Getting the message across…
I recently watched a 45 minute video called “Web Start-ups Pitching Their Companies” (watch video here). You may be asking how this applies to you… Here are 3 things I learned that I think can apply to any person or industry.
#3 You are Unique
Most of the time this is a good thing, but not in this case. What I mean is that you come from your own unique perception and honestly most people don’t care. This may sound harsh, but one thing I learned is that it is not all about me. When trying to get your idea across you have to change your frame of reference, you need to get the information that they care about across.
As a Realtor showing a home to a potential buyer you may be concerned about a the plumbing in the house, but what you don’t know is that Mr. Buyer is a plumber and all they care about is whether or not there is a fence or a large back yard. Remove yourself from the equation; it’s not all about you.
#2 Be Specific!
Get right to the point. Don’t beat around the bush, don’t add or subtract, just present the naked information.
I recently had to deliver bad news to a friend, I stressed over it for weeks. I thought about how to best break the news. I decided on several different approaches, each one was specifically set up to soften the blow and save feelings. I picked the one I thought was best and prepared myself as my friend came into town. Then something funny happened as I watched my friend drive up the long driveway, I decided to go straight to the facts, no fluff. In the end by being specific and getting right to the point I was able to let me friend process the information the way he needed to and then answer his questions in the time and way he needed. The most interesting thing was that what I thought he would be concerned about were not a problem for him. By the end of our 30 minute conversation the news went from bad to fine and we were able to spend the rest of our time visiting and enjoying the short time we had to be together.
#1 Get Your Facts Straight
Don’t let your passion get in the way. Passion is extremely important, but it doesn’t mean anything if you don’t have any facts to build on. Whether the person on the other side of your conversation likes what you are saying or not, they can’t dispute the facts.
As I watched the video I found that the start-ups who knew what they were talking about, had their facts straight and removed themselves from the equation were much more effective in getting their message across in 60 seconds.
To get your message across in 60 seconds or less: 1) Cut the emotional ties, remove yourself completely from the conversation. That doesn’t mean that you need to be cold or emotionless, it just meansthat the conversation is about them not you, what they care about not you. 2) Get to the point, trim the fat, cut to the chase. To embellish or try to say what they want to hear. And Finally! 3) Know the facts. Educate yourself on the topic. Build your passion on the facts. If that is numbers, history, the market… whatever the case, know what you are talking about. This is a magic formula, it doesn’t mean they will agree with you, but they will get the message.
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