Recon Question 4: Why will they listen to me?


Sun Tzu Principle: “The general who wins the battle makes many calculations in his temple before the battle is fought. The general who loses makes but few calculations beforehand.”

We’ve been giving you a template for the first step to platform mastery as a business professional who speaks in public. We call this template the 5 Question Recon Template.

Question One was, why am I giving this speech or presentation? Questions Two was, what do I want to achieve? Question Three was, who is my audience?

Today we explore Question Four, ‘Why will they listen to me?’

The first rule in answering this question is to understand the non-negotiable foundation, “Your audience will not care how much you know until they know how much you care!”

You cannot fake caring. You can pretend to care but it always come across as a bit oily, slippery, not real. Primarily, your audience will listen to you because they see, hear and feel that you care for them. You really want them to walk away ‘fulfilled’ with your message and platform presence.

Secondly…

your audience will listen to you because you have something to say that is important to them. It’s relevant. It’s meaningful. It’s not just a slideshow with a voice.  You stand with confidence, which inspires your audience to want to believe in you. They start looking for confirmation that you know what you are talking about and you know how to

Your audience will also listen to you because they may have paid a fee, like a conference or event fee, and they want you to be worth the price of admission. They are sitting with an expectancy of value for money.

Maybe you have a reputation and that reputation has fed the expectation your audience brought with them.

Are you an authority on the subject?

Are you a member of the 10K Club – you know, you bring 10,000 hours of experience to the platform? Has your promotional campaign promised a specific result because of your message?

Here’s the action point of the day…

  1. Find common ground.
  2. Appeal to shared beliefs and values.
  3. Identify a shared goal and return to this shared goal throughout the speech.

Demonstrate that you have considered other perspectives on the issues facing this audience and you will win the battle before it’s even fought!

About the author: Eugene Moreau

Eugene Moreau is a Certified Master Coach, Author and Corporate Consultant with over 30 years experience. He is a Master Presenter and developer of the 13 Box Presentation System and The EPIC Presenters Masters of Influence programs.

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