By Larry Schuster
Imagine you were the founder of a company. You knew everything about it.
Could you tell a stranger at a business networking meeting a few key points about the company, so you both could decide quickly if there was something to talk about?
I’ve been in situations where four sentences made the difference between getting hired or rejected.
Expertise alone won’t attract best opportunities. It’s not just company founders and public speakers who could benefit from a focused “less is more” approach. Last week, I spoke with two highly skilled professionals in multinational companies, who told me they had great difficulty in summarizing some issues quickly and to the point in their internal meetings, even when they were just talking with their boss.
"There were investors in that room that evening who did have money to invest if someone could tell a compelling story about their business."
The answer is usually simple. Imagine what your bosses or listeners need or want to hear and only tell that and nothing more. Unless they ask. Whenever I violated that rule, I killed an opportunity, in both personal and professional relationships. And I’m most impressed by people who follow that rule in conversations with me.
Next time you plan to summarize anything in business, time yourself and finish under 2 minutes and deliver only three points. And that’s about 10 sentences, about three sentences per point.
What are the three points they most need or want to hear? If they want more, fine, as long as they ask for it.
Until then, stand out from the crowd! And do it under two minutes!
Senior Consultant, Crescendo Communications Consulting