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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

The Elevator Pitch is Dead


“What’s your elevator pitch?”

The lore of the elevator pitch comes from the early days of Hollywood when one would hope to trap an executive in an elevator and ‘pitch.’ The Elevator Pitch is an enduring shorthand that represents the simplest description of what you do.

You need brevity and simplicity… but simplicity alone is not your goal! Your goal is to get the other person to say, “I get it!” or “I want to learn more!”

The Elevator Pitch is dead. What we aim for is Elevator Engagement.

We achieve our goal more effectively and efficiently if we focus on the two-way (engagement) and not the one-way (pitch). Instead of spewing for 20-60 seconds (even if succinct), think about one great question you can ask the other person to get them ENGAGED in a conversation.

At our boot camps we do an exercise to illustrate that you can actually communicate WAYYYY more in 60 seconds by simply asking one or two questions than you can by talking (however concise you may be). It works because:

  • In asking a question, you start with the other person’s construct (or gestalt!).
  • We become fully engaged when we are talking. So, the simple act of getting the other person to talk changes the level of engagement. (This is Dale Carnegie 101!)
  • If you start with a question, you immediately learn what is pertinent and non-pertinent. You can use a short amount of time on relevant information.
  • Finally, we can position our work in their words. LISTENING is one of the most powerful selling skills in the world.

Earlier this year we were helping an organization make a neuroscience pitch to a foundation. The executive director was asked to appear before the foundation board and ‘make a pitch’. We had to reprogram her default, one-way pitch, to instead starting with a question to the panel of eight. She simply asked, “Has anyone ever had experience with a stroke, or a family member that’s had a stroke?” The board chair raised his hand and then spent two minutes talking about the importance of neuroscience research. Others jumped in. They were engaged — fully.

The executive director was able to simply build on the conversation. Though she had eight slides prepared, she found she only needed to use three of them (in response to the conversation). The board said it was one of the best pitches they had ever received – that’s because she didn’t pitch; she engaged.

She was awarded the grant!

Nota bene: There are many circles (usually tied to funding communities, e.g., silicon valley and nyc / financial) where a ‘pitch-deck’ is standard affair. Don’t let the ‘pitch deck’ put you in ‘pitch mode.’ As in the neuroscience story, you should focus on engagement. And, of course, we’re partial to the one-page pitch deck!

On Altitude: For Visits and Presentations


A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL.

Here is a deeper explanation of the power of ALTITUDE in designing a presentation or on a visit:

  • Get ‘buy-in’ at the highest level. As you make the Case for Support, the prospect or potential investor needs to understand and acknowledge their acceptance of the VISION and PRIORITIES. Sometimes this is a “You had me at hello” moment. Other times, it may take the entire first visit to get them to understand and agree that this is an important CAUSE and CASE. Regardless, it doesn’t make any sense to talk about PRIORITIES or the PLAN or HOW THEY CAN HELP if they don’t ‘get it’ at the highest level!
  • No Dissent on Descent. There should be no ‘dissent’ on the descent! Think of this as the opposite of getting the ‘bends’. If a diver ascends too quickly, they get a case of the bends. It’s painful and many times life-threatening. During a presentation, the prospect can get the ‘reverse-bends’ if you descend too rapidly, “Hello. Thanks for seeing me. Here’s our campaign. Can you give $100,000?”
  • Always go (back) up. When in doubt ALWAYS GO BACK UP TO 30,000’! The Vision, The Message, The Purpose.
  • ‘Permission to Proceed.’ We have actually incorporated this specific terminology into every presentation. “It seems like you’re fully engaged with both our Mission and our Message. Would it be okay (permission to proceed) to go deeper and talk about our Strategic Priorities and our Plan to make all this happen?”
  • Altitude is not always top-down or hierarchical. You can ‘enter’ at any level. You can focus on any level. You can travel up and down and even side to side when you’re using an Engagement Tool.

 

The Power of Engagement Tools


Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

THE WHY

IF you’re out making VISITS and PRESENTING THE OPPORTUNITY (which all of you
should be) – you need a SIMPLE, POWERFUL, ENGAGING PRESENTATION TOOL!!!

I can almost guarantee you don’t have one now because an Engagement Tool is not a PowerPoint, Campaign Brochure, 3-Ring Binder, or stuff from “National’s Marketing Department.”

An Engagement Tool is used to Present the Opportunity ‘shoulder-to-shoulder’.

As Tim Allen of Tool Time fame says, “The RIGHT TOOL for the RIGHT JOB.”

GREAT PRESENTATION TOOLS can:

Create a terrific FRAMEWORK for the FLOW of the VISIT,

GRAB PEOPLE’S ATTENTION,

FACILITATE important DIALOGUE,

Create ENGAGEMENT and INTERACTION,

COMMUNICATE STATS & STORIES, LOGIC & MAGIC, and much more!

THE WHAT

We organize our PRESENTATION TOOLS around “these 3 things”:

A NAPKIN

A FLOW SHEET

An ALTITUDE MAP

You can download an EXAMPLE of each one of these here.

THE HOW

Download / view the For Impact engagement tool.

See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

What is an Engagement Tool?


A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Create a simple, powerful PRESENTATION and ENGAGEMENT TOOL. 

Most organizations and sales teams don’t have ENGAGEMENT tools. They have brochures, binders, or pitch decks. What are you using to DRIVE engagement on a visit?

Is is simple? Visual? Does it SUPPORT the conversation or constrict the conversation?

In a later video we will show you ways to use an engagement tool.

Download / view the For Impact engagement tool.
See also: Guidebook – On Engagement | Guidebook – On Visual Engagement

The Only Presentation Tool You Need


A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Simplify your message so that it fits on a napkin.

It’s not easy. However, I believe that your ability to engage someone with your why, what and how is proportional to how clearly and cleanly you can communicate your message.

This is a really big deal!

When sitting down with someone new they should ‘get it’ in a matter of seconds. Too often we overwhelm people with power points, three-ring binders and slick brochures. I’ve made many ‘million dollar calls’ using ONLY a napkin. I believe it is the BEST and ONLY presentation tool you need.

At the thousands of training and speaking engagements I’ve done, I can spend three straight hours talking, listening, and responding to our Controlling Insight, on a napkin:

Every day, every training, every coaching just reinforces the power of this insight.

*Since I’ve presented this 1,000 times, give or take, and still get ‘juiced’ at the simplicity of this message – doesn’t hurt for you to see it again (and again, and forever, again.)

Just for kicks, see if you can identify these industry changing businesses from the napkins below. Or email with your own napkin – We’re happy to respond, add thoughts, etc.

 

Use the Rule of 3 to Simplify Your Priorities at 14,000’


A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

14,000’ is the view and perspective from the ‘top of the mountain.’ (In the Rockies, they’re called ‘fourteeners.’) At this altitude, the air is thinner and the raptors soar. If 30,000’ is about vision, 14,000’ is about focus. A place to talk about Business Models and Strategy, but most importantly, a place to finding clarity around Priorities.

One of our favorite devices for simplifying your message at 14,000’ is The Rule of 3.

The Rule of 3 is a magical rule for SIMPLICITY.

As human beings, we’re wired to understand, internalize, and remember threes. Politicians know this, as does the media. Neuroscience tells us that the brain actually finds harmony in threes.

One is lonely (no choice.)

Two creates an either/or conflict. (Sophie’s Choice, anyone?)

Not only is Three just right (thank you, Goldilocks) but anything more than three is too complex!

Barry Schwartz’s The Paradox of Choice: Why More is Less tells us stories of engagement DECREASING proportionate to MORE choice.

Look around:

Three-Act Plays. The first act sets up the story, the second act creates conflict, and the third act is the resolution.

The Holy Trinity.

Pyramids. An ancient symbol for strength.

Think BIG! Build SIMPLE! Act NOW! (Can you feel the cadence?!?!)

Today. Tomorrow. Forever.

You can use the Rule of 3 to communicate your biggest Priorities at 14,000’. For example, if you have 7 programs, you need to package those into 3 priorities, such as:

People, Programs, Places
Research, Education, Service
Meals, Homes, Health & Wellness Programs
Read-Aloud Programs, Family Literacy, Teen Intervention

Action: Take the time to write out everything you do on one or two sheets of paper. Then use the attached trigger list to simplify your programs and funding needs into 3 Priorities.

And next time you’re with a prospect you can say, “Over the next 1,000 days we’re focused on these 3 Priorities, which one are you most interested in?”

Start the New Year on a “HIGH”


A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Our most used frameworks is the Altitude Framework – Used to order thinking, communications, and storylines; to develop Engagement Tools; and, to think through the Flow of a Visit.

This framework is used for everything from visits to strategy sessions to dealing with objections. However, it’s best use is COMMUNICATION and SIMPLIFICATION of your message.

30,000′ is an airplane’s cruising altitude – plenty of blue sky, a great view, etc. At 30,000′, our brain even seems to work better!

At this altitude, it’s all about your vision, your aspirations, your raison d’etre. It’s a place to think and talk about your mission, your meaning, your values.

At 30,000’ leaders and visionaries have the ability to see the horizon. Obviously, you can’t do that from 3’. At 30,000’ you can see the curve of the earth, the rising and setting of the sun. The perspective at 30,000’ is unmatched. This is where you can think about making a “dent in the universe” and communicate how you are CHANGING THE WORLD!

Use this framing device to think and answer some questions at 30,000’:

  • Why do you what you do – To what end?
  • What is your raison d’etre (or reason for existence?)
  • What are you best in the world at?
  • What would you do with $1M or $10M (or X times your current operating budget?)
  • What makes you unique or how are you collaborating to solve a big social problem?
  • What gets you really fired up in the morning? (About your impact!)

Use the answers to these questions to develop your Message at 30,000’ – Your big picture purpose statement, the meaning of your work – Something we call the Blue Box Message.

“The Blue Box”:

  • Represents the starting point for everything
  • Frames a conversation at the highest level
  • Is simple (not full of fancy prose)
  • Is articulated clearly, concisely and compellingly

Here are some examples of great Blue Box Messages:

Changing the lives of the visually impaired worldwide.

Transforming the aging experience.

To provide the finest liberal arts education in the country.

Breaking the circle of poverty by changing the system.

Transforming Columbus: Inspiring the entrepreneurs of the future.

Strong Healthy Kids, Strong Healthy Families, Strong Healthy Communities.

We provide the opportunity for disadvantaged women and children to transform their lives.

We want safe water for EVERYONE FOREVER.

To make reading matter and change the story for low-income students and families in San Diego County.

Redefine Interprofessional Education. Redefine Healthcare Delivery. For Better Patient Health Outcomes.

Join us tomorrow for more on Simplifying your Message.

10 Action Steps to Help You Engage in 2016


*Warning: It’s pretty easy to run down this list and blow off a number of these with a “We’ve already got this/done this” attitude. I encourage you to take a look at the resources we’ve provided below and create an Action Plan for 2016.

Here are 10 Action Steps, to help you ENGAGE:

“Bankers Don’t Have Any Imagination, None At All”


In September of 1953, Walt Disney was sending his brother Roy to meet with bankers in New York. Roy was going to be seeking financing for a new concept: Disneyland. At the time, Disney had cartoons but no theme parks, which is hard to imagine in the present day.

As the story is told, Walt called in an imagineer named Herb Ryman and said, “You know bankers don’t have any imagination, none at all. You have to show them what you’re going to do.” He then asked Herb to help him create a mock-up of Disneyland on a large storyboard. It was a splendid painting that even included black light paint so that you could see what Disneyland would look like at night.

This story comes from Walt Disney Imagineering: A Behind-the-Dreams Look at Making the Magic Real. The book includes pictures of the storyboard.

 

 

Part of our For Impact story has been the invention of THE ENGAGEMENT TOOL. This one-page presentation flow, at altitude, has become an absolutely indispensable part of our client and coaching success.

Always look for ways to SHOW what you’re going to do. Use Engagement Tools. Banker or not, there is a big difference between talking your way through something and showing your way through something. A Engagement Tool worked for Walt and Roy Disney and it will work for you.

Funding Frameworks – Illustrated


In this video we illustrate a few funding frameworks inside of our sample engagement tool.

Reminder: You don’t need to use EVERY framework in your engagement tool. Simplicity is the goal!

Here are some links to support this video nugget.