How to Get to Your PointHow to Get to Your Point

In 30 Seconds or LessIn 30 Seconds or Less

Speaker BiographySpeaker Biography

Myles D. Miller MBA, MCSE, PMPMyles has over 20 years experience in the project management field, across multiple industries including retail, defense, state and federal government and most recently hospitality. During his varied career, he has led projects ranging in budgetary size from $100K to $500M. His team leadership has impacted national and international companies and governments.

Topic AgendaTopic Agenda

30 Seconds is all you need

Know what you want

Do have the right person?

Use the right approach

Closing/Recap

30 Seconds is all you need30 Seconds is all you need

Heard or said any of these… “If only they would get to the point.” “I can’t see them today, I haven’t got the

time.” “Don’t answer the phone. It might be ____.

They talk forever.” “He talked for an hour and I don’t know what

he said”

SOUND FAMILIAR……

30 Seconds is all you need30 Seconds is all you need

Two reasons why…

Time Constraints

Attention Span

30 Seconds is all you need30 Seconds is all you need

Time Constraints We all want it fast and now…

Fast Food Fast Cars Fast Deals Microwave meals “Give me the bullet”

“Lost time is never found again” – Ben Franklin

“The hour of years ago is the 30 seconds of today” – Milo Frank

30 Seconds is all you need30 Seconds is all you need

Attention Span Our minds can only accept so much data in

a steady flow. Our minds wander to thoughts of money,

sex, other good things in life

The attention span of the average individual is

30 seconds!!!

30 Seconds is all you need30 Seconds is all you need

When I say go I want you to stare at this object for the next 30 seconds…

How did you do?

Were you distracted by other things or people in the room?

Did your mind wander to thoughts about something other than the object?

Was your attention span less than 30 seconds?

See why this time makes sense?

30 Seconds is all you need30 Seconds is all you need

I know what you are thinking…“I can’t get my point across in 30 seconds”

Remember this…TV and Radio advertisers do it all the time.

So why not you?

Know what you wantKnow what you want

What’s your objective? Remember Dorothy from The Wizard of

Oz, she knew what she wanted, to get back to Kansas.

First Basic Principle –

Your 30 second message must have a clear-cut

objective

Know what you wantKnow what you want

The objective is….

The Goal

The Destination

The Purpose

The End Game

The Target

Know what you wantKnow what you want

Objective examples: Employee wants a

more important job in the company

You want to take a vacation

You need to ask for more money for your project

You need more team members to complete your efforts

Your client wants to spend less for the service they require

You want to sell an idea or concept to upper management

You want to increase productivity in your project team

You want to introduce new project standards

Know what you wantKnow what you want“MIXED OBJECTIVE”

MARK – I’ve been looking at ways to improve our

productivityVP – Good. What are your

recommendations?MARK – Well, we could speed up

our operation with a new X100 computer.

VP – But that might take us over our budget. Is there an

alternative?MARK – Yes. We could hire another

secretary. That would work.

VP – Which do you prefer?

MARK – I’m not sure. Maybe we should also think about

an assistant – a grade above a secretary

VP – That’s possible too. What are the comparative costs?

MARK – I don’t know. Let me put some figures together

and get back to you.

A week passes and until Mark gets his figures together and goes back to the VP it is too late. The funds have been allocated elsewhere. Mark’s needs have been lost and his impression with his boss has been affected as well.

Know what you wantKnow what you want

“Single Clear Cut Objective”

MARK – I’ve been looking at ways to improve our

productivity

VP – Good. What are your recommendations?

MARK – Well, we could speed up our operation

with a new X100 computer. The rental costs are high, but it would save time and money in the long run and pay for itself in eighteen months. Here are the figures.

VP – Is there a less expensive alternative?

MARK – Yes. We could hire another secretary, or an assistant. But I don’t

think the end results would be the same. This is a breakdown of the

comparative costs.

VP – You prefer the computer, don’t you?

MARK – I do. And the manufacturer

will set up the program and train us in its operation at no extra cost.

VP – Good. I’ll present your figures at the next

budget meeting and we’ll see what we can do.

Know what you wantKnow what you want

Finding your objective – Ask your self these questions…

Why am I going there?

What do I want to achieve?

Why do I want to have that conversation?

Why do I want to write the letter/email

Why do I want to meet with this person?

Why do I want to address this meeting?

Know what you want –Know what you want –30 Second Recap30 Second Recap Every objective is your goal, purpose or

destination. It is why you are there. You can have only one objective You do not have to state your objective

except to yourself The First Basic Principle is to have a

single clear cut objective

Do have the right person?Do have the right person?

Knowing your listener and what they want is the Second Basic Principle of the 30 second message.

Once you have determined what your objective is, always ascertain who can give you what you want.

Go to the person who can get it done!

Do have the right person?Do have the right person?

To get your point across in 30 seconds or less… Determine your objective

Determine the right person/group who can give you what you want

Most important… Know what the person/group is going to want from you

Do have the right person?Do have the right person?

Know who you are talking to… Are they a workaholic? Do they have confidence and like people

with confidence? Do they like ambitious people? Are they a people or process person? Are they dreamer or facts and figures

person? Do they like long detail or brief bullets?

Do have the right person?Do have the right person?

Don’t shoot at your target in the dark…

ILLUMINATE YOUR TARGET!!!

Know where to AIM

Know what you want to HIT

Both are essential as you prepare for the delivery of the 30 second message.

Do have the right person?–Do have the right person?–30 Second Recap30 Second Recap Go to the right person, the person who

can give you what you want Know as many facts about the

person/group you will be talking to Identify with your listener Knowing your listeners and what they

want is the Second Basic Principle of the 30 second message

Use the right approachUse the right approach

Back to Dorothy and The Wizard of Oz They all knew their objectives – Brain,

Heart, Courage, Back to Kansas. They knew who to see to get what they

wanted – The Wizard They needed an approach

THE YELLOW

BRICK ROAD

Use the right approachUse the right approach

The Third Basic Principle of a 30-second message is a well-formulated approach

The right approach is the single thought or sentence that will lead you to your objective.

Also known as a premise, concept, driving force, strategy, game plan or theme

Use the right approachUse the right approach

Remembering your objective and listener… Ask these questions and answer them in single sentences (If the answer is the same to two more questions, then you have the right approach)

What am I talking about? What’s the basis of my game plan? What’s the heart of what I want to say? What is the single best statement that will lead me to what I

want? Can I comfortably build a case around this statement? What other vital statements will fit within or relate to this one? Will this relate to the needs and interests of my listener?

Use the right approachUse the right approach

Objective and Approach are essential to each other and are interdependent

Here’s an example of an approach with no objective…

You are leaving in the morning . You are either going by helicopter, camel or roller skates, but you don’t

know where you are going.

Ridiculous, right!!!

The right approach without an objective is useless.

Use the right approachUse the right approach

As you use clear cut objectives and right approaches you will get more excited about their power

Here are some examples…

Use the right approachUse the right approach

Employee to boss

Objective: Wants promotion

Approach: A company must develop leaders to survive

Boss to employee

Objective: To keep employee without giving them a raise

Approach: Everything in its time

Customer to Salesperson

Objective: To get the best buy

Approach: I like your product, but I am on a tight budget

Salesperson to Customer

Objective: To sell diamonds earrings to the customer for his wife’s anniversary

Approach: What better way to show you love her?

Use the right approach – Use the right approach – 30 second recap30 second recap The right approach is the single thought

or sentence that will best lead to your objective

The right approach will take into consideration the needs and interests of the listener

The right approach will give you focus and always keep you on track toward achieving your objective.

Closing/RecapClosing/Recap

Review…

The Three Basic Principles of the how a PM can get to their point in 30 seconds or less:

Know what you want:

OBJECTIVEKnow who can give it to you:

RIGHT PERSONKnow how to get it:

RIGHT APPROACH

Check out these ResourcesCheck out these Resources

“How to Get Your Point Across in 30 Seconds or Less” – Milo O. Frank

Get Motivated Event – June 17, 2009 Wachovia Center, Philadelphia, PA Speakers include: Zig Ziglar, Gen. Colin

Powell, Donovan McNabb, Steve Forbes, Rudy Giuliani, Charlie Manuel, Cole Hamels

www.simpletruths.com www.mindperk.com

Contact InformationContact Information

Myles Miller – SSI Email: myles.miller@ssi-learn.com PH# 717-329-7073

Tom Mattus – SSI Email: tom.mattus@ssi-learn.com PH# 877-390-3057