Give Them Action Steps
Don't ask for too much and focus on getting them to do a simple task right there, before they leave the room. --Nick Morgan
Audiences begin by asking why: Why is this important? Why should I care? Now, because you've led them so well, they're asking how: How can I get started? How can I make this work for me? Leading audiences from why to how is your job—and an essential element of your success. After that, the best way to close the presentation is to give them a little taste of the how. Action steps should be simple, nonthreatening and satisfying to perform. You might ask the audience to sign up for a seminar, give you their email addresses or do a quick financial-gap analysis—there are a thousand variations and possibilities. It's a good time for you to be creative. Just don't ask for too much and focus on getting them to do a simple task right there, before they leave the room.
-Nick Morgan is president of Public Words, a consulting firm that helps businesspeople become better speakers, in Speaking Persuasively
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