Stay focused with talking points

While Short Takes articles focus primarily on aspects of writing for donors, there are times when we have the chance to make the case for our programs directly to an audience. Unfortunately, we don’t always make the best use of our time. Talking points can help.

The challenge
I attended a concert that also served as an introduction to a nonprofit. It was a great idea. Concertgoers could learn about the organization and choose whether to support it.

The time came for an introduction to the evening’s nonprofit, whose representative began by saying there were five things she wanted to tell us about the agency. I groaned, and then I tuned out.

I didn’t mean to! The organization has a strong reputation. I didn’t know much about it and hoped to learn more. But my concern about the “five things” came true—the speaker took too long to provide too much information.

During intermission another representative from the organization took the microphone to provide even more information. This time my friends groaned with me. When she opened a multi-paneled booklet to provide more detail our group went outside for a walk. It was a lost opportunity.

Unfortunately this wasn’t my only experience like this. Too many people think that more information will help them make their case, when actually less detail highlights achievements and priorities, with more impact.

Some tips

• Prepare. Most of us find speaking extemporaneously – and convincingly – challenging. We need time to prepare our thoughts.
• Talking points are a sequential series of short, simple notes, often in bullet form, that help the speaker deliver an effective presentation. The act of preparing talking points helps you decide what you want to say and how you want to say it.
• Use notes. You don’t need to memorize your comments. I find that having my talking points handy keeps me on track and reduces my nerves.
• Keep it focused. Don’t go on and on! You may notice that people are paying more attention to their phones than they are to you.
• Do a test run. If you want to limit yourself to five minutes—or even three—practice. It might take a few tries to keep within the time limit.
• Get feedback. Ask a trusted colleague to listen to a practice presentation and give you frank feedback. You’ll be glad you did.
• Make it real. Tell a short—and I mean short—story to breathe life into your comments. Even one sentence can create a visual that strengthens your point and adds interest.
• Be positive. My attention plummets when a speaker starts complaining.

Brief, upbeat comments can foster interest and generate giving. Actually, it’s kind of like writing a proposal!