A good mate of mine Conor Neill recently “enrolled” me to help him facilitate his Persuasive Speaking workshops, with which he’s very successfully engaged by the likes of big corporations & leading Executive MBA programs such as those at IESE.
Is he good at what he does? Well let’s just say that
- I chose the word “enroll” because that’s just what he does
- If you don’t believe me have a glimpse at his blog & get a taste for yourself
- This blog article is actually a part of a “homework assignment”
In a nutshell, what I’ve taken away from our frequent conversations is that Persuasive Speaking is all about getting people to do things that they wouldn’t typically do. And writing about Elevator Pitches & Public Speaking is not something I commonly do, so I guess you get my point 😉
Further on this topic, I want to leverage an HBR article I read this weekend on “The Elevator Pitch”, as I believe it bridges perfectly onto the topic of Pubic Speaking, and I would even dare say Persuasive Speaking itself.
The article starts off with the accounts of a famous casual encounter between an entrepreneur & Warren Buffet outside The Plaza Hotel in NYC, and how with one short sentence, he kicked the door of opportunity wide open! It goes on to describe the Elevator Pitch as “the ability to successfully deliver a quick and concise explanation of your case”. Now that sounds like the strong basis for a public speech, or even a persuasive conversation!
As I read further, I picked up the following points:
- Grab the attention of listeners, convincing them with the promise of mutual benefit, and setting the stage for follow-up
- Speak in terms your audience can relate to
- And communicate with the passion that comes from knowing that this opportunity may never come again
How am I doing so far? Do you know of anyone who would sit through 90 minutes of chatter that didn’t fulfill on at least the above? Now allow me to continue with the following key tips of a successful elevator pitch as presented in the article:
- Know the goal
- Know the subject
- Know the audience
- Organize the pitch (a.k.a. speech)
- Hook them from the opening
- Plug into the connection
- Presentation matters
- Incorporate feedback
Again, sounds like the routine I often go through, tick-off & rehearse before I get up in front of any audience, even when it’s an audience of ONE.
Further supporting my rational, Milo O. Frank, author of How to Get Your Point Across in 30 Seconds or Less, suggests looking at each of the points in an extended presentation as individual 30-second messages. “During the two, three, five, or ten minutes that your speech lasts, you’ll have an opportunity to ask—and answer—several provocative questions, paint more than one picture, use more than one personal anecdote or experience”.
Now I’ll be the first one to admit that public speaking hasn’t come easily for me. A naturally introverted personality, as much as that may surprise the majority of the people I’ve engaged in the past, it’s taken me allot of hard work, discipline, practice & allot of receptiveness to constructive criticism to get me to where I am. Over the course of time, and many mistakes along the way, I will be the first one to admit that anytime I didn’t tick-off each of the above bullets, I walked away from my engagement very disappointed with m performance.
So what do you think? Have I made my case? It was allot longer than a 30 second elevator pitch, but then again I’m still working at getting better at it! 😉