What “Disorganization” Sounds Like

Let me share some thoughts inspired by a recent Shark Tank episode…

A contestant demonstrated a very unique product that piqued the Shark’s interest. When asked about his background, he listed numerous talents, brainy feats and escapades that led to the development of his new product.  Instead of his colorful past being a plus in the Shark’s eyes however, his history raised a red flag. One Shark called him “too disorganized” so she was “out.” (For those of you new to Shark Tank, “out” means not interested in the deal.) The contestant appeared perplexed and somewhat taken aback by her comment. What might have saved him? A statement or two, immediately following his list of exploits, conveying a passionate and enduring commitment to the success of the current product might have kept him in the running.

Perhaps “disorganized” was not the best word choice. To most people “disorganized” means a cluttered desk or misplacing your keys. The Shark may have chosen that word to represent a few less obvious concerns related to disorganization that can doom a startup. Founders, it’s important to know the less obvious ways that you can appear “disorganized” in the eyes of investors:

  1. As much as creativity is an asset to an entrepreneur, having many simultaneous and disparate activities going on are liabilities. It suggests you have difficulty focusing in on one thing that requires deliberate, consistent and sustaining dedication like a startup. Problem: An Investor will see herself doing all the work or exerting too much effort directing and monitoring you than it’s worth.
  2. Indirect and lengthy answers to simple questions suggest a disorganized mind. Or, perhaps you introduce ideas into the conversation that are unrelated to the main point. Problem: An investor may sense the need to constantly corral your attention to the topic or task at hand. Exhaustive repetition, interruption and re-direction is too great of an energy expenditure for a busy Shark.
  3. Do you engage in too much levity when there should be seriousness? Problem: You may be a nice guy or gal and fun to be around, but when it comes to spending other people’s money and getting things done, joking around is a waste of time.
  4. Is your presentation delivered in a logical sequence? Problem: Potential backers do not want to work harder than you to figure out your plan from start to finish.

The bottom line: Examine your sales pitch and presentation. Make the changes necessary to avoid being perceived as “disorganized.”

Do you need an expert set of eyes and ears to identify the red flags that could discourage customers and investors from wanting to work with you? Contact me for Core Four Coaching Rebecca@MindfulCommunication.com   

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5 Steps For Getting to the Point

Time is a constraint for you and those you’re trying to persuade.

The hour of yesterday is the 20 seconds of today. While you prepare to be heard, keep in mind that the average attention span 20 seconds or less!

1) Know your Objective, don’t just start talking! Research shows that in the first 7 seconds people make approximately 11 different judgments about your worthiness to be heard.

Ask yourself – What do I want to achieve? Why do I want to have that conversation? Have one objective in mind – stick to one objective only. Don’t sidetrack to other related topics or you come across as unsure, unfocused and wishy-washy.

2) Write down your bullet points first in simple and direct language. Now, create a brief sentence with each major talking point. Listen to yourself and edit out redundancies, empty words like “really, great, stuff, uh” and other fillers. Edit out repetitive words like “like, I, really, right,” etc.

3) Use a Good Hook is a headline that grabs attention.Ask yourself, “What is the single best statement or question that will get me to my objective?” A hook is a statement that satisfies a need, one that is  contrary to common experience, a worry, or is the best interest of the listener:

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What is the most unusual, exciting, dramatic, humorous part of your message? That will help shape your hook or opening line.

4) If you’ve hooked your listener, they will want to hear more.  The Body of the message should build a case. It should answer – Who, What, When Where, Why, and How. No more than one sentence for each.

5) Ask for the Action you want them to take in the Closing. It’s your bottom line. What do you want your listener TO DO? Set up an appointment? Get some time off? Invest in your company? Buy your book? Is there a time limit? “The deadline is 3:00 this afternoon,” or “Our sale ends tonight at midnight.”

Crisp articulation, a pleasant sounding voice and vocal dynamics give power, certainty and charisma to your message. Annoying vocal/verbal tendencies (hoarseness, mumbling, too soft or too loud, an unintelligible foreign accent, etc ) can distract a listener from your content.

Practice your “20 second or less” commercial. Start with your main point (one sentence hook or idea in a nut-shell) and support your point with 2-3 main supporting facts. Have more facts ready, if folks want to hear more. Rehearse and record your 20 second message. Try it out on a friend. Get feedback.

Need help getting to the point? Contact me at RebeccaShafir@gmail.com to set up a personalized 30 minute phone training session. 

 

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