There are answers.

And then there are memorable answers.

Several years ago, I was in a meeting with my then-supervisor. At one point during our conversation, he looked down at my left hand. Focusing on the fingernails of my left forefinger and thumb. I could understand why.

They were both black and blue. Very black and blue.

He continued to stare at my fingernails. Finally, he looked at me with his brows drawn tightly together, a confused look on his face, and asked, “What happened to your fingernails?”

I looked down at my fingers. Was quiet for a few seconds. Then, looked back up at him and said ...

“I’m right-handed.”

He thought about my answer, but I could tell he was even more confused.

Once again, I was quiet for a few seconds before answering his anticipated unasked question. And then said,

“I hold the nails in my left hand.”

There was a slight delay as he thought about my answer. Then, the veil of confusion lifted. He got it. He understood I held the hammer in my right hand and what I had done. He smiled. Then, laughed. A lot.

So, what’s my point?

Yes, I could have told him that I smashed the fingers on my left hand with a 16 oz. hammer after I’d missed the nail I was holding in my left hand.

But, that would’ve been boring.

What’s that have to do with business?

I think anytime you have an opportunity to answer someone’s question in a way that will make them stop, think about it, and then be able to relate to it until they arrive at their own “aha” moment is more memorable.

Of course, it may not always be appropriate. But when it is, if you can get them to nod their head in agreement, smile, or laugh, it will help reinforce the memorability of both the answer and you.

To that point, the next time I write, I’ll tell you what I did during a presentation to the nation’s largest combined port, transit, airport, and infrastructure authority.

What’s the takeaway?

You can answer a question two ways.

One is direct.

The other way is to make someone stop, and think about your answer in a relatable manner that reinforces the point you want to make. And let them come to their conclusion.

Both work. But, one is more memorable on deeper levels.

Use the right one and ... you’ll nail it. (Sorry, couldn’t resist.)

What about Bob?

Communicate. Persuade. Succeed. I’ve created business development tools and communication approaches designed to help people and companies establish Credibility, Build Trust, Deliver Value, and Improve Revenue. Try to have a little fun in the process to keep things in perspective and reinforce learning. I’m pretty easy to reach. Pretty easy to talk with too.

[email protected] +1.610.212.3195 (Mobile)

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