Nervous or unconfident people tend to focus exclusively on their message rather than getting a feel of what the other person is experiencing. They are listening to themselves and thinking about what to say next.
Enthusiasm isn’t always the answer. Not all audiences respond to it.
In general, you need to identify your audience’s channel. Then research specific words, frameworks, or metaphors your audience is most likely to respond to.
For a given person, note his commonly used words and phrases. Note how they sell ideas. What metaphors do they use? Do they speak of a corporate family or are they data driven? Do they like visual presentations?
Whatever plan you come up with, you must have a plan B!
Try to get to know a person’s beliefs or values. Use that language once you know it. Do not assume company slogans are shared by your audience, even if your audience consists of executives from that company.
If your audience is scientists, don’t assume they don’t have baseless beliefs about their own field of expertise! What do you do when people have beliefs you need to overcome?
- Persistence
- Shift audiences: Don’t spend too much time on those who reject your idea.
- Fly under the radar screen: Make your idea so small an unimportant that it doesn’t seriously challenge anyone.
- Ask them to take just one small step. The less you ask of an audience, the more willing they are to move in your direction. If you sense resistance, ask for a pilot project and don’t require commitment on the outcomes.
- Position your idea around a deeper core value