Page 35 - The Presentation Secrets of Steve Jobs How to Be Insanely Great in Front of Any Audience by Carmine Gallo

16 CREATE THE STORY

lower performance and harder to use . . . and these things
are uuugly! So, let me tell you about iMac. 1

After describing the weaknesses of current products in the
preceding excerpt, Jobs drew a verbal road map for his audience,
listing the features he would explain in more detail. (Learn more
about drawing a road map in Scene 5.) The audience learned that
the new iMac was fast (“it screams”) and that it had a “gorgeous”
fifteen-inch display, a large amount of built-in memory, and
components that would make accessing a network easier for stu-
dents and home users. In one of his typical surprise moments,
Jobs then walked to the center of the stage and pulled the cover
off the new computer.
Your audience wants to be informed, educated, and enter-
tained: informed about your product, educated on how it works,
and entertained while learning about it. Above all, people want
to know the answer to one question: Why should I care? Let’s
take a closer look at that iMac excerpt. Jobs told the audience,
“what that means is . . .” Jobs connects the dots for his listeners.
Although he might leave the industry in the dark about future
Apple releases, he never leaves his audience guessing when the
product is finally introduced. Why should you care about Apple’s
new computer, MP3 player, phone, or gadget? Don’t worry. Jobs
will tell you.

The Rumors Are True

For years, Apple had a rivalry with Intel—even setting fire to
an Intel bunny man in a 1996 TV spot. One decade later, Apple
put its rivalry to rest and announced that Intel processors would
power its new Macintosh systems, replacing IBM’s PowerPC
chips. On June 6, 2005, Jobs announced the switch at Apple’s
Worldwide Developers Conference in San Francisco.
Rumors of the switch had been floating around for months,
and many observers expressed concern about the transition.
Reporters for eWeek magazine found it difficult to believe Apple
would swap the PowerPC for Intel, since the PowerPC had
worked well for the brand. Developers were grumbling. Jobs had