It is important to address “What’s In It For Me” (WIIFM) in every presentation. In fact, not only in the beginning or end, but also addressing it when you deliver each single message. That’s great if you could internalize this and really do it naturally in your presentation. If not (as there are too many things for you to look after during the presentation), this is the quick fix – you program yourself to make a statement starting with ‘So, the implication to you is….’ at the end of each of your messages. This forces you to:
Remind yourself who the audience really is
Think how your message is related to them
And thus answer WIIFM whenever you make this statement.
For example, you make a presentation on your in-house Learning and Management system to a group of new-joiners. On one slide about course enrolment, you show them how to enroll courses online. You end the message by saying
‘So, the implication to you is that you got to understand this system in order to join any course in this organization. So, please practice it as you go back.’
And if your audience is a group of people managers, your statement will be different:
‘So, the implication to you is that you got to understand this system since you have to approve enrollment request on this system. No system, no one in your team can attend classes. So, please practice it as you go back.’
Some more practical tips here – how to memorize to make this statement. If you use script, you probably structure your messages in a way that each card contains one message. Write ‘So, the implication to you is… ‘ at the bottom of each card. If you use slide to structure your message i.e. one slide one message. Write ‘So, the implication to you is… ‘ at the bottom of each slide. Alternatively, if you do not want the audience to see such a “mechanical” line on the slide. Print the statement in bold and stick it on the desk you use.
Well, the key is to create the habit.
(A reminder on WIIFM – as said in my previous post, it is not enough for you to know that there is a reason for them to listen. You got to make aware of such a reason. Surface the issue. An example – All will agree that plane safety is important but few pay attention to the safety demonstration. Tell them that the consequence if you do not know See Things you should know but you do not pay attention to….)
