Create Immediacy to Generate an Emotional Response
Make it personal, make it meaningful! This tip from communication expert Dianna Booher is great advice, not only for your business, but for every aspect of your life.
If you are a single adult reading a news story about a teenager killed on a motorcycle because he wasn’t wearing a safety helmet, you may feel sorry, shake your head, and continue reading. However, if you just bought your 18-year-old a motorcycle and had an argument with him or her about the importance of wearing a safety helmet, you probably will tune in a little closer to the statistics to find out how you can convince your son or daughter to wear a helmet.
Bring your presentation issue as close to home as possible. Make your audience see, hear, touch, and feel the situation.
If the members of your management team hear about the low unemployment rate on the news, they will have a general awareness of the difficulty of retaining competent employees. However, if you cite the 38 percent increase in employee turnover at your Detroit plant, adding that the company’s rehiring and retraining costs hit the half-million mark for the past year, these managers will quickly see the urgency of the employee-retention problem.
Whether you are talking about money, management, or marital problems, appeal to your listeners emotionally. Then supply the information to help them justify their decisions logically.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
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