Most presenters put a lot of thought into the opening lines of their presentation. They know they need to hook their audience right away if they are to have any hope of holding their attention. Yet in focusing on a powerful opener, many presenters neglect their close. That’s why, instead of ending with a bang, many sales presentations simply fizzle out with a “thank you for your time” or something equally forgettable.
While thanking the audience is certainly important, so too is a powerful close. It gives the audience a satisfying sense of completion and cements their positive impression of you. Patrick Henry Hanson, in his book Winning Sales Presentations (Brave, 2006), offers the following ideas for closing with a flourish:
1. Recite a short poem. The emphasis here is on short – “I love a finished speaker /I really truly do/ I don’t mean one who’s polished/I just mean one who’s through.” Look for a short, relevant verse that supports your main point or will put a smile on your audience’s faces.
2. Quotation. Hansen often uses a quotation to conclude his presentation. The reason is threefold: (1) Well chosen quotes are motivating, (2) They can drive home a desired point, especially when you’re quoting a known authority figure on a subject, and (3) when memorized, quotations make a presenter look educated and intelligent. Try www.QuoteLand.com and www.QuotationsPage.com to start your search for great quotes.
3. Historic events. Reference an historical event that relates to the presentation topic. The key here is to keep it brief, relevant, and interesting.
4. Humor. By making people laugh, you solidify your likeability and make people comfortable with you. Ronald Reagan, “The Great Communicator,” was famous for using humorous anecdotes to conclude his remarks. During a presidential address on Labor Day, he once concluded a speech with a story about a man who settled on some land by a creek bottom that was covered with brush and rocks. The man cleared the land, cultivated it, planted it, and finally grew an impressive garden. When his minister stopped by one day, he raved about the crops, going on and on and praising the Lord for all he saw. Finally, the farmer said, “Reverend, I wish you could have seen this place when the Lord was doing it all by himself.” Reagan’s story offered farmers a subtle thank you for all their hard work and was far more memorable than a simple “thank you.”
5. Stories. You already know about the importance of using stories to punctuate your messages during a presentation; they’re also a great way to wrap up your presentation. Again, though, keep them brief and make sure they’re relevant.
On a final note, keep in mind that no matter how brilliant your close it will only work if it’s done on time – or better yet, early. Finishing within your allotted presentation time sends one of the most powerful messages of all. It says, “I care about you and respect your time – and mine.” When you combine that unspoken respect with one of the five closes above, you’re sure to go out with a bang.
