What would happen if everyone could make their point?
If everyone could make their point, the world would be a better place.
Take this example: "My point is," a scientist says to a potential investor, "that I have a real chance to find the cure for cancer, thanks to my ability to test chemical compounds much more quickly. For example, I can test 20,000 compounds using just a single test tube in just three hours. My competition needs 20,000 test tubes, one for each compound, and it takes them three weeks to do the same thing. The bottom line is, I have a real chance."?
The scientist makes her point effectively, in large part thanks to the concreteness of her evidence: 20,000 compounds, the image of the test tube, just three hours.
Many of my clients say that the example reminds them of Elizabeth Holmes. Holmes was the founder of Theranos, a now-defunct health technology company known for its false claims to have revolutionized blood testing. Remember that little blood testing device that Elizabeth Holmes showed off? It looked like a miniature ice maker. Its visual concreteness played a large part in her persuasiveness. She called it “Edison.”
The “Edison” illustrates how concrete but inauthentic evidence can help people intent on deception make their point effectively.
If everyone knew about the role of concrete evidence in making a point, more people might have thought of verifying that the Edison was more than just a little box and could actually do what it promised.
Understanding how to make our point boosts our ability to detect deception.
There are more benefits: if everyone could make their point, new ideas would get a boost. Great ideas often get lost in poor communication or because someone does not have the confidence to speak up in the first place.
If everyone could make their point, there'd be a significant social benefit. When people can express themselves clearly, more voices join the conversation.
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Effective communication skills also elevate new leaders, offering fresh perspectives and diverse approaches to tackling today's challenges.
In essence, making your point is pivotal not just for persuasion but also for truth, innovation, diversity, leadership, problem-solving, conflict reduction, empowerment, and global collaboration.
Here's an easy formula for making your point. Simply fill in the blanks.
STEP 1 - THE CLAIM: “The thing is, I can achieve […] thanks to […]”
STEP 2 - CONCRETE EVIDENCE: “For example, […]”
STEP 3 - BRIEF LANDING LINE: “The bottom line is, […]”
It's a skill worth mastering to help make our world a better place.
Marc Fest is the founder of ElevatorSpeechTraining.com and Elvay.ai.
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