Getting Over Yourself

January 24, 2013

What’s with the wimpy close to your presentation?

Filed under: Tips — Barbara Rocha @ 1:15 pm
Tags: , , , , , ,

It’s the last thing they hear so you better give it a lot of thought and then focus on it when you’re saying it.

If they didn’t hear the rest of your speech, this is your last chance to make your point. So make it microcosm of the whole thing:

Summarize briefly, reminding them of your main points. Bring the topic back to what’s in it for them. Tell them what you want them to do and the benefit to them of doing it. Add a sound bite, say it with conviction and “stick the landing.”

As a part of that, you could repeat your opening statement which gives it symmetry.
In giving an informative talk you might say, “So if the emergency light ever flashes in your section remember to do these 3 things: 1. Stop what you’re doing and turn off the machine. 2. Walk calmly to the nearest exit. And 3. Pull the alarm next to the exit. Your quick calm response can avoid an accident. Follow these rules and save a life.”

It’s not that different in persuasion—it’s always about your audience and what this means to them: “So I’ve shown you how we can sell more widgets by doing these 3 things: Hiring 2 new people, investing in new software, and adding 200 square feet of floor space. I recommend we accept these proposals immediately so we can include the higher sales figures in the next quarterly report. It’s an investment in the company’s future.”

And please. Stay focused on what you’re saying in the close. If you’re thinking, “Oh boy, I made it.” Or, “yippee, I’m almost finished” you’re bound to mess it up and leave them focused on your inappropriate exit rather than on your point.

“Your closing should be strong, cut sharply in midair like a musical masterpiece.”
Joseph J. Kelley, Jr.

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