The underlying emotional reasons are good to use in casual conversation. They reveal that you are a deep thinker and someone who has a passion for what they do. All good things. It doesn’t go deep enough, though, for when you are giving a larger presentation.
Many networking groups allow their members the opportunity to give a longer speech about themselves, their business, and the prospective clients they would like to meet. That’s all well and good, of course, but if the audience doesn’t care about you first, none of the rest of it matters.
That’s where your underlying, emotional reason comes in. Or, more specifically, that’s where your underlying, emotional story comes in.
That pain we dug down to yesterday you associate with some sort of story in your mind — an event which formed some of your rules about how the world works. That story, well told, will achieve the ultimate goal of any presentation you make in networking…
… to get the audience to like you.
Suppose you are giving a ten-minute presentation. Make the first two or three minutes your story. Make it emotional. Capture their hearts and their imaginations and they will be willing to listen to anything else you have to say and much more willing to act upon any opportunity to help.
So, now we have this tremendous story that we can tell. How do we tell it in a compelling way that will rivet their attention and make them remember and like you?
More on that tomorrow.