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Developing a persuasive message
- 1. “People are persuaded, not by what we say, but by what they understand.” - John C. Maxwell
- 6. Building a great presentation
- 7. 1 2 3
- 12. Expression
- 13. Engagement
- 19. Power Pose
- 20. Amy Cuddy
- 21. Fake it till you make it
- 25. Structure
- 26. So where do I start?
- 29. What’s your idea? • Step Number 1
- 30. Tool number 1
- 31. Structure S - Set the scene – frame your idea for your audience. A - What’s your approach? Don’t leave them guessing! B - State the benefits or expected result. * B - What are the barriers to adoption? * A - What can your audience do about it? Don’t forget your call-to-action
- 32. S - scene
- 37. “Did you know that 80% of banks have the solution to (insert problem here) on their doorstep and don’t even know about it? “There’s a hidden cost to financial crime that never gets spoken about….. Appeal to curiosity
- 39. A - approach
- 40. Spell it out!
- 42. Back it up!
- 43. The Curse of Knowledge
- 45. Welsh football: from despair to ecstasy Lessons for effective programme management
- 46. Poll – employee engagement • 37% of employees have a clear understanding of what their organisation is trying to achieve and why • One in five is enthusiastic about their organisation’s goals • 20% trusted their organization Covey, S. The 8th Habit
- 48. Soccer team of 11 players • Only 4 players know which goalposts are theirs • 2 players care • All but 2 players competing against their own team in some way
- 49. B - benefits
- 51. Three biggies £
- 52. B - barriers
- 53. © Claudio Gennari/flickr How do you stack up against the competition?
- 56. A - action
- 57. So how do you finish? Leave them wanting to know more Open a dialogue Lay out the next steps – call to action
- 58. Tool number 2
- 59. FLeD Goals • F - How do you want your audience to feel? • L - What do you want them to learn? • D - What do you want them to do?
- 60. 1. Start with Why 2. Make your audience the hero 3. Strong start, stronger finish
- 61. Visuals
- 63. Slide presentations can be dull...
- 65. TOO DRAB
- 66. too fab
- 67. Throwing every font you have ever heard of at the page – including a generous helping of Comic Sans, because it’s ‘fun’....
- 68. ● LOST IN A HAIL OF BULLET POINTS ● Even more text ● I am reading this and not listening to a word you say
- 71. Local government funding 2015/16 2019/20 Change, £bn % change, real terms DCLG Local Government DEL 11.5 5.4 -6.1 -56.2% Exclude: funding within Local Government DEL that is not core funding - added back below -1 -1 0 Add: locally retained business rates 11.4 13.4 2 'Core government funding' (sum all of the above) 21.9 17.8 -4.1 -24.2% Add back: funding within Local Government DEL that is not direct to councils (e.g. LGA) 1 1 0 Council tax income 24.7 29 4.3 Less: capital expenditure financed from revenue account -2.2 -1.5 0.7 Net use of reserves -0.3 0 0.3 Debt interest payments -3.2 -3.4 -0.2 Repayment of debt principal -2 -2 0 Other adjustments 0.4 -0.4 -0.8 Local government spending 40.3 40.5 0.2 -6.7%
- 72. 0 1 2 3 4 5 6 7 8 Category 1 Category 2 Category 3 Category 4 Category 5 Category 6 Category 7 Category 8 Category 9 Category 10 Series 3 Series 2 Series 1 Step away from the illegible chart...
- 74. Please, just no more pictures of grinning people in suits shaking hands!
- 77. Your title slide is an opportunity!
- 80. 1. Less text 2. More images
- 81. Wrap
- 83. Your takeaway from today
Editor's Notes
- 21 Irrefutable Laws of Leadership and The 21 Indispensable Qualities of a Leader.
- Developing your message
- “The responsibility for communication rests with the communicator.” “You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere” When it comes to a message, we get hung up on what we are saying Good communication boils down to three parts of a triangle. Very liberating to realise that listening an getting a true understanding of the person you’re with is just as important. Send reinforcements we’re going to advance – send three and sixpence we’re going to a dance
- Meetings at amazon – remind everyone that the person missing is the customer
- You can add 50% to your value by investing in public speaking.
- Meeting, presentation whatever
- You should all by now have a presentation in mind?
- Managing status Influencing up and down Building rapport with a stakeholder
- Warmth and competence accounts for 90% of the first impression we form of people – source Amy Cuddy Evolutionary biology – decide if you trust this person’s intentions before you decide if you respect them
- Projection
- What does it mean? Exercise - A state of mind. An ability to do something well. A belief you can achieve. Acceptance of yourself. Assertiveness. In control. Commanding respect. Trusting in yourself.
- Imposter syndrome
- Body language shapes your mind, your mind shapes your behaviour
- What presentation will you do for the next day?
- Inform – maybe introduce a speaker at an event, change to a procedure, project complete Persuade to take action– sales Persuade to change attitude - recycling Motivate – team Entertain Instruct
- Get back to your empathy again – think like a design thinker! Product designers putting cotton wooll in their ears, tying one hand behind their back to see what its like to design products for the elderly. This is what you need to do when you’re doing your presentation. You need to take perspective as well as empathy when you develop your presentation – you’ll need both.
- Seven Habits – “Seek first to understand, then be understood” Your topic might be Installation Project Update, Sales pitch, Efficiency. Idea might be – ‘how to use an installation project as an apprentice training opportunity’, ‘why you’ve been losing £10,000 a month and didn’t even know it’, ‘5 ways to use your existing operational budge to make your existing estate more efficient’.
- As an influencer you don’t want people to take random action; you want them to take a particular action. I S – speak to their need. You know your audiences – what are their pressing issues? A – make it concete – pull on evidence and case studies
- Attention span – memorable and informative
- Hook Recent presentation from a procurement expert. She spend 3 or 4 slides setting the scene – talked about rollercoaster of procurement lawa, evolution, factors affecting it - updates to European directives, case law developments, Government procurement policy notes; and looking forward, the implications of Brexit when these materialise. By the time she got to the point, we were all asleep. She changed it to ‘EnergySolutions EU Limited v Nuclear Decommissioning Authority’, a challenge to the procurement of a nuclear decommissioning contract worth around £6 billion. The challenger was awarded £100 million in costs and the judge was scathing is his criticism of the process followed by this huge public sector awardign body – deep experience, access to top expertise on a contract that could shapre future energy policy for the whole country. If they could get it so wrong, so could your clients. Here are the top lessons and the expertise that we can bring to help yoru clients stay on the right side of the law A lot of presentations spend a lot of time talking about the ‘What we do’ or ‘How we do it’, and not enough of the ‘Why’ Too much detail Too abstract
- Most of us communicate from the outside in. When we do that we are communicating with the rational brain. It’s the subconscious brain that drives behaviour. If you present a set of facts and figures, then people either agree or disagree. But when you communicate with the subconscious brain, you are communicating with the part of the brain that controls feelings, like trust & loyalty. And this is the part of the brain that controls behaviour.
- Two parts of our brain neo-cortex – corresponds with the "what". Rational and analytical thought & language. limbic brains - feelings, like trust and loyalty. Behavior and decision-making
- Soemthign surprising?
- storytelling
- Festival pitch – what’s your festival about – who will attend, why is it different?
- What was it like when you heard that for the very first time New perspective on an old idea? Challenge a stereotype? Avoid jargon Use the shared language of the client
- Metaphor, simile, analogy Especially for technical topics
- Reese Rookie manager: Gary Speed It’s not what you say, it’s what people hear Evoke cultural norms
- Other analogies Every second house in the street
- Make your audience the hero
- -They only need to hear about barriers if you have a plan to overcome them -
- What’s the behaviour change you want? Depends on purpose Instruct – get them to think? Persuade – attitude Persuade - sale
- Test you idea. Feel – appealing to Fear or Greed?
- Preparing your body language is as important as your words Even for a rational presentation – you’ve got to believe in it
- Your slides enhance your talk not distract
- Wheres the sense of anticipation?
- We get a more granular look at the pie chart using the bar chart
- Clip art is a metaphor for reality – put reality up there instead.
- Preparing your body language is as important as your words Even for a rational presentation – you’ve got to believe in it
- SABBA and FLeD
- “Nothing so uncommon as common sense” Frank Lloyd Wright, architect