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First Impressions Last
by Janet Jordan
Within the first thirty seconds of a speech, sales presentation or media interview, audiences decide whether they like you, trust you, and think you know your stuff.
Ironically, most business presentations are weakest at the beginning. Presenters who spend hours preparing their message and creating fancy visual media give little, if any, attention to their critical opening lines. As a result, flat greetings, bad jokes and the predictable welcome-name-topic approach ("Good morning, my name is Mary Smith and today I'm here to talk about...") are the norm.
The negative impact of a weak opening is two-fold. The unprepared speaker not only fails to inspire the audience's confidence in him, but also compounds his nervousness as he recognizes he's not generating any interest.
Well begun is half done. Your first words quickly set the tone of your presentation. A strong opening is your golden opportunity to capture your listeners' attention, establish your credibility, build rapport and entice the audience to listen to your message.
Make your first moment count. The adage, "You never get a second chance to make a first impression" applies to presenters.
Find a relevant anecdote or quote; refer to a current event or something newsworthy in your industry; or make a provocative statement that will draw your listeners in. Carefully plan and rehearse a compelling opener for your next presentation. You'll appreciate the difference—and so will your audience.
Tips for a Better Beginning:
• Engage the audience immediately with ...a provocative statement ...a reference to a current event ...a quote ...an anecdote
• Elaborate on this initial idea as it relates to your topic
• "Tell 'em what you're gonna tell 'em" and provide a reason for listening
• Rehearse your opening until it feels natural
• Breathe slowly in the moments before your presentation begins
• Direct your opening line to a friendly face and build momentum
About the author:
Janet Jordan is owner of Keynote Communications in Cambridge,
Massachusetts. Since 1989, she and her training associates have helped executives communicate with greater clarity and presence to clients, colleagues, the media, and other critical audiences. She can be reached at keynote@ma.ultranet.com > return to the March 2002 issue of reachBEYOND
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