There's a great saying: "I didn't have time to write a short letter so I wrote a long one instead." When you are speaking to prospects, be sure you write the short letter!
Why is it harder to write less than more? Your first inclination is to tell them everything. You've got great products or services, lots of testimonials, awards and achievements, and so on. How can you omit any of it?
You'll find it easy to omit most of it if you change your mind set from "tell them everything" to asking yourself "what is it they want to know?" Even when you ask this question, you'll make a long list. Then pare the list down to what they really, really want to know. You should have 2 or 3 things left on your list.
Your next step is to design a speech or presentation that maximizes the likelihood that the audience will hear your three great points. This is where brain technology comes in.
Brain technology is, in my view, how the human brain is wired to receive inputs. Simply put, the human brain loves stimulation and the more the better. (Video games anyone?)
So limit yourself to three key pointsand complement them with many stimulants. Visuals should be varied: colors, shapes, still, moving, photos, graphics, cartoons, and props. Sounds should be also be varied and unexpected: what does your office or sales floor or help desk sound like? Add music, sounds of nature and short bursts of ambient sounds to your presentation. Incorporate some movement and touch through handwritten exercises.
This is the short letter full of colorful descriptions that make the reader or listener feel the experience.
How do you write short speeches? Share your ideas through our comment link.
Susan: great post. I've been in so many speaking situations where the time that I had got got cut in half, fourths, or even more! Your point about keeping it short hits home even more when you find yourself with limited time!
- Dr. Jim Anderson
www.TheAccidentalCommunicator.com
The Accidental Communicator Blog
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Posted by: Dr. Jim Anderson | March 18, 2009 at 09:05 PM