If you want to really get your audience to remember a point, try “show and tell”. If done right, demonstrations can make an unforgettable impression on an audience.
No one in the Washington D.C. hearing room will ever forget Nobel Prize Winning Physicist Richard Feynman immersing some rubber O-Ring material in a cup of ice water to demonstrate the cause of the explosion of the Space Shuttle Challenger.
It turned out that the insulation around the infamous shuttle O-Rings, which had properties similar to styrofoam, became dangerously inelastic at 32 degrees, the temperature on the day of the Challenger launch.
Feynman demonstrated the problem by immersing the material in a glass of ice-water and showing how inelastic the material became at freezing point.
The Secret to Powerful Demonstrations
To have the same high impact with your demonstrations, follow three rules.
The Case of the Five-Gallon Drums of Titanium Oxide
Several years ago, Danny Daye had a wonderfully simple demonstration to prove the value of his new internet service WorldWideTesting.com when he spoke to a conference of venture capitalists. He wanted to demonstrate the value of providing on-line quality assurance for commodity products that could be purchased over the internet.
When his turn came to make his pitch, he lumbered on-stage carrying two cumbersome five gallon drums. He stacked the identical drums on top of one another, slowly adjusting them so that the labels would face the audience.
"That is Titanium Oxide," he said. "This pharmaceutical grade chemical sells for $100,000 per container. More about that later." He went on to explain how his quality assurance service was critical to giving companies confidence in the commodity products they buy over the internet.
Finally, to close his presentation, Daye pointed to the top drum and said, "That one is pharmaceutical grade, worth $100,000. This bottom one, is industrial grade, worth $320. From where you're sitting, like buyers on the internet, how would you know the difference? With World WideWorldWideTesting.Com you will know.
Great demonstration! Simple. It worked. And it made a very persuasive point.
At Speechworks we help our clients learn how to give communicate in a way that connects and persuades. If you’re interested in becoming a great communicator give us a call at 404-266-0888 or check out our website at www.speechworks.net
3500 Piedmont RoadSuite 330 Atlanta, Georgia 30305404.266.0888404.364.3490 (fax)Speechworks on Facebook
Since 1986, Speechworks has been coaching America’s top businesspeople to communicate in a way that connects with listeners, sells ideas, and inspires confidence. Let our coaches help you develop a communication style that inspires confidence.