Step 1: How to Engage the Audience
The first 10 minutes of your presentation can make or break your event. Your intro can determine how many appointments you get, the number of referrals you receive and your reputation as a great presenter. Therefore how you begin the presentation is one of the most important components to a highly productive event. First you want the audience excited about what you plan to present and anxious to hear your content. Second you want to share your story and compelling introduction so that they are crystal clear who you are, why you do what you do and who you do it for. But unless you get their attention they may not hear anything you have to say so make your intro compelling:
- Don’t be typical. Most advisors open their presentation thanking the audience for coming and making boring introductions. When you approach your event in this typical format you might as well close up shop and go home as you are probably lulling them to sleep. Start your presentation in a way that surprises them. You might start with your story, or perhaps starting with a prop or quiz is more your style. Try something that they are not expecting but make sure it tie’s into the content of your presentation.
- Use props. I used to start a presentation holding my custom outrigger paddle, I would share a story about my years competing in the outrigger canoe races paddling from the island of Molokai to Oahu, and then I would tie the story into the message of the presentation. If you are hosting a presentation for women sharing your personal story which clarifies WHY you really care about women can be one of your most compelling intro but it must be well articulated and properly developed to have an impact (Chapter 7 in Keys to the Ladies Room)
- Starting with a quiz can also be a compelling way to engage your audience. Keep the quiz simple short and it’s always helpful when it highlights what they don’t know and why your presentation will provide them with value and knowledge. When giving a quiz you must give the participants time to write their answers and then ask the audience for answers asking more than one person for each answer “Who has a different answer?” Before giving the answer you can stimulate a discussion by asking the audience “Who agrees with this answer and why?” When you provide the answers be sure to tie them to the focus of the presentation.
Step 2: Audience Buy In
Once you have ENGAGED the audience, they are sitting forward, alert and ready to receive your message.
NOW is the ideal time to share your compelling introduction. Your Compelling Intro (found in Chapter 6 of my book, Keys to the Ladies Room) will describe the clients you want in your business, their character, station in life and challenges.
As you are sharing your compelling intro they are either connecting with you personally thinking “That’s me.” Or they are thinking of a friend or family member that matches that description, either way you have made an impression. You will share the 3 most common issues that the audience can relate to and then share your 3 Tiffany boxes (business solutions) in a brief and unique manner. That’s it, no education just your compelling message that leads to why you are hosting this event.
By following this process you have intrigued the listeners, engaged them in the topic and inspired further interest. With heightened receptivity you have articulated with clarity who you are what you do and who you do it for.
You can read Step 3: Your 3 Key Points in my article, How to build out your 3 key points that adds value and inspires action.
