The persuasive formula is a simple outline of the mental thought process to help you persuade in your speaking. It can make it possible to organize your thoughts in such a way as to not need to memorize a speech. It is a pattern of thinking to help you simplify your thoughts to communicate successfully.
Used like a site map of the mental process, it can aid you with extemporaneous speech. If you give a speech with notes, an outline, or from your heart, these are the ingredients of a persuasive speech.
With practice, the persuasive speech mental process will enable you to create a mental algorithm. The algorithm will be the basis of formulation of your thoughts and what you will say. Rather than thinking of specific words and how you will say them, you are preparing the thought process that will come from within you.
If what you say comes from within your heart and if it is always positive and kind, what you say will always be well accepted and appreciated. More importantly, it will improve your ability to persuade.
It will be appreciated like a piece of pie. As a matter of fact, creating a persuasive speech is as easy as pie.
This formula will aid you to define the three basic elements needed to create a persuasive speech and to see how effective it was.
This is a formula used in nursing. It can work in many situations you may be faced with in life.
The A stands for analyze. It is the part of pie making where you look at the recipe and get all of the ingredients.
Analyze your audience. Before you can persuade your audience, you need to know who they are. Who is the audience you want to respond, understand or act on your persuasive message.
Are they colleagues, customers, clients, managers, marketers? Are they business men and women or employees, old or young? Are they favorable to your message, opposed, or neutral? What is their experience?
Consider an example of a mental site map and the thinking process. You have received notification your audience is going to be a group of seniors. Your mental formulation of how you’re going to approach what you say will be different than an audience of teenagers.
You will not be able to capture attention if you talk above or below the sociological needs and differences of your audience. This is important whether talking to one or one thousand. This is the first step to create a persuasive connection with the audience.
To illustrate, I approached two doctors on two different occasions about my specialty of nursing regarding starting a program at the hospital where we worked. The first, a young surgeon. He was lukewarm in his reception to my conversation.
As he was walking away, realizing I had not connected with him, I said, by the way, Such and Such hospital made 7 million on their one unit with this program last year alone. He turned around and gave me 15 minutes.
The second nearing retirement was interested in how he could keep a patient alive with hemoglobin levels (Blood Count) lower than science said you could have and still live. His words were, “ I just lost a patient with a Hemoglobin of five and your telling me you have had patients below three. I need to know how this is being done.”Analyze also calls for defining in your mind what you want from your listeners. How do you want to persuade your audience. This is your purpose and it will be referred to as speaking on purpose. Do you want them to buy into your ideas, agree, or support you? What do you expect to be done as a result of your presentation. Mentally define what you want.
Even in informative situations, your goal is to have the knowledge taken in and perhaps put to use that becomes your purpose.
You need to know what you want if you will get it from those you speak to. To get it form them, you need to communicate it to them.
What's In It For Me
The next ingredient is what is in it for them. The single most important thing an adult learner needs to know is ‘What is in it for me.’ What is the self serving most important benefit to your listener of what you’re saying? How will it help with their job performance? How will they benefit. Will it make the work easier? Will it improve working conditions? Even benign changes can be more readily implemented and accepted if framed as a benefit.
Adult learners need to know ‘what’s in it for them’ to accept learning. It is part of how we are hard wired. All of us have internal motivators or actuators. They are turned on or turned off by the words used.
Turned off? Absolutely. How many ads have you seen where someone tells you that you can make tens of thousands of dollars a week if you only spend $29.95 on their program. What is your response? ‘Yeh, sure.’ How persuasive were they. Your mental spam filters came on and you have turned off your motivators and or actuators.
With the ingredients in hand, it is time to plan. If extemporaneous, focus on each of the main ingredients of a persuasive speech. These will need to be mixed together in your speech.
If extemporaneous, by outline, or by notes, follow general speech giving guidelines.
This Should Be Your Goal in Persuading
What is the number one thing adult learners need in order to receive information, appreciate it and be persuaded? What’s in it for them? Well, what’s in it for you as the presenter?
This is your E or evaluation. Did you get the response you wanted? Not just people coming up and patting you on the back. Not just a handshake or even a pay check.
What your evaluation will provide for you will tell how effective you were as a speaker.
Your evaluation needs to look at the your realized results in the fulfillment of your purpose. Here is the most important paradox regarding being unselfish.
You can only get what you want if you give them what they want. The more you fulfill their needs, the more your own needs will be fulfilled. If you want your persuasive speech to move them to action, it needs to self satisfyingly serve them.
By making this evaluation, you will continue to progress to Speechmastery.
Persuasive Speech Home More about the persuasive speech process.