Want to Give an Original TED or TEDx Talk?

What’s your idea worth spreading? Do you have a story to tell that would add value for others? Do you have expertise to share that will improve people’s lives? Have you made a discovery that could help others?

I’ve had the privilege of coaching dozens of clients on their TED and TEDx talks. One found me after reading the article below, which was originally featured in Fast Company. Paige told me, “What really resonated with me is how important it is for this message to be congruent with my voice, vision and values. Crafting a quality talk is a front-loaded project, but I’m confident it will pay off to design and deliver a talk that fulfills these 7 C’s.”

She’s right. Well-crafted presentations have the power to change lives – including yours – for good. Hope the insights and examples in this article help you design and deliver presentations, proposals and pitches (they don’t have to be TED or TEDx talks) that achieve your desired results and scale your impact.

Here’s that article:

original-talk

It’s been said there are no original ideas. But what may seem like old hat to you could become the next compelling TED talk.

You can transform your presentations by mining your expertise, experience, and epiphanies. Start by writing down things about your work; your best practices, non-negotiables, and the things you’d like to pass on that you think would open people’s minds and get them talking.

Next, take those ideas and run them through my “Seven Cs of Original Messaging.” These criteria can be used both as a guide and a litmus test to come up with a big idea that pops you out of the pack.

1. CLEAR

A Hollywood producer once told me that directors can predict when their movies will make money. How? Simple. Do people walk out of the theater repeating something they heard word for word? If so, they become word-of-mouth advertisers. When people ask, “Seen any good movies lately?” they’re talking about your movie and marketing it to profitability.

The same applies to your TED talk. Can listeners repeat your big idea word for word? If they can, they’ll become your advocates. If they can’t, your big idea will be in one ear, out the other.

Neil Gaiman’s 2012 commencement speech for Philadelphia’s University for the Arts shows the payoff of distilling your big idea into a crystal-clear sound bite. “Make Good Art” resonated so powerfully with the initial audience of hundreds, the video went viral within days and was turned into a best-selling book.

2. COMPELLING.

You’ve got 60 seconds to capture an audience’s attention or else they’ll start checking email.

No perfunctory opening. No, “I’m glad to be here today and want to thank the organizer for inviting me.” That’s predictable, and predictable is boring. Pleasantly surprise everyone by jumping right into your origin story or into a compelling, counter-intuitive insight that flies in the face of current beliefs.

Test your premise beforehand with colleagues. If they say, “I already know that,” it’s back to the drawing board. Or, as comedian George Carlin said, “What did we go back to before there were drawing boards?” Keep tweaking your idea until people’s eyebrows go up (a sure sign of curiosity) and they say, “Hmmm. That’s interesting. Tell me more.”

3. CURRENT

The keynote speaker at a recent conference used the often-referenced “Pygmalion in the Classroom” study of how teachers’ expectations affect student performance as the basis for her presentation. Really?! That study was done in 1989! She couldn’t find any current studies to make her case? Referencing such an outdated source undermined her credibility.

Recency = relevancy. What just-released report can you reference to prove your point? Recent research will get their attention, and respect.

4. CONGRUENT

After you’ve come up with a big idea, run it by your gut. Ask yourself, “Is this congruent with my voice, my vision, my values? If someone suggests a topic, but it doesn’t feel right, it’s wrong for you. A TED talk is your point of view, not someone else’s. What do you passionately believe? What is a heartfelt legacy message that sums up what you’ve learned from life?

An executive called me a week before his program and said, “I hope you can help. I’ve been traveling almost nonstop, so I asked our company speechwriter to help prepare my talk. It’s well-done, it just doesn’t sound like me.”

I told him, “You’re right. A TED talk has got to be your voice. Get a recorder and ask someone to take notes while you read the script. Every time you read something and think, ‘I would never say it that way,’ say out loud how you would say it. Don’t censure or second-guess yourself, don’t try to be eloquent, and don’t overthink it. Just keep moving forward, rewording it into your natural voice. Ask your assistant to integrate your phrasing into a new version and then read it out loud again until you wouldn’t change a word. Now, it’s your talk.”

5. COMMERCIALLY VIABLE

The purpose of a TED talk is not to sell your products or services, and it shouldn’t be your priority. The fact is, though, an excellent talk will scale your visibility, viability and drive business to and for you.

Witness what’s happened to Brené Brown. Brené was a professor when she spoke for TEDx-Houston. She was popular at her university, but hardly a household name. Her talk on vulnerability was so evocative, it was quickly uploaded to the TED.com site and has since received 27 million views. Her resulting Oprah appearances made her an international fan favorite, generating lucrative book deals and five-figure keynotes.

6. CONSISTENT

It’s important for your TED talk to be consistent with your brand positioning and primary focus. Ask yourself, “What do I want my next one to three years of my life to look like?”

For example, a colleague was asked to give a TEDx talk about bullying since she’d had a horrific experience being bullied at work. She feels strongly about this issue, and has a lot to say about the importance of speaking up instead of waiting for HR to rescue you (not going to happen). But she is a management consultant. She doesn’t want to keep reliving that negative experience by speaking, consulting, and doing media interviews on it. It wouldn’t serve her goals to drive demand that’s inconsistent with her priorities and the quality of life she seeks. It’s smarter to select an idea that’s in alignment with what she wants to accomplish the next few years.

7. COMPETITIVE EDGE

I had an opportunity to hear the Physics Nobel Laureate Dr. John Mather speak recently. Following his talk, I asked him, “What’s your next “big idea?” He said, “I’ve got one, but I’m researching to see if anyone else has gotten there first.”

Exactly. Jerry Garcia of the Grateful Dead said, “It’s not enough to be the best at what you do; you must be perceived to be the only one who does what you do.” Once you have a clear, compelling, current, consistent, congruent, commercially viable idea, Google it to see if anyone else has gotten there first. If they have, it doesn’t necessarily mean you should abandon the idea; it just means you should design a provocative premise around it that hasn’t been shared before.

For example, watch Sir Ken Robinson, the most-watched TED talk of all time., with more than 42 million views worldwide. Certainly, other experts have talked about the need for creativity in our schools, but no one does it quite like Ken.

Does your big idea meet all seven C criteria of Original Messaging? If so, great. If not, invest the effort to craft an original idea worth repeating. Your audience, career, and legacy will thank you.

Sam Horn, Founder/CEO of the Intrigue Agency, coaches clients on how to design and deliver compelling presentations, pitches, and proposals that get results and add value for all involved. Her work – including her TEDx talk on INTRIGUE and her books POP!, IDEApreneur, Tongue Fu! and Washington Post bestseller Got Your Attention? – have been featured in New York Times, Forbes, Inc and Readers Digest and presented to Boeing, Intel, Cisco, NASA, National Geographic. Contact Cheri@IntrigueAgency.com to ask how Sam can help you create/polish a one-of-a-kind presentation that positions you as a thought-leader in your industry.

Want People to Listen? Never TELL Them What You’re Going to Tell Them

“People don’t want information; they want epiphanies.” – Sam Horn people don't want info want epiphanies

Have you been taught to open communications by “telling people what you’re going to tell them, telling them and then telling them what you told them?” That’s badvice. In today’s world of short attention spans (goldfish have longer attention spans than we do!) telling people what we’re going to tell them makes us a bore, snore or chore.

I was working with a client on her TEDx talk and she was telling me about the information she wanted to get across. I told her that TED talks are NOT about dispensing information; they’re about facilitating epiphanies. What is the SHIFT people are going to make as a result of her presentation? What will they be motivated to change or do differently as a result of her insights?

How about you? Where will you be giving a presentation, making a request, proposing an idea or teaching someone this week?

Want a better way to motivate people to listen? Want to facilitate epiphanies and motivate people to do something differently instead of simply deliver information?

Imagine you’ve been asked to speak to college grads about how to land a job. You could start with a laundry list of your credentials; however, they probably read your bio in the program brochure, so that’s a waste of their time.

You could jump right into your how-to instructions on how to craft better resumes and job applications, but that doesn’t engage an audience because it’s still a one-way lecture, and chances are they’ve heard or read those tips before.

A better way to EARN people’s favorable attention is to create a DIALOGUE by introducing something startlingly relevant … in the first 60 seconds. The goal is to get everyone’s eyebrows up by asking if they’re aware of these surprising insights about the issue you’re addressing. The goal is for them to be thinking, “Really?! I had no idea it was that bad, that much, that little. For example:

Did you know that:

* of the 3.6 million job openings last year, 80 % were never advertised?

* 118 people (on average) apply for any given job yet only 20% get interviews?

* 53.6% of bachelor degree holders under 25 are jobless or under-employed?

Imagine if you could:

* Find out about quality jobs that are never advertised?

* Increase the likelihood of getting a job interview this week?

* Discover 7 unique yet proven ways to stand out from the crowd and give yourself a competitive edge in today’s crowded job market?

You don’t have to imagine it. You’ll discover how to do all the above in our time together, and you’ll hear true success stories of grads just like you who had almost given up but instead landed their dream job as a result of using these techniques.

Isn’t that more interesting and engaging than simply giving people an overview of what you’re going to cover?

What’s a situation you’ve got coming up where you’ll be teaching someone, proposing something, or giving a report? You could start out with a predictable opening and lose them at hello – or you could pleasantly surprise them by starting with something that gets their eyebrows up (a sure sign of curiosity). Here’s how you can do the latter.

Sam Horn’s Three Steps to Crafting a 60 Second Opening that Has People at Hello

1. Open with 3 questions that introduce startling statistics or facts your listeners don’t know – but would like to know – about the:

* Scope of the problem you’re solving.

* Urgency of the issue you’re addressing.

* Dramatic shift in the trend or topic you’re discussing.

Are you thinking, “Where do I find these startling statistics or surprising facts?

You GTS – GOOGLE THAT STUFF. Just enter the following questions into your favorite search engine:

* What are shocking statistics about ____________ (your subject?)

* What are changing trends in ________ (your industry or profession?)

* What is recent research about _____ (the problem you’re solving?)

* What is startling news about _____ (the issue you’re addressing?)

Up will come insights and studies even YOU didn’t know about. And if you’re an expert, and this info gets your eyebrows up (a sure sign of curiosity) it’s likely to get your audience’s eyebrows up too.

2. Use the word IMAGINE linked with 3 aspects/benefits of your program that everyone in your audience would find appealing.

* The word IMAGINE causes people to picture your point and see what you’re saying. They’re now fully engaged instead of thinking about what they’re going to have for lunch.

* By verbally painting the ideal scenario your program delvers; everyone is on the edge of their mental seat eager to hear more because they’re thinking, “Sounds good. Who wouldn’t want that?!”

3. Say, “You don’t have to imagine it…” and then offer real-world evidence showing how your program has already produced tangible results so audience members know this isn’t “too good to be true;” they can trust it (and you) because it has a successful track record and has helped people just like them get the results they want.

Best yet, all the above can be condensed into a succinct 60 second opening.

While other presenters are still telling their audience what they’re going to tell them (aka blah-blah-blah INFObesity) – you’ve already set up a two-way dialogue by asking and engaging instead of telling and selling. You’re earned everyone’s favorable attention because you’ve facilitating epiphanies vs. delivering information. Everyone in the room is smarter than they were a moment before … which means they’ll want to keep listening because you just proved you’ll be worth their valuable time, mind and dime.

Want more ways to craft intros that have people at hello? Watch this TEDx talk which both models and teaches my 60 second approach to openings. You also might want to check out this related article which shows why NEVER to give an elevator speech.

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Sam Horn is on a mission to help people create more compelling, collaborative communications that add value for all involved. Her TEDx talk and books – including POP!, Tongue Fu!, IDEApreneur and Washington Post bestseller Got Your Attention? – have been featured in New York Times, Forbes, INC and Fast Company and presented to NASA, Accenture, ASAE and National Geographic. Want Sam to present at your next convention? Contact Cheri@IntrigueAggency.com

POP Your Pitch!

As the author of POP! Create the Perfect Pitch, Title and Tagline for Anything (which Seth Godin calls “Revolutionary” and Ken Blanchard says is a “lively guide to getting results”), I’m often asked to coach funding pitches.

I had the pleasure of delivering the luncheon keynote for the Ignite Clean Energy Summit in Boston for the MIT Center for Enterprise awhile back.

Following my presentation, I conducted on-the-spot coaching of the national semi-finalists who were all developing “green” businesses.

Based on feedback from the group, the following POP! Your Pitch tips were particularly helpful in helping them create winning pitches they presented to potential investors the following day.

These tips work whether you’re delivering a pitch, making a sales presentation or speaking at a conference. Use this checklist to prep so you capture and keep everyone’s favorable interest of listeners and win the funding you deserve.

POP! Your Pitch Tip #1:

Say something surprising in the first 60 seconds that gets peoples’ eyebrows up.  Three“Did you know?” questions that introduce startling statistics or recent research is a great way to turn a monolog into a dialogue and motivate people to look up from their devices and decide you’re worth listening to.

POP! Your Pitch Tip #2.

The purpose of a venture capital pitch is NOT to get funding; it’s to get a follow-up meeting.  It’s idealistic to think an investor is going to give you millions after a ten-minute pitch. It’s realistic to sufficiently intrigue and impress decision-makers in ten minutes so they’re compelled to find out more.

POP! Your Pitch Tip #3.

Turn audience members into word-of-mouth advertisers by crafting a “money phrase” people can repeat, word for word, after hearing it once. If they can’t repeat it, they can’t remember it. Craft an AIR-tight sound bite by using Alliteration, Iambic Meter, and Rhyme.  For example, “Click it or ticket” is better than “Buckle Up for Safety.”   I helped an Ignite Clean Energy team come up with “Any plug, anytime, anywhere” as a tagline for their electric car.

POP! Your Pitch Tip #4.

Insert a one-minute success story about how clients have benefited from your company so decision-makers have context (not just content) and connect with you on an emotional and logical level.  As the former Pitch Coach for Springboard Enterprises (which has helped women entrepreneurs receive $6.6 billion (yes, that’s a “b”) in venture capital, I helped Lauren Williams of Movie Hatch craft a success story about a client who went from having his film collecting dust on a closet shelf to winning the Jackson Hole film festival in less than 4 months.  Her 60-second example provided compelling proof of concept.

POP! Your Pitch Tip #5.

Your confidence and leadership capacity is indicated by the authority and volume of your voice. If people can’t hear you, they won’t respect you. They conclude you don’t have the command and clout to carry off your venture.  I once saw a CEO of a Fortune 100 company lose a corporate audience at a national convention in the first sixty seconds because she had a little-girl voice that ended with an upward inflection that made her seem tentative and hesitant.

POP! Your Pitch Tip #6.

Your business name is a deal-maker or deal-breaker. Do people “get” your business name the first time you say it? If they don’t understand it, they can’t relate to it and they won’t want it. Zappos, Google, and Yahoo are all fun to say. Arxcis, GPM Technologies, Sempran and other difficult-to-pronounce-or-understand names make people go “huh?”  Remember, confused people don’t say YES. You’ve spend months (years?) developing your idea and organization. Invest in its success by giving it a meaningful, strategic, easy-to-remember name people relate to and repeat.  (My  can help you do this.)

POP! Your Pitch Tip #7.

PROPS! When you show or demonstrate your product, people SEE what you’re SAYING.  Show and tell is more convincing than tell, tell, tell.  I coached Kathleen Callendar of PharmaJet on how to make her elevator speech crystal clear., Instead of describing her “biodegradable medical delivery device for subcutaneous inoculations” she said, “Did you know 1.8 billion injections are given every year?  Did you know up to half are given with unsafe needles?  Did you know we’re spreading the very diseases we’re trying to prevent?.” She then held up a baggie with a “used needle” and contrasted it with her 100% safe, one-use needle. Her visual proof provided memorable, deal-closing evidence.

POP! Your Pitch Tip #8.

Tower, don’t cower. Your leadership is perceived by your posture. A fig-leaf position means you have something to hide. Slouched shoulders and a tucked-down head are signs of insecurity. I coach clients to see speaking as a sport. Adopt an athletic “ready” stance (feet a foot or more apart, not together) with your knees slightly bent so you’re grounded yet able to move naturally. Hold your head high and your hands 6-12 inches apart, like you’re holding a basketball. Don’t grip the lectern or clasp your hands together (both connote nervousness). Look everyone “in the eye” so they feel connected to you.

POP! Your Pitch Tip #9.

The two most powerful words in a pitch? “For example.” Back up each claim with a real-life example with quantifiable metrics and measurable evidence (i.e., 30% increase in sales, 20% reduction in turnover, took company public with a $10 million profit, grew an organization to 300 employees) so investors know you’ve delivered bottom-line results before and can be trusted to do so again. Put us in the scene and re-enact the example with “He said, I said” dialogue so it comes alive and people feel they’re in the room as if it’s happening right now.

POP! Your Pitch Tip #10.

Don’t just ask for the sale – plant-specific action seeds by offering three follow-up options including where you can be found immediately afterward. Always repeat your name to imprint it. If you don’t, you’ll be out of sight, out of mind. For example, “I’m Chris, in the green jacket, with CleanerGreenerNow. I’ll be (point) in the lobby at our next break. If you’d like a product sample, a copy of our financial projections, or to talk with our COO about how we’re going to scale this in the next six months, please come and talk with us.  I look forward to your questions and to seeing you in the lobby at 2:30.”

Want to see a couple of these ideas in action? Check out my TEDx talk which demonstrates how to open a pitch – or ANY presentation – with the “Did You Know?” sequence so you engage your audience in the first sixty seconds.

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Sam Horn – CEO of the Intrigue Agencyauthor of POP!  IDEApreneur  andWashington Post bestseller Got Your Attention? – helps people create one-of-a-kind projects that scale their influence – for good.  Her work has been featured in New York Times, Forbes and on NPR.  Her highly interactive, inspiring presentations receive raves from such clients as NASA, Accenture, National Geographic, Cisco, and Capital One. Contact Cheri@IntrigueAgency to arrange for Sam to speak to your group or to inquire about consulting/coaching.

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POP! Out of Your Crowd by Being One-of-a-Kind

FlowerSam“You gotta be original.  If you’re not, what do they need you for?” – actress Bernadette Peters.

Do you think everything’s been said and done?

Do you think there’s nothing new under the sun?

Au contraire.

There ARE original ideas, first-of-their-kind brands and businesses, and individuals who stand out from their crowd.

In fact, your success depends on your ability to say, do and offer something people haven’t heard or seen before, something that motivates them to say “Tell me more.”

Are you thinking, “Easier said than done?”

Agreed. That’s why I introduce step-by-step processes in my POP! and Got Your Attention? books that show you EXACTLY HOW to create new ideas, original approaches, and innovative messages that give you a competitive edge.

Think about it. Whatever you do, you’re probably one-of-many. One of many consultants.  One of many companies.  One of many job-seekers.

You don’t want to be one-of-a-many. You want to be one-of-a-kind.

When you’re one-of-a-kind, you have no competition

Are you thinking, “Okay Sam, I agree with this, but how can I create an original approach or innovative brand name?”

Here’s just one of the replicable POP! processes you can use to create something that’s new, something that helps you break out instead of blend in. It’s called the Half and Half Technique.

Here’s an example of someone who coined a Half and Half Brand Name and then I’ll show how you can do it too.

Dr. Francine Kaufman was concerned about the numbers of children coming into L.A.’s Children’s Hospital with Type 2 Diabetes.

She said, “A decade ago, this would have been so rare, it would have been written up in a medical journal. Now, such children fill my medical clinic.”

She wanted to do something about this, yet there were many doctors and nutritionists addressing this issue. She would have blended in.

And when you care about something and want other people to care about it too; you don’t want to blend in, you want to break out.

So, what did Dr. Francine Kaufman do? She coined a Half-and-Half word by combining the words diabetes and obesity into … DIABESITY.

Boom. Not only did her original word get attention for this important issue – it helped her become the go-to-media resource, author and expert on this topic. She scaled her influence and income by coming up with an innovative name.

A fast food restaurant that specializes in hot dogs and beer came up with a fantastic Half and Half Name… Frank ‘n Stein.   An Italian-Chinese restaurant calls itself Ciao Mein. An Indian-Hawaiian café’ named itself Taj Mahalo.

My son Tom loved a class at Virginia Tech where Professor Cole introduced students to the joys of Wagner, Verdi and Puccini. He called it Operatunity.

You may be thinking, “Okay, those are clever names. Big whoop. But I don’t want to be ‘cutesy.’ How can this help grow my business bottom line?”

Good question. Here’s the backstory of how an entire industry was transformed because a shop owner came up with a new, original way to “do business.”

About a decade ago, the scuba industry had a serious problem.  Fewer and fewer people were going scuba diving. Many dive shop operators were on the verge of bankruptcy.  So, how did they solve this problem?

Well, let’s use the 6 P’s of Disruption (featured in Got Your Attention?) to show how to attract new customers and generate new revenue with a fresh approach and positioning that gives you a competitive edge, all at the same time.

P – Purpose: What was the Purpose of these scuba operators? They wanted to get new customers and more customers so they wouldn’t go bankrupt.

P – Person: Who is the person who has the power to buy or try what you’re offering? Here’s where it gets interesting. 20 years ago, who made the decision about how families  spent their time in Hawaii? Probably Mom or Dad. Ten years ago, it changed.

Guess who now makes the decision about how families spend their time in Hawaii? THE KIDS. Uh-oh. Kids can’t go scuba diving. No wonder the industry was struggling. The person who had the power to try and buy what they were selling … couldn’t.

P – Problem: Okay, put yourself in the mental shoes of the person who has the power to buy what you’ve got. Let’s call this person Andy. Ask Andy, “What Problems do you have with my product or service?”  Andy would answer, “Well, I can’t go scuba diving because I can’t afford it. And I can’t get certified. And I’m scared to go down 100 feet. What if I drown? What if I can’t equalize my ears? And I can’t carry those heavy oxygen tanks on my back.”

All those problems are barriers to entry. And the more barriers to entry your business has, the more likely it is to go bankrupt.

P – Premise: Your Premise is, “Why does it have to be that way? What if there was a better way, safer way, less expensive way, more appealing way,  easier, less risky way? What if I could make those problems go away?”

P – Process/Approach: In answering those questions, you often come up with an original Process/Approach (or program/product) that  eliminates the problems that were keeping people from trying and buying what you’re offering.

For example, Andy might say, “What if I didn’t have to carry those heavy oxygen tanks on my back? What if I could just leave them on the boat? Then, you could just run a long air hose from the oxygen tank to my snorkel mask. And then I wouldn’t have to go down 100 feet. I wouldn’t have to worry about drowning or equalizing my ears. I could go down ten feet and have fun swimming with the humuhumunukunukuapaaa’. Plus, I wouldn’t have to get certified. So I could afford it. And my whole family could go.  This would be a whole  NEW way to enjoy the ocean without all the problems of scuba. I would happily do it then.”

P – Pop:   If you want your new entity to break out vs. blend in out, you’ll want to give it a new name.  Use my Half and Half Technique to create an intriguing word that will drive media attention, buzz and new customers.

Let’s see, it’s half scuba, half snorkel. Take the first syllable of the first word and blend it with the second syllable of the second word and you get … SNUBA.

Tah dah. An original word and a new multi-million dollar industry that saved many mom and pop operators from bankruptcy and revitalized their business.

Want more examples of how to create new brand names,  first-of-its-kind products, programs and services, and a unique positioning/messaging that help you break out instead of blend in?

Check out these posts that feature additional ways to EARN your decision-makers’ favorable attention. 

Confused People Don’t Say Yes

Can We Really Win People’s Attention in 60 Seconds?

Want Sam to share her intriguing, inspiring and innovative insights with your group? Discover why her presentations receive raves from such clients as National Geographic, Intel, NASA and Capital One.  Contact Cheri@IntrigueAgency.com to share your group’s priorities so Sam can customize a program for your event; or to arrange to consult one-on-one with Sam on your project.