Smart presenters and speakers don’t leave the audience to reach it’s own conclusions. Instead, they lead them to the appropriate conclusion using the AIDA formula. It stands for Attention, Interest, Desire, and Action.
You’ll start with A, by boldly claiming the attention of the audience. And, the more your opening statement or question relates to the interests of the audience, the more attention you’ll get.
One way to get their attention is with a provocative question. Here’s an example, “We have an opportunity to meet, one-on-one with hundreds of potential customers.”
Next, we want to arouse their interest, which is the second element of the AIDA formula. Make a connection between the needs or wishes of the audience and our ideas. Bridge any gap with the audience; make them feel they have something to gain by listening to us.
So let’s now connect our example even more closely to our audience, “As we all know, we make sales most often when we develop personal relationships with potential buyers, so I think this could really increase our sales.”
Now, create a desire, which is the third element of the AIDA formula. You’re the speaker and it’s your responsibility to make them want to do what you’re proposing. Help them realize the benefits they’ll gain by following you.
Back to our example: “This is a once-a-year opportunity to bring in extra commissions before the holiday season.”
Getting the audience to act is the fourth and final step. Wind up your presentation with a call to action. Don’t leave their response to chance – ask for it directly.
If each of us puts in an extra four hours on the weekend, we can do this. Please add your name to the sign-up sheet as it goes around the room.”
Summing up, when it’s important that you get the audience pointed in the right direction, remember the AIDA formula: Attention, Interest, Desire, Action.
Want even more ideas for enhancing your communication skills and public speaking skills ? Visit Communication-Newsletter.com .
No related posts.