A Three Word Transformation

Posted by Chris Westfall on Mar 14, 2013 in Chris Westfall, Communication, Elevator Pitch | 0 comments

When it’s time to get down to business, it’s time to talk.

 Your message begins online, but what’s the secret to transforming your conversation? Whether you tweet it or tell it, consider these three words as your road map to influence, persuasion and true connection.

Have you ever met someone that couldn’t say anything in less than two minutes?

I call this person, “The Rambler”.

You know who I’m talking about: the one that’s verbally chasing rabbits, trying to find a point, while you sit there and wonder: Will I ever get these minutes put back into my life?

---

If you want transformation – and you want to really capture the imagination of your audience – you’ve got to create a message that’s concise.

So, how about a different perspective on transformation?

If you think about it, the clothes we wear, the cars we drive, the homes we live in…they all come from the exact same place.

A place where two people came together to share a conversation about something new.

Those three words, “Tell me more”, are the secret to transformation.

Doesn’t it seem like you concentrate exclusively on the content of your stories – what you’ve done, what you’re doing, etc.?It’s like a verbal status update, or a resume review. Perhaps you’ve experienced this kind of laundry list communication, in a presentation at work.

Accomplishments, features and benefits don’t mean a thing, until you get your audience involved.

Next time you give a presentation or a pitch, think about what you would like your listener to do or say when you are done. Consider the “Tell me more”, and focus on the outcome.

People want to know more about what you are going to do than what you have done. Your listener wants to know what action you are going to take. Your experience and accomplishments only serve to support what you might do next, so it’s time to stop living in the past and get your audience involved in your story.

When you change your story, you change your results. Focus on:

• What you would like to create or change, with the help of the person right in front of you
• The action you need, for the results you want – again, phrased in terms of the person in front of you
• Consider how your idea can improve the status quo for your audience: How do things get better, when you get going?

By focusing on your listener, you take your attention off of your astonishing accomplishments or fantabulous product benefits (yawn). Create a conversation by creating a connection – a connection that engages your audience in your story. That way, you put your attention where it really matters: “Tell me more”.