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Irrational audiences

If you are a rational person, chances are you’re sometimes deeply frustrated when people just don’t get it.

I’ve certainly been in the past.

I mean, sometimes it’s so obvious …

the logic is flawless …
the data clear …
but this guy almost refuses to get it.

That can be so frustrating.

Yet, there’s no point in complaining.

As much as we would like our audiences to be fully rational in their decision making, sooner or later we will encounter one that just isn’t.

That’s when logic won’t do the job.

I mean, of course you’re free to dismiss that audience.

But if that’s not an option, the only other option is to figure out a way to somehow resonate on an emotional level. Not to dismiss the logic (after all, it’s still valid), but to open a side door that allows the conversation to take place even if you can’t agree on the logic.

This is something I’ve seen brilliant people shy away from who devalue “emotional arguments” as, well, “irrational”. But I think that’s a mistake.

An emotional side door to the argument doesn’t devalue the rational main entrance. It doesn’t make the argument any less true.

But it allows people access to your insights that would otherwise have to stay outside.

The misunderstanding here is to consider rational the opposite of emotional. It’s not.

If you craft the emotional appeal in a way that is true to the logic, then it’s actually another facet of the same thing.

Give it a try!

How do you deal with a situation where people just don’t seem to get the logic?

Should you give that talk?

A single “yes” to one of these questions might be enough of a reason to go for it:

Will the ideas you share make a profound difference in your audience’s life?

Is your story inconvenient but your audience needs to hear it?

Can you grow personally by preparing for, showing up, or speaking up at this event?

Does the thought of standing on that stage make you feel excited?

Is there a reasonable chance your insights could spark meaningful conversations within the audience?

Are you providing a voice for those who cannot speak up in this context?

Will sharing your experiences or knowledge help others navigate their challenges more effectively?

What would you add?

Things your audience does during a presentation

Tick all boxes that apply:

□ listen carefully to every single word
□ look the speaker up on LinkedIn
□ catch up on this morning’s emails
□ surf Instagram
□ try to match what’s being said to own experience
□ sleep
□ prepare to ask a question
□ flirt
□ doodle/take notes
□ mentally rate the presentation on a scale from 0 to 10
□ imagine giving the presentation themselves and how they’d do it differently
□ make a photograph of a slide
□ make a selfie
□ fact check a claim the speaker made
□ …

The list goes on.

The important question is:

What do you want your audience to do during your next presentation?

And how do you create the conditions to make that happen?

That was quick

Among the things that frequently surprise my clients is the speed at which we arrive at results.

Anna once said: “I am not sure how you crawl into these ideas so quickly, assess them so clearly and then make such helpful summative comments considering an arsenal of factors in such record time.”

Well, I have no idea how my clients arrive at their brilliance, either, but together it seems that it’s the perfect match.

If you have an important story to share, let’s connect and find the right words.

A Damn Cool Company

I have the privilege of working with people who love what they do and who are extraordinarily good at what they do.

Most of them are humble, too.

They know that their companies are special, but they also see where they are lacking.

They know where they are superior to the competition, but they also know where they are not.

What they don’t often do is take a moment to appreciate that brilliance. The next leap is always already waiting to be made.

When Oliver Kohl, CEO of Rebional, walked into our session, it was clear that he was leading a brilliant team. He had a strong vision for the company and a team that he deeply believed in. Over the past years, they had established themselves at the forefront of innovation in their field (catering). But they were facing some serious setbacks. After many years of hard work, they needed to make yet another leap.

Oliver wanted to inspire his team to believe in themselves just as much as he did.

After we had laid out the story, something magical happened.

He paused.

And calmly said: “This is such a damn cool company.”

It was a moment of revelation, of seeing beyond the collection of services and strategies that occupy his day-to-day work. He saw that he was not just running a business, but leading a true force of change, innovation, and passion.

That’s the power of trying to find the right words. Some words are precise. Some are eloquent. But the right words are more than that. They also feel right. They are true to who you are.

When he saw in plain sight what he had only felt deep inside, it put a bright smile on his face.

Pride is probably the word that describes it best, an outburst of pride.

Moments like these are what makes my job incredibly rewarding. Watching these leaders swell with pride, seeing their bright smiles, and hearing the excitement in their voices as they talk about their companies is a testament to the power of words. Words that don’t just communicate but connect, resonate, and, most importantly, inspire.

Reach out if you want that, too!

When in doubt, read your text aloud

Reading aloud is not just for children’s bedtime stories or grandiose speeches. It’s an effective editing tool and a litmus test for the clarity and flow of your text.

When you read your work aloud, you’re no longer just a writer; you become your first audience. You hear what your readers will ‘hear’ in their heads.

The benefits are immediate: Awkward phrasing, long-winded sentences, or subtle errors that your eyes may skip over — your ears will catch them. You’ll notice where you stumble, which usually means your readers would, too. The rhythm of your writing, crucial but easily overlooked, becomes unmistakably clear.

This practice doesn’t require any fancy tools or techniques. Just you, your work, and a willingness to listen.

Workshops for the new age

Remember the days when workshops were that marathon where you had to block off entire days in your calendar? A pretty tough choice when you’re busy getting that project finished.

During the pandemic, all of that shifted to Zoom, making things even worse. People tried to cram both into their calendar. The workshop, and in between breaks, they would quickly hop on a team meeting.

Exhausting, to say the least!

After the pandemic, zoom fatigue kicked in and many rushed back to in-person sessions. But the workload didn’t decrease, the schedules didn’t empty, the deadlines wouldn’t give in.

And yet, something shifted.

More and more of my clients do enjoy an improved workshop format that’s a consequence of the learnings we made through the pandemic.

We realized that when you’re meeting online, without the travel, why would you have to stick to a full day workshop? What made sense in a world where it’s crucial to minimize travel time, didn’t make as much sense in a world without that travel.

So, we tried to change the format to a series of smaller events, spread over several weeks, much like your favorite TV series but for professional development.

For my clients, this model turned out to be more than a quick fix. It was a game-changer:

  • No more blocking off entire days or weeks. These workshop series are bite-sized learning sessions that sneak into your busy schedule.
  • Our attention spans and learning styles have evolved and we’re no longer used to information marathons. We crave quick, impactful learning bursts that stick. These workshops acknowledge that with snippets of inspiration.
  • A focus on doing. The snippets we discuss in one session can be applied in the time in-between sessions. It deepens understanding and strengthens the discussion in the following sessions.
  • Revisiting topics over weeks allows for even deeper understanding and retention. It’s not a one-off inspiration; it’s lasting change.

Plus, let’s not forget the reduced carbon footprint of fewer travel-intensive retreats.

But don’t get me wrong – retreats are still vital for getting work done. When you want to nail a specific story, it’s priceless to set the time aside and don’t stop digging until you’ve nailed it. These series are not meant to replace these kinds of workshops. They’re the perfect complement for when you want to improve your skills in a sustainable way.

For my clients, workshops as a series have emerged as a response to our changed world – a world where learning needs to be as dynamic as our lives. It’s a recognition that sometimes, less is more, and slow and steady can win the race. Reach out, if you want this, too.

Busy being right

When you’re busy being right, consider that, in the meantime, others may already be getting it right.

PS: Happy to help if you’re trying to get your communication right.

Trusting the Expedition

When you begin to craft a speech, it can feel remarkably akin to setting foot on unfamiliar terrain. You’re heading into the unknown, with no clear path and everything’s a mess. It’s scary, too, because you might get lost and, ultimately, flop.

Yet, much like an expedition into uncharted territories, the thrill lies in the discovery. Initially, it feels overwhelming. The myriad of thoughts, ideas, and narratives intertwine, creating a complex web of confusion. The danger isn’t just feeling lost; it’s the creeping doubt that perhaps you might never find your way.

But this is where I come in, armed with confidence in the process. While the exact moment of transformation is unpredictable, one thing I know: the breakthrough will happen. It always does.

And when it strikes, it’s nothing short of magical. It’s that sudden, exhilarating stroke of insight, where sensation and excitement collide and confusion turns into clarity, chaos into order. The narrative emerges, clearly and brilliantly.

My role is to be that beacon of certainty, guiding you through the journey until you reach that clarity.

As you’re drafting your speeches to wrap this year or thinking about the ones to kick the next year off, connect with me. Together, we’ll craft a speech that you’re proud of. It starts with a first step. Are you ready? Reach out!

The Tipping Point

There’s a tipping point in the journey of preparing a speech.

It’s that electric instant when heart, gut, and mind synchronize, and you’re swept up in a tide of confidence and pride because everything clicks into place.

It’s the best part of any session with my clients.

Imagine we’re pouring over your narrative, dissecting thoughts, and assessing arguments in an intense session. The walls begin to fill with thoughts. It still very much feels like chaos.

But at some point, things start to shift …

Slowly at first.

And then, rather suddenly, it happens. A wave of realization hits. You look at the wall and a genuine, irrepressible smile forms. You’re not just pleased—you’re thrilled! Your gut feels it, your heart swells with pride, and your intellect nods in staunch approval. Chaos has turned to order, confusion to clarity. The story now unfolds in your mind with crystal clarity.

If you closed your eyes at that moment you would maybe see yourself on the stage. The spotlight shines, not as a daunting glare but as a warm embrace. The audience fades into a blur, but their energy is palpable. As you deliver your story, each word is uttered with conviction. Each slide, each gesture, and each pause is deliberate, powerful. The world witnesses not just the speaker, but a storyteller in full command, an orator who has grown beyond their already impressive standards.

This is no fantasy. It’s attainable – a reality, in fact, that I get to witness regularly with my clients.

Spread the Word

Dr. Michael Gerharz

Dr. Michael Gerharz