When it’s time to get down to business, it’s time to talk. Creating a powerful conversation is the goal, and these three words are the secret to making your message matter.
Have you ever met someone that couldn’t say anything in less than two minutes? I call this person, “The Rambler” – verbally chasing rabbits, trying to find a point, while you sit there and wonder if you will ever get these minutes put back into your life. If you want to create engagement – and really capture the imagination of your listener – you’ve got to stay away from The Rambler. So, how about a different perspective?
If you think about it, the clothes we wear, the cars we drive, the homes we live in…they all come from the exact same place.
A place where two people came together to share a conversation about something new.
Two people were having a conversation. One person said, I have an idea. The other person said,
“Tell me more.”
Those three words, “Tell me more”, are the secret to powerful conversations.
Accomplishments, features and benefits don’t mean a thing, until you get your audience involved.
Next time you give a presentation or a pitch, think about what you would like your listener to do or say when you are done. Consider the “Tell me more”, and focus on the outcome.
People want to know more about what you are going to do than what you have done. Your listener wants to know what action you are going to take. Your experience and accomplishments only serve to support what you might do next, so it’s time to stop living in the past and get your audience involved in your story. What are you going to do? Even better: What are we going to do together?
Change your story, and change your results. Focus on:
- What you would like to create or change, with the help of the person right in front of you
- The action you need, for the results you want – again, phrased in terms of the person in front of you
- Consider how your idea can improve the status quo for your audience: How do things get better, when you get going?
By focusing on your listener, you take your attention off of your astonishing accomplishments or fantabulous product benefits (yawn). Create a conversation by creating a connection – a connection that engages your audience in your story. That way, you put your attention where it really matters: “Tell me more”.
For more information on how to create a powerful message, check out my latest book: The NEW Elevator Pitch
With a seven-step process for building your personal story, and a series of exercises designed to accelerate your communication skills, you will have the tools to influence the people that matter most to you. The old-school, in-your-face sales pitch is dead, and the elevator platform has been replaced with the social platform. Millions of messages bombard us every day, so your story has to be strong or it’s lost in the noise. Whether you tweet it or tell it, you owe it to yourself to get confidence, command and control of your message – wherever your elevator takes you.
Photo of Glass City Skyline by Scott.Webb. Used under creative commons, some rights reserved.