Booher BanterBusiness Communication Consultant

Do you recognize a skeptic’s stare—the polite nod of acknowledgement and inward glare of “Never in a million years.”  I see it occasionally when coaching technical presenters to loosen up a bit, to use an anecdote to make a point memorable, to put their personality into play.

Mellody Hobson, president of Ariel Investments, echoed that advice in a recent Fortune magazine interview as she gave tips for a memorable presentation.   “Personalize it,” she says. 

When she’s making investment presentations to clients and prospects, she talks about how her business partner’s father (John Rogers) gave him stocks instead of toys every birthday and Christmas starting at age 12.  Ariel was a childhood hobby that became an obsession that eventually became a full-fledged company.  When she’s speaking to not-so-savvy clientele, she talks about growing up in a home where the stock market was never discussed and where they didn’t have much money.  Her intention is to help people feel safe enough to ask questions and reveal what they don’t know so she can address their concerns.

Obviously, that philosophy about speaking on technical topics has paid off for her.  Ariel Investments is a mutual fund company with $5 billion under management. 

Serving as a board member for Estée Lauder, Starbucks, DreamWorks Animation SKG, and Investment Company Institute, she herself has no doubt heard a few technical presenters sink or swim based on their ability to engage an audience and drive home a point.

So take it from Mellody or me, when you’re called on to present technical information, there’s no reason to check your personality at the door.

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