"If you can't state your position in eight words,
you don't have a position'
Seth Godin
"I you don't state your position in the first two minutes of a presentation, you lost me."
Mike Malinchok
I am often asked to critique business presentations by clients who find value in an external and objective viewpoint.
Because I usually do not know the accuracy of content that might be industry or company specific, my viewpoint is based on how effectively the over-arching message was communicated.
When I'm in 'audience-member' mode I find that there are always three things that vie for my attention, which is at 100% for not more than 2 minutes and then begins to fade if I have not been fully engaged by the speaker.
Whichever of the three does the best job of engaging me determines how successful the speaker will be in keeping me focused on the message versus the messenger's distractions.
1.
Appearance -It's human nature...and, like it or not, with nothing else to go on, we will make judgments based on appearance.
Recommendation: Unless it's part of the message, make your appearance as neutral as possible.
Don't make it a distraction by drawing my attention to your hair, clothes, jewelry, makeup or shoes.
2. Presentation Style - It's human nature...I want to understand who you are and your style of presenting will give me insight into that. Are you high energy, warm and engaging, dramatic, nervous, etc.?
Recommendation: Unless it's part of the message, don't distract me with theatrics, reading from a script, or trying to be something you are not...just talk to me. Show me that you are comfortable in your own skin and confident of your message and purpose.
3.The Message- It's human nature...I want to know exactly why I am here and what you are trying to tell me. Don't make me wait, guess, or fill in any blanks....that will make me restless, bored, and a little angry.
Recommendation: Unless making me 'restless, bored, and a little angry' is part of your intention... state your position in the first 2 minutes and state it in 8 words or less, otherwise my attention will quickly shift away from you.
Eight words and two minutes may feel severe ...and you might find some audience members who are more benevolent with their attention than me, but when you have an important message to deliver...don't just hope for a benevolent audience, pro-actively seize the opportunity of time your audience has given you.
