Benefit – „Was hab ich davon?“

Durst nach Orientierung

Was hab ich davon?!

„Und? Was hat Ihnen gefallen?“
„Ehrlich?“
„Natürlich, immer ehrlich.“
„Na gut. Gar nichts.“


Die Reaktion war für meine Verhältnisse etwas schroff ausgefallen. Ich war selbst erstaunt, dass mich die Situation so angreifen konnte. Meine negativen Erwartungen hatten sich erfüllt und das enttäuschte mich. Mein Benefit hatte die ganze Zeit keine Rolle gespielt, er war lediglich als Verkaufsargument missbraucht worden. Trotzdem bin ich dankbar für diese Erfahrung.

Doch wie war es zu diesen negativen Erwartungen überhaupt gekommen?

Ich war dieser Tage zu einer Präsentation gebeten. Man sagte mir nicht, worum es ging, machte ein Geheimnis um Thema und Inhalt. Meine erste Reaktion ist, Unrat zu wittern und ungehalten zu sein über diese Art von Bevormundung. Ich möchte die Freiheit haben, im Vorfeld entscheiden zu können, ob mich ein Thema interessiert oder nicht. Schonmal eine schlechte Ausgangslage.

Ich steige auch in keinen Zug, von dem ich nicht weiß, wo er hinfährt.

Trotzdem hatte ich mich entschieden, hinzugehen. Das ganze Unterfangen hatte im Vorfeld bereits eine ziemliche Schieflage, aber auch wenn ich inhaltlich nichts Interessantes erwartete, war womöglich die Form der Präsentation lehrreich. Und das sollte sie werden.

Ein gehobenes Businesshotel am Stadtrand, kleines Konferenzzimmer, acht Stühle in zwei Reihen. Eine Bekannte, der ich die Einladung verdanke, begrüßt mich. Es gelingt ihr nur schlecht, ihre Aufregung zu verbergen. Sie stellt mich ihren Eltern vor, einem bezaubernden, verhutzeltem Paar. Es folgt eine Dame in Business Outfit – Deux pieces, High Heels, – begrüsst mich sehr charmant und bringt mir ein Stilles Wasser. Ein Herr im dunklen Anzug begrüßt mich mit Handschlag, beiderseits markige Vorstellung. Komplettiert wurde unsere Runde von einer unscheinbaren Frau unbestimmten Alters, die sich offensichtlich deplatziert fühlte.
PowerPoint heißt uns die ganze Zeit schon willkommen, sechs Personen setzen sich. Der Herr im dunklen Anzug spricht die Begrüßung und stellt die Referentin mit den üblichen Floskeln vor, bevor er ihr das Feld überlässt. Sechs Personen deuten einen Applaus an. Skurril.

Die Dame im Deux pieces tritt auf, bedankt sich artig für die artigen Worte.

Noch immer weiß ich nicht, um was es hier geht.

Der Eindruck, mich auf einer üblen Kaffeefahrt zu befinden, verdichtet sich.

80% der Zeit schaut die Dame im Deux pieces beim Reden zu mir, spricht aber, als habe sie einen ganzen Saal vor sich. Ich scheine also der einzige „Frischling“ in der Gruppe zu sein. Routiniert und charmant rechnet sie mir zuerst vor, wie schlecht es mir jetzt gehe und wie beschränkt meine Möglichkeiten seien. Dann stellt sie rhetorisch die Frage, ob es nicht besser wäre, wenn ich unbegrenzte Möglichkeiten hätte, nur um mich sogleich darüber aufzuklären, dass ich diese Möglichkeiten bereits habe, ich müsse sie nur einsetzen. Soll das mein Benefit sein?

Ich frage mich, wie lange das wohl dauern wird. Keinerlei Orientierungshilfe von der Rednerin. Wo in ihrer Rede sind wir? Was erwartet mich noch?

Erst nach etwa zwanzig Minuten Vorrede kommt sie allmählich zum Thema. Ich könne ihrem Zirkel jetzt gleich beitreten oder auch später. Das Paket sei zwar sechshundert Euro wert, doch zahlen müsse ich dafür nur 500, denn schließlich solle ich das Produkt ja kennenlernen, bevor ich es verkaufe oder weiterempfehle.

Es ist also tatsächlich die erwartete Kaffeefahrt.

Nach geschätzten 45 Minuten ist die Präsentation beendet. Der Herr im dunklen Anzug bedankt sich für den interessanten Vortrag und für das Erscheinen des Publikums, wünscht allen, die richtige Entscheidung zu treffen und anschließend einen guten Heimweg.

So weit, so gut. Das Ganze war weitestgehend so abgelaufen, wie ich es erwartet hatte. Der Vortrag war bis auf die fehlende Orientierungshilfe gut strukturiert und gebaut, die Dame im Deux pieces hatte die Präsentation sehr routiniert und charmant durchgezogen. Trotzdem habe ich ausgesprochen gereizt auf ihre Frage: „Was hat Ihnen gefallen?“ reagiert.

Was war geschehen?

Ich fühlte mich zu keinem Zeitpunkt gemeint. Hinsichtlich der vier H-A-I-L Postulate möchte ich Ehrlichkeit, Authentizität und Integrität nicht in Abrede stellen – zumindest das Streben danach war deutlich zu erkennen – doch das vierte Element, das wichtigste, fehlte komplett: Emphatische Zugewandtheit. Was ist der Benefit des Zuhörers? Was hab ich davon? Eine Aussicht auf irgend etwas in dieser Hinsicht war mir von Anfang an verweigert worden. Zum eigentlichen Thema kam die Dame im Deux pieces nach etwa zwanzig Minuten. Es war gefühlt eine Verkaufsveranstaltung, getarnt als Präsentation eines Zusatzverdienstes, dessen Seriosität ich nicht beurteilen kann.

Ihr erster Fokus war, für sich einen neuen Kunden zu gewinnen und nicht, den Zuhörern – in diesem Falle mir – etwas vorzustellen, von dem sie überzeugt ist, dass es mein Leben verbessern kann. Ich fühlte mich benutzt und nicht gemeint. Ein Satz, der schon viele Beziehungen beendet hat. Eine Beziehung konnte auf diese Weise gar nicht erst entstehen. Die negativen Erwartungen, mit denen ich in die Veranstaltung gekommen bin, hatten der Vortragenden die Arbeit von vorn herein nicht gerade erleichtert. Deswegen schlug ich ihr im anschließenden Gespräch vor, die Geheimniskrämerei in der Einladung zu unterlassen: Es könne doch nicht ihr Wunsch sein, Menschen, die sich per se für ihr Angebot nicht interessieren, in eine „Informationsveranstaltung“ zu tricksen. Doch das lehnte sie vehement ab:

„Wenn die Leute hören um was es geht,kommen sie nicht.“

Hallo?! Wenn das Produkt von sich aus nicht zu punkten vermag, dann darf sie ihren Vortrag überdenken. Aber wie?


 

TheKish Experience glaubt an die Kraft publikumszentrierter Präsentationen. Unser Hauptaugenmerk liegt auf dem Publikum, den Zuschauerinnen und den Zuschauern. Wir sind überzeugt, dass eine zugewandte, gebende Haltung sich mittelfristig nicht nur kaufmännisch positiv auswirkt, sondern dass die nachgewiesenermaßen damit verbundene Ausschüttung von Glückshormonen auf beiden Seiten auch der körperlichen Gesundheit zugute kommt. Für das Begründen einer geschäftlichen Partnerschaft, die Zukunft haben soll, ist es sinnvoll, sich die Frage zu stellen:

„Wie oder womit kann ich meinem Kunden bei der Behebung seines größten Problems helfen?“

Nicht dass irgendwelche Missverständnisse aufkommen: Natürlich lassen wir uns für unsere Lösung angemessen bezahlen. Schließlich leben wir ja davon. Nur stellt unsere Herangehensweise die Frage: „Wie kann ich sein oder ihr Problem lösen?“ und nicht: „Wie kann ich ihm oder ihr möglichst viel verkaufen?“

Der Wechsel ist leicht. Sobald Sie von Ihrem Produkt aufrichtig begeistert sind, sobald Sie überzeugt sind, dass es das Leben Ihres Publikums bereichert, erleichtert oder erweitert, sobald Sie wissen, dass Sie Ihr Bestes geben, sind Sie bereit für Ihre Präsentation. Sie wollen die Welt besser machen.

Es ist eine zugewandte, proaktive Einstellung, die eine Antwort auf eine Frage anbietet. Sobald diese Einstellung die Präsentationen begleitet, fallen viele Themen automatisch weg. Themen, die in den Trainings oft angesprochen werden: Was mach ich mit meinen Händen? Wie komme ich sicher durch die Präsentation? Was passiert mit meiner Stimme?

Sobald Sie publikumszentriert denken, verstehen Sie Ihre Präsentation als Dialog, als Gespräch. Sie haben verstanden, dass Sie dem Publikum ein Geschenk überreichen werden. Wo sollte da Lampenfieber Platz finden? Wo Gedanken an die Hände? Oder daran, ob ich auch sicher den Faden behalte?

„Was ist der Gewinn?“

Probieren Sie’s aus. Gehen Sie an Ihre nächste Präsentation mit der Frage „Was hat der Zuhörer, die Zuhörerin davon, mir zuzuhören? Was ist der Gewinn für sie?“ Sie werden feststellen, dass der Fokuswechsel für Sie als Redner eine ungeheuere Entlastung  bringt, in der Interaktion mit Ihrem Publikum.

Wenn Sie dazu Fragen oder Anregungen haben, freue ich mich auf Ihre Mail.

Auch 2015 werden wir in loser Folge Trainings im „Publikumszentriertes Präsentieren“ anbieten. Sowohl deutschlandweit, als auch in der Schweiz. Erfragen Sie Termine und Orte.

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