While waiting to speak after lunch at a client's conference, I sat through numerous presentations delivered by their top executives. One by one, they each ended their presentations in exactly the same manner: "Do you have any questions?" And each time the audience was dead silent. The presenters then ended with "Well then, that's it."
Was it possible that the audience really didn't have any questions? Very doubtful. Too many presentations fall flat when it comes time for the Q&A and the audience still has many unanswered questions, leading to misunderstandings and worse. Here are four proven tools for starting a powerful Q&A session and ensuring clear communication:
· Summarize what you've covered before your Q&A.
This will refresh listener's minds and prompt questions. Use a phrase like "Let me summarize what we've covered..." Those words are one of the greatest attention-getters.
· Plant one or two questions.
One reason that so many Q&A sessions fall flat is that very few people want to ask the first question. Arrive early and ask a couple people to ask a specific question. When you start your Q&A session, they'll the first to raise their hands. After they get things rolling, odds are that others in the group will follow.
· Ask your own questions.
If planting questions is not appropriate or in addition to that, include a couple questions that you think the audience might be thinking about. Use words like, "Here's a question you may be wondering about..." Again, after you get things rolling, with this technique, odds are that others in the group will follow.
· Shared pairs.
Here's a technique that works wonders. Say this: "Everyone turn to a person sitting next to you and make a list of at least three questions you'd like answered." Then ask each partnership to share one of their questions. You'll be amazed by the number of questions you get.
Use these four techniques and your message will have much more impact than a deafeningly silent Q&A session.
