Sam Horn's Blog, page 3

That’s Intriguing #79: What are the 3 Best Ways to POP! My Job Search? Part 1

“All the wrong people have inferiority complexes.” – coffee mug slogan

I recently had the opportunity to speak for a career networking group.

They were thrilled with the “haven’t heard that before” insights shared during the program and the meeting planner asked if I’d share them in a blog so others could benefit from them.

Happy to.  Hope these help you POP! out of the pack of applicants and land the job of your dreams.

POP! Your Job Search Tip 1.

Don’t Be Shy. If You’ve Accomplished Something Special – Include It!

“There are few times in your life when it isn’t too melodramatic to say your destiny hangs on the impression you make.” – Barbara Walters

One of the most important lessons-learned shared in my What’s Holding Us Back? book is …

“Our strength taken to an extreme becomes our Achilles Heel.”

For example, kindness is a wonderful quality. But if we’re kind to people who are cruel to us; our kindness becomes a weakness that gets preyed upon.

Having a great sense of humor can be delightful. But if we always have to be the “clown” who’s the life of the party; not so good.

Are you thinking, “What’s that got to do with resumes and job search?”

Most people are way too humble when applying for a job.

Humility is a lovely trait.

But when it comes to getting hired. humility can become our Achilles Heel.

How so?

Potential employers can’t read your mind.

They don’t know how and why you’re special unless you tell them.

If you’ve accomplished something outstanding and don’t include it on your resume; you could lose out on a job you deserve and might have gotten otherwise.

It’s your responsibility to showcase specific skills that may help get your foot in their mental door.  It’s your job to mention real-life, one-of-a-kind experiences that could add value for their organization.

My son Tom is an excellent example of this.

Tom and his brother grew up in Maui, Hawaii.

We would go for walk and rolls at night in our lovely neighborhood near Keawekapu Beach. I would walk and they would ride their big wheels, bikes or skateboards. Our nightly tradition was for each of us to pluck a plumeria blossom and bring it home to place on our pillows.

Even when he was young, if you asked Tom what he wanted to be, he would point to the sky and say, “Something to do with up there.”

Little could we have known that Tom would eventually graduate from Virginia Tech (Go Hokies) with a multiple degree in Aerospace Engineering, Physics, Astronomy and Math. (Suffice it to say, I didn’t help Tom with his homework!)

Several weeks before graduating, Tom applied for a job at NASA’s Johnson Space Center in Houston, Texas.  After  filling out the application, he asked me to take a look at it.

I was glad to do so – and was surprised to see Tom hadn’t mentioned that he and his college team had won an international competition to plan a Manned Mission to Mars.

I asked Tom, “Why didn’t you include that on your resume?”

Guess what he said?

“But Mom, that would be bragging.”

Arggh.    I told him, “Tom, it’s not bragging if you’ve done it.”

“Think about it. There could be hundreds of applicants for this job, all with similar degrees. Many have great GPA’s or were on the Dean’s List. So that’s nothing special to decision-makers at this point.

Think about it from their point of view. They’re looking through a stack of resumes in search of something relevant that isn’t same-old, same-old. Something that causes them to think, ‘Now that’s impressive. Or, that’s interesting. Let’s bring that person in for an interview.’”

If you have an impressive achievement few others can claim; it deserves to go on your resume.

It differentiates you from similarly-qualified candidates.  It could be a deal-maker because it gives you a competitive edge and gives potential employers a compelling reason to consider you as a high-potential.

Guess what? Tom got the interview  … and he got a job in mission control at JSC in Houston. 

Every day he gets to do what he loves most and does best. He is fulfilling his SerenDestiny (the title of my upcoming book) and getting paid to do work that puts the light on in his eyes.

He told me recently, with a sense of wonder in his voice, “Mom, working with the International Space Station is a dream come true. I do something down here . . .and it makes something happen up there.”

Hmmm … that is exactly what Tom wanted to do, all those years ago in Maui when he pointed to the sky when asked what he wanted to do when he grew up.

Who knows if Tom would have landed this ideal job if he had left off that singular achievement about the Mars mission that caught the interviewer’s eye and motivated him to fly Tom out to Houston for a site visit and interview?

So, here’s the question . . .

What’s a singular achievement you’ve accomplished that could help you stand out in a stack of resumes?

If you were Employee of the Month, that goes on your resume.

If you were the first to be certified in a specific computer training program, say so.

And, include an example of an uncommon hobby or involvement in a favorite cause/philanthropy.

If you compete in triathlons, add it to the resume.  Who knows? Maybe the interviewer is an athlete and will feel enough of a common bond to call you in.

In fact, an author client landed a big-name literary agent  by doing just this.

I advised Leslie Charles, (author of Why Is Everyone So Cranky?) to include under Credentials on her book proposal that she rode dressage.

She asked, “But Sam, that has nothing to do with my book. Why would I include that?”

I smiled and said, “Because the agent you want to work with rides dressage.”

This agent handled several best-selling authors in the non-fiction genre and wasn’t really looking for new clients. However, she and Leslie “clicked” while discussing horses and dressage and Leslie ended up working with her and getting a 6-figure deal for her book with a major publisher.

So, look over your current resume and job application.

What POP!s out? What gives it a “human” element that would give an interviewer a good reason to want to interview you?

What intriguing achievement, personal mission, heartfelt hobby, or uncommon interest could help you stand out from the crowd of candidates?

If you’d like more ways to POP! your job search, career, communication and success, check back for Part II of this series on the 3 Best Ways to POP! Your Job Search.   Or, subscribe to receive them automatically.

That's Intriguing #79: What are the 3 Best Ways to POP! My Job Search? Part 1

"All the wrong people have inferiority complexes." – coffee mug slogan

I recently had the opportunity to speak for a career networking group.

They were thrilled with the "haven't heard that before" insights shared during the program and the meeting planner asked if I'd share them in a blog so others could benefit from them.

Happy to.  Hope these help you POP! out of the pack of applicants and land the job of your dreams.

POP! Your Job Search Tip 1.

Don't Be Shy. If You've Accomplished Something Special – Include It!

"There are few times in your life when it isn't too melodramatic to say your destiny hangs on the impression you make." – Barbara Walters

One of the most important lessons-learned shared in my What's Holding Us Back? book is …

"Our strength taken to an extreme becomes our Achilles Heel."

For example, kindness is a wonderful quality. But if we're kind to people who are cruel to us; our kindness becomes a weakness that gets preyed upon.

Having a great sense of humor can be delightful. But if we always have to be the "clown" who's the life of the party; not so good.

Are you thinking, "What's that got to do with resumes and job search?"

Most people are way too humble when applying for a job.

Humility is a lovely trait.

But when it comes to getting hired. humility can become our Achilles Heel.

How so?

Potential employers can't read your mind.

They don't know how and why you're special unless you tell them.

If you've accomplished something outstanding and don't include it on your resume; you could lose out on a job you deserve and might have gotten otherwise.

It's your responsibility to showcase specific skills that may help get your foot in their mental door.  It's your job to mention real-life, one-of-a-kind experiences that could add value for their organization.

My son Tom is an excellent example of this.

Tom and his brother grew up in Maui, Hawaii.

We would go for walk and rolls at night in our lovely neighborhood near Keawekapu Beach. I would walk and they would ride their big wheels, bikes or skateboards. Our nightly tradition was for each of us to pluck a plumeria blossom and bring it home to place on our pillows.

Even when he was young, if you asked Tom what he wanted to be, he would point to the sky and say, "Something to do with up there."

Little could we have known that Tom would eventually graduate from Virginia Tech (Go Hokies) with a multiple degree in Aerospace Engineering, Physics, Astronomy and Math. (Suffice it to say, I didn't help Tom with his homework!)

Several weeks before graduating, Tom applied for a job at NASA's Johnson Space Center in Houston, Texas.  After  filling out the application, he asked me to take a look at it.

I was glad to do so – and was surprised to see Tom hadn't mentioned that he and his college team had won an international competition to plan a Manned Mission to Mars.

I asked Tom, "Why didn't you include that on your resume?"

Guess what he said?

"But Mom, that would be bragging."

Arggh.    I told him, "Tom, it's not bragging if you've done it."

"Think about it. There could be hundreds of applicants for this job, all with similar degrees. Many have great GPA's or were on the Dean's List. So that's nothing special to decision-makers at this point.

Think about it from their point of view. They're looking through a stack of resumes in search of something relevant that isn't same-old, same-old. Something that causes them to think, 'Now that's impressive. Or, that's interesting. Let's bring that person in for an interview.'"

If you have an impressive achievement few others can claim; it deserves to go on your resume.

It differentiates you from similarly-qualified candidates.  It could be a deal-maker because it gives you a competitive edge and gives potential employers a compelling reason to consider you as a high-potential.

Guess what? Tom got the interview  … and he got a job in mission control at JSC in Houston. 

Every day he gets to do what he loves most and does best. He is fulfilling his SerenDestiny (the title of my upcoming book) and getting paid to do work that puts the light on in his eyes.

He told me recently, with a sense of wonder in his voice, "Mom, working with the International Space Station is a dream come true. I do something down here . . .and it makes something happen up there."

Hmmm … that is exactly what Tom wanted to do, all those years ago in Maui when he pointed to the sky when asked what he wanted to do when he grew up.

Who knows if Tom would have landed this ideal job if he had left off that singular achievement about the Mars mission that caught the interviewer's eye and motivated him to fly Tom out to Houston for a site visit and interview?

So, here's the question . . .

What's a singular achievement you've accomplished that could help you stand out in a stack of resumes?

If you were Employee of the Month, that goes on your resume.

If you were the first to be certified in a specific computer training program, say so.

And, include an example of an uncommon hobby or involvement in a favorite cause/philanthropy.

If you compete in triathlons, add it to the resume.  Who knows? Maybe the interviewer is an athlete and will feel enough of a common bond to call you in.

In fact, an author client landed a big-name literary agent  by doing just this.

I advised Leslie Charles, (author of Why Is Everyone So Cranky?) to include under Credentials on her book proposal that she rode dressage.

She asked, "But Sam, that has nothing to do with my book. Why would I include that?"

I smiled and said, "Because the agent you want to work with rides dressage."

This agent handled several best-selling authors in the non-fiction genre and wasn't really looking for new clients. However, she and Leslie "clicked" while discussing horses and dressage and Leslie ended up working with her and getting a 6-figure deal for her book with a major publisher.

So, look over your current resume and job application.

What POP!s out? What gives it a "human" element that would give an interviewer a good reason to want to interview you?

What intriguing achievement, personal mission, heartfelt hobby, or uncommon interest could help you stand out from the crowd of candidates?

If you'd like more ways to POP! your job search, career, communication and success, check back for Part II of this series on the 3 Best Ways to POP! Your Job Search.   Or, subscribe to receive them automatically.

Bestselling Author Shares 3 Tips for Building Your Blog Audience

Bestselling Author Shares 3 Tips for Building Your Blog Audience.

Kudos to Rachel Bertsche – creator of www.MWFSeekingBFF.com  for sharing her insights on how you can create a  "rising tide raises all boats" community by finding related blogs and adding insightful comments that add value for all involved.

If you are looking to expand your "tribe" and connect with like-minded souls, her advice is right on.

Seek out bloggers who focus on similar topics and bring them to the attention of your readers.  Showcase their site and link back to them.

Everyone benefits when you do this.

Shakespeare said, "Be wealthy in your friends."

When you spread your online colleagues' wealth of wisdom; everyone wins.

That’s Intriguing #78: How Can I Prepare for a Presentation so I Can Walk In With Confidence?

“Winning begins with preparation.” – Football coach Joe Gibbs

A client, who was an executive for a Six Sigma organization, was preparing for an important medical conference. If he did right by his audience, he and his organization stood to win millions in contracts.

The problem?

Have you ever been to a medical conference? Most everyone there is brilliant.

Unfortunately, that brilliance doesn’t always translate to the platform.

The programs are often highly technical and everyone’s power-point slides are packed with facts, numbers, complex case studies and graphs. Lots of graphs.

Furthermore, my client was speaking on the last day. At that point, participants’ eyes were going to be glazed over.

I kept asking him questions about his personal interests to see how he could pleasantly surprise his audience, in the first minute, with something they didn’t expect.

Something startlingly relevant that would get their eyebrows up.

Something that would quickly convince them he was worth their valuable time and mind.

I asked if he had any hobbies.

“Sam, I’m on the road 5 days a week. I don’t have time for hobbies.”

“Hmmm. Do you and your wife ever do anything for fun?”

“Well, sometimes we watch TV.”

“Aha. Any favorite shows?”

“Well, we like to watch Law & Order.”

Bingo.

I now knew how he could title and format his presentation so it captured and kept interest – from start to finish.

Guess what that title was?

FLAW & ORDER

And yes, he featured the signature image on his power point slides and the iconic “Dda-dum” tone to reveal his important points.

The point?

He had his audience at hello.

They thought, “Wow, we haven’t seen this before. Tell us more.”

Best yet, he kept this intriguing theme throughout his presentation. At the end, he was surrounded by participants giving him their business cards and requesting more information on how they could work together.

He had proven to these decision-makers they could trust him to prepare in advance and deliver intriguing, relevant insights and recommended actions that were relevant to their needs.

How about you?

Are you preparing for an important presentation?

If so, you can start by asking yourself the following questions.

That will kick-start your preparation process.

Then, if you want to POP! your presentation and stand out from the crowd; contact us at Sam@SamHorn.com to schedule a complementary 15 minute appointment.

We’ll discuss your upcoming communication, including your goals and the audience’s needs.  We’ll explore how we can work together to tailor a presentation that positions you to walk in with confidence because you’ve done everything possible to prepare yourself for a win-win experience.

Sam Horn’s W5 Form for a Presentation That Passes The Eyebrow Test

Want to get your audience’s eyebrows up?

Clarify your W’s so you can customize your communication in advance and make it relevant and intriguing for that particular audience and situation.

Filling out this form can help you walk in with confidence because it will be clear you’ve done your homework and you know what you’re talking about.

That will help engage and impress people in the first 60 seconds. They’ll be motivated to give you their valuable time and mind and they’ll be inspired to care about what you care about.

Who?

Who are you communicating to? Who’s the person you’re trying to connect with, convince or persuade? Describe that person so vividly we can SEE them in our mind’s eye.

Give enough detail so we get a sense of what they look like, what they’re feeling, where they’re coming from, why they might be resistant, and how they feel about us. Man? Woman? Age? Mom of 3? CEO? Tired? Impatient? Angry? Perfectionist? Skeptical?

­­­­­­­­­____________________________________________________________________________

____________________________________________________________________________

What?

What do you want this person to think or say at the end of your communication? What’s your objective? What would make this communication a success? What do you want this person to start, stop or do differently? Make this measurable (“I want them to schedule a follow up meeting by this Friday.”) rather than vague or sweeping (“I want them to like me.”)

____________________________________________________________________________

____________________________________________________________________________

Where?

Where will this communication take place? Will you be speaking in a boardroom, ballroom or your boss’s office? Will you be meeting someone at a bark park or ball park?

Will they be reading your copy online? Will you be talking on the phone, plane, elevator? Is this at a trade fair, networking function or business luncheon? At a 5 star hotel? U.S.? China?

____________________________________________________________________________

____________________________________________________________________________

When?

Will this be at 4:30 pm on a Friday and everyone’s impatient to get out the door? 1:30 pm after a big lunch and everyone’s sleepy? 8 pm and people are tired after a long day? April 15th when people are focused on taxes? January 1st and people are thinking about New Year resolutions?

____________________________________________________________________________

____________________________________________________________________________

Why?

Go a sentence deeper. You’ve already identified your goals and what you hope to achieve … but WHY? You hope this company hires you SO you get to work for a business you believe in where you’re getting paid to do work you love? You want this company to donate $10,000 to your non-profit BECAUSE then you can give scholarships to 10 students? You want a more compelling elevator speech SO you feel more confident meeting new people at conferences?

____________________________________________________________________________

____________________________________________________________________________

Good for you for taking the time to fill that out. Your clarity about the W’s will help you customize your communication so you’re better able to quickly capture the favorable attention of your group.

Now, either get a copy of my book POP! so you can make your insights and examples more compelling or contact us at Sam@SamHorn.com so we can help you tailor this presentation so you capture everyone’s interest in the crucial first 60 seconds.

That's Intriguing #78: How Can I Prepare for a Presentation so I Can Walk In With Confidence?

"Winning begins with preparation." – Football coach Joe Gibbs

A client, who was an executive for a Six Sigma organization, was preparing for an important medical conference. If he did right by his audience, he and his organization stood to win millions in contracts.

The problem?

Have you ever been to a medical conference? Most everyone there is brilliant.

Unfortunately, that brilliance doesn't always translate to the platform.

The programs are often highly technical and everyone's power-point slides are packed with facts, numbers, complex case studies and graphs. Lots of graphs.

Furthermore, my client was speaking on the last day. At that point, participants' eyes were going to be glazed over.

I kept asking him questions about his personal interests to see how he could pleasantly surprise his audience, in the first minute, with something they didn't expect.

Something startlingly relevant that would get their eyebrows up.

Something that would quickly convince them he was worth their valuable time and mind.

I asked if he had any hobbies.

"Sam, I'm on the road 5 days a week. I don't have time for hobbies."

"Hmmm. Do you and your wife ever do anything for fun?"

"Well, sometimes we watch TV."

"Aha. Any favorite shows?"

"Well, we like to watch Law & Order."

Bingo.

I now knew how he could title and format his presentation so it captured and kept interest – from start to finish.

Guess what that title was?

FLAW & ORDER

And yes, he featured the signature image on his power point slides and the iconic "Dda-dum" tone to reveal his important points.

The point?

He had his audience at hello.

They thought, "Wow, we haven't seen this before. Tell us more."

Best yet, he kept this intriguing theme throughout his presentation. At the end, he was surrounded by participants giving him their business cards and requesting more information on how they could work together.

He had proven to these decision-makers they could trust him to prepare in advance and deliver intriguing, relevant insights and recommended actions that were relevant to their needs.

How about you?

Are you preparing for an important presentation?

If so, you can start by asking yourself the following questions.

That will kick-start your preparation process.

Then, if you want to POP! your presentation and stand out from the crowd; contact us at Sam@SamHorn.com to schedule a complementary 15 minute appointment.

We'll discuss your upcoming communication, including your goals and the audience's needs.  We'll explore how we can work together to tailor a presentation that positions you to walk in with confidence because you've done everything possible to prepare yourself for a win-win experience.

Sam Horn's W5 Form for a Presentation That Passes The Eyebrow Test

Want to get your audience's eyebrows up?

Clarify your W's so you can customize your communication in advance and make it relevant and intriguing for that particular audience and situation.

Filling out this form can help you walk in with confidence because it will be clear you've done your homework and you know what you're talking about.

That will help engage and impress people in the first 60 seconds. They'll be motivated to give you their valuable time and mind and they'll be inspired to care about what you care about.

Who?

Who are you communicating to? Who's the person you're trying to connect with, convince or persuade? Describe that person so vividly we can SEE them in our mind's eye.

Give enough detail so we get a sense of what they look like, what they're feeling, where they're coming from, why they might be resistant, and how they feel about us. Man? Woman? Age? Mom of 3? CEO? Tired? Impatient? Angry? Perfectionist? Skeptical?

­­­­­­­­­____________________________________________________________________________

____________________________________________________________________________

What?

What do you want this person to think or say at the end of your communication? What's your objective? What would make this communication a success? What do you want this person to start, stop or do differently? Make this measurable ("I want them to schedule a follow up meeting by this Friday.") rather than vague or sweeping ("I want them to like me.")

____________________________________________________________________________

____________________________________________________________________________

Where?

Where will this communication take place? Will you be speaking in a boardroom, ballroom or your boss's office? Will you be meeting someone at a bark park or ball park?

Will they be reading your copy online? Will you be talking on the phone, plane, elevator? Is this at a trade fair, networking function or business luncheon? At a 5 star hotel? U.S.? China?

____________________________________________________________________________

____________________________________________________________________________

When?

Will this be at 4:30 pm on a Friday and everyone's impatient to get out the door? 1:30 pm after a big lunch and everyone's sleepy? 8 pm and people are tired after a long day? April 15th when people are focused on taxes? January 1st and people are thinking about New Year resolutions?

____________________________________________________________________________

____________________________________________________________________________

Why?

Go a sentence deeper. You've already identified your goals and what you hope to achieve … but WHY? You hope this company hires you SO you get to work for a business you believe in where you're getting paid to do work you love? You want this company to donate $10,000 to your non-profit BECAUSE then you can give scholarships to 10 students? You want a more compelling elevator speech SO you feel more confident meeting new people at conferences?

____________________________________________________________________________

____________________________________________________________________________

Good for you for taking the time to fill that out. Your clarity about the W's will help you customize your communication so you're better able to quickly capture the favorable attention of your group.

Now, either get a copy of my book POP! so you can make your insights and examples more compelling or contact us at Sam@SamHorn.com so we can help you tailor this presentation so you capture everyone's interest in the crucial first 60 seconds.

That’s Intriguing #77: How Can I Design a To-The-Point Pitch That Wins Buy-In?

“When someone’s impatient and says, ‘I haven’t got all day,’ I always wonder, ‘How can that be? How can you not have all day?’” – comedian George Carlin

George had it right the first time.

We DON’T have all day to convince people we’re worth listening to.

Busy decision-makers make up their minds in minutes whether we’re a good investment of their time and mind.

That’s why it’s up to you to distill your pitch down to 10 slides.

Yes, I said 10 slides.

If you roll out a 30, 40, or 50+ power point slide deck (don’t laugh, I’ve seen them and, unfortunately, sat through some) … investors are already rolling their eyes and getting out their smart phones.

You do not want to add to the epidemic of INFO-BESITY

I’ve had the privilege of working with hundreds of entrepreneurs on their pitches .. and we always distill their pitch into a crisp, convincing 10 slide, 10 minute format that thrills potential investors because it concisely and compellingly addresses what they need to know to make a decision.

Here are just a few of the criteria I use when designing a to-the-point pitch that will win buy-in to my client’s idea, venture, product launch or start-up. Hope you find them useful.

1. Anticipate and Address Objections:

Investors can be “Doubting Thomas’s.” Ask yourself, “Why would they say no?” and then say it early on. If you don’t address their objections in the beginning, they won’t be listening; they’ll be waiting for you to stop talking so they can tell you why your idea won’t work. Neutralize resistance by naming it . . . first.

2. Title Each Slide with the Main Point and Turn Some Titles into Questions

Don’t force investors to try to figure out the most important take-away. They can’t give you their undivided attention if they’re distracted or confused by an unclear slide. Ask yourself, “What’s the primary point of this slide – what do I want them to remember?” and then feature it on top so everyone gets the point.

Posing questions with your title and then answering it with your content turns your pitch into a two-way dialogue instead of a one-way monologue. Voicing what the group is thinking and articulating what’s on their mind – and then responding to that turns your pitch into an conversation vs. a lecture.

3. State the Problem(s) Your Business Solves:

Exactly how does your business solve an existing problem of your target audience in a unique or more efficient, profitable way? Reference a respected publication (WSJ? IBD?) that reveals a dramatic statistic, a recent study result, or a survey that attests to the size/scope of the problem or need you’re addressing. Specify how your solution is better than the competition or is addressing this problem in a revolutionary, first-of-its-kind way. What metrics can you provide that prove the urgency of this issue or the rapid growth of this demographic?

4. Show Them the Money:

Want investors to give you millions? Show exactly how and where you’ve managed and made millions before. Where exactly have you produced impressive monetary results commensurate with what you’re asking? Prove you’re not a risk with a tangible bottom-line track record of successful launches, exits, sales, profits, savings, payoffs. Don’t wait until the last slide to introduce this; put it up front as the primary question in an investor’s mind is, “Have you generated/managed big money before? Can you be trusted to do it again and make money for us? How?”

5. No TMI. 10 slides TOPS.

People shut down when there’s too many slides and a speaker races to “get them all in.” When people are overwhelmed; they become immobilized. They will not say yes or want to know more if they’re flooded with a fire-hose of facts. Discipline yourself to make 10 clean points. vs. 20 confusing ones.

6. Remember, slides are visual “aids.” Keep ‘em clean and visually appealing.

In a 10 minute pitch, fancy animation or complex graphics can be over-kill. YOU are the show – not your slides. Please, no lengthy documents in tiny print. Distill crucial info into 3-4 bullets max. Make copy easy to “eyeball” with a minimum of 24 point font. Instead of bells and whistles; use a consistent theme with dark text on a light background to produce an easy-to-read, professional-looking presentation.

Elmore Leonard said, “I try to leave out the parts people skip.” Have a max of 25 words per slide. Distill each point into its essence – you can always elaborate when you’re speaking. Numbering points instead of bulleting them can make them easier to follow and more factual.

7. Make Your Slides Right and Left Brain:

Include some human faces along with your graphics and grids to SHOW what you do, not just talk about it. Balance statistics with a real-life success story to “people” your pitch so it’s not neck-up, wah-wah rhetoric. Remember, investors make decisions on emotion and logic. Have a blend of photos of real-live people and back up your claims with empirical data so decision-makers like you and respect you.

8. Put Names and Numbers in Your Claims:

Instead of making vague generalizations (e.g., “team has extensive experience in bio-med” What’s that mean?), say, “For example . . . “ and then provide the names and logos of companies you’ve worked with; the millions of dollars you’ve generated; the number of months it took for a product launch; the hundreds of people you’ve managed. Metrics are trusted. Sweeping claims without specific, real-world evidence are suspect.

9. Give Three Action Options in Closing Slide:

Do you know how most people end their pitch? “Thank you for listening.” Arggh. Talk about leaving money on the table. Don’t close passively by trailing off and expecting the audience to read your mind. Close proactively by asking yourself, “What do I want them to do? Call next week to set up a more in-depth, in-person meeting? Connect with you at your exhibit table at the 2:45 pm afternoon break? Request a free sample or product demonstration? SAY THAT. Be explicit by offering three incentive options that would motivate them to follow-up.

Please note: preparing a pitch is a front-loaded project.

Yes, it takes time (and maybe some consulting money) to “do it right” … however it will pay off.

How much money are you asking for? Half a million? $2 million?

If you want to turn your dream into a funded, successful reality; take the time and invest the money to design a 10 slide pitch that has your decision-makers at hello.

Want 10 ways to DELIVER a pitch that captures and keeps your audience’s favorable attention from start to finish? Email us at Cheri@SamHorn.com and put PITCH DELIVERY TIPS in the subject heading.

That's Intriguing #77: How Can I Design a To-The-Point Pitch That Wins Buy-In?

"When someone's impatient and says, 'I haven't got all day,' I always wonder, 'How can that be? How can you not have all day?'" – comedian George Carlin

George had it right the first time.

We DON'T have all day to convince people we're worth listening to.

Busy decision-makers make up their minds in minutes whether we're a good investment of their time and mind.

That's why it's up to you to distill your pitch down to 10 slides.

Yes, I said 10 slides.

If you roll out a 30, 40, or 50+ power point slide deck (don't laugh, I've seen them and, unfortunately, sat through some) … investors are already rolling their eyes and getting out their smart phones.

You do not want to add to the epidemic of INFO-BESITY

I've had the privilege of working with hundreds of entrepreneurs on their pitches .. and we always distill their pitch into a crisp, convincing 10 slide, 10 minute format that thrills potential investors because it concisely and compellingly addresses what they need to know to make a decision.

Here are just a few of the criteria I use when designing a to-the-point pitch that will win buy-in to my client's idea, venture, product launch or start-up. Hope you find them useful.

1. Anticipate and Address Objections:

Investors can be "Doubting Thomas's." Ask yourself, "Why would they say no?" and then say it early on. If you don't address their objections in the beginning, they won't be listening; they'll be waiting for you to stop talking so they can tell you why your idea won't work. Neutralize resistance by naming it . . . first.

2. Title Each Slide with the Main Point and Turn Some Titles into Questions

Don't force investors to try to figure out the most important take-away. They can't give you their undivided attention if they're distracted or confused by an unclear slide. Ask yourself, "What's the primary point of this slide – what do I want them to remember?" and then feature it on top so everyone gets the point.

Posing questions with your title and then answering it with your content turns your pitch into a two-way dialogue instead of a one-way monologue. Voicing what the group is thinking and articulating what's on their mind – and then responding to that turns your pitch into an conversation vs. a lecture.

3. State the Problem(s) Your Business Solves:

Exactly how does your business solve an existing problem of your target audience in a unique or more efficient, profitable way? Reference a respected publication (WSJ? IBD?) that reveals a dramatic statistic, a recent study result, or a survey that attests to the size/scope of the problem or need you're addressing. Specify how your solution is better than the competition or is addressing this problem in a revolutionary, first-of-its-kind way. What metrics can you provide that prove the urgency of this issue or the rapid growth of this demographic?

4. Show Them the Money:

Want investors to give you millions? Show exactly how and where you've managed and made millions before. Where exactly have you produced impressive monetary results commensurate with what you're asking? Prove you're not a risk with a tangible bottom-line track record of successful launches, exits, sales, profits, savings, payoffs. Don't wait until the last slide to introduce this; put it up front as the primary question in an investor's mind is, "Have you generated/managed big money before? Can you be trusted to do it again and make money for us? How?"

5. No TMI. 10 slides TOPS.

People shut down when there's too many slides and a speaker races to "get them all in." When people are overwhelmed; they become immobilized. They will not say yes or want to know more if they're flooded with a fire-hose of facts. Discipline yourself to make 10 clean points. vs. 20 confusing ones.

6. Remember, slides are visual "aids." Keep 'em clean and visually appealing.

In a 10 minute pitch, fancy animation or complex graphics can be over-kill. YOU are the show – not your slides. Please, no lengthy documents in tiny print. Distill crucial info into 3-4 bullets max. Make copy easy to "eyeball" with a minimum of 24 point font. Instead of bells and whistles; use a consistent theme with dark text on a light background to produce an easy-to-read, professional-looking presentation.

Elmore Leonard said, "I try to leave out the parts people skip." Have a max of 25 words per slide. Distill each point into its essence – you can always elaborate when you're speaking. Numbering points instead of bulleting them can make them easier to follow and more factual.

7. Make Your Slides Right and Left Brain:

Include some human faces along with your graphics and grids to SHOW what you do, not just talk about it. Balance statistics with a real-life success story to "people" your pitch so it's not neck-up, wah-wah rhetoric. Remember, investors make decisions on emotion and logic. Have a blend of photos of real-live people and back up your claims with empirical data so decision-makers like you and respect you.

8. Put Names and Numbers in Your Claims:

Instead of making vague generalizations (e.g., "team has extensive experience in bio-med" What's that mean?), say, "For example . . . " and then provide the names and logos of companies you've worked with; the millions of dollars you've generated; the number of months it took for a product launch; the hundreds of people you've managed. Metrics are trusted. Sweeping claims without specific, real-world evidence are suspect.

9. Give Three Action Options in Closing Slide:

Do you know how most people end their pitch? "Thank you for listening." Arggh. Talk about leaving money on the table. Don't close passively by trailing off and expecting the audience to read your mind. Close proactively by asking yourself, "What do I want them to do? Call next week to set up a more in-depth, in-person meeting? Connect with you at your exhibit table at the 2:45 pm afternoon break? Request a free sample or product demonstration? SAY THAT. Be explicit by offering three incentive options that would motivate them to follow-up.

Please note: preparing a pitch is a front-loaded project.

Yes, it takes time (and maybe some consulting money) to "do it right" … however it will pay off.

How much money are you asking for? Half a million? $2 million?

If you want to turn your dream into a funded, successful reality; take the time and invest the money to design a 10 slide pitch that has your decision-makers at hello.

Want 10 ways to DELIVER a pitch that captures and keeps your audience's favorable attention from start to finish? Email us at Cheri@SamHorn.com and put PITCH DELIVERY TIPS in the subject heading.

That’s Intriguing #76: What is The Eyebrow Test®?

Do you ever:

• Find people aren’t really listening when you’re talking to them?

• Have a tough time explaining your ideas?

• Notice that what you’re saying seems to be going in one ear, out the other?

• Get frustrated because you can’t get across the value or urgency of

what you care about in a way other people get it and want it?

If so, join the club.

We’re taught math, science and history in school – but we’re not taught how to capture people’s attention and quickly communicate what we care about so other people care about it.

As a result, our priorities and projects may not succeed at the level at which they deserve because we’re not able to win buy-in from key decision-makers.

Want good news?

There’s a solution to this. It’s called The Eyebrow Test®.

It’s both a method for:

1. BEING more intriguing in the first crucial 60 seconds when people are making up their mind whether we’re worth the valuable time.

2. TESTING how intriguing we are so we know whether we’re capturing people’s attention.

Here’s how I discovered The Eyebrow Test®.

Several years ago, I was asked to be on the closing panel of an international conference held over New Years.

Pulitzer Prize winners, astronauts, CEO’s and Nobel physicists were on the panel, so I was excited about this opportunity.

The challenge? I had two minutes max to share my insight with the group.

I skipped the New Years’ celebration the night before the panel to prepare.

My son Andrew (founder of Ability List – http://washingtonexaminer.com/blogs/y...) came back to our hotel room after midnight only to find me still up, working on my remarks.

“Whazzup, Mom?”

“Well, I’ve got something to say, but I know it’s not special.”

“Do what you always tell me to do when my brain’s fried. Get up early in the morning and tackle it when you’re fresh.”

“Good advice, Andrew. Thanks.” I set the alarm for 6 am and went to study the inside of my eyelids.

The next morning, I headed downstairs to search for some caffeine to kick-start my creativity.

I turned around after getting my coffee and bumped into a petite powerhouse who was wearing big red, round glasses. I smiled at her and said, “Happy New Year.”

She looked at me, eyes bright, and said, “Start to finish.”

My eyebrows went up at this unexpected response. I was instantly intrigued. “How did you come up with that great phrase?”

She said, “Want to sit for a spell and I’ll tell you?”

I had a decision to make. Was I supposed to go back to my room and work on my two minutes – or was Dr. Betty Siegel (President Emeritus of Georgia’s Kennesaw State University) my two minutes?

Suffice it to say, I went with Betty (literally and figuratively).

Betty turned out to be the most intriguing communicator I’ve ever met.

I was on the edge of my seat through our entire conversation. There wasn’t a second I wished I was somewhere else. There wasn’t a moment I was bored, distracted or confused. She was 100% intriguing – from start to finish.

That’s when it occurred to me. Betty had my eyebrows up the entire time she was speaking.

What was it about it about her?

What made her so intriguing?

I had a triple epiphany.

1. Being intriguing is a rare and welcomed attribute.

2. Being intriguing is a learnable skill and can be (and must be) taught.

3. There is a tangible way to test how intriguing we are.

Just watch people’s eyebrows.

If we tell them something and their eyebrows knit or furrow; they didn’t get what we said.

And if they don’t get it, they won’t want it.

And if they don’t get it or want it, we won’t get what we want – their attention, respect, friendship, money or business.

If their eyebrows don’t move at all; it means they’re unmoved. What we said didn’t reach them. It had no impact at all, which means they’re not motivated to give us their valuable time, mind (or dime).

If their eyebrows go UP; it means we got through. They’re engaged, curious. They want to know more … which means what we just said got in their mental door.

Try it right now. LIFT your eyebrows.

Is your attention activated? Do you feel intrigued? Did raising your eyebrows switch you from an apathetic “I don’t care” state to a more engaged “Tell me more” state?

That’s one of the many benefits of the Eyebrow Test®. It’s a tangible way to gauge how intriguing you are anytime you want, for free, in five seconds.

Just:

• Tell someone your elevator speech

• Read them the first paragraph of your book, blog or article

• Watch someone review the homepage of your website

• Share the 60 second opening of your presentation, pitch or panel remarks

• Explain how you’re going to start a staff orientation or committee meeting

• Give an answer to a key question you’ll be asked in an upcoming interview

• Show a potential client your commercial or the first minute of your video

… and watch their eyebrows.

If their eyebrows go up; you’re in business.

If their eyebrows crunch up. It’s back to the drawing board. (Or, as comedian George Carlin said, “What did we go back to before there were drawing boards?”)

The good news is; if you test an upcoming communication and people’s eyebrows don’t go up; I can teach you how to craft a more intriguing opening so they do go up.

There’s a step-by-step process for having people at hello and I’ve developed it.

More importantly, this process – The Eyebrow Test® – is replicable. It’s helped thousands of people create intrigjuing communications that helped them buy-in to their priority projects – whether that was landing millions in funding, securing sponsorship for a non-profit or landing a dream job.

I may be preaching to the choir, but in case you’re still wondering why it’s in your best interests to learn how to be more intriguing … here’s why.

People today are suffering from info-besity.

They’re BBB. Busy. Bored. Been there-heard that.

They don’t want more blah-blah-blah.

They want epiphanies. They want to feel connected.

And they don’t get epiphanies and don’t feel connected from the old-fashioned “Tell ‘em what you’re going to tell ‘em; tell ‘em; then tell ‘em what you told ‘em” approach.

As Carrie Fisher said, “instant gratification takes too long.”

By the time we do all that “telling,” people’s eyes are glazed over.

If we want people’s attention; we need to pleasantly surprise them in the first 60 seconds with something intriguing and relevant they didn’t expect.

If we do that, they’ll listen up. They will feel connected and curious.

If we don’t; they won’t be listening; they’ll be waiting for us to stop talking. Or, they’ll be surreptitiously checking their smartphone. Or, they’ll have already mentally moved on.

What do you care about?

What is an upcoming communication and you (and your employees or association members) would like to know how to craft a 60 second opening that gets everyone’s eyebrows up?

If you want to know exactly what to say to win buy-in in that situation …contact us at Sam@SamHorn.com to arrange your one-on-one consultation or to schedule Intrigue Expert Sam Horn to teach your group her “can-use-this-today” Eyebrow Test® approaches that have been won raves from entrepreneurs in London, Geneva, Toronto, Amsterdam, Chicago and NYC and from executives from Cisco, Intel and eBay.

We look forward to hearing from you and to helping you win-buy to your priority projects.

That's Intriguing #76: What is The Eyebrow Test®?

Do you ever:

• Find people aren't really listening when you're talking to them?

• Have a tough time explaining your ideas?

• Notice that what you're saying seems to be going in one ear, out the other?

• Get frustrated because you can't get across the value or urgency of

what you care about in a way other people get it and want it?

If so, join the club.

We're taught math, science and history in school – but we're not taught how to capture people's attention and quickly communicate what we care about so other people care about it.

As a result, our priorities and projects may not succeed at the level at which they deserve because we're not able to win buy-in from key decision-makers.

Want good news?

There's a solution to this. It's called The Eyebrow Test®.

It's both a method for:

1. BEING more intriguing in the first crucial 60 seconds when people are making up their mind whether we're worth the valuable time.

2. TESTING how intriguing we are so we know whether we're capturing people's attention.

Here's how I discovered The Eyebrow Test®.

Several years ago, I was asked to be on the closing panel of an international conference held over New Years.

Pulitzer Prize winners, astronauts, CEO's and Nobel physicists were on the panel, so I was excited about this opportunity.

The challenge? I had two minutes max to share my insight with the group.

I skipped the New Years' celebration the night before the panel to prepare.

My son Andrew (founder of Ability List – http://washingtonexaminer.com/blogs/y...) came back to our hotel room after midnight only to find me still up, working on my remarks.

"Whazzup, Mom?"

"Well, I've got something to say, but I know it's not special."

"Do what you always tell me to do when my brain's fried. Get up early in the morning and tackle it when you're fresh."

"Good advice, Andrew. Thanks." I set the alarm for 6 am and went to study the inside of my eyelids.

The next morning, I headed downstairs to search for some caffeine to kick-start my creativity.

I turned around after getting my coffee and bumped into a petite powerhouse who was wearing big red, round glasses. I smiled at her and said, "Happy New Year."

She looked at me, eyes bright, and said, "Start to finish."

My eyebrows went up at this unexpected response. I was instantly intrigued. "How did you come up with that great phrase?"

She said, "Want to sit for a spell and I'll tell you?"

I had a decision to make. Was I supposed to go back to my room and work on my two minutes – or was Dr. Betty Siegel (President Emeritus of Georgia's Kennesaw State University) my two minutes?

Suffice it to say, I went with Betty (literally and figuratively).

Betty turned out to be the most intriguing communicator I've ever met.

I was on the edge of my seat through our entire conversation. There wasn't a second I wished I was somewhere else. There wasn't a moment I was bored, distracted or confused. She was 100% intriguing – from start to finish.

That's when it occurred to me. Betty had my eyebrows up the entire time she was speaking.

What was it about it about her?

What made her so intriguing?

I had a triple epiphany.

1. Being intriguing is a rare and welcomed attribute.

2. Being intriguing is a learnable skill and can be (and must be) taught.

3. There is a tangible way to test how intriguing we are.

Just watch people's eyebrows.

If we tell them something and their eyebrows knit or furrow; they didn't get what we said.

And if they don't get it, they won't want it.

And if they don't get it or want it, we won't get what we want – their attention, respect, friendship, money or business.

If their eyebrows don't move at all; it means they're unmoved. What we said didn't reach them. It had no impact at all, which means they're not motivated to give us their valuable time, mind (or dime).

If their eyebrows go UP; it means we got through. They're engaged, curious. They want to know more … which means what we just said got in their mental door.

Try it right now. LIFT your eyebrows.

Is your attention activated? Do you feel intrigued? Did raising your eyebrows switch you from an apathetic "I don't care" state to a more engaged "Tell me more" state?

That's one of the many benefits of the Eyebrow Test®. It's a tangible way to gauge how intriguing you are anytime you want, for free, in five seconds.

Just:

• Tell someone your elevator speech

• Read them the first paragraph of your book, blog or article

• Watch someone review the homepage of your website

• Share the 60 second opening of your presentation, pitch or panel remarks

• Explain how you're going to start a staff orientation or committee meeting

• Give an answer to a key question you'll be asked in an upcoming interview

• Show a potential client your commercial or the first minute of your video

… and watch their eyebrows.

If their eyebrows go up; you're in business.

If their eyebrows crunch up. It's back to the drawing board. (Or, as comedian George Carlin said, "What did we go back to before there were drawing boards?")

The good news is; if you test an upcoming communication and people's eyebrows don't go up; I can teach you how to craft a more intriguing opening so they do go up.

There's a step-by-step process for having people at hello and I've developed it.

More importantly, this process – The Eyebrow Test® – is replicable. It's helped thousands of people create intrigjuing communications that helped them buy-in to their priority projects – whether that was landing millions in funding, securing sponsorship for a non-profit or landing a dream job.

I may be preaching to the choir, but in case you're still wondering why it's in your best interests to learn how to be more intriguing … here's why.

People today are suffering from info-besity.

They're BBB. Busy. Bored. Been there-heard that.

They don't want more blah-blah-blah.

They want epiphanies. They want to feel connected.

And they don't get epiphanies and don't feel connected from the old-fashioned "Tell 'em what you're going to tell 'em; tell 'em; then tell 'em what you told 'em" approach.

As Carrie Fisher said, "instant gratification takes too long."

By the time we do all that "telling," people's eyes are glazed over.

If we want people's attention; we need to pleasantly surprise them in the first 60 seconds with something intriguing and relevant they didn't expect.

If we do that, they'll listen up. They will feel connected and curious.

If we don't; they won't be listening; they'll be waiting for us to stop talking. Or, they'll be surreptitiously checking their smartphone. Or, they'll have already mentally moved on.

What do you care about?

What is an upcoming communication and you (and your employees or association members) would like to know how to craft a 60 second opening that gets everyone's eyebrows up?

If you want to know exactly what to say to win buy-in in that situation …contact us at Sam@SamHorn.com to arrange your one-on-one consultation or to schedule Intrigue Expert Sam Horn to teach your group her "can-use-this-today" Eyebrow Test® approaches that have been won raves from entrepreneurs in London, Geneva, Toronto, Amsterdam, Chicago and NYC and from executives from Cisco, Intel and eBay.

We look forward to hearing from you and to helping you win-buy to your priority projects.

That’s Intriguing #75: How to Host Interesting TeleSeminars and Interview Series that Keep Listeners Engaged from Start to Finish

“Remember, you’re more interested in what you have to say than anyone else is.” – Andy Rooney

Hmmm …

Well, if Andy was right, we better take responsibility for making ourselves more interesting so people want to hear what we have to say.

I host a monthly That’s Intriguing Interview Series that features guest experts from around the world (i.e., Betsy Myers who was COO of Obama’s grassroots presidential campaign and Michael Gelb, International Brain of the Year and author of How to Think Like Leonardo da Vinci).

People often tell me our tele-seminars are the ONLY ones they listen to from start to finish.

Several clients asked me to “share my secret;” so here’s the document we send our guest experts to prep them to be so intriguing … listeners are on the edge of their seats, eager to hear what’s next.

You’re welcome to use these guidelines with your interviewees, panelists and guest experts so everyone holds themselves accountable for sharing real-life insights and examples that get people’s eyebrows up and motivate them to want to hear more.

Hello ­­­­­­­­­­­­­______________________:

Thanks for agreeing to be a guest expert for our That’s Intriguing Interview Series on _________, 2012.

We are looking forward to you sharing your back-story and best-practice tips with our audience.

We feel a real obligation to live up to our name – so here are some guidelines that can help us produce an engaging, insightful, productive interview that adds value for all involved.

1. Our tele-seminar starts promptly at 8 pm ET (5 pm West Coast Time).

5 minutes before our call … at 7:55 pm ET …please call our bridge line _____. Then enter our code ____.

2. We put everyone on the call (except YOU) on mute and don’t take questions during the call so background noise doesn’t undermine the quality of our recording.

We do invite people to submit questions in advance. I may give a shout out to several people on the call to add variety to our interview. For example, “Lisa from St. Louis has asked . . .”

3. Our goal is to make this interview as unpredictable as possible. Some guidelines to help make that happen are:

* Please keep answers short – 2 minutes or less.

If you have a long explanationto give, it’s better to break it up with a question back to me, such as,”There’s more to that story. Do you want to hear it, or is it time for us to move on?”

* Give a real-life example to illustrate each point which makes information infinitely more intriguing.

When making a point, you might want to use the 2 magic words, “For example …” and then verbally re-live the scene where this happened to SHOW us what you mean so we’re seeing what you’re saying.

* Humor is always wonderful and welcome.

If you have amusing, laugh-out-loud anecdotes or quotes to share that are “on topic,” by all means, share them. As you know, relevant humor makes this more fun and enjoyable for everyone involved.

* Victor Hugo said,”The secret to being a bore is to tell everything.”

Please cherry-pick the MOST surprising or startling things that have happened along the way. We don’t need soup-to-nuts explanations of all your lessons-learned. It’s far more interesting for you to focus on the ONE INSIGHT that was most pivotal, most transformative so we can hear a “best of the best” of your expertise or experience.

* This is not about self-promotion.

In the last 5 minutes, we focus on an exciting project you’ve got coming up you’d like listeners to know about. This could be a new book, public event, coaching series, conference, startup, product launch, etc.

You are welcome to describe this and give your website, blog or social media contacts so listeners can find more information, register, buy a product or service, support your cause, hire you, etc.

4. You are welcome to send questions in advance you’d like to be asked. WE love receiving questions that helps us showcase your work or this topic in a way that does it justice and reveals behind-the-scenes, recent, “wouldn’t have known that” insights.

5. I normally ask questions in a chronological sequence – starting with your early career and taking listeners through the evolutionary unfolding of your work – the epiphanies you’ve had along the way and the insights you’d like to pass along.

Remember what Elmore Leonard said when asked why his books are bestsellers, “I try to leave out the parts people skip.”

Ask yourself, “Is this obvious? A cliche or common sense? Do people already know it?” If so, SKIP IT.

6. Our audience is usually an eclectic mix of executives, entrepreneurs, speakers, authors, non-profit leaders, consultants and creative professionals from around the country. We may have up to 100 people on the LIVE call; hundreds or thousands may listen to the recording in the years ahead.

7. We market your interview to our database of 15,000+ through our newsletter, on our website calendar and to our extensive online network via Twitter, LinkedIn and Facebook.

You are welcome to promote this to your tribe and invite people who would enjoy and benefit from your expertise and experiences. You are welcome to get the description of your program and registration links from our website calendar at http://www.samhorn.com/speaking/calen...

8. We will record the interview -and send you the MP3 within 3 days of the tele-seminar.

As part of our agreement, you are welcome to use that however you’d like – whether that’s selling it as a CD or MP3, excerpting it in podcasts on your website, or using as an audio demo for media.

We are so glad you carved time out of your busy schedule to be on our That’s Intriguing Interview Series.

We look forward to a win-win, rock and roll interview that showcases your contributions and delivers real-life recommendations people can use immediately. We know everyone will appreciate your fascinating examples of how you’ve built a SerenDestiny career where the light is on in your eyes and you’re doing meaningful legacy work that is serving all involved.

These guidelines on “How to Host Intriguing TeleSeminars and Interview Series” are from Sam Horn, author of POP! and the upcoming Eyebrow Test and SerenDestiny. As the founder of The Intrigue Institute which celebrates intriguing ideas, individuals, events and organizations, Sam horn helps clients create more compelling communications. Her work has been featured on NPR, MSNBC, BusinessWeek.com, New York Times. www.SamHorn.com