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CHAPTER 7 Building a Powerful Conclusion
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Fourth, keep your elbows locked. Fifth, use a smooth movement on your backswing and follow through. Sixth, now sink that putt!
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The most common method of summarizing is to make a general statement about your main points. That s all it took a job in modeling, a Ph.D., a trip to Croatia, and a few great stories along the way. That s how Emily Santana came to publish her rst bestseller!
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REMIND THEM WHY IT S IMPORTANT TO THEM
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To get buy-in, tie the points you ve made to the audience s situation. As you learned in 6, Creating an Introduction, one of the purposes of a strong opening is to get the audience involved. Your conclusion again answers the question What s in it for me and involves the audience emotionally. In introducing a new company procedure for cutting costs, the CEO ended this way: The new J and L process will mean more work for us, especially until we get used to the changes. In a few months, however, our processing will be more ef cient, and your work will ow more smoothly. In the long run, the company s bottom line will increase, our processes will be simpler, our customers will get their products quicker, and your pro t-sharing bonuses will increase!
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CHALLENGE THE AUDIENCE TO DO SOMETHING
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The conclusion often challenges your listeners to take action. You may be asking them to vote for your candidate, choose your proposal over the others, recycle, or even call their mother! You miss the mark in a persuasive presentation if you spend precious time convincing the audience of all the good reasons to do something but then neglect to ask them to do it. The most famous persuasive conclusion is probably that of John F. Kennedy: Ask not what your country can do for you; ask what you can do for your country.
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88 REFER TO YOUR INTRODUCTION
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Putting the Pieces Together
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When you mention your opening remarks in the wrap-up, you bring your presentation full circle. You saw the following introduction in the previous chapter: Shift work is usually hard, dirty, and stressful. For eight years, I was married to a cop who changed shifts every ve days. We almost never had a normal meal or a good night s sleep. We had no social life. People wouldn t call or ask us out because he was always sleeping or at work. I spent a lot of time alone. You may have noticed that I said I was married to a cop. We divorced two years ago. Yeah, shift work is stressful. This intro got attention, gained credibility, and laid the groundwork for some good tips on handling the stress of shift work. Here s one example of a conclusion that refers back to this introduction: We ve covered a lot of techniques for reducing the stress of shift work today. I think you can apply a few of them to your own life. I believe you will have a different result from mine. I hope your marriage is strong and your personal life is yours, not your job s.
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Bonus Point
When you nish speaking, continue to stand in front of the audience and, if it s appropriate for your topic, smile appreciatively until the applause begins to dies down. Then leave the front of the room.
ANSWER THE QUESTION YOU ASKED IN YOUR INTRODUCTION
If you ve opened your presentation with a question, an ideal ending includes an answer that ties the presentation together. A presentation for supervisors of a major company began with the question What do you think employees in America consider the number one thing that motivates them on the job It might end with this conclusion:
CHAPTER 7 Building a Powerful Conclusion
So, as you ve seen, the thing people want most from their jobs is not what supervisors think they want. People don t say that money or job security leads the list of most desired things. What employees want most is full appreciation for a job well done. Simply treating people with consideration and honestly appreciating what they do are the best motivators of all. When you go back to work tomorrow, give yourself a checkup to determine how well you provide your employees with what they need.
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