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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This post talks about how to link WIIFM to the psychological needs of people
..especially relevant for change management (for example)
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