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Are Your Meetings MINM or JAM?
When people come to your meetings, do they say "this is a meeting I never miss" ( MINM) or do they say "this is just another meeting." (JAM) Unproductive meetings gobble up an estimated 20% of corporate payrolls, throwing away $420 billion a year....
Forex Trading And The Characteristics Of Bar And Candlestick Charts.
There is a very important factor that you should consider with
great care if you are willing to become a successful and
profitable Forex trader. This always important tool; in other
words knowledge, that should be always present in your...
Free Agent Realities
Free Agent Realities Copyright 2002 Paul Bednar When you jump into the free agent arena, it doesn't take long to figure out a new set of rules and expectations exist. Those who know and embrace these new realities thrive. Those who are either not...
Make Your Mark How to Attract Clients and Grow Your Business
Marketing: how you attract clients and promote your business is an important part of your recipe for success and profitability. Developing a strategic marketing plan will ensure your success and allow you to not spend time and money in the wrong...
Profit From Effective Public Speaking
Developing and utilizing presentation skills can result in
increased income for you. Here are a few ways that you can turn
your public speaking experience into business profits.
1. Free Speeches to Promote Your Business
A lawyer might...
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Present your statistics in context for more impact
I didnt have 3000 pairs of shoes. I had only 1600 pairs.Imelda Marcos
Everythings relative. A million dollars sounds like a lot of money to someone who makes an average salary, but its a drop in the bucket to a Warren Buffett or a Bill Gates. Running a hundred metres in a few seconds seems like a miracle to ordinary mortals, but a track and field athlete will work hard to shave even more off that time.
Yet presenters often quote statistics without benchmarks, so the audience doesnt know how to evaluate them. Is $10,000 a lot of money? Well it is for a bicycle. Its not much for a house, unless that house is in a small village in a third world country, where it might be exorbitant. If you quote numbers this way, you will lose the audience while they try to decide whether $125,000 is good, bad or indifferent in this context. Your statistics lose their power.
In a presentation skills workshop for a group of lawyers, one participant was practicing his delivery of an address to the jury in an upcoming trial. He was asking for damages in the amount of $750,000, and hoped the jury would consider it reasonable. Its quite a large sum, and most ordinary folks think of that kind of cash as a lottery win. He needed to put it in context for them.
He might, for example, ask the jury to suppose they were thirty-five years old and earning a salary of $40,000 a year. By the time they reached the age of sixty-five, allowing for reasonable increases, they could expect to have earned a certain amount. (He would do the arithmetic and insert the actual sum.) That amount would be what is called their expected lifetime income. However, if they were involved in an accident and
suddenly unable to work any more, that amount now represents their forfeited lifetime income. That is what happened to this claimant, and the amount he would have lost was $750,000. So in fact, counsel was asking no more than the amount the man would have earned, had he not met with this unfortunate accident.
Dont you think the jury is more likely to agree when given this background explanation?
Here are three ways to put figures in context for your audience.
1. Compare them to something to which they can personally relate, as in the courtroom example.
2. Compare them to a similar situation. If a new manufacturing process takes fifteen minutes, mention that the old one took two hours, so we save 1-3/4 hours. For even more effect, tell them how much time this will save in an average shift or on a certain number of product units. Go further and translate that time into money and the statistic will now be a strong argument for change.
3. Create vivid word pictures to illustrate size: Thats the equivalent of five football fields. Thats enough to fill ten Olympic-size swimming pools. If laid end-to-end they would stretch from New York to L.A. and back again.
Statistics can be great persuaders, but only when the audience has the means to evaluate them.
About the Author
Helen Wilkie is a professional keynote speaker, workshop facilitator and author whose latest book is "The Hidden Profit Centera tale of profits lost and found through communication." For more on presentation, visit http://www.mhwcom.com/pages/messrecundbook.html While you're on the site, sign up for Communi-keys and receive monthly communication techniques directly from Helen.
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