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Ideas for Impact

Effective Communication

Deliver The Punchline First

May 12, 2022 By Nagesh Belludi Leave a Comment

Deliver The Punchline First = Get to the Point

When Sergey Brin and Larry Page set about to secure early funding for Google, they initiated a presentation at Sequoia Capital, one of the world’s premier venture capital firms, with the logline “Google organizes the world’s information and makes it universally accessible.”

Most busy executives don’t want to sit through a 50-slide presentation. They don’t have the patience to wait for the punchline.

Begin with the conclusion and then go through the rest of your slide deck: your proposals, theses, assumptions, your line of thinking, and the arguments, pro and con.

Meaning, Then Details

Cognitive psychologists have argued that the brain pays more attention to the core of an idea than to its details.

According to the University of Washington molecular biologist John Medina, the human brain craves meaning before details. In Brain Rules (2014,) Medina notes, “Normally, if we don’t know the gist–the meaning–of information, we are unlikely to pay attention to its details. The brain selects meaning-laden information for further processing and leaves the rest alone.”

When listeners comprehend the overarching idea of a pitch, they’ll find it easier to synthesize and digest the information.

Begin Your Next Executive Presentation with the Final Summary Slide First

Most executives have limited willpower and suffer “decision fatigue.” Don’t overload them with less-important details before asking them to decide in your favor. Your “executive summary” slide may be the only one that will get full attention. So make it perfect!

  • Practice, practice, practice. Few people, if any, have the rhetorical ability to make a persuasive 15-second speech about their significant ideas. The best speakers are the best because they rehearse and get feedback.
  • Less is more. After getting prized facetime with executives, many talented young professionals produce large slide decks to dazzle the executives with their intelligence and ingenuity. Don’t.
  • Simplify your “executive summary” message. Perceptive executives tend to be somewhat skeptical of things that ought to be simple but have become too complicated.
  • Meaning, then detail. The brain processes meaning before detail, and the brain likes hierarchy. Start with the general idea and then present information in a structured, hierarchical approach. Make sure that each detail you communicate traces back to the core concept of your presentation.

Idea for Impact: Get to the Point

Tell busy people what they need to know upfront. Communicate like a newsperson: What’s the number one thing your audience needs to know? Say that first. Then build out from there, keeping the most essential particulars up top.

There’s another smart—if devious—benefit of putting the cart before the horse: delivering your “punchline” first can hook your audience with a compelling proposal first, and then cash in on the confirmation bias to sway them to your case.

Spy thriller novelist Graeme Shimmin offers this excellent guide to writing a killer punchline, logline, or elevator speech.

Wondering what to read next?

  1. Persuade Others to See Things Your Way: Use Aristotle’s Ethos, Logos, Pathos, and Timing
  2. Facts Alone Can’t Sell: Lessons from the Intel Pentium Integer Bug Disaster
  3. What Happens When You Talk About Too Many Goals
  4. Here’s a Tactic to Sell Change: As a Natural Progression
  5. Never Give a Boring Presentation Again

Filed Under: Effective Communication, Mental Models Tagged With: Communication, Critical Thinking, Meetings, Negotiation, Persuasion, Presentations

How to Reliably Tell If Someone is Lying

February 25, 2022 By Nagesh Belludi Leave a Comment

How to Reliably Tell If Someone is Lying There isn’t one reliable behavioral cue that consistently reveals that a person isn’t telling you the truth, but the most expected sign of dishonesty is evasiveness.

Does the other person evade answering direct questions or declare, “I don’t know,” “that’s about it,” or “I don’t remember doing that?”

Instead of making direct denials, do they seem to have been caught off guard and take more time to think up a believable response?

Idea for Impact: To detect a lie, listen and pay attention. If lying is nothing more than communicating false information, dwell on what’s being said. Does it make sense? Does it align with other facts you’ve mustered or anecdotes you’ve heard? Do the answers to your probing questions stand up to scrutiny? Does the story begin to shift?

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Filed Under: Effective Communication, Managing People Tagged With: Body Language, Customer Service, Ethics, Etiquette, Listening, Persuasion, Social Skills

The Rule of Three

February 24, 2022 By Nagesh Belludi Leave a Comment

Rule of Three---Persuasive Technique A familiar technique in rhetoric is to group in threes because people can hold only a few items in short-term “working” memory.

  • The Olympic motto: Faster, Higher, Stronger
  • Rights proclaimed by the Declaration of Independence: Life, Liberty and the Pursuit of Happiness
  • Fire safety technique taught to children: Stop, Drop and Roll (should their clothes catch fire)

Three-part lists are particularly appealing because they suggest unity and wholeness. Lists comprising only two items seem inadequate. Lists of four or more are unlikely to be recalled entirely.

Idea for Impact: Follow the rule of three to create simple, concrete, and memorable messaging in persuasion—be it in arguing, storytelling, or advertising.

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Filed Under: Effective Communication, Mental Models, Sharpening Your Skills Tagged With: Assertiveness, Communication, Goals, Persuasion, Presentations

Checking Email in the Morning is an Excuse for Those Who Lack Direction

February 21, 2022 By Nagesh Belludi Leave a Comment

For most people, email is a window into what’s changed—what’s important and urgent. But if you open your swiftly-filling inbox first thing in the morning, you’ll find a hundred and one disruptions in the offing. It’ll be hard to settle your mind down and focus.

Don’t use email to source your morning to-do list. Responding to others’ needs and bouncing from task to task can derail you from what’s more important or more difficult—researching something, writing, planning, thinking, problem-solving, for example. Do those things first, when you’re freshest.

'Never Check Email In The Morning' by Julie Morgenstern (ISBN 0743250885) Productivity consultant Julie Morgenstern wrote a popular book about this theme: Never Check Email In The Morning (2005) prompts you to find a way to start checking mail less often. Morgenstern argues that email-free time in the morning will snowball into a productive day.

If you must check email first thing in the morning—say, when your job involves communicating with people—set a time limit and look for just those pieces of information that’ll help you forwards.

Idea for Impact: Put yourself in the driving seat; don’t let events drive you

Morgenstern addresses the underlying discipline you need for how you prepare—or fail to prepare—to address the daily influx of demands on our attention. Intentionally choose to do something that requires your single-minded attention, whether relaxing or productive.

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Filed Under: Effective Communication Tagged With: Communication, Discipline, Email, Getting Things Done, Time Management

When Exaggerations Cross the Line

January 22, 2022 By Nagesh Belludi Leave a Comment

When Exaggerations Cross the Line Many myths and urban legends—even politicians’ infuriating rhetoric—aren’t wholly untrue. Rather, they’re exaggerations of claims rooted in a kernel of truth.

Yes, many of us don’t achieve our full intellectual potential. However, that doesn’t suggest that most people use only 10% of our brainpower.

Sure, men and women tend to differ somewhat in their communication styles. However, pop psychologists such as John Gray have taken this gender difference stereotype to an extreme, declaring “men are from Mars” and “women are from Venus.”

Idea for Impact: Exaggeration is part of human nature. Take care to not cross the line from harmless puffery to reckless overstatements.

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Filed Under: Effective Communication, Sharpening Your Skills Tagged With: Bias, Critical Thinking, Questioning

Fear of Feedback: Won’t Give, Don’t Ask

January 21, 2022 By Nagesh Belludi Leave a Comment

Fear of Feedback: Bosses Won't Give, Employees Don't Ask Most bosses are uncomfortable about evaluating their subordinates. The prospect of delivering bad news makes them uneasy. They fear that employees will react to even the mildest criticism with anger, stalling, or tears. They don’t know what to say. As a result, they often do everything they can to avoid saying anything at all.

Most employees, for their sake, are fearful of uncovering what their bosses really think of them. They don’t want to know how they’re doing because they are afraid they aren’t doing very well. So they don’t ask. They wait to be told.

Idea for Impact: Giving and getting feedback may be difficult, but it won’t get any easier if you wait.

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Filed Under: Career Development, Effective Communication, Managing People Tagged With: Coaching, Conversations, Feedback, Great Manager, Leadership, Winning on the Job

Why Amazon Banned PowerPoint

December 23, 2021 By Nagesh Belludi Leave a Comment

One of the distinctive features of the Amazon management system is its use of the long-form to facilitate decision-making. Jeff Bezos has claimed that banning PowerPoint presentations—more specifically disallowing bullet points for sharing ideas—as Amazon’s “probably the smartest thing we ever did.”

Since June 2004, Bezos has forbidden bullet points and PowerPoint at a senior leadership level. Instead of presentations, teams are expected to iterate an approach to sharing information that involves writing memos of running copy, usually a “six-page, narratively-structured memo.” Meetings typically begin in silence as all participants sit and read the memo for up to half an hour before discussing the subject matter.

'Amazon Management System' by Ram Charan, Julia Yang (ISBN 1646870042) Ram Charan and Julia Yang’s The Amazon Management System (2019) reproduces the original email from Bezos explaining this dictum:

Well-structured, narrative text is what we’re after, rather than just text. If someone builds a list of bullet points in Word, that would be just as bad as PowerPoint.

The reason writing a good four-page memo is harder than ‘writing’ a 20-page PowerPoint is because the narrative structure of a good memo forces better thought and better understanding of what’s more important than what, and how things are related.

PowerPoint-style presentations somehow give permission to gloss over ideas, flatten out any sense of relative importance, and ignore the interconnectedness of ideas.

Using memos may seem counterintuitive in an age when communication is increasingly visual. However, long-form has a way of forcing rigor to think through ideas properly, reconcile viewpoints pro and con, iron out logical inconsistencies, and consider second-order consequences.

Bezos’s approach is brilliant not just because sentences and paragraphs enable a certain clarity in thought and exchange of ideas. It also inhibits some of the usual shortcomings of brainstorming meetings, viz., interruptions, biases that initiate groupthink, and the tendency to reward rhetorical ability over substance. Forcing all meeting attendees to read the memo in real-time prevents them from pretending to have read it before a meeting and then bluffing their way through the meeting.

Idea for Impact: Think complex, speak simple, decide better.

Bullet points and “decks” are often the least effective way of sharing ideas. Having a narrative structure allows you to clarify your thinking and provide a logical, sequenced argument to support your ideas.

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  3. Persuade Others to See Things Your Way: Use Aristotle’s Ethos, Logos, Pathos, and Timing
  4. How to Handle Conflict: Disagree and Commit [Lessons from Amazon & ‘The Bezos Way’]
  5. I Admire Business Leaders Who’re Frugal to an Extreme

Filed Under: Effective Communication, Leading Teams, Mental Models, The Great Innovators Tagged With: Amazon, Critical Thinking, Entrepreneurs, Jeff Bezos, Leadership Lessons, Persuasion, Presentations, Writing

Why Sandbagging Your Goals Kills Productivity

December 2, 2021 By Nagesh Belludi Leave a Comment

Sandbagging is managers believing they can accomplish more if they lower the bar and set goals their team can easily hit. Sure, managers often purposely set comfortable goals so that there’s room for “under-promise and over-deliver.”

Why Sandbagging Your Goals Kills Productivity Setting low goals may appear a clever strategy, but it’s a recipe for underperformance. Sandbagged goals don’t demand much in the way of performance when managers already know precisely how their teams will achieve the goals.

However, sandbagging can let teams down. Under-setting goals actually does what it’s created to avoid—teams eventually find such easy goals boring and demotivating. Low goals require little and inspire less, and ultimately undercut productivity. According to this study by Chancellor University’s Steve Kerr and Douglas Lepelley, when goals are fixed “too low, people often achieve them, but subsequent motivation and energy levels typically flag, and the goals are usually not exceeded by very much.”

Idea for Impact: To generate the greatest levels of effort and performance, set demanding goals outside your team’s comfort zone, but not so challenging and unattainable as to break your team’s morale. Aiming to achieve extraordinary things—hitting the farthest target and missing—can often be more worthwhile than successfully hitting a easy target.

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Filed Under: Effective Communication, Leading Teams, Sharpening Your Skills Tagged With: Goals, Motivation, Performance Management

When to Send Customers Gifts

November 20, 2021 By Nagesh Belludi Leave a Comment

Gifts are crucial marketing tools, which can help customers remember you throughout the year, not just during the holidays:

  • Send a gift after a sale. Saying thank-you does more than complete the sale—it helps build the relationship.
  • When to Send Customers Gifts Send gifts after receiving referrals. One of the most rewarding compliments a salesperson can receive is a referral. Send a thank-you soon after getting a referral.
  • Commemorate anniversaries. Observe the day you signed your first contract with a customer, making it a special date to celebrate each year.
  • Remember birthdays. Send customers some birthday cheer, not just a card. Be creative and personalize the gift—send tickets to a sports event that the entire family can enjoy, for instance.

Idea for Impact: Business gifts can help solidify sales relationships and earn even more business. Pay attention to the things your customers enjoy and show your appreciation. As long as your gifts don’t seem patently insincere, they’re likely to welcome them.

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Filed Under: Effective Communication, Managing People Tagged With: Courtesy, Customer Service, Etiquette, Getting Along, Gratitude, Likeability

Each Temperament Has Its Own Language

November 18, 2021 By Nagesh Belludi Leave a Comment

From Dr. Irmgard Schlögl’s The Wisdom of the Zen Masters (1976) (she was later Ven. Myokyo-ni, Rinzai Zen Buddhist nun at the Zen Centre in London):

An elder Zen monk on his pilgrimage put up in a monastery. He came across another monk who was also on the pilgrimage. The two discovered that they had much in common, and decided next morning to continue together.

They came to a river where the ferryboat had just left. The elder took a seat to wait for its return. His new friend continued however, walking over the water.

Halfway across, he turned around and beckoned the elder to follow, “You can do it, too. Just have confidence and tread on.” The elder shook his head and stayed put.

“If you are scared, I’ll help you across. You see I can do it without much trouble.” Yet again, the elder shook his head.

The other reached the other bank of the river. He waited there until the ferry had brought the elder over. “Why did you hang back like that?” he asked.

“And what have you gained by rushing like that?” replied the elder.

“Had I known what you were like, I would not have taken up company with you.”

Wishing him farewell, the elder resumed his pilgrimage on his own.

Temperament Clashes Exist to Some Extent in Almost All Relationships Temperament clashes exist to some extent in almost all relationships. The language of camaraderie that two people share so effortlessly at some moments can unravel at others.

Sometimes each person believes they are deliberately communicating their needs and values, when indeed little gets through because each is working from different core assumptions and expectations—conveying and interpreting language, gestures, and intent differently, or seeking a different set of signals.

Idea for Impact: Each temperament has its own language.

Each of us has our own expectations of relating in an interpersonal relationship. When there are problems, don’t always attempt to “fix” them or back off and distance yourself. Simply give the other more space to be who they are. Seek to understand.

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Filed Under: Effective Communication, Living the Good Life Tagged With: Attitudes, Communication, Conversations, Feedback, Getting Along, Listening, Meaning, Parables, Relationships

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About: Nagesh Belludi [hire] is a St. Petersburg, Florida-based freethinker, investor, and leadership coach. He specializes in helping executives and companies ensure that the overall quality of their decision-making benefits isn’t compromised by a lack of a big-picture understanding.

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