Make Marketing Suck Less

How to Rebel Against the Status Quo During Your Next Presentation

“Are you ready to rebel against the status quo?”

Every time I’m introduced as a speaker those are last words before I go on stage. My audience typically nods yes to this question because they are craving something a little different, but sometimes I scare my audience a bit.

You see, the status quo is comfy. It’s easy. It’s safe.

And change is hard. It’s risky. It’s unknown.

The entrepreneurs and startups that I work with don’t want comfy or easy.

They don’t want to be a “me to” speaker recycling the content of those who blazed a path before them.

They desire change and a fundamental shift in their industry.

It’s a much, much harder path to rebel. To stand in front of a room knowing that what you have to say is going to make people uncomfortable.

Knowing that instead of nods of yes, you’ll be getting looks of “are you crazy?”

Knowing that your arguments will be challenged.

Knowing that at the end of the presentation you might be met with a curt “Thank you for your time, but no thank you.”

My clients work with me because they are ready to rebel against the status quo. They want to stand out and know that their ideas pave the way. They’ve got a controversial point of view that they believe can impact lives, build business, and in some small way make the world a better place.

As we craft a message that changes an industry, this question arises:

How do you fundamentally challenge your audience’s beliefs without losing them in the process?

Ok. My clients don’t actually ask that; they ask “How do I say this without being a complete asshole?”

Nothing ever changes if you can’t get people on board with your unconventional visions.

So here’s how to challenge your audience while not being a jerk bag in the process.

Understand exactly what your audience believes

During my first consulting session with new client speakers, I ask the question “what does your audience believe about your message?”

I’m looking for the good, the bad, and the oh-hell-no – especially the oh-hell-no.

There’s magic in resistance and for a Communication Rebel, like yourself, you must not ignore the resistance.

The resistance is key to unlocking the door to persuasion. It’s the cornerstone of your revolution.

Identify it and then take this next step…

Start where they are

You’ll do yourself no good, if you come out guns blazing, firing heavy ammunition at long held, steadfast beliefs and opinions.

Put away the pistols Polly, and meet the audience exactly where they are on your topic. This means acknowledging their beliefs, attitudes and opinions.

Don’t just acknowledge, find the common ground between where you are today and where you want them to be.

Since you’ve brainstormed their BS points, use this in creating that presentation. Speak to their objections, and not only that – answer those objections during your presentation.

This shows the audience two things: 1) you’ve thought about what they think before your presentation, and 2) you put the time and effort into thinking through, and answering those objections.

At the very least it establishes good will and in a best case scenario it brings them around to your way of thinking. And, as my buddy Aristotle says, good will is key to establishing your credibility.

Use stories and case studies along the way

Want to really win people over to your way of thinking? Then you need powerful case studies and stories.

Human being are hard wired for storytelling. A story is an engaging vehicle for changing hearts and minds.

It’s easier to challenge the status quo when you can tell a story of someone who was just like them. They had the same concerns about change, held similar beliefs, and yet took a risk on your crazy idea.

When they took that leap into the unknown, this is what happened: They got great results.

And even if you don’t know those results yet, you can use the story to explain WHY they decided to be persuaded to your way of thinking.

The added bonus is that a story is less confrontation than directly challenging the audience. Plus, your audience knows that they aren’t alone in their attitudes. They see others, who believe what they believed, challenging the system.

[Tweet “You’ve got the tools to challenge your audience without being a jerk. The next step is to do it.”]

Know the destination

Changing the status quo rarely happens in just one presentation. I’ve worked with only one start-up, where the investor bought the vision and signed the check at the end of the pitch. And that is a crazy outlier!

Most of the time, it takes many presentations and numerous conversations to change an industry or even change one single person.

This presentation you’re creating is hopefully just the first of many interactions.

That is why it’s important to know the destination. Is your goal to have the audience chanting your name and pledging allegiance to your new idea? Or is your goal to open their mind and continue the conversation with you and with each other?

The more radical the rebellion, the more your destination needs to be future conversations.

Set your destination and guide the audience there.

Are you ready to rebel against the status quo?

You’ve got the tools to challenge your audience without being a jerk. The next step is to do it.

Create the presentation that shakes up your industry. Get funding for your business that is going to revolutionize the system.

Take the action. Make the argument. Tell the story. Give them hell. And if you need this Communication Rebel’s help in your rebellion, you’ve got it right here.