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Pander or Deliver?

Posted By: Randy GageMarch 26, 2015

This morning I was in a breakout session at a large conference. The breakouts are for specific content, with actionable results.

For some unknown reason, the person in charge of introducing the speaker felt necessary to spend two minutes to, “give you a little background about me and what I do.” Why would any person asked to introduce a speaker think that was appropriate?

Then the main presenter, who is a “name” in that space, spent the next 18 of his remaining 43 minutes pandering to the audience, trying to build rapport by telling us what an average Joe he is.

You can open your speech (or blog, marketing presentation, appeal to donors, etc.) talking about how great it is to be in [city], and how you always loved it, wanted to visit, heard great things, blah, blah. You can tell funny stories about your children or grandchildren that all parents can relate to. You can use phony audience participation tactics and cheesy NLP techniques to manipulate the attendees.

Or you could grab them by the throat by opening with the powerful and relevant content they came for in the first place.

Which approach do YOU take?

- RG

 

26 comments on “Pander or Deliver?”

  1. It sounds like he had to recover from not getting properly tee'd up. There needs to be a little rapport building, but I'm with you, let's get to it!! 🙂

  2. I appreciate most, direct authenticity.  Be real, avoid obvious manipulation or any manipulation if you can - but then again, I'm not a salesperson for a living in the way others may be. 🙂

  3. Funny.. what immediately hit me was my first seminar work which was with Landmark Education in its early days. The trainers were originally from the EST program and by nature were a bit militant. After sitting in the room for a while the trainer walks in and the room goes quiet. He just stares at the group. Suddenly we hear "I'm going to suggest to you that Life is empty and meaningless".. long pause. "And it doesn't MEAN anything that its empty and meaningless!" How's that for a lead in RG?

  4. Wow Randy awesome post. This actually helped me decide on what my introduction will be for the first meeting of a small group that I'm working on. Was almost considering a similar approach...now I'm slightly embarrassed hahaha but that wouldn't be what they came to hear. Thanks for the insights.

  5. I get it about networking, but it seems, especially in a break-out session that the introduction should take no longer than about 30 seconds?  And I'd probably be more impressed if the speaker had given you the goods and maybe interspersed bits of how much he has in common with the audience at spots during the talk, maybe after he had made one of his main points?  I'm not a speaker and don't attend a lot of conferences, but am just saying what would impress me if I were there.

  6. I take the "cheesy bullshit" approach.  Most people are too stupid for content.  They prefer pandering.  How else to explain the type of politicians we have (or the thousands of motivational Internet gurus)?

  7. pandkenterprises I shall never forget the day an old partner of mine delivered 90 minutes of hardcore Internet Mktg content to a room full of 400+ network marketers (this was circa 2003, mind you) - I watched as they all filed out of that hall, dumbfounded, confused, shaking their heads almost en masse.  I'm not so sure, a dozen years later, if anything has changed...maybe, with all the "smart" technology, the situation is even worse!

  8. StevenWayneJohnson pandkenterprises It is worse.  It's all about the 10 second soundbite and fireworks.  Televangelists, Internet gurus, and politicians know this so they gear their rhetoric to appeal to the masses, and the masses only have about 20 seconds worth of attention span. Emotion is what sells, not logic or common sense.  Ask anyone who knows psychological marketing.

  9. @Randy_Gage Ah! It happened to me so many times. I started reading a book/ ebook/ blog post or watching a video / webinar ... and got bored waiting for the actual content. 
    I started as a ...
    This is how my system has changed Mr. X's life ... 
    Reason for writing this .... 
    Before I start this webinar, let me tell you ...
    Arrgghhhh .... It irritates me! I always wondered whether I am the only one who found these annoying. Glad to know that you are in that club too. 
    That's why I like your contents. Pure value, no BS. Thanks.

  10. I agree. I like Randy's approach as well. Hello everyone.....here's the info I thought would be good for you.....adds just the right amount of humor.....and says good bye. Perfect! In my opinion, Randy builds relationships from the sincerity and energy he has in his delivery. I really enjoy prosperity tv. Thanks Randy!

  11. As usual, I couldn't agree more with you, Randy. Our mutual friend/mentor Bill Gove believed that entertainment was critical to success with audiences, and presenting relevant content is one of the most exciting/entertaining things you can deliver! Lets skip the pandering and get to the point! Bravo, Mr. Gage!

  12. "So, will you ring the bell or answer the bell?" (Pause). That was a grab-em-by-the-throat opener by a guy named Randy Gage that still influences my actions today. It will live with me forever.

  13. From watching you deliver many powerful talks through the years, I'm more likely to get straight to it. That's something I've always noticed, and been impressed by, with the way you just get into your talk. You don't waste any time with superficial pleasantries, just start the conversation from the word go. I made note of that a long time ago.

  14. Never pander. I have audio workshops, from top level corporate speakers and speaking coaches, that explain exactly how to hook your audience and get them eager for the content from the first word that comes out of your mouth. You should assume that the audience already wants to hear you--that's why they're there.

  15. Hey Randy, I'll forever remember your opening to your talk at the 2006 AgelWorld, when right off the bat you brought us into your living room (figuratively of course) watching the great and late Steve Irwin amaze with his fearless deeds. How he'd followed his dream and passion with unwavering intensity and became a national icon in many ways. Of course he'd passed away just a few days before and being an Aussie in the US I'd already been told "Sorry for your loss" about 100 times in 3 days! 
    Your point was made immediately (I took it as be passionate about your dreams and play the game of life and your business grandly) and there were a few tears flowing in the audience too which connected the emotion to the point. I learned a great lesson that day about the 'art' of speaking. Thanks Randy, cheers Goran

  16. Deliver, Always Deliver @Randy_Gage I could not agree with you more! I remember once going to a seminar in london many moons ago and it was all to do with IM and some well known website that I forget the name of!
    It was full of people (speakers) telling me their story and how they had made their rags to riches lifestyle via this (well known IM Website) and then tried to sell on their easy to use and follow programms, books to make a fullfilling a rich lifestyle and all I had to do is part with my well earned cash!
    Luckly for me I never followed that path and took a much better route and surrounded myself with heavy hitters like your goodself.

    Being successful is all about getting rid of limiting beliefs and trusting in the universe, becoming a resourse and giving the peple what they want. We can always write a biography about ourselves after though!
    Powerful post as usual RG. sharing as usual dude.
    - PD

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  • 26 comments on “Pander or Deliver?”

    1. It sounds like he had to recover from not getting properly tee'd up. There needs to be a little rapport building, but I'm with you, let's get to it!! 🙂

    2. I appreciate most, direct authenticity.  Be real, avoid obvious manipulation or any manipulation if you can - but then again, I'm not a salesperson for a living in the way others may be. 🙂

    3. Funny.. what immediately hit me was my first seminar work which was with Landmark Education in its early days. The trainers were originally from the EST program and by nature were a bit militant. After sitting in the room for a while the trainer walks in and the room goes quiet. He just stares at the group. Suddenly we hear "I'm going to suggest to you that Life is empty and meaningless".. long pause. "And it doesn't MEAN anything that its empty and meaningless!" How's that for a lead in RG?

    4. Wow Randy awesome post. This actually helped me decide on what my introduction will be for the first meeting of a small group that I'm working on. Was almost considering a similar approach...now I'm slightly embarrassed hahaha but that wouldn't be what they came to hear. Thanks for the insights.

    5. I get it about networking, but it seems, especially in a break-out session that the introduction should take no longer than about 30 seconds?  And I'd probably be more impressed if the speaker had given you the goods and maybe interspersed bits of how much he has in common with the audience at spots during the talk, maybe after he had made one of his main points?  I'm not a speaker and don't attend a lot of conferences, but am just saying what would impress me if I were there.

    6. I take the "cheesy bullshit" approach.  Most people are too stupid for content.  They prefer pandering.  How else to explain the type of politicians we have (or the thousands of motivational Internet gurus)?

    7. pandkenterprises I shall never forget the day an old partner of mine delivered 90 minutes of hardcore Internet Mktg content to a room full of 400+ network marketers (this was circa 2003, mind you) - I watched as they all filed out of that hall, dumbfounded, confused, shaking their heads almost en masse.  I'm not so sure, a dozen years later, if anything has changed...maybe, with all the "smart" technology, the situation is even worse!

    8. StevenWayneJohnson pandkenterprises It is worse.  It's all about the 10 second soundbite and fireworks.  Televangelists, Internet gurus, and politicians know this so they gear their rhetoric to appeal to the masses, and the masses only have about 20 seconds worth of attention span. Emotion is what sells, not logic or common sense.  Ask anyone who knows psychological marketing.

    9. @Randy_Gage Ah! It happened to me so many times. I started reading a book/ ebook/ blog post or watching a video / webinar ... and got bored waiting for the actual content. 
      I started as a ...
      This is how my system has changed Mr. X's life ... 
      Reason for writing this .... 
      Before I start this webinar, let me tell you ...
      Arrgghhhh .... It irritates me! I always wondered whether I am the only one who found these annoying. Glad to know that you are in that club too. 
      That's why I like your contents. Pure value, no BS. Thanks.

    10. I agree. I like Randy's approach as well. Hello everyone.....here's the info I thought would be good for you.....adds just the right amount of humor.....and says good bye. Perfect! In my opinion, Randy builds relationships from the sincerity and energy he has in his delivery. I really enjoy prosperity tv. Thanks Randy!

    11. As usual, I couldn't agree more with you, Randy. Our mutual friend/mentor Bill Gove believed that entertainment was critical to success with audiences, and presenting relevant content is one of the most exciting/entertaining things you can deliver! Lets skip the pandering and get to the point! Bravo, Mr. Gage!

    12. "So, will you ring the bell or answer the bell?" (Pause). That was a grab-em-by-the-throat opener by a guy named Randy Gage that still influences my actions today. It will live with me forever.

    13. From watching you deliver many powerful talks through the years, I'm more likely to get straight to it. That's something I've always noticed, and been impressed by, with the way you just get into your talk. You don't waste any time with superficial pleasantries, just start the conversation from the word go. I made note of that a long time ago.

    14. Never pander. I have audio workshops, from top level corporate speakers and speaking coaches, that explain exactly how to hook your audience and get them eager for the content from the first word that comes out of your mouth. You should assume that the audience already wants to hear you--that's why they're there.

    15. Hey Randy, I'll forever remember your opening to your talk at the 2006 AgelWorld, when right off the bat you brought us into your living room (figuratively of course) watching the great and late Steve Irwin amaze with his fearless deeds. How he'd followed his dream and passion with unwavering intensity and became a national icon in many ways. Of course he'd passed away just a few days before and being an Aussie in the US I'd already been told "Sorry for your loss" about 100 times in 3 days! 
      Your point was made immediately (I took it as be passionate about your dreams and play the game of life and your business grandly) and there were a few tears flowing in the audience too which connected the emotion to the point. I learned a great lesson that day about the 'art' of speaking. Thanks Randy, cheers Goran

    16. Deliver, Always Deliver @Randy_Gage I could not agree with you more! I remember once going to a seminar in london many moons ago and it was all to do with IM and some well known website that I forget the name of!
      It was full of people (speakers) telling me their story and how they had made their rags to riches lifestyle via this (well known IM Website) and then tried to sell on their easy to use and follow programms, books to make a fullfilling a rich lifestyle and all I had to do is part with my well earned cash!
      Luckly for me I never followed that path and took a much better route and surrounded myself with heavy hitters like your goodself.

      Being successful is all about getting rid of limiting beliefs and trusting in the universe, becoming a resourse and giving the peple what they want. We can always write a biography about ourselves after though!
      Powerful post as usual RG. sharing as usual dude.
      - PD

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