Washington & Oregon Association of Chamber of Commerce Executives

 Audience  Interest  Preparation  What will help them

 To what they say  How they say it  To the noises  With your eyes  Eye contact  Their body language  Movement

 Protected classes  Sarcasm  The Helpful Head

 Veterans (born before 1946)  Baby Boomers ( )  Generation X ( )  Generation Y/Millennials (1980 …)

 Computers remember information using logic.  People remember information using emotions: love, hate, hope, fear, and desire.

 I don’t care how smart you are  Don’t tell me everything you know  Tell me how you will help me  Make emotion connections

Help your listeners:  Like you  Trust you  Remember you  Want to work with you

1. Set up the high-stakes situation 2. Know what your main character wants 3. Make the audience care 4. Describe the life-changing moment. 5. How does the story help you/audience?

 Don’t look for the story  Look for a life-changing moment  What did you learn?  Can it motivate others?

 Stories must have a “story tension.”

 Boy Stories: Drama  Tension: “conflict”  Best example: sports  The story is over when:  There is a loser.

 Girl Stories: Romance  Tension: “Hopeful Anticipation”  Example: Romance novels  The story is over when:  It’s a tie; they both win.

 Food Assoc. targeted a dairy.  Membership/leadership visited annually.  David took structure to the staff …  With 4 members’ stories … to the dairy.  That day, he had a new $15,000 member

Largest retail furniture company in the world. We had wooed for over 2 years to no avail: 2 sales people, our president and our board chair for membership- nada. I met them yesterday for over an hour, your principals in the forefront of my mind during our meeting … Make one powerful, statement … use my ‘open face’.... finalizing a membership/sponsorship package

 Look for a life-changing moment:  Remember a powerful moment in your work.  Identify a discouraging moment in your career.  At what moment did you know this was the right work for you?  What did you learn?  Can it motivate others?

1. Set up the high-stakes situation 2. Know what your main character wants 3. Make the audience care 4. Describe the life-changing moment. 5. How does the story help you/audience?

making the complicated simple and the simple powerful ® Bill Graham Copyright © 2014 Facebook