By: Daniel C. Finley

Connecting the Room

One of life’s simple pleasures for me is something that others might dread, public speaking. For over twenty years I’ve had the honor and privilege to speak in front of a wide range of audiences—investors, financial advisors, insurance agents and wholesalers.

A rookie financial advisor client of mine explained that he had held his first seminar and it had resulted in setting several appointments with qualified prospects. However, he was disappointed overall because he said that the audience barely said a word during his entire presentation. Even when he would ask them a question or attempt to interact with them, the room was silent!

If this has ever happened to you, please know that it happens to most speakers at some point in their careers. To combat this challenge, I’ve developed a solution that I refer to as Connecting the Room. If you apply this technique, I’m pretty sure you will never just hear crickets during your presentation again!

The following is a step-by-step process for Connecting the Room.

Step 1: Ask Strategic Questions

It’s no secret that the audience tends to be more engaged at listening when you ask them questions. That’s why it’s important to map out your questions prior to your presentation so that you have a strategy ahead of time.

Typically, I tend to start off a new subject with a question. An example of this was years ago when I prepared one set of questions for each section of my presentation. Instead of reading the power point slide entitled “Inflation Eats up Your Purchasing Power” I simply asked a strategic question to the group of retirees which was, “How many people here paid more for their last car then they did their first house”.

Step 2: Get the Audience to Take Action

Another great way to help the audience connect with one another is to collectively ask them to take action by raising their hand. After I asked the earlier question I paused and said, “Let’s see a show of hands of who can relate to that. Please raise your hand if you can.”

Immediately, several hands went up!

Step 3: Make a Connection

Next, pick out one person who seems to be paying attention or actively listening so that you can ask them to tell their story to the crowd.  Ask, “What is your name?” then simply turn the dialogue over to them by saying something like, “Joe, when did you buy your first house, what type of home was it (ex: rambler, townhouse or split-level) and was it here in town or somewhere else?” Let this individual share the limelight for a moment then continue asking a few more questions. Examples might be, “What was the biggest purchase item aside from your home that you bought?” and “Do you think you the prices for items like that will continue to rise?” Your final question should be a Closed-Ended Question which elicits a “yes” or a “no” so you can emphasize your point. Finish the interaction by thanking the person, “Joe, thanks for sharing!”

Step 4: Connect the Room

By now the room will be listening to his/her story and it’s time to connect the room even further by asking a general question. “Who here can relate to Joe’s story? Let’s see a show of hands.” Pick out the next person and repeat the process if time permits.

Usually a group tends to listen more intently when a speaker is dynamic and uses dialogue versus static and utilizes a monologue.  If you sprinkle in these interactions throughout your presentation, your audience will be waiting for them. Use as many as you can and as time permits to solidify your messaging and strengthen your connection with those in the room.

Step 5: Make Your Point

When you feel that the room is starting to collectively relate to each other, simply move on by asking one final question on this subject such as, “Does anyone know why things are more expensive today than they were when you bought your first house?” Let someone answer and then explain such as, “The reason things are more expensive is because inflation eats up your purchasing power! And, let me show you why.”

Transitioning from one topic to another, this is often the best time to engage with the audience and have the group collectively relate to each other.  Be sure your questions are catered to the demographic you are speaking to and support your point of view.

Why Connecting the Room Works

When you use this technique, watch what happens to the people in the room, they speak more freely and are more apt to want to speak with you afterwards and hopefully they are on their way to becoming one of your clients. If they feel comfortable then they feel connected!

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