Build Your Case

As Henry Ford said, ‘Before anything else, getting ready is the secret to success.’ Knowing what you want, knowing your audience and knowing how to present to your audience in a way that captures their attention and sustains their interest boosts your chances of walking away a winner.

As I detail in Chapter 9, the most successful influencers present themselves as credible characters appealing to their listeners’ emotions as well as to their logical minds.

Start with a strong opener that grabs your listeners’ attention and resonates with their values.

Express each point clearly in a single sentence and assert your claims as statements of fact.

Avoid overwhelming your listener with too much information. Try limiting yourself to three main messages, each of which needs to be compelling on its own.