Page 36 - The Presentation Secrets of Steve Jobs How to Be Insanely Great in Front of Any Audience by Carmine Gallo

ANSWER THE ONE QUESTION THAT MATTERS MOST 17

to convince the audience that the switch was the right thing
to do. His presentation was enormously persuasive in chang-
ing people’s opinions because, using plain and direct language,
he answered the one question that mattered most: Why should
Apple’s customers and developers care?

Yes, it’s true. We are going to begin the transition from
PowerPC to Intel processors. Now, why are we going to do
this? Didn’t we just get through going from OS 9 to OS X?
Isn’t the business great right now? Because we want to make
the best computers for our customers looking forward. Now,
I stood up here two years ago and promised you this [slide
shows desktop computer with 3 GHz], and we haven’t been
able to deliver it to you. I think a lot of you would like a
G5 in your PowerBook, and we haven’t been able to deliver
it. But these aren’t even the most important reasons. As we
look ahead, though we have some great products now, we
can envision some amazing products we want to build for
you, and we don’t know how to build them with the future
PowerPC road map. That’s why we’re going to do this. 2

Jobs articulated the argument so convincingly that few
people in the audience that day left without a high degree of
confidence that the transition had been the right thing for
Apple, its developers, and its customers.

Why Should I Care?

During the planning phase of your presentation, always remem-
ber that it’s not about you. It’s about them. The listeners in your
audience are asking themselves one question—“Why should I
care?” Answering that one question right out of the gate will
grab people’s attention and keep them engaged.
I was preparing a CEO for a major analyst presentation and
asked how he planned to kick it off. He offered this dry, boring,
and confusing introduction: “Our company is a premier developer
of intelligent semiconductor intellectual property solutions that
dramatically accelerate complex system-on-a-chip designs while