MODERN COMMUNICATION
in passing. “This slide gives the
obvious references that you would
expect”.... “For the record I have
included another reference that
summarises...”. Keep moving along
in a purposeful manner. Some say
each slide is two minutes. Not the
purposeful presenter! Whistle along
quickly showing that you have done
the research and are prepared to
share it. The panic in the audience
will be replaced by the knowledge
that you are putting a lot of cards
on the table. Snake oil sales folks
will hate the idea.
Step three
Be human
About now the reality that all
presenters know becomes
true. It ain’t easy! Draw out the
questions that are asked. Share
the doubts that even you have.
Get the audience to discuss their
concerns. Equally human would
be to have someone taking notes
of all objections for you to review
later. Generously and maybe bravely
take their thoughts on board. Give
a little ground in your argument.
Some may see any backward
movement as retreat. Remember
retreat is a strategy, not failure.
Then surprise them. Thank them for
their engagement. They are after all
investing their time and intellectual
property educating you on how to
present your proposition. Be honest
and admit it! Referencing back to
the comprehensive presentation,
finish where you began with the
reason that you are there and seek
to confirm that you have gained
their confidence such that they have
understood what you presented and
will retain and value the knowledge
in that presentation.
Alan Manly is an entrepreneur with
extensive experience owning and
managing SMEs. He is also the author
of When There Are Too Many Lawyers …
There Is No Justice ($24.95), visit www.
whentherearetoomanylawyers.com.au
March 2016
ModernBusiness
41