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When you are presenting to green and potential green audiences you will have a mixture of people in the audience. Some will be on your side and totally supportive of your messages, some will be indifferent and some will need plenty of convincing. This article highlights 7 suggestions to help you deliver presentations to audiences who need plenty of convincing.

Successful presenters are able to initially pace their audience and then lead them to where they want to take them. They do this by adapting their style and their content according to their audience. They realise that the presentation is not about them and their ego. It’s about their audience and taking them with you on the journey. They get in to pace with their audience, then lead them successfully. Pacing and leading.

7 suggestions for persuading your audience:

1. Get as much information as you can on your audience before you present to them

Use online tools such as Google, My space and Linked in to research your audience. Do some of them have blogs? The more you know about them the stronger position you will be in to influence them. Do they belong to groups and associations you may be affiliated with? By understanding your audience you will be in the best position to influence them. Knowledge is power. Do your homework. Who do you know in the audience who can provide you with more background on the attendees?

2. Position yourself, your background and your credibility to address this group

Don’t assume they all know who you are. If you are being introduced, email the person introducing you a note with how you would like to be introduced. Mention in the first 2 minutes of your presentation who you are, what you do, how you help others and critically the value you will be providing to the audience today. During your presentation refer to experiences you have had. Sprinkle regular interesting examples throughout your talk. I’d also suggest you mention that people can email you if they would like to receive a copy of your slides or access any of the reports / case studies you discuss. This is a powerful networking tool.

3. Challenge the non believers early in your presentation

Highlight examples when you have shifted your view on something and why this happened. Most of the time people want to remain consistent with their beliefs. Creating shifts in beliefs is no easy task. By highlighting how your own opinion changed as a result of an experience you had may encourage them to open their minds. I read a book earlier this year about an Afghani refugee who spent 3 years in Woomera Detention Centre. After reading his thoughts about beauracracy, strange customs and dealing with people he didn’t know, he made me question some of my long held assumptions. Your skill if you want to persuade others is to challenge them as to why they think the way they think. Open them up to fresh ideas.

4. Be genuine and sincere

Don’t try and be someone you’re not. The number one thing that audiences are seeking from a presenter is sincerity. They will believe you if they can see the sincerity in your body language, gestures and facial expressions. These need to be in sync with the words you are using. It is all about congruity. Great presenters are comfortable in who they are and the message they are presenting to their audience will then come across smoothly and naturally.

5. Challenge them to do something as a result of the presentation

Mention your website, a blog you read or write and future events or presentations you will be attending. Recall the Chinese proverb, “A journey of a thousand miles begins with one small step”. Ask the audience to email their opinions to you. Encourage people to make contact with you via email, Facebook, Linked in or over a drink at the end of the session if time permits. People rarely shift their opinion as a result of one event. It’s a series of steps. You can only take one step at a time.

6. Tell real stories about real projects, real buildings and real people

Use names, people, places and dates. Stories are a very powerful way of connecting with an audience and helping to shift their opinion. Selecting the best stories for your audience will depend on who is in your audience and the selection of stories you have access to. Great presenters are always looking out for fresh stories. Consider the last 2 projects you have been involved in. Are there not stories that could be told about those experiences?

7. Use clean and simple visuals

A picture paints a thousand words. Audiences can be moved by powerful visuals. People, metaphors, buildings, works in progress all make for great slides. Go easy on the bullet points. Recent research highlights that a message will be less effective if the presenter is speaking whilst presenting using bullet points. Put a bullet to your bullet points.

About the author:

Steve Herzberg is the Managing Director of NRG Solutions. He is regarded as one of Australia’s most effective presentation skills coaches. He works closely with the GBCA and many other clients helping presenters and potential presenters to fulfill their potential. For more information please email Steve at steve@nrgsolutions.com.au