RadioBDC Logo
Anna Sun | Walk The Moon Listen Live
 
 
< Back to front page Text size +

Want to grab their attention? Say less, show more.

Posted by Paul Hellman  March 2, 2012 11:00 AM

E-mail this article

Invalid E-mail address
Invalid E-mail address

Sending your article

It's 6 a.m. and Mika looks exasperated.

She co-hosts Morning Joe, a talk show on MSNBC. This morning, Joe, the other co-host, plus assorted guests, are busy eating junk cereal.

I'm on an elliptical machine in my basement, working out and watching all this in a desperate attempt to forget I'm working out.

Usually, Mika and Joe spar about politics. But today they're arguing about Frosted Flakes, Lucky Charms, and Cap'n Crunch.

Mika finally takes all the cereal boxes and dumps them in the trash, at which point Joe says something like, "Don't think I won't take the cereal out of there and eat it."

Why is this so entertaining? I wonder.

Here's one reason: props. Those cereal boxes grab us.

Remember show & tell? Props let you show more, tell less.

When you say, Junk food is good (or bad), that's telling. When you eat Frosted Flakes (or dump them), that's showing.

Showing is visual. Like watching TV, it steals your attention.

You temporarily forget that it's 6 a.m., that you're on an elliptical, and that you'd rather be sleeping, or eating vast quantities of Froot Loops.

That's the problem with most business info: it's abstract and hard to see—even harder to eat, or digest.

(True, you can see PowerPoint slides, but they have their own complications.)

Props solve that problem.

Imagine you're giving a presentation about a predicament that confronts every single organization: different groups/departments don't get each other.

I once coached an executive for a similar presentation.

The exec faced his audience and—without saying a word—took a few water bottles and placed each one on a different table in the room.

No one knew what he was up to; everyone paid attention.

Then he said, "This is the way we work—in silos." He talked about that for a while.

Note: With props, you don't need to be literal. A water bottle, for example, can be anything, even an abstract idea like working in silos.

At the end, he retrieved the bottles and poured all the water into one pitcher. "Break down the barriers," he said.

Tip #1: Break down the barriers that block attention. Try props.

Tip #2: For cereal, try Kashi. But don't eat it, or anything else, in front of your audience. Generally, no one wants to see that.

© Copyright 2012 Paul Hellman. All rights reserved.

This blog is not written or edited by Boston.com or the Boston Globe.
The author is solely responsible for the content.

E-mail this article

Invalid E-mail address
Invalid E-mail address

Sending your article

 

about this blog

From looking for a job to dealing with the one you have, our Job Docs are here to answer your employment-related questions.

e-mail your question

Name:
E-mail:
Your question/comment:

Meet the Jobs Docs

Patricia Hunt Sinacole is president of First Beacon Group LLC, a human resources consulting firm in Hopkinton. She works with clients across many industries including technology, biotech and medical devices, financial services, and healthcare, and has over 20 years of human resources experience.

Elaine Varelas is managing partner at Keystone Partners, a career management firm in Boston and serves on the board of Career Partners International.

Cindy Atoji Keene is a freelance journalist with more than 25 years experience. E-mail her directly here.

Peter Post is the author of "The Etiquette Advantage in Business." Email questions about business etiquette to him directly here.

Stu Coleman, a partner and general manager at WinterWyman, manages the firm's Financial Contracting division, and provides strategic staffing services to Boston-area organizations needing Accounting and Finance workforce solutions and contract talent.

Tracy Cashman is Senior Vice President and Partner of the Information Technology search division at WinterWyman. She has 20 years of experience partnering with clients in the Boston area to conduct technology searches in a wide variety of industries and technology.

Paul Hellman is the founder of Express Potential, which specializes in executive communication skills. He consults and speaks internationally on how to capture attention & influence others. Email him directly here.

archives