Excerpted from Harvard Business Review, The Management Tip of the Day, on March 3, 2017
When Trying to Get Buy-In, Give Your Audience a Clear Call to Action
We all know the basics of good presentation skills: Don’t read from a script, don’t overwhelm your audience with too many slides, and so on. But for a particular kind of high-stakes presentation, one in which you’re trying to get buy-in from decision makers, the basics aren’t enough. You also need to articulate a clear call to action. What do you want your audience to do? The next step may seem obvious — you want people to invest in your company or approve the budget for the full-scale launch — but it’s rarely that clear to the audience who is hearing your pitch for the first time. So use the last few moments of your presentation to clarify exactly what action they can take to show their support. Also mention your timeframe — a deadline can help to urge them into action.
Adapted from “A Checklist For More Persuasive Presentations,” by Dorie Clark