Ah … yup.
We make decisions based on our emotions all the time.
We justify them based on facts – on logic.
For example, the majority of people don’t buy a car based upon how economically it will get them from A to B. It’s usually something else … like the most new gizmos, the colour, the speed … or just the way it makes them feel. But when you ask them, they’ll typically tell you how practical it is …
You just have to look at advertising to see how important emotion is to the sale. Kids and animals sell. Sex sells. And status … keeping up with Bob down the street.
Ever heard the expression, “Listen to your gut?”
Entrepreneurs listen to their gut all the time. It’s how a lot of important decisions are made. It alludes to your senses – how to “feel” about something. For example, people like to work with people they like – people like them usually – people they enjoy being around. A lot of decisions are made just like that.
Now, it’s important to base your presentation on logic, on facts and figures, but don’t forget to include a bit of emotion, as well.
I don’t mean laugh or cry or mount a love-in, but depending on the audience, there might be a need to appeal to their emotions. Yes, even in business presentations.
I’ve won many a contract based upon emotion, because I offered security … a guarantee … something to make my audience feel more comfortable saying “yes.” Or I simply made them laugh.
So … lead with the head … but don’t forget a dose of heart.
Here’s another article and the types of emotional appeals your can use in your persuasive presentation.