I am gratified by the 249 comments to this post I wrote for Harvard Business Review and seek your specific tips on quotability, the first step to connecting in this increasingly complex, information-flooded, and connected world:

You can feel the tension in the compressed smiles, quick nods and pointed questions at the annual Morgan Stanley Global Healthcare conference. Schedules are packed as the high-stakes finance crowd gathers to hear 20-minute rapid-fire talks by CEOs of start-ups and public companies who seek funding or favorable stock analysts’ reports.

Presenters speak fast, using complex medical and financial terms.

In contrast, my client, the CEO of a new biotech company walks on stage, rolls up his shirt sleeve, and stops at the center of the stage. As he turns to the audience, he pauses briefly to smile. He raises his bare forearm, pointing at a patch. “When patients put on our medical patch they will feel the pain-relieving effects faster than the latest Porsche can go from zero to 90.”

By linking the speed of the medication’s effect to a Porsche’s acceleration, he evoked the “Compared to what?” conversational cue. We are wired to draw connections between things, even where there aren’t any.

This makes the world seem more understandable, familiar, even safe.

If your “Compared to what?” connection grabs people’s attention, you have set the context in which people will view it and decide upon it, just as a general chooses terrain favorable to winning a battle.

Here are some examples of different ways to craft such a message:

Use a familiar slogan in a fresh way: After a company has spent millions to make a slogan familiar, skew it in a new direction for your intended meaning. Piggybacking on the famous “Got milk?” slogan, the Redwood Hospital in Northern California launched a billboard campaign to seek blood donations with this appeal: “Got blood?”

My friend, Paul Geffner, once owned a chicken take-out joint in San Francisco called Poultry in Motion.

Startle with specifics: “Ten times as much funding is devoted to research on the prevention of male baldness as malaria, a disease that kills more than 1 million people each year,” said Bill Gates on the need for creative capitalism to serve more people.

And venture capitalist John Doerr, who has invested in green technology, likes to say, “We can bail out the economy — we cannot bail out the environment.”

In a TV commercial for outdoor gear maker REI, we see the backs of two women who are sitting atop a peak, taking in the scenery at night, when the announcer intones, “October 28th. Jenny Kruger finds out that even the finest four-star restaurant is no match for one with 4 million stars.”

Add a dash of dry humor: A Cuban, after apologizing because he could not offer his guests anything to eat, explained the consequences of Castro’s Revolution: “The three successes were education, healthcare and sports. Three failures were breakfast, lunch and dinner.”

Now, more than ever, your capacity to create indelible messages is vital. More than money, smarts, social standing, or attractiveness, in this increasingly complex yet connected world, being most frequently quoted can keep you or your brand top-of-mind.

Whoever most vividly characterizes a situation determines how others see it, talk about it, and act on it.

When asked how he managed to write such gripping horror novels, Stephen King once responded, “I cut out the boring stuff,” and so can you. As a journalist, I slogged through more interviews than I care to recall, in which smart newsmakers would often drown in their own generalizations and jargon, despite being desperate to make a point across.

Don’t make that mistake.

The stories that grab us are those with the most vividly apt illustrations.

Interestingness, like a cork, always bobs up to the top of our attention.

You’ll feel much better after watching Phil Davison’s emotional appeal for support.

To put it dryly his talk amply demonstrates that being genuine and emotionally committed to one’s point of view does not necessarily mean you will connect with your audience.. Also, having apparently apt credentials like a Masters in Communication, does not necessarily mean one has mastered the skill.

In the apparent absence of their use Davison demonstrates the vital need in preparing for a speech to:

1, Discern, ahead of time, what most matters to your audience.

2. Craft an outline for your talk with a main point, no more than three supportive points, segues between them – each supported by a few relevant and vivid facts or examples – and “bookending” the beginning and ending of your talk with the same point and a call for action.

3. Praise the audience and/or individuals in it for specific, positive actions or beliefs that reinforce the stands you are advocating.

4. Ensure that your metaphors and figures of speech are congruent and make sense.

5. Practice in front of one or more people who are familiar with your audience and who will give you intelligent, candid feedback.

At least Davison probably made Jan Brewer feel better.

Hone your natural strengths in speaking with insight from Bert Decker and Nick Morgan.

One final thought. Even if you are not the president someone maybe recording your talk so don’t let something you pledge come back to bite you later.

Exhibitors: here’s a surefire way to attract more warmed-up prospects to your booth, learn about their needs and bond with them as a festive part of the conference. As a speaker, I’ve forged value-building alliances with exhibitors that you can adapt to your kind of exhibiting.

“Make Every Moment Count” is the title of a CD that a pharmaceutical company gave away at their exhibit booth at two major conferences. 

Half of the CD covered the company’s new product highlights and “how-to’s”; the other half featured companion tips to those I offered in my opening keynote on communicate to connect. The person who introduced me announced the CD gift from the exhibitor. At the end of my talk the introducer drew attendees’ attention to the descriptive gift cards on their seats. He added that they could get their gift (“limited number available”) at the company’s booth right after my talk, and that I would be at the booth for 30 minutes to answer questions.

At the booth, exhibitors offered a bonus gift: a free copy of my autographed book (with the company’s sticker on the front) to those attendees they pre-qualified as possible prospects who agreed to “take three to five minutes” to fill out a 15 question survey. (Speakers are thus able to bulk sale their books to partnering exhibitors as I did.) 

Exhibitors: Identify a popular presenter in the key conference and tradeshow in which you participate. Recruit that speaker to co-present a proposal to conference and exhibit staff at those high priority shows, one that leverages value for all parties. 

For example, your firm could underwrite all or part of a speaker’s fee in exchange for this integrated outreach.  As well, work with the speaker to co-create two PDF e-books, with a print version of each.  Offer the printed version as a meeting souvenir, combining the speaker’s tips and your company’s advice about buying and using your kind of product or service (with a special offer to the first 50 attendees who visit the booth). 

The eBook can have links to many parts of your web site including one with an online survey and follow-up offer. 

As part of your agreement with the organization hosting the conference, a reference to these free souvenirs could be placed on the their web site page with details for the upcoming conference.

Ask that the printed booklet be placed on attendees’ seats prior to your sponsored speaker’s presentation. Provide the second eBook and printed booklet to customers throughout the year.

Reduce your costs and increase your credibility and visibility by joining forces with one to three other non-competing exhibitors who often participate in the same trade shows as you do. Identify the speaker.  Ask that you have adjacent booths. Combine your tips into blockbuster eBooks and printed booklets.  That way you gain a warmed-up introduction to each other’s booth visitors.