Perspective: What’s Important?

My favorite definition of “perspective” is the ability to understand what is important and what isn’t. It’s the point of view—the position from which an individual or group of people see and respond.

When I coach you to speak about your business, I urge you to analyze the listener to understand their perspective—what’s important to them and what’s not. When you know their perspective, you can be passionate about their needs, problems, and situations. And you gain their trust.

When you are in front of a group, you are transparent – in a way, naked. The steadiness of your eye contact and your tones of voice are obvious for all to see and hear.

So is your content.

The most important part of writing your speech is knowing your listener. The more you know your listener, the better your words will flow. No magic potion here; analyzing your audience is hard work. Once you know their perspective, you will be able to customize your presentation to their needs.

So find those points of connection! They are in these areas:

• Attitudes and expectations
• Level of jargon and technical expertise
• Preferred way to receive information
• Time tolerances
• Level of interest in my subject
• Personal interests and hobbies
• “Hot buttons” – things that cause an instant positive or negative response

You can’t try to be interesting. You’ll be boring. The only people who are interesting are the people who are interested in their listener. Next time you do a presentation, don’t ask, “What do I want to tell the people?” Instead, ask yourself, “What is their need? How can I address it?” Next time you hear a speaker, see if they are telling you what they want to tell you or whether they have you in mind.

Every presentation you give needs to motivate your listener to do, think, or feel something about you as their solution. Otherwise, why are you even speaking? Please call me for a 30-minute complimentary clarity call to see if we are a match.