Get to the Point!

Get to the Point! Plot Summary

Introduction

In our fast-paced, information-saturated world, we're constantly bombarded with messages competing for our attention. Yet despite the noise, some voices break through, creating lasting impact and meaningful connections. What distinguishes these effective communicators isn't just what they say, but how authentically they express their message. Many people believe communication is simply about speaking clearly or organizing information logically. However, true communication power comes from something deeper—the ability to convey genuine ideas that resonate with others on an emotional level. The journey to becoming a powerful communicator isn't about adopting a particular speaking style or memorizing techniques. It's about discovering your authentic voice and learning to channel it effectively. This requires identifying what truly matters to you, crafting narratives that illuminate those truths, and connecting with audiences in ways that inspire action. Throughout these pages, you'll discover practical approaches to transform your communication from merely informative to genuinely influential. Whether you're addressing colleagues, clients, or crowds, authentic communication can help you not just be heard, but truly understood.

Chapter 1: Identify Your Core Message

Effective communication begins with clarity about what you truly want to say. Many speakers struggle not because they lack knowledge or passion, but because they haven't identified their core message. Think of your core message as the beating heart of your communication—the single most important idea you want your audience to understand. Without this clarity, your words become like a bicycle messenger without a package to deliver; there's movement, but no meaningful transfer occurs. Joel Schwartzberg, a communications expert, describes this common problem as "making speeches without making points." He observes that many people deliver what amount to "book reports"—sharing information without proposing anything meaningful. For example, in one of his workshops, a client who sold branded merchandise like hats, brochures, and pins spent several minutes describing product features in great detail. She explained how the hats would never collapse, how the pins featured magnetic backings, and how the banners resisted liquids and wrinkles. Yet she never articulated her core message: "If you use my services, more people will be exposed to your brand, bringing more people to your product and earning you more money." This transformation from information-sharing to point-making marks the difference between forgettable communication and persuasive impact. When Taylor Swift accepted her Grammy Award for Album of the Year, she didn't just express gratitude—she delivered a clear, memorable message about focusing on work rather than letting critics undermine success. Her carefully crafted statement resonated because it contained a true point rather than just pleasant words. To identify your own core message, apply the "I Believe That" test. Can your intended message complete this phrase in a complete sentence? For instance, "I believe that innovations in IT will make us more efficient" passes the test, while "I believe that innovations in IT" fails because it's just a fragment. Then apply the "So What" test to ensure your point isn't too shallow—ask whether there's a reasonable counterpoint and whether you can spend more than a minute defending this point. Next, enhance your message by applying the "Why" test to eliminate generic adjectives like "great" or "excellent" in favor of more specific value-driven language. Rather than saying "this approach will be great for our company," specify that "this approach will allow our operations to run more efficiently." Finally, avoid diluting your message with multiple points—focus on your strongest idea, particularly the one most relevant to your audience's needs and your organization's mission. When you've identified your core message, you possess the foundation for all effective communication. Everything else—your stories, data, and delivery—should support and reinforce this central point. Remember, without a point, everything you say is pointless.

Chapter 2: Craft a Compelling Narrative

A powerful message delivered without a compelling narrative is like serving a gourmet meal without presentation—the substance might be there, but the experience falls flat. Narratives transform abstract ideas into concrete, relatable experiences that audiences can emotionally engage with. However, crafting an effective narrative isn't about telling any story; it's about telling the right story in the right way to illuminate your core message. Communications expert William Baker faced this challenge when helping a nonprofit organization dedicated to assisting impoverished women in developing nations. A staff member was pitching a book project to her bosses, describing every detail about the book's features—rich prose, award-winning photography, a topic index, and its potential as a holiday gift. Yet she completely missed articulating the narrative that mattered: how this book would "expose our mission to key audiences and donors, helping us raise funds that will assist more families in peril." Without this narrative frame, her pitch remained a mere description rather than a compelling case for action. The transformation happened when she reframed her pitch around a narrative of impact—how the book would serve as a bridge between donors and families in need, creating tangible change in women's lives. This shift from features to narrative immediately elevated her pitch from informational to inspirational, giving her bosses a story they could envision unfolding with positive outcomes. Developing your narrative begins with understanding your audience's perspective. Rather than starting with what you know, start with what they care about. Conduct what communications experts call a "WIIFM analysis"—What's In It For Me—from your audience's perspective. Are they looking for information, insight, inspiration, or practical solutions? Tailor your narrative to address their specific needs and expectations. Next, structure your narrative with a clear beginning, middle, and end. The beginning should establish context and introduce the challenge or opportunity. The middle should present the journey, complete with obstacles and how they were overcome. The end should connect back to your core message, showing how the story proves or illustrates your point. Remember to explicitly state this connection—never assume your audience will make the leap themselves. Effective narratives also employ sensory language that creates vivid mental images. Instead of saying "our approach improved results," say "our approach transformed a struggling department into the company's leading revenue generator." Use specific details, real numbers, and authentic emotions to bring your story to life. When possible, incorporate unexpected elements that challenge assumptions or create moments of surprise—these make your narrative more memorable. Practice delivering your narrative aloud rather than just reviewing it mentally. This helps you find natural language and identify awkward transitions. The goal isn't perfect memorization but internalization of the story's flow and emotional beats. When you truly own your narrative, you can deliver it with the flexibility to adapt to your audience's reactions while maintaining its essential power.

Chapter 3: Connect Emotionally with Your Audience

Creating an emotional connection transforms communication from a one-way transmission into a shared experience. When audiences feel emotionally engaged, they don't just hear your message—they internalize it. This emotional resonance is what separates forgettable presentations from those that inspire action and create lasting impact. The key to this connection lies not in manipulation, but in authentic expression of shared values and experiences. Communications coach Dianna Booher observed this principle in action when working with a technical presenter who struggled to engage audiences. Despite having deep expertise, his presentations felt clinical and detached. During one coaching session, Booher asked him to explain why he entered his field in the first place. His eyes lit up as he shared a childhood story about his grandfather, who had lost his hearing due to industrial noise pollution. This personal connection to his work—preventing hearing loss through better equipment design—had never made it into his presentations. When he incorporated this story into his next talk, the transformation was remarkable. By revealing his personal stake in the issue, he created an emotional bridge that allowed his audience to care about technical specifications they previously found boring. His ratings improved dramatically, not because he changed his content, but because he changed how people felt about it. To build emotional connections with your audience, start by establishing common ground. This might be shared challenges, aspirations, or values. Acknowledge their current emotional state—whether excitement, skepticism, or concern—before attempting to shift it. Using phrases like "Many of you may be wondering..." or "I know what it's like to face..." signals that you understand their perspective. Body language and vocal variety play crucial roles in emotional connection. Moving closer to your audience physically removes barriers between you. As President Clinton demonstrated during town hall debates, physically approaching individuals creates intimacy that enhances connection. Similarly, varying your volume, pace, and tone adds emotional texture that flat delivery cannot achieve. Increasing your volume, in particular, conveys conviction that audiences respond to positively. Strategic pauses create space for emotional processing. As communication experts note, it takes twice as long for audiences to process a thought as it takes for you to say it. Pauses allow important points to sink in and create moments of anticipation that keep audiences engaged. They also give you time to construct precise statements that carry emotional weight. Personal stories, when relevant to your message, create powerful emotional connections. However, as Douglass Hatcher of Mastercard emphasizes, the story must be strategic—one that proves, clarifies, or illustrates your point, not just provides entertainment. Always explicitly connect your story to your core message with transitions like "I share this story because it illustrates how..." Remember that emotions drive decisions more powerfully than logic alone. Research shows that people often make decisions based on emotional responses, then justify them with rational analysis afterward. By connecting emotionally first, you create receptivity to your logical arguments. This doesn't mean abandoning reason—it means recognizing that hearts and minds work together when people decide what to believe and how to act.

Chapter 4: Deliver with Confidence and Clarity

Even the most valuable message can be undermined by hesitant or confusing delivery. Confidence and clarity in communication aren't just about how you feel—they're about how effectively your audience receives your message. The good news is that powerful delivery isn't dependent on natural charisma or absence of nerves; it's built on specific, learnable techniques that anyone can master. Speaking coach Joel Schwartzberg encountered this reality when working with a senior executive who consistently undermined his own authority through verbal habits he wasn't aware of. Despite holding an influential position, the executive frequently ended declarative statements with rising inflection—what linguists call "uptalk" or "upspeak"—making assertions sound like questions. He also filled pauses with "um" and "ah," spoke too quietly for back-row listeners, and clutched his notes like a security blanket. These habits significantly diminished the impact of his otherwise insightful comments. Through targeted coaching, the executive learned to replace upspeak with what Schwartzberg calls "power periods"—ending sentences with definitive downward inflection that signals confidence. He practiced increasing his volume, not to shout but to project authority. He learned to embrace pauses rather than filling them with filler words, and to keep his hands free rather than clutching notes or podiums. The transformation in audience perception was immediate and powerful—the same ideas delivered with these adjustments suddenly commanded attention and respect. To develop your own confident delivery, start by identifying your vocal patterns. Record yourself speaking naturally and listen for upspeak, filler words, and volume issues. Many people are surprised to discover habits they weren't aware of, particularly ending statements as questions. Practice simple counting exercises, consciously ending each number with downward inflection to train your ear and voice for power periods. Physical presence significantly impacts perceived confidence. Remove barriers between yourself and your audience whenever possible. TED speakers reject podiums and tables precisely because these objects create psychological distance. Position yourself where audiences can see you clearly—speaking from darkness or from the sidelines diminishes your presence. Stand with your weight evenly distributed, hands relaxed at your sides rather than clutching objects or crossing defensively. Clarity comes from precision and economy in language. Edit ruthlessly to eliminate unnecessary words, particularly generic adjectives that add little value. The word "and" often signals potential cutting points—every additional thought connected by "and" dilutes your message's power. Compare "This approach will elevate and enhance our ability to be successful and save lives" to the clearer "This approach will elevate our ability to save lives." The second version delivers greater impact through simplicity. Pacing affects both confidence and clarity. Speaking too quickly signals nervousness and prevents audience comprehension, while appropriate pacing conveys thoughtfulness. Rather than trying to slow down directly—which rarely works—use strategic pauses and increased volume as natural speed regulators. Both require more breath, naturally moderating pace while enhancing authority. Remember that confidence isn't about absence of nerves but about managing them effectively. Almost everyone experiences presentation anxiety, but effective communicators don't let that anxiety dictate their delivery. Focus on your message rather than yourself, recognizing that the moment isn't about you but about the value you're providing. This shift in perspective often reduces anxiety by removing the pressure of self-judgment.

Chapter 5: Overcome Presentation Obstacles

Every communicator faces obstacles that can derail even the most carefully prepared presentation. From technological failures to hostile questions, unexpected challenges test our ability to maintain focus on our core message. Yet these obstacles need not derail your communication if you develop strategies to navigate them while keeping your primary point intact. Communications trainer Allison Shapira witnessed this principle in action during a high-stakes investor presentation. The company's CFO had meticulously prepared slides detailing their financial projections, but moments before his presentation, the projection system failed completely. Instead of panicking or postponing, he calmly distributed one-page handouts summarizing key figures, then delivered his presentation without visual aids. By focusing on his core message—that the company's financial foundation supported aggressive growth—rather than the technology failure, he turned a potential disaster into a demonstration of competence that actually impressed the investors more than his original plan might have. This ability to maintain message integrity despite obstacles begins with thorough preparation of your core point. When you deeply understand what matters most in your communication, you can adapt everything else around that central pillar. This means preparing not just your ideal presentation, but also simplified versions that could work without slides, with limited time, or under other challenging circumstances. A common obstacle many speakers face is internal—the voice of doubt and self-criticism that communication experts call the "Department of Homeland Insecurity." This internal critic constantly whispers discouraging thoughts: "You're boring everyone," "You look nervous," or "You're making a fool of yourself." The key to overcoming this obstacle isn't trying to eliminate nervousness but recognizing that this voice is not a reliable narrator. As one trainer advises clients, "That voice isn't you—it's just Roy, your internal critic, and Roy is a liar whose job is to make you feel insecure." External distractions present another common challenge. When audience members are checking phones, having side conversations, or appearing disengaged, many speakers instinctively try to accommodate by speeding up, apologizing, or going off-script. Instead, maintain your pace and energy regardless of apparent audience reaction. Often, what looks like disengagement reflects individual attention styles rather than actual disinterest. By maintaining your composure and delivery quality, you create consistency that actually helps recapture wandering attention. Hostile questions or challenges require particular skill to navigate. The temptation to become defensive or to abandon your message to address attacks is strong, but rarely productive. Instead, use bridging techniques that acknowledge the question while pivoting back to your main point: "I understand your concern about X, but the larger issue here is Y." Remember that you don't need to accept the premises of hostile questions. You can reframe them with transitions like "What I believe is more relevant here is..." or "That's one perspective, but the evidence suggests..." Technical language and jargon can become obstacles when they create confusion rather than clarity. While appropriate terminology demonstrates expertise, excessive technical language often creates barriers to understanding. Consider your audience's familiarity with your field's vocabulary and adjust accordingly. When you must use specialized terms, briefly define them in plain language. As one communication expert advises, "Present to all audiences as if they are both hard-of-hearing and very smart but uninformed about your topic." Time constraints frequently force speakers to adapt on the fly. When you must compress your presentation, don't try to speak faster or cover everything superficially. Instead, preserve your core message and your strongest supporting points, eliminating secondary examples and background information. Having a clear hierarchy of importance in your content allows you to contract or expand your presentation while maintaining its essential structure and impact. Remember that obstacles don't necessarily diminish your presentation—how you handle them can actually enhance your credibility. Audiences often remember and respect speakers who gracefully navigate challenges more than those whose presentations proceed without incident. By maintaining focus on your core message while flexibly addressing obstacles, you demonstrate the very confidence and clarity you're working to project.

Chapter 6: Master the Art of Persuasion

Persuasion lies at the heart of impactful communication. Whether you're advocating for a new initiative, pitching to clients, or inspiring team members, your ultimate goal is to influence how others think, feel, and act. Mastering persuasion isn't about manipulation—it's about effectively connecting your ideas to your audience's needs and values in ways that inspire genuine conviction and action. Communications expert Jeremy Miller witnessed this distinction while working with two competing sales teams. Both teams had equally impressive products and similar pricing structures, yet one consistently outperformed the other in closing deals. The difference? The successful team had moved beyond sharing information to truly selling points. Where the struggling team described product features—"This hat will never collapse, is fully adjustable, and can feature your logo"—the successful team articulated value propositions: "This branded merchandise will increase your visibility in the marketplace, bringing more customers to your business and boosting your profits." This shift from describing to persuading transformed their results dramatically. When they stopped delivering "book reports" and started connecting their offerings to client goals, their conversion rates more than doubled. The key wasn't changing what they knew—it was changing how they communicated that knowledge. Effective persuasion begins with framing your message in terms of audience benefits rather than features. Use what persuasion experts call "selling language"—phrases like "I propose," "I recommend," or "I suggest"—that naturally force you to articulate value. These phrases not only clarify your position but signal leadership thinking that audiences respond to positively. People who consistently use these power phrases are often perceived as leaders and eventually become them. The structure of persuasive communication follows a distinct pattern. Start by establishing common ground—a shared problem, goal, or value that connects you with your audience. Next, present your proposal as a solution to that shared concern, using concrete language that creates clear mental images. Support your proposal with evidence tailored to your audience's priorities—some respond best to data and logic, others to stories and emotional appeals, still others to expert testimony or precedent. Addressing potential objections proactively strengthens your persuasive impact. By acknowledging legitimate concerns before they're raised, you demonstrate fairness and thoroughness that builds credibility. However, don't introduce objections your audience hasn't considered. As communications trainer Fauzia Burke advises, "Answer the questions they're likely to ask, not the ones you hope they don't." Body language significantly influences persuasive impact. Research shows that speakers who maintain steady eye contact, use purposeful gestures, and eliminate barriers between themselves and their audience are perceived as more trustworthy and convincing. Former President Bill Clinton exemplified this approach during town hall debates by physically approaching questioners, creating connection that enhanced his persuasive power. Similarly, voice modulation—particularly using "power periods" to end statements with definitive downward inflection—signals conviction that audiences find persuasive. Timing elements can dramatically enhance persuasion. Strategic pauses create emphasis and give audiences time to absorb important points. Speaking at a measured pace signals thoughtfulness and confidence. And knowing when to conclude—what presentation coaches call "sticking the landing"—ensures your key points remain front-of-mind. Many speakers undermine their persuasive impact by continuing to talk after making their strongest point, diluting its effect. Perhaps most importantly, authentic conviction underlies all effective persuasion. Audiences can sense when speakers truly believe in their message. As communication expert Will Baker observes, "The most persuasive communicators aren't necessarily the most polished—they're the most passionate about their points." This doesn't mean manufactured enthusiasm, but genuine belief in the value of what you're proposing. When you speak from authentic conviction, connecting your personal values to your professional communication, you create resonance that technical skill alone cannot achieve.

Summary

Throughout these pages, we've explored the multifaceted dimensions of authentic communication—from identifying core messages to crafting compelling narratives, connecting emotionally with audiences, delivering with confidence, overcoming obstacles, and mastering persuasion. The journey toward communication excellence isn't about adopting a particular style or memorizing techniques, but about discovering and expressing your authentic voice in ways that create meaningful impact. As Joel Schwartzberg wisely observes, "Without a point, everything you say is pointless." This simple yet profound truth reminds us that effective communication always serves a purpose beyond mere information sharing. The path forward begins with a single step—identifying one authentic message you feel passionate about sharing. Perhaps it's an innovative approach to a workplace challenge, a perspective that could benefit your community, or simply a truth that deserves wider recognition. Whatever your message, commit to expressing it with clarity, supporting it with relevant stories, delivering it with confidence, and connecting it to your audience's needs and values. Remember that authentic communication isn't about perfection—it's about connection. When you speak from genuine conviction and focus on serving your audience rather than impressing them, you unlock communication power that can truly change minds, inspire action, and create positive change in your world.

About Author

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Joel Schwartzberg

The author of "The Language of Leadership: How to Engage and Inspire Your Team" and "Get to the Point! Sharpen Your Message and Make Your Words Matter," Joel Schwartzberg has been teaching effective presentation techniques to audiences since 2006. His clients include American Express, Blue Cross Blue Shield, State Farm Insurance, Blue Apron, the ASPCA, Comedy Central, the American Jewish Committee, the Brennan Center for Justice, and North Point Ministries.Joel’s articles on effective point-making have appeared in Harvard Business Review, Fast Company, Toastmaster Magazine, and The Huffington Post, and his personal essays have been published in The New York Times Magazine, Newsweek, The New York Daily News, The New York Post, New Jersey Monthly, and several Chicken Soup for the Soul anthologies. He has also blogged for The Huffington Post and The Good Men Project.Joel's books have been awarded as finalists or winners by the IndieFab "Book of the Year" Awards, the Next Generation Indie Book Awards, and the IBPA Benjamin Franklin Awards.​Currently the Senior Director of Strategic and Executive Communications for a major national nonprofit organization, Joel has delivered presentations at conferences including the Ragan Speechwriters Conference, the ALI Leadership & Executive Communication Conference, the Professional Women in Advocacy Conference, and the World Conference of the Professional Speechwriters Association.As a public speaking competitor, Joel won the 1990 United States Championship in After-Dinner Speaking, the 1990 Massachusetts State Championship in Persuasive Speaking, and that same year was ranked among the ten top public speakers in the country. After coaching public speaking/forensic teams at the University of Pennsylvania, Seton Hall University, St. Joseph’s University, and the City University of New York, Joel was inducted into the National Forensic Association Hall of Fame in 2002.

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