- Public speaking secret number four.
You want to get clear
about the outcome.
Say it with me.
Get clear
about the outcome.
I am shocked
how many times I see speakers,
they go on stage
without a clear purpose.
I don't know why they're there
and I'm not even sure they know
why they're there.
What's the outcome that you want?
Why are you taking up the time?
Because as a speaker you
have to think about this.
You don't want to waste people's time.
- [Desmond] No.
I don't want to waste people's time.
You don't want to waste people's time.
So when you have a hundred people
in the audience,
that's a hundred people's time.
So it's not just,
you speaking for one minute.
So let's say you're speaking
for one minute,
a hundred people,
that's a hundred minutes
of people's lives.
So then you wouldn't half ass it.
That's the way I see it.
Right.
You take responsibility
and say you wanna be good.
So what's the outcome
that you want to create?
So are you there to sell?
Are you there
to actually get a sale to close some kind of deal?
Are you there to sell?
Well don't lose sight of that.
You're not there to get applause.
You're not there
to show the world how smart you are.
You're there to get a sale,
to get a contract to get an agreement.
Right?
Then you sell.
Are you there to entertain?
If you're there to entertain
then just entertain,
have a good time.
Make sure the people have a good time.
You have a good time.
Right?
Are you there to inform?
Maybe it's in a corporate setting
that you want to inform your prospect
or your client
about certain things
or certain issues
or a trend is coming up.
By the end of the presentation
do they understand
what that thing is
and what do they need to do?
Right?
Or there's some kind of steps you need to take.
So are you there to inform?
Or are you there to motivate
and inspire?
Meaning that
how do you want them to feel
after your presentation?
Do they feel inspired
and can't wait to take action?
Kind of like Tony Robbins.
Or do they feel
well...
kind of same?
That, it's cool.
It's interesting story
but it just doesn't do anything for me.
Right?
So what is the outcome that you want?
Does this make sense?
Get clear about your outcome
And also means,
another way you look at it is,
in order to get clear
about your outcome
doing your homework ahead of time.
Who are you speaking to?
Do you know who you're speaking to?
Who is in the audience?
Are you speaking
to a group of...
entrepreneurs?
Are you speaking
to a group of just friends?
Right?
Are you speaking
to a group of kids?
You need to know like
who is your audience
and again,
what's the outcome you want to create?
Very, very critical.
Sometimes like I see speakers
where.
I've seen this before,
this is like the worst.
Let's say there are
a number of speakers.
The first speaker present.
He told some kind of jokes.
Second speaker came up.
- [Male In Blue Suit] He told the same joke?
- Same joke.
- [Male In Blue Suit] Oh man that's so bad.
- That is the worst
and then the second speaker wonder
how come nobody laughed?
It usually works
but how come nobody laughed?
Because of that.
Now if you're smart
you should be kind of paying attention
to the first speaker,
just whoever is speaking
before you,
what is going on
and you know.
Like okay
maybe then you can still change
and not use that joke
and use something else.
Right?
Can you sell
and inspire at the same time?
Okay some will sell before.
You will not be able
to sell without inspiring them.
In fact when it comes to closing
you are inspiring your audience
to take a new action.
So you will not be very effective at selling
from stage if you're not inspiring others.
Right?
So a little bit of both.
A little bit of both
and when you're presenting,
depends on the time you get,
less is more.
Less is more.
So if you've got a eight minute,
10 minute time frame.
Right?
So make sure you
don't try to cram
too much in.
If you've only got like 10 minutes
just focus on 1 point.
If you've got like 30 minutes
maybe 2-3 points.
Don't try to jam like 30 points
or 10 points in like
a 30 minute time-frame.
Less is more.
Right?
It's not just
say hey,
you say this,
you say this
and then the audience
gets overwhelmed.
- [Male In Blue Suit] Yes.
- Guess what?
When they're overwhelmed
they don't take action,
they are confused
and they tune out.
- [Male In Blue Suit] Yep.
- So just give them enough
but not too too much.
The reason you want
to give them too much.
Again it's focusing on what?
Yourself.
Because you want to sound intelligent,
you want to sound like
you know what you're talking about,
you want to sound like
you've done your homework.
So let me overwhelm you.
A perfect example.
Think back,
the professor you had
when you were in college.
He doesn't give a fuck.
Right?
He was just--
- [Male In Blue Suit] He was just
spouting out numbers.
- Just overwhelm you.
He doesn't care if you understand,
he doesn't care.
He just wants to
get through all that stuff.
- [Male In Blue Suit] Yep.
- Go through all that chapter
because that's what he's supposed to do.
But that's not a good teacher.
A good teacher would be like
hey slow down I wanna make sure
that you get what I'm talking about.
That's the difference right?
Remember that college professor?
Yeah.
That's a perfect example.
Try to cram too much in one session.
In one speech.
- [Male In Blue Suit] So Harvey was asking
what's the difference
between selling 1:1
versus selling one to many
or selling on stage?
I think that's a very advanced topic
to go into.
- It's such an advanced.
I'll give you a short answer okay?
It's first of all
it's a completely different skill.
Selling 1:1 you're
doing only maybe 20.
You're doing 20% of the talking.
Your prospect on the phone
or 1:1 is doing 80%.
You're asking questions
to lead them to a sale.
On stage you don't have that luxury
because you cannot get feedback
from the people one on one.
Thank you.
From one on one like this.
You just can't.
So completely different skill set.
It's like you ask me
about riding a bike
versus running a marathon.
Like they're like,
both kind of get you somewhere
but they're two completely different skill set.
Same thing with copyrighting.
Copyrighting,
closing,
selling from stage,
totally different skill sets.
All communication
but they're all very very different.
Very different.