How to Get to Your PointHow to Get to Your Point
In 30 Seconds or LessIn 30 Seconds or Less
Speaker BiographySpeaker Biography
Myles D. Miller MBA, MCSE, PMPMyles has over 20 years experience in the project management field, across multiple industries including retail, defense, state and federal government and most recently hospitality. During his varied career, he has led projects ranging in budgetary size from $100K to $500M. His team leadership has impacted national and international companies and governments.
Topic AgendaTopic Agenda
30 Seconds is all you need
Know what you want
Do have the right person?
Use the right approach
Closing/Recap
30 Seconds is all you need30 Seconds is all you need
Heard or said any of these… “If only they would get to the point.” “I can’t see them today, I haven’t got the
time.” “Don’t answer the phone. It might be ____.
They talk forever.” “He talked for an hour and I don’t know what
he said”
SOUND FAMILIAR……
30 Seconds is all you need30 Seconds is all you need
Two reasons why…
Time Constraints
Attention Span
30 Seconds is all you need30 Seconds is all you need
Time Constraints We all want it fast and now…
Fast Food Fast Cars Fast Deals Microwave meals “Give me the bullet”
“Lost time is never found again” – Ben Franklin
“The hour of years ago is the 30 seconds of today” – Milo Frank
30 Seconds is all you need30 Seconds is all you need
Attention Span Our minds can only accept so much data in
a steady flow. Our minds wander to thoughts of money,
sex, other good things in life
The attention span of the average individual is
30 seconds!!!
30 Seconds is all you need30 Seconds is all you need
When I say go I want you to stare at this object for the next 30 seconds…
How did you do?
Were you distracted by other things or people in the room?
Did your mind wander to thoughts about something other than the object?
Was your attention span less than 30 seconds?
See why this time makes sense?
30 Seconds is all you need30 Seconds is all you need
I know what you are thinking…“I can’t get my point across in 30 seconds”
Remember this…TV and Radio advertisers do it all the time.
So why not you?
Know what you wantKnow what you want
What’s your objective? Remember Dorothy from The Wizard of
Oz, she knew what she wanted, to get back to Kansas.
First Basic Principle –
Your 30 second message must have a clear-cut
objective
Know what you wantKnow what you want
The objective is….
The Goal
The Destination
The Purpose
The End Game
The Target
Know what you wantKnow what you want
Objective examples: Employee wants a
more important job in the company
You want to take a vacation
You need to ask for more money for your project
You need more team members to complete your efforts
Your client wants to spend less for the service they require
You want to sell an idea or concept to upper management
You want to increase productivity in your project team
You want to introduce new project standards
Know what you wantKnow what you want“MIXED OBJECTIVE”
MARK – I’ve been looking at ways to improve our
productivityVP – Good. What are your
recommendations?MARK – Well, we could speed up
our operation with a new X100 computer.
VP – But that might take us over our budget. Is there an
alternative?MARK – Yes. We could hire another
secretary. That would work.
VP – Which do you prefer?
MARK – I’m not sure. Maybe we should also think about
an assistant – a grade above a secretary
VP – That’s possible too. What are the comparative costs?
MARK – I don’t know. Let me put some figures together
and get back to you.
A week passes and until Mark gets his figures together and goes back to the VP it is too late. The funds have been allocated elsewhere. Mark’s needs have been lost and his impression with his boss has been affected as well.
Know what you wantKnow what you want
“Single Clear Cut Objective”
MARK – I’ve been looking at ways to improve our
productivity
VP – Good. What are your recommendations?
MARK – Well, we could speed up our operation
with a new X100 computer. The rental costs are high, but it would save time and money in the long run and pay for itself in eighteen months. Here are the figures.
VP – Is there a less expensive alternative?
MARK – Yes. We could hire another secretary, or an assistant. But I don’t
think the end results would be the same. This is a breakdown of the
comparative costs.
VP – You prefer the computer, don’t you?
MARK – I do. And the manufacturer
will set up the program and train us in its operation at no extra cost.
VP – Good. I’ll present your figures at the next
budget meeting and we’ll see what we can do.
Know what you wantKnow what you want
Finding your objective – Ask your self these questions…
Why am I going there?
What do I want to achieve?
Why do I want to have that conversation?
Why do I want to write the letter/email
Why do I want to meet with this person?
Why do I want to address this meeting?
Know what you want –Know what you want –30 Second Recap30 Second Recap Every objective is your goal, purpose or
destination. It is why you are there. You can have only one objective You do not have to state your objective
except to yourself The First Basic Principle is to have a
single clear cut objective
Do have the right person?Do have the right person?
Knowing your listener and what they want is the Second Basic Principle of the 30 second message.
Once you have determined what your objective is, always ascertain who can give you what you want.
Go to the person who can get it done!
Do have the right person?Do have the right person?
To get your point across in 30 seconds or less… Determine your objective
Determine the right person/group who can give you what you want
Most important… Know what the person/group is going to want from you
Do have the right person?Do have the right person?
Know who you are talking to… Are they a workaholic? Do they have confidence and like people
with confidence? Do they like ambitious people? Are they a people or process person? Are they dreamer or facts and figures
person? Do they like long detail or brief bullets?
Do have the right person?Do have the right person?
Don’t shoot at your target in the dark…
ILLUMINATE YOUR TARGET!!!
Know where to AIM
Know what you want to HIT
Both are essential as you prepare for the delivery of the 30 second message.
Do have the right person?–Do have the right person?–30 Second Recap30 Second Recap Go to the right person, the person who
can give you what you want Know as many facts about the
person/group you will be talking to Identify with your listener Knowing your listeners and what they
want is the Second Basic Principle of the 30 second message
Use the right approachUse the right approach
Back to Dorothy and The Wizard of Oz They all knew their objectives – Brain,
Heart, Courage, Back to Kansas. They knew who to see to get what they
wanted – The Wizard They needed an approach
THE YELLOW
BRICK ROAD
Use the right approachUse the right approach
The Third Basic Principle of a 30-second message is a well-formulated approach
The right approach is the single thought or sentence that will lead you to your objective.
Also known as a premise, concept, driving force, strategy, game plan or theme
Use the right approachUse the right approach
Remembering your objective and listener… Ask these questions and answer them in single sentences (If the answer is the same to two more questions, then you have the right approach)
What am I talking about? What’s the basis of my game plan? What’s the heart of what I want to say? What is the single best statement that will lead me to what I
want? Can I comfortably build a case around this statement? What other vital statements will fit within or relate to this one? Will this relate to the needs and interests of my listener?
Use the right approachUse the right approach
Objective and Approach are essential to each other and are interdependent
Here’s an example of an approach with no objective…
You are leaving in the morning . You are either going by helicopter, camel or roller skates, but you don’t
know where you are going.
Ridiculous, right!!!
The right approach without an objective is useless.
Use the right approachUse the right approach
As you use clear cut objectives and right approaches you will get more excited about their power
Here are some examples…
Use the right approachUse the right approach
Employee to boss
Objective: Wants promotion
Approach: A company must develop leaders to survive
Boss to employee
Objective: To keep employee without giving them a raise
Approach: Everything in its time
Customer to Salesperson
Objective: To get the best buy
Approach: I like your product, but I am on a tight budget
Salesperson to Customer
Objective: To sell diamonds earrings to the customer for his wife’s anniversary
Approach: What better way to show you love her?
Use the right approach – Use the right approach – 30 second recap30 second recap The right approach is the single thought
or sentence that will best lead to your objective
The right approach will take into consideration the needs and interests of the listener
The right approach will give you focus and always keep you on track toward achieving your objective.
Closing/RecapClosing/Recap
Review…
The Three Basic Principles of the how a PM can get to their point in 30 seconds or less:
Know what you want:
OBJECTIVEKnow who can give it to you:
RIGHT PERSONKnow how to get it:
RIGHT APPROACH
Check out these ResourcesCheck out these Resources
“How to Get Your Point Across in 30 Seconds or Less” – Milo O. Frank
Get Motivated Event – June 17, 2009 Wachovia Center, Philadelphia, PA Speakers include: Zig Ziglar, Gen. Colin
Powell, Donovan McNabb, Steve Forbes, Rudy Giuliani, Charlie Manuel, Cole Hamels
www.simpletruths.com www.mindperk.com
Contact InformationContact Information
Myles Miller – SSI Email: [email protected] PH# 717-329-7073
Tom Mattus – SSI Email: [email protected] PH# 877-390-3057