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Today's Tip:  Remember That You Have *Two* Hands

Watch most political or business speakers and you will see that they make a variety of gestures --- all with the same hand. The true pro gives a more balanced performance, utilizing both hands and arms to emphasize and enforce his or her content.



Feature Article: 5 Techniques for Persuasive Speeches that Actually Persuade

On our website, the most visited page is the persuaders page. That's not surprising considering that the need for persuasive speeches covers an immensely wide range of oral presentations. In fact, any time you try to effect change, you are (or, should be) giving a persuasive speech. Think of some of the more common situations:

• campaigning for votes, in politics, in associations, in program, personnel or project selection,
• fund raising from the public or as part of a budget process,
• motivating staff or volunteers,
• selling a product or service,
• applying for research and other grants, and
• getting 'buy in' for a new program or regulation.

While each of these has some unique qualities, several persuasive elements are critical to all of them.

Let's consider five of the most important.

• WHAT'S IN IT FOR YOUR LISTENERS TO SUPPORT YOU?
  Before you write one word of your presentation, think about how supporting your proposal will affect your listeners, positively - but also negatively. Will it give individuals a better community life? Will it open the company to a new area for innovation? Will it bring in new active members to your association? And,what time, money or effort must your audience contribute to give you what you need?
  
  Once you know that, you can focus your examples, and your specific request to those targets.
  
  
• ALWAYS USE INCLUSIVE LANGUAGE.
  This is 'inclusive language' as defined by us at SpeechGems:
  • 'we' not 'I',
  • 'we' not just 'you',
  • 'our' group/company/association,
  • 'together',
  • 'as a group',
  • references to shared experience, etc.
  
  
  Sprinkle these throughout your talk to build a feeling of teamwork.
  
  Yet, bonding with your audience is only half the battle. Persuasive speeches, almost by definition, need to appeal to your listeners' intellects *and* to their emotions. The next two techniques do just that.
  
  
• COMBINE A STARTLING STATISTIC WITH AN EMOTION RAISING ANECDOTE.
  Politicians are very good at this technique. They will express concern over, say, the high unemployment numbers, then, make their pitch by saying something like,"I will create new jobs because Maria Targas in Texas got laid off, and, Maria has three kids, Peter, Tammy and Kendra who depend on her . . ." They have neatly, both gained your sympathy by personalizing the problem, and, shown you that your vote for their candidacy could help Maria and her kids, and, others like her.
  
  Pick statistics and examples which relate to your listeners and show how your proposal answers some of the 'what's in it for me?' questions.
  
  
• COMPARE AND CONTRAST THE BEFORE AND AFTER SITUATION.
  This is probably the least used, but, most effective, technique for persuading a group to your cause. It allows for a great deal of scope and/or for a creative approach. . . parables are a striking way to do this.
  
  Not up for writing a full parable? This technique still allows you to pitch directly to the wants and needs of your listeners. Paint a dismal or at least mediocre picture of the present situation, then show (in subtly glowing colors & very specific detail) just how their funding/vote/effort will be a positive benefit for them personally or for their organization. Court their need for safety, their philanthropic side, their pride in their organization, their desire for a happier life for their children or their comfort of working for a company that is more productive and, therefore, less likely to downsize.
  
  Okay, so now you have convinced them of the merit of your request. Now, ask for the sale. One of the biggest failures in persuasive speeches is either not asking directly for what you want, or, asking so generally that no one knows how to give it to you.
  
  
• ASK, VERY SPECIFICALLY, FOR WHAT YOU WANT.
  
  • If you want their vote, skip the 'so I hope you'll vote for me' bit. Tell them, "I am counting on your vote next Tuesday. Call my staff if you need a ride."
  • If you want them to donate to your cause, tell them, "You can make a difference. Even $25 will (buy food, pay a counsellor for half an hour, pay one month's rent on a community garden plot). Members of our association are at the back to take your donations (wave your hands, guys!), or, you can go on our secure website, www.makeadonation.com to (help Maria and her family and make ours a safer community)"
  • If you want them to approve your project, tell them, "We are seeking your approval of this project, today. Based on our presentation, and ,on the benefits this project can bring to the company, we are asking you to give us both the mandate and the funding to improve the process, now.
  • If you want them to help you change a government policy, tell them, "So, we are asking you to email your congressperson/MP (or give the name and email directly), this week, and ask your representative to vote against Bill XYZ."
  • If you want them to buy into a new program or policy, tell them, "If you want water in your dugout next spring, apply for the grant before September 15th. You can mail in your application or apply through out secure website, www.Iwantagrant.com ."
    
    
  What these example show is a number of ways to specify the action you want your listeners to take. Some also give a sense of immediacy and all provide exact ways in which audience members can make the action happen.

We have labelled certain presentations, 'Persuasive Speeches'; but, to be a truly great speaker, every speech you give should be both powerful and persuasive.



Today's Quotes:  Human behaviour.

"Reason can answer questions; but, imagination has to ask them "
-Ralph Gerard, Behavioural Scientist

"The elevator to success is out of order. You will have to take the stairs - one at a time."
- Salesman and motivator, Joe Girard

"It's better to be a lion for a day than be a sheep all your life."
- Elizabeth Kenny, Pioneer of Physiotherapy for polio and other diseases



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