Answer 3 questions to convince your audience
When presenting for an audience, selling something or even just talking to another person, you need to answer 3 key questions. If you don’t, you will not get the attention or result you want.
In “The Presentation Secrets of Steve Jobs” @carminegallo notes one of these questions and says that its the only one that an audience cares about: “How can this help me?” or “How is this interesting for me?”. I agree that this is the bottom-line when it comes to presenting.
In order to answer that question clearly, I ask my training participants to get in the habit of literally answering the following 3 questions the audience is asking themselves and to do it asap in the opening of their presentation:
- What is your point?
- What’s in it for me?
- What do you want from me?
An example would be as follows:
“Hi. My name is DAN and I’m here to tell you that the best way to kick-off a presentation is by answering the 3 core questions your audience wants to here about. If you listen to me, I’ll explain these 3 questions, their motivation and how to answer them. I hope you will be convinced to do this in the future when you present.”
“Thank you for joining the presentation. I only have one thing to say tonight and its simple: My product will make your work easier. In the next 10 minutes, I will show you how its different features can help benefit you with very little effort from your side. I am convinced that you will be ready to collaborate with our company and I’m ready to answer all your questions in order to win the business.”
These 2 examples are quite different. Both are equally direct. Some might say too direct, but the 3 questions are clearly answered.
So: Go forth and answer these question as soon as possible. If you do, you will have the ear of your audience. The rest is up to you…
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Posted on January 22, 2012, in Communication, Resources and tagged 3 audience questions, @dan_steer, astuces présentation, comment faire une bonne présentation, communication, créer une présentation, eenvoudig presentatie, faire une présentation, goede presentatie, how to convince people, introduction, perfecte presentaties, présentation orale, présentations efficaces, presentatie maken, presentation, presentation introduction, training, trucs et astuces présentation, WDYWFM, WIIFM. Bookmark the permalink. 15 Comments.