START WITH THE CLOSING

Series Part 3 of 5 of "WORKING BACKWARD"

In any kind of presentation I recommend that you KNOW YOUR OPENING; KNOW YOUR CLOSING. It relieves last minute anxiety, boosts confidence and allows you to be more present, in the moment and thus able to make a last minute change if the situation arises. (But that’s another blog.)

We’re working backwards, remember? So let’s look at the finish. Many know how to begin the dialogue, but they don’t end strong. The conversation fizzles out, without a true conclusion that answers the question, “What’s next?”

Have you ever seen a movie that was just so-so, but the ending was so fantastic that you found yourself loving it, even recommending the film to your friends? That’s the power of a good closing.

While the opening is crucial- this is where you get their attention, pull them in and set up what is to come ... a good opening can get your foot into a seemingly closed door! But your closing is equally important- it’s the ending note, often leaving your lasting impression. End with a dud, and it is all the harder to prove yourself again. I’ve heard comments to the effect, “I wasn’t convinced he was our guy, but he sure proved it in the end.” But I’ve rarely heard, “I love how that guy starts, and it’s OK that he leaves me cold.”

In golf, the follow through of your swing is so important. As a young girl learning to play golf, I did not understand how anything I did after making contact with the ball could matter. Who cared where my feet wound up or where I was looking? I wanted to see how far that ball went! But when I learned to complete my swing, keep my head down, and worry about the ball later, I found I had someplace to look, and not just in the woods. Giving attention to my follow through allowed me to make full contact with the ball, scoop under it and lift it into the air.

The more specifically you can answer that question, “What’s my ideal outcome?” the clearer you can make your closing, which provides the foundation for a strong opening.

The Opening and Closing can absolutely have the same focus- in fact, I recommend it and I strongly urge you to repeat yourself. Let me say that again, do not be afraid to repeat yourself. In fact that Opening can often be a statement of your Intention. “I hope by the time I am finished you will believe as strongly as I do that no one cares as much about your success in presentations as much as I do.”

Repeat after me: “Next week, we’ll look at the power of repeating. And no one cares more about your success than I do!”