Here’s a really easy tip that will give you more confidence when you speak.

Before you start your comments at a meeting or in a presentation, have a very clear idea of how you want to end your remarks. There’s nothing worse than watching a good speaker searching for some line or story to close their talk. Knowing your exit line is a great lifesaver if you get in trouble and need to bail out early. You’ll have the close ready to go and get you off the stage with elegance!

1. Identify the one benefit from your presentation you want the audience to remember. Build that into the very opening of the presentation.

2. Demonstrate that benefit in the middle of the presentation.

3. The close is an echo of the open with an action step attached.

The #1 reason people give to charities is because someone asked them directly to make a donation. Without the ask, there is a lot less giving.


Same in a pitch. You must ask the prospect to do something: Hire us. Use our services. Adopt our point of view. Whatever it is, don’t assume the prospect knows what you want them to do. Ask them directly and specifically.


The logical place to do that is after the Q&A section and in your close. Summarize the key points you discussed and then look the prospect in the eyes and ask for the business.

There are two times in a presentation that the audience is probably listening to you; at the very beginning and at the very end. A lot of people run out of steam by the end and don’t put enough punch into the last thing they say. They don’t have the same volume and energy that they had in the beginning of the presentation.  

The end of a pitch is a great opportunity to suggest an action step, get a buy-in, and receive a nod of approval.  But you won’t get it if you don’t ask.  And you need to ask with energy and a smile.

I don’t like presentations which end with a Q&A session. It is awkward. Instead, use this format. Say the following, “We’re coming to the end of the presentation. I have a few more things to say by way of closing. But first, we covered a lot of material. This is a good time for questions.”

Step One: Q&A.

Step Two: A short summary.

Step Three: A call to action.

At this point you are done. Stop talking.

Know your audience.

Connect with them. Make eye contact, Ask them questions. Make them comfortable. Smile.

Enjoy. You are bringing the audience a gift of your knowledge. That gift will help them in their life and career.