How can you convey confidence when you’re presenting, without sounding salesy?
It’s a fine line between being confident, and being pushy about a product or idea you’re
sharing.
If we’re anxious and focus too much on our own performance or product, the audience or
client will feel like they’re being sold to.
A powerful sales pitch, puts service before the sale.
The one key way to prioritize a service mentality when preparing your presentation comes down
to two words.
Empathetic curiosity.
In this video we look at 5 key questions you can ask to build a relationship first and
understand your audience before you present anything.
I’m Riaz, Welcome to the channel that helps leaders, coaches and experts connect with
confidence every time you speak.
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If you want your audience to care about you, you need to care about them first.
The research you do and the questions you ask beforehand can make or break your presentation.
Too often, I see leaders put in incredible amounts of effort to prepare a presentation
but they forget about the most important part.
The audience.
The best presenters start with intention to create great relationships.
Here are 5 of the most effective questions I ask before any important presentation:
1.WHAT DO YOU NEED RIGHT NOW, THAT YOU DON’T ALREADY HAVE?
The purpose of this question is to discover what is the motivating factor for the person
attending the presentation.
Do they need support, maybe a new product, what’s their biggest pain point and how
long have they had this problem?
This open-ended question is in invitation to share what’s on their mind and can be
a gold mine to start understanding how you can serve them.
2.
WHAT IF YOU DID NOTHING, WHAT DO YOU THINK YOU’D BE MISSING OUT ON IN THE NEXT YEAR
OF YOUR LIFE?
Nobody likes FOMO, the answer to this question reveals what they are trying to accomplish.
For example, if your pitch was to coach someone on sales, they might answer this by saying
“I’ll miss out on my quarterly targets, or I’ll miss out on the opportunities to
grow and get promoted” - The answer they share reveals their priorities and you’ll
be able to craft a message that prioritizes their priorities.
3.
WHAT DOES YOUR IDEAL SCENARIO LOOK LIKE?
The motivation behind this question is learn about the transformation the audience is hoping
to achieve.
Do they want to become better communicators?
Maybe they want more sales?
Do they want to build more trust working with their team in a hybrid reality?
The goal here is to figure out where they’re at now and where they want to go.
Once you’ve established the gap, then you can determine if you the right person to bridge
that gap with your expertise.
If so, be sure to tell them ‘how’ when you present.
4.
HOW WOULD YOUR REALITY CHANGE IF YOU ACHIEVED THIS RESULT?
Nobody cares about coaching, insurance benefits or other helpful services on their own.
They first want to know how it will make their life easier.
Asking this question allows you to understand the transformation they need now, so you can
confidently present on ‘Why they should care’ later.
5.
HOW COMMITTED ARE YOU TO CREATING THIS DESIRED OUTCOME?
You may be or have the best solution for your client or audience but if they’re not willing
to do the work to create a new reality, your efforts may be wasted.
By asking this question, you get to understand how big of a priority your solution might
be for them and how willing they are to put in the work to create a new outcome.
Curiosity creates connection.
That connection will help you confidently deliver a powerful presentation that will
be received well on the other side.
These are five of my favourite questions to ask, what’s your best question to ask to
understand your audience?
Share your best one in the comments below.
For more ideas on presenting and meaningful human connection, you can download the free
guide - the 5 secrets to making every conversation count, that link is in the description.
Thanks for watching this video - if you want to conquer your speaking anxiety or stop rambling
and be more concise, check out these videos.
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We will see you in the next video.