Getting to "Yes"

I heard an excellent speaker recently who gave guidance on how to facilitate an answer of "yes!" regardless of the question and regardless of the specific context (sales, management, strategic planning, etc.)  Dean Minuto is an author and consultant to a wide variety of individuals and professions.  (Yescalate.com)  

Here are 3 key messages that apply to the AMC community:

(1)    Be sure to focus on answering WIIFM or "what’s in it for them" as the highest priority in framing any question where you are seeking a "yes."  For example, the recent research study that was completed by AMC Institute can certainly help us in explaining how AMCs can support Volunteer leaders and non-profit organizations in achieving financial health and stability.

(2)    Recognize that attention spans are short and always offer the most compelling information in the beginning and at the close of any discussion or presentation.  Most of us are guilty of spending precious "attention span time" to talk about our specific firms, or the landscape of AMCs, or the history of how we arrived at the present day as we create context leading up to a question where we are seeking a "yes."  Often the most important slide in any presentation deck is in the middle, NOT up front or repeated again at the end.  Research on brain function indicates that the more we are asked to think, the slower we are to decide or say "yes!"  Further, Dean challenged his audience to take any presentation and determine which "one slide" would you share if you could only share one slide?

(3)    Remind yourself of the power of visual communication and be relentless in engaging this form of communicating.  The AMC Institute’s new logo and consistent branding is a significant step in creating a strong visual identity to represent our position as thought leaders with respect to the AMC model.  Again, research shows that our brains process text 30 times slower than visual input!  If we can "show it" in an infographic or video we should never put it into words.

We find ourselves at a very exciting place in the evolution of AMCs and AMC Institute.  Those of us able to attend the AMCs Engaged program and ASAE Annual Meeting in Detroit received an infusion of inspiration and collaborative energy which are hallmarks of our community.  Who are you currently seeking an answer of "yes" from and what can you do to thoughtfully incorporate the above check list to facilitate getting a "yes!"?