A few years ago, I had a client in private equity who liked to begin his fund raising pitch to investors new to the asset class with, “I think there are three questions on the table: Why private equity?  Why private equity in emerging markets?  And why us?”

It’s a practical approach, simple and business-like.  It puts the listener at ease, and offers him the prospect of an education without making him feel pressured or uninformed.

Use the three whys to provide the skeletal structure for a simple argument.  And remember, telling stories and including a why not or two will add to your persuasive impact.  No investment is perfect.

Sims Wyeth & Co. provides public speaking courses, executive speech coaching, presentation skills training, voice and speech training, speech writing, and courses that address stage fright, body language, presentation strategy, and effective use of PowerPoint, all of which contribute to greater executive presence and personal impact.  Sign up for our presentation tips and learn more about us at http://www.simswyeth.com/.

In the late 90’s I had a client—a well-known AIDS physician—who gave talks on his research.  “Nobody comes to my presentations to hear the data,”  he liked to say, “They come to hear what I think about the data.”

I agree.  Data is raw material to which analysis adds value.  But beyond his intellectual interpretation of the numbers, which had value in itself, was the power of his stories about individual patients.

Without stories, data lack emotional appeal and are hard to retain, no matter how conclusive.  Stories without data are merely anecdotal.  But data with stories pack a double whammy, appealing to the head and heart, and that can be decisive.

Sims Wyeth & Co. provides public speaking courses, executive speech coaching, presentation skills training, voice and speech training, speech writing, and courses that address stage fright, body language, presentation strategy, and effective use of PowerPoint, all of which contribute to greater executive presence and personal impact.  Sign up for our presentation tips and learn more about us at http://www.simswyeth.com/.

The Wizard of Oz wouldn’t be much of a story—wouldn’t capture and hold our attention—if it weren’t for the wicked witch.  She plays an important part.

Your presentation is always more effective when there’s an obstacle to overcome, a problem to fix, a myth to be busted, or a puzzle to solve.

Witches are problems for little girls in Kansas, and problems bewitch companies and projects all over the world.  To capture and hold attention, get your witch in the story early.

Sims Wyeth & Co. provides public speaking courses, executive speech coaching, presentation skills training, voice and speech training, speech writing, and courses that address stage fright, body language, presentation strategy, and effective use of PowerPoint, all of which contribute to greater executive presence and personal impact.  Sign up for our presentation tips and learn more about us at http://www.simswyeth.com/.