Jump-start Monday – Capture & maintain your audience’s attention

Jump-start Monday – Capture & maintain your audience’s attention

good morning everyone this is michael berate welcoming you all from limassol cyprus to jumpstart monday it’s our episode every monday where we share a book that has touched us an online course that has helped us improve our skills and a proverb that has resonated with us we’re broadcasting live on facebook linkedin and youtube and if you’re here just drop me a note to see who’s here first and in just a little while we’re going to have one of my favorite episodes of this year because we’re talking about training we got a lot of messages from internal trainers external trainers people who just stand up on the podium to speak to their teams internal teams or external teams or at conferences and they all ask me the same question how can we make it more interesting how can we capture our audience attention how can we drive through knowledge and make it stick how can we bring positive change well this episode is dedicated to that and let’s see who’s here just before i go on george always first good morning have a great week savia is here hello savia and my friend and mentor uh trainer as well lahatsv a great sales trainer one of the best 100 sales trainers in the world from israel is watching us guys i want to try one test first because we had some technical problems the other day can you please let me know if you can hear me now that i disable the camera now that i disable the camera can you still hear me just drop me a yes if you can so we don’t run into the same exact same technical problems that we had last week i’m waiting for one yes before i move on to our winner of our previous episode and getting to a very interesting topic excellent great great thank you sabia thank you stelios great to have you here okay who’s our winner from uh the previous previous episode who shared the episode and won a yearly subscription to the stand-up standout online course on public speaking very relevant to what we’re talking today it is mr apostolos papadopoulos the winner mr papadopoulos pleased to get in touch with me at michael michael variety.com to tell you how to claim your prize so guys let’s move on and let’s be brief because we have a lot of things to cover i’m going to be giving you 6.5 ways to make your trainings more interesting to drive knowledge through and to capture your audience’s attention make them leaning forward so let’s start with number one number one is all about listening and as an example i’m going to be citing uh the american p i production indemnity that’s my customers in new york city and i want to talk about uh what happened there and how i made it interesting and what got me back in 2017 was the first time 2018 and then back in 2020 via webinar because of the pandemic so let’s see what happened number one the first thing you need to do is sit down and listen to the management as you can see here this is a photo in new york city i’m listening to all three vested invested parties that the people who are in charge of the american pmi club the first thing you need to do is to listen in like a good student to ask clarifying questions to the management in order to recognize and to realize what it is exactly that they need you for so as i said in previous episode god gave us two ears and one mouth we should use them in that proportion but listening to the management which is the number one is not enough so number two is we also need to bridge the gap and also understand if there is a gap between the management and the employees as you can see here let me go here to the american piano club i sat down with the employees at the american pmi club and asked for their uh feedback too uh sometime there’s a great gap i’m not saying in this case there was a gap but sometimes there is a great gap so you need to sit with them and try to understand their needs once uh what’s keeping them up at night and if it’s a very big company and you cannot interview everyone you take a percentage of the people within that company from all layers of the hierarchy and you interview them so you have what the management has said and what the employees have said so you are starting to form a clearer picture on where to march just before you prepare your timetable which is number four you need to do something else in order to have captivating seminars that will capture the attention that would drive knowledge through number three my dear friends is what you now see on your screen you need to understand your audience and there are six burning questions you should ask not only yourself before preparing for that keynote if it’s an internal speech an internal uh seminar or external for that matter but you also need to ask the management and the questions are the following let’s go to the questions this is an example from my address for success speaking in public workshops some of you have attended it the topic here is how to hire and keep talents in a work environment that has changed culture what is your audience like i’m giving you the audience for this particular example it’s the hr and management were coming for this particular topic so second question is why is your audience at your presentation most probably because the hr management are at an age the hr and the management in that particular company were approximately from 40 years old to 60 years old and because our topic was hard to hire and keep talent i presumed and i asked and that was the case they were losing a lot of talent what was the reason they were losing a lot of talent the reason they were losing a lot of talent and that’s the reason they were there for this presentation was because they didn’t know exactly how to deal with millennials and according to statistics 70 percent of the workforce and of managements today are comprised of millennials and in 2025 that will go up to 85 of the workforce and those millennials which are occurred approximately 84 percent of the managers in the workforce they have to manage five generations one below them generation z and they have to manage four and three above them so if you don’t understand millennials and they will comprise the vast majority of your audience then you will keep on losing them so let’s go back to our question so why is the audience at your presentation they were there because they wanted to understand how to come across and how to them and also to keep them how can you solve their problem in this case i opted to bring in case studies of other companies that i have helped and how we’ve done it and everyone has a problem everyone goes to bed with a thorn in their back everyone has a problem that keeps them up in this case it was hard to keep these people and and they didn’t know ways to go about it what do you want them to do well what i wanted the hr and the management to do is to give millennials what they uh price the most and that’s ownership not in terms of shares but in terms of ownership of projects give them ownership tell them what you want them to do and let them do it and they will surprise you with their ingenuity they are a bright generation and i cannot put them all in the same box uh and that generation needs freedom so in this case i wanted to drive the management and the hr to understand that they needed to let them er to let them be a bit free and decide so let’s go back to our questions fifth question how might they exist how people like to be in their comfort zone they like the status quo so in this case because the hr and the management where from an older generation they were used to doing things in the way they used to do them and if the wheel is not broken why fix it but they were losing talent especially with the pandemic coming on some people wanted to work from home so we needed to really understand our workforce needs and bring examples so uh they were resisting but at the end but they were losing also people so we needed to bring examples with the sixth question which is how can you best reach them and how can you best reach people my dear friends which is the next point i’m going to be talking about is by doing three things here they are some people prefer to hear things some people prefer to see things and some people prefer to do things in order to understand them and we experience the world as you know quite well through our senses so let me give you one example or and make it vivid of how these string three things differ hearing seeing and doing so let me switch off my camera and tell you how to do a paper airplane so how do you do a paper airplane all right you take an 8 and a half by 14 by 11 piece of paper that’s an a4 paper you fold it in half lengthwise then you hold the paper airplane in the center then you fold the two edges and you make a small triangle and so on and so on so now you’re trying to make sense and you’re trying to bring an image into your mind of how to make an airplane but it’s difficult because you have to envision it so now let’s go on and see how we can do our paper airplane so let me switch cameras so we take an a4 let’s see together we take an a4 paper we fold it in half then we do a small triangle on top and another triangle on the other side then we take this edge we bring it here we fold it we make a sharp edge so it can fly it’s the same it needs to be aerodynamic and we do the same on the opposite side then we fold it in the middle we take one of the sides and we fold it to the side and the other and there you go we have our airplane so now let’s go and do it together so we can do it much better are you ready guys let’s do it together first take an a4 paper now divide it in half is that clear great let me turn the camera down now so now make a small triangle as you can see here make another triangle on the other side let’s do it together yes take this edge here take this edge here let me show you again take this edge here and bring it over here we bring it down we take the edge and we bring it over here we do the exact same thing with the other side then we fold it in half we take one of the wings we fold it to make a razor sharp edge then the other one to make another razor suburg we lift it up and here it goes that’s our plane let me revert to this so some people prefer to see some people prefer to hear and some people prefer to do in your training sessions you should cater for all three but i suggest and that’s the reason why in germany and luxembourg they have a lot of students who get out of university and find work is because they get them to do things and in the last year they send them to companies like volkswagen and the rest uh to work with their hands and try things out so in most of your trainings i suggest get people to do things and one of the reasons why gamification is so important and it helps is because it gets people to move around as we see here let me give you i’ll show you the example with the american pni as soon as i got them in new york to move around they started learning more things and we started to bring the message through so we all also share a proverb every episode and the program that i will share here uh it fits like a glove for what we were talking just now it comes from benjamin franklin who said tell me and i forget show me teach me and i might remember but involve me and i will learn so in your training sessions involve your audience so now let’s go to the fifth one the fifth one is all about the timetable timetables are very important because if to fail to prepare is to prepare to fail let me bring the example of the american pianist once again i always like to be very very prepared so i as soon as i do the first one the second one i talk to the management i talk to the percentage of the employees i find the gap and then i asked the six questions in order to understand and start to devise my plan of action in training sessions or keynotes then it is very important to have a timetable let’s go and have a look at the timetable uh it’s from new york city as you can see on the top in 2018 i write everything down in this in this particular example i started by giving each and every person uh at the american pmi club a lemon as soon as i entered in uh it was on differentiation or topic so i asked them to get a hold of their lemon become friends with their lemon and then i went around with a black bag and i collected all lemons i put i put all the lemons on a side table and ask them come and find your lemon some people could find it because they made a note on it some people could find it because they were very observant but some people couldn’t and i said differentiation is the exact same thing uh when serving your customers they need to remember you you need to remember them you need to make notes because you will forget at the end of the day and in this case i wrote everything down as you can see from my second page i know exactly how long the cube exercise which is an exercise that i learned from my friend lahatsby who’s live on our call now will last uh i know when it’s the coffee break i even write down if you see there at 11 from until 11 15 the password of the 19 meter survey that i’ve done in case something goes wrong i will have the password not only read 10 on the cloud up in the sky but i will have it written down because to fail to prepare is to prepare to fail i might not go according to plan but i want to have my plan with me so if you want to become more uh if you want you to draw your audience attention if you want to drive knowledge through you need to be very organized very meticulous in how you move forward by doing things that some people who like to hear uh will participate some people like to see but most importantly people who like to do with gamification as i said earlier so now we go to perhaps the most important thing of all the tips that i will share today this is my own personal uh stare method and i want to share it with you if you want to become a more convincing speaker presenter either in internal seminars or external seminars and i will get to your chat because i see some of you have questions uh if you want to become a more convincing if you want to make your audience more gullible you need to follow the stair method let me show you exactly what the stair method is all about stir it’s like uh stirring your soup you stare like our grandmother used to stir our soup so the stem method says the following most speakers make statements they make statements and then they expect their audience to be gullible they expect their audience to follow them they expect the alliance to say yes that’s exactly how i feel no it’s not only enough to make a statement but you have to go move on to the t and the i think it through and then illustrate it and then restate your original statement if you manage to do this uh for each of your points and i will bring an example in just a little while then you become a more convincing and a more captivating speaker why do we need the t and the i think through let’s say for example uh i say that a bomb has fallen and 1 000 people in cambodia lost their lives and i will bring a solid example in a while yes you think it through it feels bad but if you illustrate it with a single example if you zoom in with a single example and you say that little johnny was six years old lost his legs his mother died and his father died and his little sister is injured and fighting for her life then it be he becomes more emotional people will lean in forward beca because it’s a single example like the titanic if they started showing us the titanic at 40 minutes since in the movie we wouldn’t have felt so connected with the two actors so things for an illustrator can be one thing but i prefer to have them as two so let me give you an example of uh a real statement that i’ve made that was in tallinn estonia when i addressed the ericsson team their co and 300 other people and that was a statement that i made i think it’s a statement that you will agree with but still if you don’t illustrate and if you don’t think through and illustrate your statement you’re not a convincing and a captivating speaker so now let’s go and see the statement that i’ve done i’ve said in 2016. i said the companies that are going to survive are those that build trustworthy relationships with their customers if you ask me i agree with it because i said it anyway but if we don’t think it through and illustrate it we’re not becoming convincing so how did i think it through what was the main example that i gave the more general example i sent that events of the past corporate scandals you remember with the emissions scandals of volkswagen bankruptcies like enron or the recession have greatly damaged trust in professional relationships and i continue to say that in a very transparent regulated and technologically advanced world reliability and trustworthiness should be the backbone of any ambitious company in other words in this very transparent ecologically advanced in the regulated world we’re going to be found out that’s exactly what happened uh to mr silluris who was in charge of a member of parliament in cyprus there was a hidden camera and they saw everything that was happening we are going to be found out in this world if we are not trustworthy so let’s move on to the illustration part i want an example that drives in so for this example for this particular case i used daniel kahneman the israeli american nobel prize winner in 2002 daniel cameron said people would rather do business with a person they like and trust rather than someone they don’t even if that likable person is offering a lower quality product or service at the higher price so in other words people would like to do business with you even if you have a lower quality like a lot but a lower quality product at a little bit of a higher price because it’s all based on trust and think about it if you trust people you will do business with them even if there is a minute price difference so now that i i’ve done my i said my statement i thought it through and i illustrated i come back and i restate my original statement look at the second paragraph which says for example so i’m restating exactly what i said at the beginning companies across the globe are dealing with the most informed the most knowledgeable and the most demanding customer or customers of all time building trust is of more value than ever before i wanted ericsson to lean into my speech and understand that it’s all about building trust how to build trust how to increase trust and lower the tension that was my speech all about i could have said that trust is very important in professional relationships but if i didn’t go through the stair method i wouldn’t have made them lean in and if you want to make your audience leaning become more interested and you become more interesting as a speaker as a trainer internal or external on uh on giving a speech at a conference or just speaking to your team sitting down you need to use the stair method so uh i can send you an example of the stair method that’s the exact same one i have in the in the core stand-up standout and here it is if you’re giving a five minute presentation you only need to make one point so you write down your point you wanna make you think of your statement think through illustrate it and restate it what are you gonna say so you need research here you can use metaphors you can use analogies you can use stories to illustrate this if you have a 10 minute presentation i suggest you do two or three stirs if you have a 30 minute presentation like i have now you can use five points to illustrate them but always always use the stair method state it think it through illustrate it with an example if you can and restate it you need to do your push-ups you need to do your research so let’s go to the sixth and final one and then i’ll recap the sixth and final one is make it fun if you can make them laugh you can make them learn how will you make people laugh first and foremost watch stand-up comedy my friend dr saba strichas he goes on to netflix on a weekly basis and watch stand-up comedy watch a stand-up comedy that’s one of the ways to improve your humor but also make notes of something that you find funny this is my own book michael verratti inspiration and ideas if i hear someone who’s funny if i see something that’s funny if i if i hear a joke and i want to incorporate it into my training sessions at a particular point in my timetable i’ll do it but there is a saying in english pale ink is more attentive than the most retentive of memories let me repeat that pale ink is more attentive than the most retentive of memories if you don’t note it down you will forget so to recap number one you have two years and one mouth when you go and meet with a customer for the first time you don’t need to convince them you don’t need to speak a lot you need to speak less try to understand their needs and concerns because most likely you’re talking to the management or to the hr but that’s not enough the puzzle is not completed by the way you should ask clarifying questions it’s not completed if you don’t meet also with the employees if they said a very big company get to get a percentage of the employees to interview like i did with the american pna club it’s a smaller company of 10 20 people you can interview everyone then remember the six questions that’s the six questions you should ask yourself but you should also ask the management and in certain cases the employees you can also do your research and find out about the six questions think uh use your intuition to understand what’s keeping them up at night most companies now they might be kept up at night thinking how cool will i bring everyone back will it be will i be able to work with flexi workers i’m working from home and some with a hybrid model you can also find out the concerns by thinking and by asking then some people prefer to hear some people prefer to see and some people prefer to do i suggest you do all three but because we perceive the world through our senses get people to do things once they try they learn more that’s what my experience has shown me to fail to prepare is to prepare to fail so have a timetable ready you might go straight your plans when they hit the ground they might change but at least you have your timetable the stair method do not only make statements think them through illustrate them and then restate them and last but not least make it funny and just before i see your comments let’s see the book that i’m suggesting and the book that i’m suggesting is the following it is called mindset by dr carol dweck she’s a psychologist it’s the book that all the big tech companies are using from microsoft to apple and it talks about a growth mindset and a fixed mindset a fixed mindset says that’s the card i was dealt in life i cannot do anything about it i’m that person the growth mindset set says let’s see how we can make it better let’s see how can we improve and the reason i suggest that this book for today is because i want each and every one of you to have the growth mindset when you get into your training sessions how can i make my training session better how can i improve it how can i drive knowledge through and make a positive and lasting change in my organization so that’s that’s it’s that’s it from me let’s go and see your chats and uh let’s see who’s here please mentor philly how are you doing great book you read it i’m so happy sotia christo highly engaged employees make customer experience disengaged employees break it correct our clark my friend thales panagiris is here as usual outstanding michael thank you for sharing so many valuable tips with us thank you talis george gibriano examples on the aspect of your interests another important way to make your presentation more impressive correct great proverb says gada my friend kata is here staying up alisa costa hola bien come estas sinek has alexandros really nice video on millennials michael grady i’ve seen it for anyone who wants to have a look i’m a millennial and can relate to nearly everything he says i’ve seen that video i highly suggest it dimitri is truthful good morning everyone good morning dimitris how you doing greece is here costas michalo bulos hello costas elada palmiri my classmate good morning everyone george gibriano how you doing my friend nutri chef that’s a book you should read written by my friend george gibriano and uh give one of my book nutrition to the best nutritional book in the world present to your present to your participants yes george okay i’ll give it uh i’ll give two presents for the next time so send me one and i’ll i’ll give it as a present okay great so guys thank you very very much for being here uh if anyone wants to send me a message directly please do so if you want to follow michael variety on youtube and get our latest videos and be informed about everything that’s coming up please follow us thank you very much have a productive week ahead and a great month as well bye-bye
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Jump-start Monday - Capture & maintain your audience\'s attention

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