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BAD-ASS Q&A
STOP
UNDERMINING
YOUR GREAT
PRESENTATION
your presentation material
and delivery are obviously
important
but it is in Q&A where the
rubber really hits the road
where I really decide if I trust
you
so, if you handle Q&A poorly
all your effort on the deck will
have been for naught
because you'll have lost the
room
most entrepreneurs should
spend just as much time on
Q&A prep as they do on
presentation prep
but they don't
so to make sure you're not
one of the unprepared bozos
here are 14 practical things
you should do for Q&A
ONE
stay on message
Q&A is not something
separate from the
presentation
you are answering questions
for the same reason you
presented
to influence your audience
to make them think
something
to make them feel something
to make them do something
so the objectives of Q&A are
the same as they were for the
slide deck
you’ve got marketing
messages to push
so push them
even if that means taking a
question
giving a complete answer
and
pivoting from there to one of
your messages
most importantly
don’t allow a single,
aggressive member of the
audience to take you down a
line of questioning that drives
you off message
pivot
pivot politely
but pivot all the same
TWO
predict the questions
good presenters
are good
because they prepare and
practice
the same is true with Q&A
the best way to predict what
questions will come out
during Q&A
is to do Q&A 4-5 times in
advance
with friends, family, and
strangers
and prepare answers to the
10 most common question
themes that come up
in addition
remember we just talked
about the importance of
messaging
so, in addition to preparing
answers to the top 10
questions
prepare pivots
from the most common topics
back to your marketing
messages
so you have scripted,
memorized transitions
THREE
paraphrase before answering
while, you don’t want to be
monotonous
good audience handlers
paraphrase questions before
answering
this makes the questioner feel
listened to
it also ensures that you really
do understand the question
and it gives you time to think
about your answer
FOUR
engage everyone
make eye contact with the
person who asked the
question
this makes them feel heard
but maintain eye contact for
only the first 15% of the
answer
for the next 70% of the
answer
move your gaze to other
audience members
and in the last 15%, try
landing eye contact on
someone who you’d like to
ask the next question
this helps keep everyone
engaged
even if the topic is not one
that everyone cares about
personally
discourages side
conversations
or quick email checks
and keeps you from getting
sucked into a single person’s
line of questioning that can
take you off message or eat
up valuable time
FIVE
be nice
don't criticize, belittle, or fight
with anyone in the room
and never be sarcastic
be firm and confident, but
friendly, respectful, & inviting
if you need to, agree to take
confrontational issues offline
acknowledging the
importance of the
disagreement
but also the need to cover all
questions by all participants,
given limited time
ultimately, if things go well,
the audience are likely to be
your implementation partners
so you can’t burn any bridges
SIX
don’t bullshit
just acknowledge if you don't
know
and commit to a time by
which you will get back with
the answer
oh
and actually do get back with
the answer
SEVEN
pass the mic
don't let one person hog the
microphone
you want to show the
audience that you have a
strong, informed, confident
team
that can work together
that has no weak link
consider assigning specific
individuals ownership of
topics
so that everyone on your
team is crystal clear who leads
for any given answer
and then let them lead
even if they don’t have the
100% perfect answer
the statement of teamwork
will have greater impact than
a clarification in the moment
that means you, confident
and excited CEO
shut up
and let your team shine
at the same time
do your best to ensure that no
audience member hijacks the
discussion
politely, but firmly,
encourage everyone to have
their chance
EIGHT
don’t end with an answer
keep track of time
when you have reached the
final question
save 30 seconds
to re-summarize the key
presentation points
your marketing messages
need to be the last thing your
audience hears
NINE
know your audience
this is not always possible
But, wherever it is possible
know everything you can
about the audience
know who they are
know their role in the
decision-making process
know the relationships
between them
know their personal
communication styles and
quirks
know what pre-existing
knowledge they bring
know what’s in it for each of
them (WIIFM)
but if you can’t do recon
before the session
make sure to study them
before and during the
presentation
so that you can make
reasoned guesses during Q&A
TEN
grok the subtleties
98% of the time
the questions you are asked,
are actually not the questions
troubling the audience
sometimes, people are not
sure yet what they don’t
understand
so they ask a question to help
themselves understand what
their real question is
other times, the questioner
has an agenda
there is actually a question
behind the question
and the first question is
actually leading you into trap
whatever the case, you need
to ask yourself
why
why are they asking this
where are they going
and how can I short circuit the
process and go straight to the
real issue
this is hard to do on your feet
in the moment
but if you can learn how to do
this, you’ll be powerful
ELEVEN
be brief
answer the question
pivot to a marketing message
and then stop
and let the audience decide if
they want to dig deeper
TWELVE
don’t forget you’re still on
stage
Q&A is still part of the
presentation
so you must still use all the
tricks of a good presenter
body language matters
where you stand relative to
the audience matters
gesticulation and eye contact
matter
fidgeting matters
Smile and humor matter
rhythm, pace, and volume
matter
THIRTEEN
don’t fumble with the slides
unless you can flip right to a
slide in less than 2 seconds,
don't use slides
FOURTEEN
record the questions
the questions are incredibly
valuable to you
you should record every single
one asked
so you can ask yourself later
why the questions were asked
and what that means for next
time
and if you write them on a
notepad during Q&A
the audience will feel
appreciated
FIFTEEN
get your mojo on
honestly, 2 months later, all
they will remember is their
impression of you
were you confident
did they trust you
did you impress
so showing up ready to rock is
often more important than
showing up with great content
Stop changing your material
24 hours before you go on
stage
eat some comfort food
get a good night’s sleep
any last-minute changes to
the Q&A script (or
presentation slides) will make
minimal difference
but showing up calm and
collected will
SUMMARY
1. Stay on Message
2. Predict the Questions
3. Paraphrase Before Answering
4. Engage Everyone
5. Be Nice
6. Don’t Bullshit
7. Pass the Mic
8. Don’t End on an Answer
9. Know Your Audience
10. Grok the Subtleties
11. Be Brief
12. Don’t Forget you’re still on Stage
13. Don’t Fumble with Slides
14. Record the Questions
15. Get your mojo on
SHARE THIS DECK
& FOLLOW ME(please-oh-please-oh-please-oh-please)
stay up to date with my future
slideshare posts
http://www.slideshare.net/selenasol/presentations
https://twitter.com/eric_tachibana
http://www.linkedin.com/pub/eric-tachibana/0/33/b53
Please note that all content & opinions
expressed in this deck are my own and don’t
necessarily represent the position of my
current, or any previous, employers
CLICK HERE FOR
MORE!!!!

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