How many times have you heard this closing to a meeting, virtual or face-to-face conversation?
“Thank you for your time. I hope you found the information today beneficial. I look forward to your feedback.”
You work hard during your conversations to influence your listeners to take action. The mistake many individuals make is to close with a weak message that doesn’t give listeners any reason to take action. With the example above, your listeners walk away confused, wondering why you even bothered having the conversation.
Be careful with the word “hope” in your openings and closings. Hope communicates doubt and lacks credibility and confidence.
Related: The Impact of Brevity
To make sure your listeners are clear on what you are asking them to do and to motivate them to take action, apply these four steps when you close all conversations, meetings, presentations and email messages, as well as face-to-face and virtual conversations.
- Close in 30 Seconds or Less. Close by stating your Opinion, Specific Action Step and Benefits. The specific action is critical. It clearly communicates what you want your listener to do. Listeners will only take action if your specific action step for them is measurable and attainable. For example, if you want to influence your client to buy your services, here is one of many closing options using an Opinion, Specific Action and Benefits: Our products are the best in our industry.
This week re-examine your top clients and create a strategy for building even stronger relationships with them by the end of the week. Communicating with influence is essential for building long-term relationships with our teams and clients. This process will give you clear direction and focus, increase the number of products you sell and put more money in your pocket.
In the Aug. 15 blog, we discussed S.P.A.R.K.™ Your closing is another opportunity to grab attention and increase memorability by using a S.P.A.R.K.™ One option is to tie your closing S.P.A.R.K.™ with the opening S.P.A.R.K.™ For example, you may have shared a story in your opening. Tie your key takeaway or your specific action step back to the takeaway from your opening story. Your S.P.A.R.K.™ is communicated after your Opinion, Specific Action Step and Benefits.
In 30 seconds or less (outside of closing with your S.P.A.R.K.), your listeners are clear on where you stand, what you are specifically asking them to do and the value they receive. You can state your opinion, action and value in any order you want based on your listeners’ needs and their concerns or key points that were discussed during your conversation.
- Choose Your Words Wisely. You probably have heard many closings that end this way: “in conclusion” or “in summary.” This approach invites your listeners to stop listening and move onto their next task. You will not be able to influence your listeners if they are missing the specific action step and benefits.
- End on Time. Going over time is disrespectful of your listeners’ time. When you are running out of time, immediately go to your closing. Your opening and closing are the most persuasive elements to your message. Therefore, you cannot afford to miss those.
Committing to a 30-second closing allows you to still communicate what you are asking your listeners to do and the value you receive while staying on time.
- End Strong! Another element that determines whether or not you are able to influence others is if your listeners believe the time spent with you was valuable. The steps described above allow you to close with confidence, credibility and trust. Use these steps for all interactions, meetings, presentations, virtual conversations and day-to-day impromptus. If you are like most, your day is filled with impromptu conversations with limited time to prepare. You now have a quick and effective method for tackling the unexpected and influencing others.
This week, take a closer look at how you close your conversations.
- Are you communicating an opinion, a specific action and benefits?
- Do you close with a clear message in 30 seconds or less?
- Ask for feedback from someone you can trust. Do you clearly communicate what you’re asking them to do and what value they receive?
How the Financial Services Industry Is Successfully Reaching Women
The Easiest Mass-Market Entry Point for CBD May Be Topical Creams
Is Diversifying into Real Estate Right for You?
A Buyable Trough in Semiconductor Orders?
5 Signs That You Need to Adjust Your Management Style
Know Your Weaknesses To Boost Your Success
Were You Fired? 8 Rules to Keep in Mind When Answering This Question
6 Tips To Enhance Your Presentation Skills
Harness the Potent Power of Business Storytelling
How to Be a Winner in Retirement
Development9 hours ago
4 Things Make It Easy for Prospects to Say YES
Marketing9 hours ago
10 Things to Remember When Meeting with Potential Investors
Development10 hours ago
A Best-of-All-Worlds Model: Full-Service Independence with Equity Upside
Equities23 hours ago
The Economics of Happiness
Development1 day ago
The 5 Top Reasons Advisors Should Pick a Niche
Research1 day ago
What Americans Really Think About Cryptocurrency
Advisor3 days ago
Financial Planning Needs to Be Ongoing Instead of Episodic
Research3 days ago
What the Fed Said to Spook the Markets