Zelensky's roadshow

Ukrainian president Zelensky is ‘touring the world’ via video calls to parliaments to drum up support for his country in the conflict with Russia. Each speech is tailored specifically to a country. Here are some of the patterns:

• Establish a connection, giving a compliment about the country: “I have been there”, “What a beautiful city”

• Make you feel what it would be if all the agresion happens to you: “What would you do if the port city of Genua would be destroyed?”

• Link the struggle of the Ukrainian people to a historic struggle of you (“You stood up after Pearl Harbour, we are in a similar situation now”)

• Making you part of the event: “This is not about Ukraine, but a struggle of the entire world against evil”, i.e., you are not just an audience

• Rubbing it in that he is doing something, and taking the hits (for you, see previous point), while you ‘sit back and relax’

• Appealing to personal moral standards, this is not about business, country or world politics, this is about innocent people dying

• Addressing individuals directly, i.e., the Prime Minister of the Netherlands was singled out by name in today’s address to the Dutch Parliament.

• Asking for very specific things that a country can do

• Rather than begging for help, he projects strength and determination and is inviting people to join the winning side

All of this is delivered in a short speech, with short sentences that are to the point.

Will they, or won't they?

Some presentations involve a big, black and white outcome: who hosts the next Olympics, will the trip go through, etc. etc.

In the world of entertainment, the tension is part of the show, think Oscars or talent shows. In most other cases, postponing and building up to the long awaited verdict does not serve a clear purpose. People might actually be distracted and not really listening to your arguments, as they are frantically trying to figure out where you are heading to.

Better to say the answer straight in the first sentence, and then explain why.

Add an optional message

Most online services have some sort of invite-a-friend functionality that triggers a pre-populated email. Read through that message one more time. It is probably loaded with marketing jargon (“added value”), and uses superlatives to show how excited the user is (“super excited to finally have everything in one place”).

But is that really the words the user would use?

As an exercise imagine what a good friend of you would write to another good friend of you in her own words to talk about your product.

1. It might inspire you to write a better pre-populated email message

2. It might give you some honest product feedback without actually asking these users

Let them climb down the ladder

I have been posting less on the blog over the past weeks. Given the current events in Ukraine, it would just not look right when the SlideMagic twitter account posts happy titles such as “A new and exciting way to crop your images” amid all the other stuff that is going on.

The current war is also a big communication war. And in times of conflict, it might be wise to count to 10 before saying things after seeing these horrible images coming out of the battlefield. Western leaders have been very aggressive in their language: ‘total economic war’ etc. etc. The problem is with all of this is that you need to keep a ladder for the other side to climb down, rather than throwing oil on the fire. The world already knows that you are (rightfully) upset.

The better strategy:

• Use a more matter of fact tone in communicating sanctions: “we don’t like what you are doing, here is what we do to show that we mean it, we will reverse if you do”

• Show unity and resolve

• Go after economic targets that really hurt, rather than things that are high profile but don’t actually mean very much

• Instead of leaking to the press how many arms you supplied or might supply, brief them on how to calculate the economic impact of the sanctions, now, in 1 week, and one month from now

• Maintain a cold and rational calculation of the financial damage done and communicate it

• Maintain a cold and rational evidence trail of wire crimes committed and communicate it

• Keep on ratcheting up the sanctions, without the polemic rhetoric.

Day by day the pressure to climb down the ladder will become stronger, and that will also not go unnoticed in other governments in the world that are evaluating geopolitical strategies

Slides in English, present in another language

English has become the default language in business. I would recommend anyone designing a deck for an external audience to use that language for the slides, but still present in your local language if that works for the people you are speaking to.

• Your business might be dealing with local contacts at the moment, but that could change in the future.

• Building on this. Increasingly, people use remote talent for certain tasks, having your documents in English helps these people getting on board

• People have gotten used to English text in advertising. A presentation in Hebrew (weird characters, written right-to-left, even looks strange to Hebrew speaking investor audience here in Tel Aviv.)

And there is another benefit. If you slides are in English, but you need to tell. your story in another language, you cannot easily fall back to just reading the text on your slides. Instead, you need to make it your own story.

Business plan - story mismatch

In business school we learned how to write a business plan and which slides go with it: market size, competitors, business model, etc. etc. The resulting slide deck is usually the first “presentation” of the company and often used as the basis for an investor or sales pitch deck as well. (Same happens when the last Board strategy deck gets recycled into a sales presentation for a more mature company).

Board presentations and business plan presentations are well, sets of slides that serve Board and strategy meetings. A sales or investor meeting requires a sales or investor presentation.

If you noticed that you always deviate from your slides when pitching your company, you might have the wrong slide deck in front of you,

What, how, why?

I saw these headings of a well-known story line structure being put up literally on a website in a big font size. What? Paragraph of text, how?, paragraph of text, why?, paragraph of text.

I like to use these frameworks in a more indirect way. Use them as guidelines to set up your story. Use them as a checklist to see that you covered everything, use them as a starting point if you are stuck in writer’s block, and most importantly, if they don’t work for your specific situation, pick another one or use your own.

The same applies to visual frameworks (SWOT, etc. etc.). They are designed to help you get started with grouping ideas, but if you find yourself forcing things in boxes that do not really fit, pick another one.

John Mayer's marketing video

Guitarist John Mayer starred in the launch video for a more affordable version of his signature guitar for PRS Guitars. Some interesting presentation lessons in here.

• It worked, the video gets even linked to on a presentation blog

• A naked and vulnerable pitch. A bare bone background, just him and the instrument, putting his entire reputation at stake by recommending this guitar. “Skin in the game”. Different from celebrities wearing a watch, driving a car, or holding an espresso cup.

• A very nice use of the “best of both worlds” storyline. Up until now you had to choose between A or B, but as of today, you can have both.

• Very clever addressing of target audiences. Hard core guitar players that admire John for his skill, and die hard fans that admire John for his songs are included implicitly. But parents buying guitars for their kids (and maybe secretly for themselves) are addressed directly with a clear excuse to go and get one.

A great sales pitch

The short repeat break

I took my daughter to Paris a few weeks ago (just before the new COVID wave) for a very short trip (Thanks Giving). She found it far too short, while I agreed that it was short, but still felt it was a nice and restful break.

The probable reason? I have been to Paris many times before, even lived right next to it for a year. For me, going back to it simply triggered a memory of all the stories and experiences I had there before. (A tip for prioritizing short holiday destinations).

The same happens with a presentation slide. For the person / team that made it that bullet point sentence (or even word) makes perfect sense, because it packs the entire 3 months worth of effort. For the first-time listeners, it is a cryptic sentence.

The bullet point trap

How do we end up with so many presentations that are mainly slides with bullet points?

A pitch usually has 2 types of slides. The clear cut ones: head shots of the team, columns with revenue forecasts, pictures of the product, screenshots of the app, table of the budget.

Then there are the ones that are less clear, the ones that need to tell the story behind your idea. When we start off,:

1. we don’t exactly know what they need to say,

2. we don’t know exactly what they should look like

These are 2 big challenges. It is not obvious to craft the story line with messages, and after you did that, it is not obvious to design a slide that delivers the message.

What happens? We open a slide editor and start putting in sentences on slides, move slides around. We can’t think about design, because we don’t know the content of the slide yet. As a result, the default bullet point list becomes the design that actually sticks.

We work really hard on the messages, get our colleagues to comment on them, get our boss to “sign off” that exact message (after we added the qualifying comment on line 3). And more and more, the presentation starts to make sense to us (the writer). The slides become mental placeholders, and in our bullet point frame of mind, every new slide will look exactly like the previous one. This is the mental model we are working with.

How to break the trap?

Maybe don’t use presentation software to make that story line. Write things in a Word processor. Deliberately use short, grammatically incorrect sentences (‘The “we are bigger” point here’) to avoid discussions among colleagues to finalize sentences (like you would do in a legal contract).

Once that is done and agreed, you take the whole thing away and really start thinking what is the best way to visualize everything you have just written down. As soon as you start copying the bullets from the Word document, you know that you are on the wrong track.

Update email versus update speech

Professional communication is getting more efficient, informal, and to the point. Long memos, turn into emails, turn into quick messages. Polite greetings that used to be the protocol in letters are left out.

In certain settings, the formalities of the past are still present. The dinner speech for example. We look back at the past year, summarise our achievements, thank everyone involved. A good speech can be inspiring and a joy to listen to. It can be great to see someone get the thank you she deserves.

A routine speech is boring though: running through a long list of names, waiting for a round of applause for each one of them, becoming softer and softer as the we read down the piece of paper. The audience is polite, but is probably secretly hoping for the thing to be over, and/or, curious to hear what the real news is that is coming at the end of the talk.

When writing an update email (or update-presentation-attachment), the politeness is no longer required, you no longer have a captive audience. People speed read through your paragraphs to the things that really matter.

Keep that in mind when writing it. Make the things that matter stand out. Make that thank you that you really mean stand out.

Demo versus manual

Giving a demo of your application or web site to an investor or potential partner is different from teaching a new user how to use it by herself.

For the user:

• Where do all the buttons sit

• How to log in

• How to update settings

• Where to find your account details

• How to create a project from scratch

• Etc.

For the investor / partner:

• What does the app do?

• Show me a walk through of a “story” or use case

• Have a project ready to show

• Look, there is actually a piece of software that is working…

• Etc.

In presentations, you are most likely to deal with scenario 2. Do all the prep work (logging in etc.), and design a very clear script of what you want to show, cutting out any tangents and other delays. Keep it short and focused. Rehearse your walk through, and as a backup, have a series of consecutive screenshots ready just in case Murphy’s law kicks in.

Overstoryfying

Some article titles are click bait, others seem genuinely interesting and I am curious to find out the answer to the question posed. The disappointment is big when the journalist embarks on a very long story where characters are introduced and developed, background stories presented until the punch line comes somewhere halfway the 10 minute article.

A good product or company pitch does not have to be long.

Streaming a presentation

Music streaming services such as Spotify change the way musicians make music. With an unlimited amount of songs to listen to, users can now skip through tracks quickly. The result: musicians put the ‘hook’ or chorus of the song really early in the track to convince new listeners to stick around just a few seconds longer. During a live performance of the same song, the build up could be different.

The same applies to your slide decks that you send for someone to read without you being there to explain. The investor or customer is ‘streaming your slides’. Think about how to put that ‘hook’ in your story to keep the viewer interested.

Hooks don’t have to be blunt. A massive drum solo as your song opening might get people to hit the skip button. “We will have $3bn sales in 18 months” sounds impressive but might not be credible. An unusual chord change, or a counterintuitive perspective on the market could do the trick.

Lost in translation

Many presentations are good because there are many steps involved between the “source” and the “receiver”

1. You have the story in your head as a complex set of ideas that are entangled and interdependent

2. You start writing it down in short hand, which require you to “flatten” the multi dimensional story into a sequence.

3. The sequence of bullet points now becomes a visualisation of your story. Instead of listening to a complex verbal argument, your eyes glance through the points and you can change the order at lightning speed. Cut, paste, slice, dice, until it looks good to you (without taking into account how it sounds).

4. Many people stop here and jump to stage 6

5. Now, chunks of this “visual” bullet point story get translated into visuals, another transformation: sentences, words, paragraphs get turned into visual compositions and graphs.

6. The presentation to the audience is no longer your story, it is you translating the visuals back into sequential verbal text.

7. The audience listens to the sound track of your slides and tries to reassemble the story that was in your head when you started the whole process.

Photo by Eirik Skarstein on Unsplash

A bit less logic, a bit more story

Most project or research result reports go like this:

• Objective: what were you trying to do?

• Approach: how did you do it?

• Results: what is the data you got?

• Conclusion: what did you find?

This is almost a chronological recording of your work. Logical, organized, exhaustive. Your peer scientist, boss,, teacher, will approve, you did the work thoroughly and got to some interesting findings.

It is not the most exciting structure though. Most novels or movies do not follow a chronological timeline. To make things more interesting, you need to take your audience through a story, which might mean breaking the logical flow a bit.

• Conclusion: what did you find?

• Objective: why was this so special, why was it never found before?

• Results: what is the (tiny) subset of all your data that proves your point?

• Approach: why was this so tricky to achieve, what hurdles did you overcome to get there?

The key to story writing in business is to pick off the questions your audience is likely to have next. The biggest one first (often surprisingly: “what are we talking about?”), which leads to the next big one (“Isn’t Google doing this already?”), which leads to the next one, (“That does not sound like a big deal to me?”), etc. etc.. The sequence of questions are different for each situation, depending on your topic and your audience.

The results upfront approach works well in business: leaving your audience guessing will just distract them. When it comes to movies, you might want to leave the plot reveal to the very end…

Photo by Daniel Cheung on Unsplash

Making it personal

Audience or customer segments can be very abstract. Mid thirty women in socio economic class C… C-level executives with operational responsibility.

To make things more personal, you can replace the abstract definition by someone you know that fits the segment. A friend, a colleague. What if I had to present to her?

Photo by Mario Purisic on Unsplash

Corporate vs consumer audience

Here is a fragment from the introduction of the upcoming Windows 11 operating system by Microsoft’s CEO Satya Nadella.

Windows has always stood for sovereignty for creators and agency for consumers, and with Windows 11 we have a renewed sense of Windows’ role in the world. pic.twitter.com/xHldf38B8d

— Satya Nadella (@satyanadella) June 24, 2021

I think I sort of get what he trying to say, but it is not obvious. This looks like a derivative of the many internal Microsoft discussions that must have taken place how to position Windows against Mac OSX, iOS, and Android, but now with these names taken out. It makes sense for Microsoft employees that were part of these discussions, to a consumer, a bit less so.

He also builds up to a major message in the beginning that ends in making the “consumer agency” point. For most foreign English speakers, “agency” is usually a group of people that work in advertising (or even presentation design). The other meaning is not very well known and it is risky to make this the headline of your whole pitch.

Keeping the suspense

The award ceremony of a piano competition builds up to the climax of announcing the #1. But keeping the suspense is not always right. In investor pitches, keeping your audience guessing what it is you actually do, is not a smart thing to do (previous post).

The other day I came across another situation where it did not really work. Email invitation: important org update during the weekly update call. So everyone expects the announcement of a promotion or departure of someone senior. Leave the anecdote, intro, buildup aside. Say what is happening in the first sentence, then provide compliments, congratulations, thank you’s.

Photo by Malcolm Lightbody on Unsplash

The spontaneous speech

Here in Israel we had an eventful swearing in of a new government yesterday. The “swearing in” was preceded by a lot of swearing, heckling, and screaming. One of the members of parliament tossed his prepared speech and instead delivered a spontaneous one on the spot, denouncing the behavior of some of his colleagues.

In the world of presentations, many probably have observed this. You work for months on a document/presentation, think carefully about every slide, and then, when put on the spot without your slides, speaker notes and/or projector, you delivery the whole story eloquently and seemingly without any preparation.

Well, not really without preparation. You have been building this story for months in your head. Without the work, the spontaneous presentation would never have worked. It always a good health check for your presentation, “ditch the deck”, and scribble your story if you had to tell it right now without any support. Then compare notes honestly.

Spontaneous speeches are not for everyone. You need to have the plot very clearly in your mind and avoid being side tracked on tangents, losing your energy and ending the story without the punch.

Photo by Steve Johnson on Unsplash