is your story even relevant?  Do your tone and body language and halting manner shout “apology” to the audience?

Do you shift and dance?

Are you like a turtle poking his head out of his shell, eyeing the audience, ready to dart back to safety if you catch even a single frown?  Do you crouch behind the podium like a soldier in his bunker?

Do you drone through the presentation, your voice monotone, your eyes glazed, fingers crossed, actually hoping that no one notices.

A Bad Presentation Opening

I viewed a practice presentation that purported to analyze a Walmart case.  The lead presenter was Janie.  She began speaking, and she related facts about the history of the company and its accomplishments over the past 40 years.

She spoke in monotone.  She flashed a timeline on the screen.

Little pictures and graphics highlighted her points.

I wondered at what all of this might mean.

I waited for a linking thread.

Craft a superb presentation opening
Grab Your Audience with The Presentation Opening

I waited for her main point.  As the four-minute mark approached, my brow furrowed.  The linking thread had not come.

The linking thread would never come . . . it dawned on me that she had no point.  At the end of her segment, I asked a gentle question.

“Janie, what was that beginning all about?  How did your segment relate to Wal-Mart’s strategic challenges in the case at hand?”

“Those were just random facts,” she said.

“Random facts?”

“Yes!” she said brightly.

And she was quite ingenuous about it.

The Wrong Presentation Opening

She was reciting “random facts,” and she thought that it was acceptable to begin a business case presentation this way.  I do not say this to disparage her.

Not at all.

In fact, she later became one of my most coachable students, improving her presentation skills tremendously.

She has since progressed to graduate school.  And now she delivers powerful presentation openings.

But what could convince a student that an assembly of “random facts” is acceptable at the beginning of a presentation?  Is it the notion that anything you say for a presentation opening is okay?

Let’s go over the beginning, shall we?

Together, let’s craft a template beginning that you can always use, no matter what your show is about.  When you become comfortable with it, you can then modify it to suit the occasion.

You begin with your presentation opening.  Here, you present the Situation Statement.

The Situation Statement tells your audience what they will hear.  It’s the reason you and your audience are there.  What do you tell them?

The audience has gathered to hear about a problem and its proposed solution.  Or to hear of success and how it will continue.  Or to hear of failure and how it will be overcome . . . or to hear of a proposed change in strategic direction.

Don’t assume that everyone knows why you are here.  Don’t assume that they know the topic of your talk.  Ensure that they know with a powerful Situation Statement.

Set the Stage with Your Situation Statement

A powerful situation statement centers the audience – Pow!  It focuses everyone on the topic.

Don’t meander into your show with chummy talk.  Don’t tip-toe into it.  Don’t be vague.  Don’t clutter your presentation opening with endless apologetics or thank yous.

What do I mean by this?  Let’s say your topic is the ToughBolt Corporation’s new marketing campaign. Do not start this way:

“Good morning, how is everyone doing?  Good.  Good!  It’s a pleasure to be here, and I’d like to thank our great board of directors for the opportunity.  I’m Dana Smith and this is my team, Bill, Joe, Mary, and Sophia.  Today, we’re planning on giving you a marketing presentation on ToughBolt Corporation’s situation.  Again, thank you for your attention and time.  We’re hoping that—”

No . . . no . . . and no.

Direct and to-the-point is best. Pow!

Try starting this way:

Craft a powerful presentation opening for energy
Especially Powerful hooks and grabbers for your presentation opening

“Today we present ToughBolt’s new marketing campaign — a campaign to regain the 6 percent market share lost in 2013 and increase our market share by another 10 percent.  A campaign to lead us into the next four quarters to result in a much stronger and competitive market position 12  months from now.”

You see?  This is not the best intro, but it’s solid.  No “random facts.”  No wasted words.

No metaphorical throat-clearing.

No backing into the presentation, and no tiptoeing.  Just an especially powerful and direct statement of the reason you are there.

Put the Pow in Power!

Now, let’s add some Pow to it.  A more colorful and arresting introductory Situation Statement might be:

“Even as we sit here today, changes in the business environment attack our firm’s competitive position three ways.  How we respond to these challenges now will determine Toughbolt’s future for good or ill . . . for survival or collapse.  Our recommended response?  Aggressive growth.

“We now present the source of those challenges, how they threaten us, and what our marketing team will do about it to retain Toughbolt’s position in the industry and to continue robust growth in market share and profitability.”

Remember in any story, there must be change.

The very reason we give a case presentation is that something has changed in the company’s fortunes.  We must explain this change.  We must craft a response to this change.  And we must front-load our intro to include our recommendation.

That is why you have assembled your team.  To explain the threat or the opportunity.  To provide your analysis.  To provide your recommendations.

Remember, put Pow into your beginning.  Leverage the opportunity when the audience is at its most alert and attentive.

Craft a Situation Statement that grabs them and doesn’t let go.

For more on crafting an especially powerful presentation opening, consult The Complete Guide to Business School Presenting.

 

Audience, Charisma, Passion, Structure, Technique

Put the Pow! into Powerful Business Presentations

Especially Powerful Business Presentations mean personal competitive advantage
Powerful Business Presentation Skills Yield Personal Competitive Advantage

You can front-load your introduction and put the Pow! into Powerful Business Presentations to  seize your audience from the first second of your show.

Or you can tiptoe into your business presentation so no one notices you.

Which would you choose?

You’d choose the introduction with Pow, of course!

But many people don’t.

Many folks in business school, in fact, simply don’t launch powerful business presentations for one excellent reason.

The Reason Why Many Business Presentations Sputter

Many folks don’t know how to begin a presentation.

Do you?

What?

“Of course I know how to begin a presentation.  What kind of fool does this guy think I am?”

But do you?  Really?

Does your intro have Pow?  Consider for a moment . . .

Do you begin confidently and strongly?  Or do you tiptoe into your presentation, like so many people in school and in the corporate world?

Do you sidle into it?  Do you edge into your show with lots of metaphorical throat-clearing?  Do you back into it?

Powerful Business Presentation
Do you poke your head out instead of delivering a powerful business presentation?

Do you actually start strong with a story, but let the story spiral out of control until it overshadows your main points?  Is your story even relevant?  Do your tone and body language and halting manner shout “apology” to the audience?

Do you shift and dance?

Are you like a turtle poking his head out of his shell, eyeing the audience, ready to dart back to safety if you catch even a single frown?  Do you crouch behind the podium like a soldier in his bunker?  Do you drone through the presentation, your voice monotone, your eyes glazed, fingers crossed, actually hoping that no one notices you?

One major problem with all of this is that you exhibit horrendous body language that destroys your credibility.

Set the Stage with Your Situation Statement

You begin with your grabber . . . then follow immediately with your Situation Statement.

The Situation Statement tells your audience what they will hear.  It’s the reason you and your audience are there.

What will you tell them?  The audience is gathered to hear about a problem and its proposed solution . . . or to hear of success and how it will continue . . . or to hear of failure and how it will be overcome . . . or to hear of a proposed change in strategic direction.

Don’t assume that everyone knows why you are here.  Don’t assume that they know the topic of your talk.  Ensure that they

powerful business presentations
Personal Competitive Advantage through Powerful Business Presentations

know with a powerful Situation Statement.

A powerful situation statement centers the audience – Pow!  It focuses everyone on the topic.

Don’t meander into your show with chummy talk, thanking the board for the “opportunity,” thanking the conference staff, thanking the bartender for generous pours.

Don’t tip-toe into it.  Don’t be vague.  Don’t clear your throat with endless apologetics or thank yous.

What do I mean by this?

You Need Pow!

Let’s say your topic is the ToughBolt Corporation’s new marketing campaign.  Do not start this way:

“Good morning, how is everyone doing?  Good.  Good!  It’s a pleasure to be here, and I’d like to thank our great board of directors for the opportunity.  I’m Dana Smith and this is my team, Bill, Joe, Mary, and Sophia.  Today, we’re planning on giving you a marketing presentation on ToughBolt Corporation’s situation.  We’re hoping that—”

No . . . no . . . and no.

Direct and to-the-point is best. Pow!

Try starting this way:

“Today we present ToughBolt’s new marketing campaign — a campaign to regain the 6 percent market share lost in 2011 and increase our market share.  By another 10 percent.  A campaign to lead us into the next year to result in a much stronger and competitive market position.”

You see?  This is not the best intro, but it’s solid.  No “random facts.”  No wasted words.  No metaphorical throat-clearing.

No backing into the presentation, and no tiptoeing.

You have set the stage for a powerful business presentation.

Put the Pow into Your Powerful Business Presentation!

Now, let’s add some Pow to it.  A more colorful and arresting introductory Situation Statement might be:

“As we sit here today — right now —  changes in our industry attack our firm’s competitive position three ways.  How we respond to these challenges now will determine Toughbolt’s future for good or ill . . . for survival . . . or collapse.  Our recommended response?  Aggressive growth.  We now present the source of those challenges, how they threaten us, and our marketing team’s  solution to regain Toughbolt’s position in the industry and to continue robust growth in market share and profitability.”

Remember in any story, there must be change.  The reason we give a case presentation is that something has changed in the company’s fortunes.

We must explain this change.  We must craft a response to this change.

And we must front-load our introduction with Pow! to include our recommendation.

That’s why you have assembled your team.  To explain the threat or the opportunity.  To provide your analysis.  To recommend action!

Remember, put Pow into your beginning.  Leverage the opportunity when the audience is at its most alert and attentive.  Right at the start.

Craft a Situation Statement that grabs them and doesn’t let go.

For more on putting the Pow! into powerful business presentations, have a look here.

Audience, Passion, Technique

How to Start Your Presentation

Powerful presentations require powerful openings for personal competitive advantage
Blast into the mind . . . start your presentation with a hook or grabber, a lead sentence that seizes your audience’s attention.

Some experts estimate that you have an initial 15 seconds – maybe 20 – to hook and hold your audience as you start your presentation.

And with a kaleidoscope of modern-day distractions, you face an uphill battle.  In that short window of less than a minute, while they’re sizing you up, you must blast into their minds.

Get them über-focused on you and your message and you can gain incredible personal competitive advantage.

So how do you go about hooking and reeling in your audience in those first crucial seconds?

Start your Presentation with Explosives

Think of your message or your story as your explosive device.  To set it off properly, so it doesn’t fizzle, you need a detonator.

This is your “lead” or your “grabber.”

Your “hook.”

This is your detonator for blasting into the mind.

This is a provocative line that communicates to your listeners that they are about to hear something uncommon.  Something special.

Start your presentation with this provocative line, and you create a desire in your audience to hear what comes next.  The next sentence . . . and the next . . . until you are deep into your presentation and your audience is with you stride-for-stride.

But they must step off with you from the beginning.  You get them to step off with you by blasting into the mind.

“Thank you, thank you very much . . .”

You don’t blast into the mind with a stock opening like this:

“Thank you very much, Bill, for that kind and generous introduction.  Friends, guests, associates, colleagues, it’s a real pleasure to be here tonight with so many folks committed to our cause, and I’d like to say a special hello to a group of people who came down from Peoria to visit with us here this evening, folks who are dedicated to making our world a better place, a more sustainable world that we bequeath to our children and our children’s children.  And also a shout-out to the men and women in the trenches, without whose assistance . . .”

That sort of thing.

Folks in your audience are already checking their email.  In fact, they’re no longer your audience.  And you’ve heard this kind of snoozer before, far too many times.

Why do people talk this way?  Because it’s what they’ve heard most of their business lives.  You hear it, you consider it, you shrug, and you think that this must be the way it’s done.

You come to believe that dull, monotone, stock-phrased platitudes comprise the secret formula for giving a keynote address, an after-dinner speech, or a short presentation.

You believe that a listless audience is natural.

Not at all!  The key is to do a bit of mind-blasting as you start your presentation!

Mind-Blasting

You must blast into their minds to crack that hard shell of inattention.  You must say something provocative, but relevant.  You must grab your listeners and keep them.  You must arrest their attention long enough to make it yours.

Something like this:

“The gravestone was right where the old cobbler said it would be . . . at the back of the overgrown vacant lot.  And when I knelt down to brush away the moss and dirt, I could see my hand trembling.  The letters etched in granite became visible one by one.  My breath caught when I read the inscription–”

Or this . . .

“There were six of them, my back was against the hard brick wall, and let me tell you . . . I learned a hard lesson–”

Start your Presentation well for personal competitive advantage
The opening of your business presentation should be explosive . . . metaphorically speaking, of course

Or this . . .

“I was stupid, yes stupid.  I was young and impetuous.  And that’s the only excuse I have for what I did.  I will be ashamed of it for the rest of my life–”

Or this . . .

“At the time, it seemed like a good idea . . . but then we heard the ominous sound of a grinding engine, the trash compactor starting up–”

Or this . . .

“She moved through the crowd like shimmering eel cuts the water . . .    I thought that she must be a special woman.  And then I knew she was when she peeled off her leather jacket . . . and, well–”

You get the idea.  Each of these mind-blasters rivets audience attention on you.  Your listeners want to hear what comes next.  Of course, your mind-blaster must be relevant to your talk and the message you plan to convey.  If you engage in theatrics for their own sake, you’ll earn the enmity of your audience, which is far worse than inattention.

So craft an initial mind-blaster to lead your audience from sentence to sentence, eager to hear your next one.

And you will have succeeded in hooking and holding your listeners in spite of themselves for outstanding personal competitive advantage.

For more on how to start your presentation, consult The Complete Guide to Business School Presenting.

Audience, Technique

Hook Your Presentation Audience . . . and Keep Them

Your Presentation Audience deserves your bestDo you face a listless, distracted audience?

Are your “listeners” checking iPhones every few seconds?  Texting?  Chatting in side conversations?

Do they sit with glazed, far-away looks?

The problem is probably you.

No way are you delivering on what should be a passionate, especially powerful presentation.

Your Presentation Audience Needs You to Be . . .

In this video interview with Concentrated Knowledge Corporation’s Executive Insights Program, Andrew Clancy quizzes me on how to connect with an audience that seems disconnected and disinterested in what you have to say in your business presentation.

Here, I identify a remedy for you – how to hook and reel-in an errant audience.  Here is what you need to be for your audience.  It isn’t your listeners’ fault if you’re monotonous, unprepared, listless, nervous, or dull.  It’s your job to entertain and energize your audience with your own enthusiasm.

Giving a business presentation is much more than just showing up in front of your long-suffering presentation audience and delivering a stilted talk.  Much more.

Respect your audience and work hard to dazzle your listeners.  They’ll appreciate it more than you know.

In addition to giving you solid counsel on your audience, I also suggest how you can energize your presentation by discarding one of the most common speaking crutches and by moving into the Command Position.

It’s not easy, but you can do it with several techniques developed over centuries of public speaking practice.

Please overlook my bad hair day in this video as you take in this powerful advice on How to Engage With Your Presentation Audience for an especially powerful presentation.

Have a look . . .

 

 

 

Structure, Technique

Do you ooze into your Business Presentation Introduction?

Business presentation Introduction

Here are sage words on the business presentation introduction . . .

Words that are so sage, they hail from 1935.

The venerable Richard Borden cautions us not to “ooze” into our introduction, and his particular 1935 coinage struck me as, yes, sage.

It also strikes me as a mighty good description of what happens at the start of many business presentations.

Oozing instead of launching.

Borden offers us much more.

Business Presentation Introductions for Power and Impact

With a collection of rare books on public speaking consisting of more than 1000 volumes reaching back to 1727, it’s inevitable that I come across the occasional gem to share – this one on the business presentation introduction.

And so it is that I distill the wisdom of old-time writers into chunks of advice administered in my own classes and seminars.  But occasionally, the original is so darned quaint that it carries the charm of the decade in which it was crafted.

The original can be an especially powerful tool.

Let me share some of the pithier advice that begs our attention from more than half a century ago.

Borden’s 1935 volume Public Speaking as Listeners Like it could replace any dozen modern “Business Communications” textbooks, and students would be the better for the exchange.  Enjoy . . .

Use your key-issue sentence as your opening sentence.

A good conference speaker opens his comment like a knife thrower throws his knife – point first!

Conference room listeners are not leisurely listeners.  They are executives who have business on hand that they are anxious to get done.

“What do you want us to do with the pending issue – and why?”

This is the question which your listeners ask the very second you rise to your feet.  “What?  Why?”

Don’t delay your answer.  If you delay it even a few sentences, you may get an unfavorable listener reaction.  “Will he ever come to the point” is an un-uttered question which forms quickly in impatient minds.

Owen D. Young was once asked how he made such swift decisions.

“A man will come to your desk, Mr. Young,” said the questioner, “and present a fairly elaborate proposal.  Instead of saying that you will take it under advisement for several weeks, you say Yes or No – and your swift decision is usually right.  How do you do it?”

“When I tell you how I make those swift decisions,” replied Mr. Young, “you may think that I am guided by an unreliable index – but I have found it’s an index that works.  I am guided very largely by the first sentence uttered by the man interviewing me.

“I have found from experience that if my interviewer doesn’t thoroughly understand the proposal he is presenting, his first sentence will be confused.

“If he secretly doesn’t believe in the proposal, his first sentence will be evasive.

“If the details of the proposal aren’t concrete in his own mind, his first sentence will be abstract.

“On the other hand, a proposal that is opened by a sentence which is clear, compact, and concrete – is usually worthwhile.”

If you would please not only the Owen D. Youngs in your audience, but all the other conference listeners who instinctively apply the same first-sentence test, start strongly.

Don’t ooze into your speech.  Begin point first – with your thumbtack key-issue sentence.

For more pithy commentary on the foibles of oozing into your business presentation introduction, consult The Complete Guide to Business School Presenting.

General, Passion, Personal Competitive Advantage

Mind-Blast!

Personal Competitive Advantage
Mind-blasting for Personal Competitive Advantage

Some experts estimate that you have an initial 15 seconds – maybe 20 – to hook and hold your audience for your business presentation.

And with a kaleidoscope of modern-day distractions, you face an uphill battle.

In that short window of less than a minute, while they’re sizing you up, you must blast into their minds.  You must get them über-focused on you and your message.

Mind-blast to get them Hooked

So how do you go about hooking and reeling in your audience in those first crucial seconds?

Think of your message or your story as your explosive device.  To set it off properly, so it doesn’t fizzle, you need a detonator.

This is your “lead” or your “grabber.”  Your “hook.”

This is your detonator for blasting into the mind.

This is a provocative line that communicates to your listeners that they are about to hear something uncommon.  Something special.

With this provocative line, you create a desire in your audience to hear what comes next.  The next sentence . . . and the next . . . until you are deep into your presentation and your audience is with you stride-for-stride.

“Thank you, thank you so very much . . .”

But they must step off with you from the beginning.  You get them to step off with you by blasting into the mind.  You don’t blast into the mind with a stock opening like this:

“Thank you very much, Bill, for that kind and generous introduction.  Friends, guests, associates, colleagues, it’s a real pleasure to be hear tonight with so many folks committed to our cause, and I’d like to say a special hello to a group of people who came down from Peoria to visit with us here this evening, folks who are dedicated to making our world a better place, a more sustainable world that we bequeath to our children and our children’s children.  And also a shout-out to the men and women in the trenches, without whose assistance . . .”

Personal Competitive Advantage
Don’t forfeit personal competitive advantage!

That sort of thing.  Folks in your audience are already checking their email.

In fact, they’re no longer your audience.

And you’ve heard this kind of snoozer before, far too many times.

Why do people talk this way?

Because it’s what they’ve heard most of their business lives.  You hear it, you consider it, you shrug, and you think that this must be the way it’s done.  You come to believe that dull, monotone, stock-phrased platitudes comprise the secret formula for giving a keynote address, an after-dinner speech, or a short presentation.

You come to believe that a listless audience is natural.

Not at all!  The key is to do a bit of mind-blasting.

Especially Powerful Mind-Blasting

You must blast into their minds to crack that hard shell of inattention.  You must say something provocative, but relevant.

You grab your listeners and keep them.

You arrest their attention long enough to make it yours.

Something like this:

“The gravestone was right where the old cobbler said it would be . . . at the back of the overgrown vacant lot.  And when I knelt down to brush away the moss and dirt, I could see my hand trembling.  The letters were etched in granite and they became visible one by one.  My breath caught when I read the inscription–”

Or this . . .

“There were six of them, my back was against the hard brick wall, and let me tell you . . . I learned a hard lesson–”

Or this . . .

“I was stupid, yes stupid.  I was young and impetuous.  And that’s the only excuse I have for what I did.  I will be ashamed of it for the rest of my life–”

Or this . . .

“At the time, it seemed like a good idea . . . but then we heard the ominous sound of a grinding engine, the trash compactor starting up–”

Or this . . .

“She moved through the crowd like shimmering eel cuts the water . . .    I thought that she must be a special woman.  And then I knew she was when she peeled off her leather jacket . . . and, well–”

You get the idea.

Each of these mind-blasters rivets audience attention on you.  Your listeners want to hear what comes next.

Of course, your mind-blaster must be relevant to your talk and the message you plan to convey.  If you engage in theatrics for their own sake, you’ll earn the enmity of your audience, which is far worse than inattention.

So craft an initial mind-blast to lead your audience from sentence to sentence, eager to hear your next one.  And you will have succeeded in hooking and holding your listeners in spite of themselves.

Consult the Complete Guide to Business Presentations to gain personal competitive advantage on the podium.

Expression, Passion, People, Personal Brand, Personal Competitive Advantage, Technique

The Malcolm X Presentation . . . Seize your Audience

Malcolm X Presentation
The Malcolm X Presentation Electrifies an Audience

Like snapping a towel to skin . . . you want to sting your audience with a Malcolm X presentation.

Make that audience sit up straight, snap their heads in your direction.

You can do this several ways, and it’s up to you what you choose.

But it should fit your business presentation audience.

One of the greatest public speakers – or presenters – of modern times was the late Malcolm X.

His speeches are textbook examples of how to grab an audience, how to mesmerize it throughout the presentation, and then mobilize it with an especially powerful call to action.

The Malcolm X Presentation

Whether you agree or disagree with him is irrelevant to the point that he was a captivating communicator who drew from a deep well of powerful presentation techniques.

Malcolm’s speeches are just that – speeches – and they are written for the ear and not the eye.  As such, they are best read aloud so as to absorb the measured beats, to feel the repetition of key phrases, and to learn the effects of certain rhetorical flourishes.

And when you read sentence after sentence, you sense the power and the deep moral outrage emerging.  It’s sometimes explicit but most often emerges through a steady recapitulation of ideas using different phrases, but key words.

You gain a sense of the gathering storm, you almost hear rolling thunder in the distance.

A Source of Inspiration and Technique

Today, I mine his speeches for their cadences, their imagery, their use of allegory, anaphora, and turns of phrase.

With respect to grabbing an audience’s attention, too many presentations and speeches begin with routine thank-yous and ingratiation of the audience.  You hear a peppering of routine phrases, a gripping of the podium and a squinting at notes or jerky backward glances at an unreadable projection screen.

Put a stop to all of that nonsense with the “grabber” line, a surprising and unconventional sentence or an unusual fact that immediately alerts the audience that its about to hear something special.  Not just another canned talk.

Remember that a speech is tremendously different from a written document.  Pauses and repetition, tone and inflection are essential with the spoken word.

Let’s look at the beginning of a typical Malcolm X speech and see how he grabs his audience.  Read it with his spoken delivery in mind.

This speech – Message to the Grass Roots – was delivered in Detroit on November 10, 1963.  Irrespective of the time and place and circumstance, which of course will leaven our approach, note that Malcolm begins his talk by immediately establishing intimacy with the audience.

We want to have just an off-the-cuff chat between you and me . . . us.  We want to talk right down to earth in a language that everybody here can easily understand.

We all agree tonight, all of the speakers have agreed, that America has a very serious problem.  Not only does America have a very serious problem, but our people have a very serious problem.

In the space of four sentences, Malcolm has captured his listeners and layed out a situation statement that, at that moment, embraced his audience.  He establishes a mood of confidentiality and rapport, and then makes a bold statement – “America has a very serious problem . . . We have a very serious problem.”

Who wouldn’t want to hear what comes next?

No Throat-clearing . . .

Notice that he did not engage in throat-clearing and chit-chat.

No “Thank you Mr. Chairman” . . . no “So good to see so many committed activists tonight and familiar faces in the crowd.”

Notice also the use of repetition of key phrases:  “Very serious problem.”

Straight to the point, and a bold point it is.  See what comes next . . .

Malcolm X Presentation
The Malcolm X Presentation Delivers Power and Impact

America’s problem is us.  We’re her problem.  The only reason she has a problem is she doesn’t want us here.

And every time you look at yourself, be you black, brown, red or yellow, a so-called Negro, you represent a person who poses such a serious problem for America because you’re not wanted. Once you fact this as a fact, then you can start plotting a course that will make you appear intelligent, instead of unintelligent.

Has Malcolm studied his audience?  Is he reaching out with a message that is directly relevant to his listeners?

Most of all, has he grabbed your attention?

He surely has.

Malcolm was expert at executing Presentation Snap, grabbing his listeners in a way that zeroed in on them . . . on their needs, concerns, desires, hopes . . . framing the issue in colorful language, and creating listener expectations that he will offer bold and radical solutions to real problems.

For now, focus on the grabber to seize the attention of your audience.  Mull this excellent example from Malcolm’s talk and ask yourself how he crafted it.  And how it works.

In subsequent posts, we’ll look at more examples from Malcolm X as he moves through delivery of his presentation, building to his call for action at the end.

Consult the Complete Guide to Business School Presenting for more on how to engage Snap! for a powerful Malcolm X presentation.