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Category listings for SHARPs and Stories

Simplify your complex problem

Posted by Ben Decker   |   January 20th, 2012   |   1 Comment   |  Tweet This

Everything should be made as simple as possible, but not one bit simpler. -Albert Einstein

In the wake of primary season and PAC spending mania, comedians Stephen Colbert and Jon Stewart have taken it upon themselves to shine a spotlight on the problems with Political Action Committees. It’s a complex issue, but they’ve made it tangible by using SHARPs (Stories, Humor, Analogies, References & Quotes, Pictures & Visuals) to grab our attention and go viral.

The PAC issue is nonpartisan – campaigns for Democrats, Republicans, Libertarians, Green Party alike use PACs as a loophole to bypass campaign fundraising limits and raise as much money as possible on behalf of (but not coordinated with!) candidates. That’s the big joke that Colbert and Stewart are exposing, and they’re doing it with skits on the Colbert Report, TV/internet spoof ad videos, and ridiculous humor.

Here’s the debut of their now ongoing joke, explaining, through use of a skit, the rules around candidates and SuperPACs:

Regardless of the politics, you must appreciate what they’re doing to communicate and explain a complex issue. So now it’s your turn: Think, when you’re next presenting an idea or procedure, is there a way you can use graphical or video images to make it clearer? Could you involve other coworkers to act a new procedure out, and use humor to make it memorable? Comment below and let us know what you think of Colbert and Stewart, or what you’ve done to grab your audience’s attention.


Categories: SHARPs and Stories
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Hook your audience

Posted by Ben Decker   |   November 4th, 2011   |   6 Comments   |  Tweet This

“I’m here today to talk to you about standardization.”

That’s the way a Silicon Valley engineer in our training program COULD have started his presentation about the need to standardize. Instead, he took a different route.

“As I was doing some research for this presentation, I read that the city of Baltimore burnt to the ground in 1904. The tragedy is, it didn’t have to.

Firefighters from nearby DC, New York, and Virginia all responded, but weren’t able to help because their hose couplings wouldn’t fit on the Baltimore hydrants – no standard had yet been set. The firefighters helplessly watched as the city burned.

Like Baltimore, our organization will suffer if we don’t standardize our processes.”

A year later, I remember this story and it’s tie to standardization. Considering I see hundreds of presentations, that’s saying something!

It’s so easy to fall in to the rut of starting with, “I’m here to talk to you about [insert topic here]…” or “Thanks so much for being here, I know you’re all busy, so I really appreciate your time.” By the time you’re done with a Lovely-Bunch-of-Words opening like those, guess what? You’ve likely lost your audience. They’re thinking about their next meeting, to-do list, evening’s plans.

Hook them in with a SHARP to grab attention from the very start, and tie it to the point of your presentation. Meaning utilize any one or more of these:

  • Stories
  • Humor
  • Analogies
  • References & Quotes
  • Pictures & Visuals

Dive right in with something memorable instead of diluting your opener. What’s your story or client example? Can you think of an analogy that will help bring your idea or product to light? Audience members are often very visual, so are there any images you could use to make a strong opening point?

Again, a year later, I remember the engineer’s point about needing to standardize because of the story he told at the beginning. Can your audience remember something as vividly from the presentation you gave.. say, last week?

Please share some of your SHARPs and how you prepare your openers!


Categories: Communication Skills, SHARPs and Stories
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Human scale in pennies

Posted by Ben Decker   |   April 22nd, 2011   |   8 Comments   |  Tweet This

We use numbers all the time. Think about it – we throw around statistics to prove the value of our products and percentages to show budget savings. We even go on and on about calories in restaurant menus.  

The thing is, humans have a problem with numbers that are outside of our real life context. For example, take a million vs. a billion. You know that a billion is a lot more than a million, but do you truly grasp what that means? Most of us don’t.

As explained in Made to Stick, numbers need to be human scale in order to stick with our listeners. If they stick, the listeners will have an emotional response, and are much more likely to change their behavior (read: choose your product, pass your initiative, choose salad over burger, etc.). Yes, numbers need make people feel something!

Human scale is about taking a number and making a comparison to something in our every day context. Below is a great video by @PoliticalMath, which explains a past budget cut by using pennies. (Politics is not the point – we’re looking at their use of scale).

We’ve all held pennies, and when the penny was cut in to fourths, it made $100M understandable in comparison to the rest. Wow.. that’s a small amount. We’re surprised! It’s an emotional response.

In a sales and marketing situation, let’s say you need to sell compact fluorescent light bulbs that last 7 years. A product like that should sell itself, right? Seven years may seem human scale already, but you can make it even more so. “You’ll change this light bulb when you get home from the hospital with your baby daughter, and not change it again until she’s in the third grade.” “Put the bulb in and you’ll never change it again. Average Americans move homes sooner than it’ll burn out.” “This light bulb lasts longer than the average marriage!”

So what about your numbers? Where could you use human scale? Comment with your ideas or areas where you need help, and  I’m happy to respond with some examples.

Click here for a video by Dan Heath if you want some inspiration.


Categories: Made To Stick, SHARPs and Stories
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Obama Speech More of the Same

Posted by Bert Decker   |   August 31st, 2010   |   15 Comments   |  Tweet This

President Obama gave a speech tonight – second one from the Oval Office in his 19 months in office. It was a yawner. What’s going on here?

First of all I want to confess I’ve not reviewed Obama recently because he basically is the same. In delivery. Think of teleprompter, predictability, cadence, professorial, etc. See here and here for a lot more detail. But tonight I was challenged by Michael Hyatt on Twitter, who said;

@MichaelHyatt: I’d like to hear @BertDecker ’s analysis of the President’s speech. It’s difficult to comment apolitical.

Now Michael is a friend, and a HEAVYWEIGHT (sorry for the caps) in the blogosphere and Twitterland, as well as respected CEO, so I couldn’t refuse. Otherwise I would have passed it by again.

Content

It IS hard to be apolitical, as I try to stay away from the politics of the content in most reviews. But in this 19′ speech anyone could have said “What’s the point.”

  • An apolitical comment would be that he wanted to be front and center, use the Bully Pulpit, and declare the war over and reshift our priorities as a country. Did he? I don’t think so.
  • A political comment (that I heard elsewhere) would be that he wasn’t really as interested in Iraq and America at war as he was about changing the domestic agenda of the country. I’m not sure that’s true, but his manner would probably reflect this view more accurately.

The Obama Experience

Here are the opening few minutes of his speech in good quality. For experiencing the communication of the President, you really only have to look at the first minute. It doesn’t change. (But look here to get the entirety in less quality.)

  • Boring – He has no passion or emotion. Granted he is talking policy and he will be quoted and dissected, but a little passion in voice and face now and then would help his believability and influence immeasurably. And he had no stories or SHARPS that would make his message stick.
  • Cadence – Ever since Fred Armison on Saturday Night Live got his cadence down while playing Obama, I can’t look at the President himself and not think of Armison. It is a rhythm that becomes sing-song, and contrived, and does not lead to a feeling of conviction and authenticity. Which leads us to…
  • Professorial - It’s not just me that see’s our President as more and more professorial (academic, informational and aloof) in both demeanor and presentation, it is becoming widespread. Professorial is fine in the classroom, not so fine on the playing field. That is not the communication of a leader.

I could go on, but this is already too much politics for an ‘objective’ communications blog. But thanks for the prompt Michael – this get’s the juices flowing.

More importantly, what do YOU think?


Categories: Communication Skills, Leadership and Communications, Newsworthy, Political Communications, Public Speaking, SHARPs and Stories, Special Event
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Learn how to make your ideas stick from Leonardo DiCaprio

Posted by Kelly Decker   |   July 22nd, 2010   |   1 Comment   |  Tweet This

It’s quite a rarity to get out for a date night or, in our case a date day. We went to see Inception on Sunday afternoon, the new thriller with Leonardo DiCaprio by writer/director Christopher Nolan whose work includes Memento (amazing!), Dark Knight, and many others.

It’s intriguing, deep, and action packed. And great effects if you’re into that kind of thing. While I was trying to sort out the plot around whose subconscious was whose, I started hearing the SUCCESs framework from Made to Stick. Disclosure: yes, I am in tune to it, but really not that geeky about it. Seriously, Nolan MUST have taken a few notes from the book in his research. If you’ve read the book or attended one of our programs you know that SUCCESs is a checklist for sticky messages which share the principles of Simple, Unexpected, Concrete, Credible, Emotional, and Story.

The premise of Inception is how to extract and plant subconscious thoughts, using dreams as the vehicle. And it turns out that planting an idea is the more difficult of the two. Not unlike what we do everyday: trying to plant ideas like adopting a new technical standard, launching a new initiative or process, convincing the boss why we’re the right person for the job, lobbying for a family vacation in Florida instead of Colorado, and even getting the kids to put things back in their place (by starting with putting their shoes away in the closet instead of leaving them in the middle of the kitchen floor).

So, Leo (aka, master thief Dom Cobb) assembles a crack team including a dream architect, a chemist, and a forger – all of whom can also kick butt in the process. Their task: to plant an idea in the mind of a major energy conglomerate heir – specifically, the idea that he should sell off and disband the business his father built. And they do it using a few of the SUCCESs principles that also map to the Decker Cornerstones:

  • Simple: The idea must be incredibly simple so that it can grow and thrive on its own. That means boiling your message down to the biggest change in how you want your listener to think/act about your idea – it’s your Point Of View.
  • Concrete: There must be some specificity and familiarity in the environment to allow the idea to grow. In other words, once you get someone to buy off on your Point of View, you must tell them what to do next. Include a Specific Action Step that is timed, physical and measurable.
  • Emotion: Use it! This is the get-someone-to-CARE-about-your-idea part. Why would they do this? Give them the benefits (to THEM), and remember that positive emotion trumps negative emotion. The movie really tugs at the heartstrings here – without giving away too much I’ll just say that parents, don’t throw out all the elementary school artwork.

And it all comes together in a terrific 2.5-hour story that keeps your mind whirling. Head to the theater and go brush up on your communications – it’s a pretty good excuse. I’ll leave you with the trailer:


Categories: Film, Musings, SHARPs and Stories
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3 tips for presentations that stick

Posted by Kelly Decker   |   May 27th, 2010   |   10 Comments   |  Tweet This

Dan Heath has done a fantastic job putting together a series of vignettes on stickiness. Watch this clip on presentations that stick.

Let me add on to Dan’s 3 tips with a few examples we’ve seen in our programs recently:

1. Be Simple: Force yourself to prioritize. Boil down your message into one (yes, one) phrase that signifies the single biggest change in how you want people to think or act about your idea, topic, initiative, product or service.

A veterinarian from our messaging program was trying to convince pet owners that they’re overusing protein in their pet’s diets. This could easily turn into a PowerPoint nightmare of chart-by-chart comparisons of the recommended dietary allowances for carbs, protein, vitamins, etc. Instead, she focused her message and took a page right out of James Carville’s playbook, and created the Point Of View: “It’s the calories, stupid.” And then she went on, “Protein alone is not the answer. It’s a balanced diet that your pet needs.”

2. Show something: One participant said that rather than decorate his slides with bullet points, and complex diagrams, that they would begin to “Deckerate” them instead. That means simplify – to the point that you might not even need a slide. Remember that slides are supposed to be a support for your presentation, not to be the presentation.

Of course, the best example of showing and not telling is all things Apple. Man, that iPad is beautiful, and yes, I want it. Apple is so good that they even get you to think that you need it.

3. Tease before you tell: Get them interested! In one of our programs last month, an exec from an insurance company announced that he was going to be doing his in-class presentation on work/life balance. Snooze. Like we haven’t heard that one before. But he began this way…first, he grabbed a flip chart and wrote “Key Clients” at the top. Then he asked everyone to write down their top 5 clients. “If those are your very best clients, you take their calls, right? You’ll let them interrupt a meeting, and always think about how you can add value.” Teaser accomplished. He continued, “Now, how many of you listed your spouse or kids on that list? It’s absolutely critical that you think of your own family as key clients.” Whoa. Mom guilt is in full effect. I’m in.

Your turn. Win a seat in our upcoming June 4 Decker Made to Stick Messaging program! Comment below with a good stickiness story and we’ll draw a winner!


Categories: PowerPoint Abuse - Avoid It, SHARPs and Stories
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What Joni Mitchell might say about cloud computing

Posted by Kelly Decker   |   May 11th, 2010   |   3 Comments   |  Tweet This

A cute white puffy cloud – like the kind you used to draw next to the smiling sun in Kindergarten. But rather than find it on your child’s artwork, these days you’re more likely to see it right smack dab in the middle of an insanely complex technical diagram (the one below is nothing compared to what I saw recently in a client slide deck!). And it’s widely accepted as the universal symbol for all things cloud computing.

Yes, it’s simple. I get it. It’s a cloud. There’s just one little problem. Clouds stink because you can’t see through them. Their mere presence makes the morning commute a little bit longer, and they’re notorious for delaying flights in and out of SFO.

For those in high tech, you’re cursed big time with your own knowledge about cloud computing. You know what happens in that cloud – you can talk all day about leveraging shared capabilities that are self-healing to maximize efficiency and minimize risk, right? Unfortunately for you, the rest of us don’t know that tune. In fact, we’re probably a whole lot more like Dorothy trying to figure out what’s going on behind the curtain.

So, how can you differentiate your message about the cloud (or any technical jargon for that matter)?

First, think about your customers – what’s the number one thing they’re concerned with? What would make them resistant to your idea? Maybe it’s security. For example, why would I (as a CTO) hand over all my precious data to you, and not know exactly what’s happening in that cloud and how it’s being used?

Next, try a dose of Unexpectedness to get your message to be heard – here’s how a recent participant from our Decker Made to Stick program framed her message around the cloud:

When we think of clouds, we typically think of big, white puffy things. The cloud I’m talking about is completely different because you can see through it. It offers the transparency you need to clearly see all the data flowing in and out of the network…

All of a sudden the big benefit of visibility is brought to life because she juxtaposed it right next to our schema of what a cloud is: nebulous, nontransparent and even confusing.

I leave you with a little inspiration and perspective from the great Joni Mitchell and her lyrics to Both Sides Now (my Women in Music professor would be so proud – watch a fabulous performance here). Imagine that your customers view your cloud offering this way…

Bows and flows of angel hair and ice cream castles in the air
And feather canyons everywhere, I’ve looked at clouds that way.
But now they only block the sun, they rain and snow on everyone.
So many things I would have done but clouds got in my way.

I’ve looked at clouds from both sides now,
From up and down, and still somehow
It’s cloud illusions I recall.
I really don’t know clouds at all.

It’s on you to make sure your customers and even non-technical team members know those clouds inside and out. How else are you going to get them to buy off on that cute white fluffy thing?

We’d love to hear some of your great message successes (technical or not) – send them our way!

*UPDATE: Here’s an awesome plain-spoken explanation on cloud computing from Walt Mossberg at the Wall Street Journal (thanks to our buddies at ServiceSource for the tip!).


Categories: Communication Skills, SHARPs and Stories, Web/Tech
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