Presenters get this wrong. Avoid creating a barrier between yourself and the audience. Presenters are often elevated on a stage or positioned at the front of the room, surrounded by podiums, slides, lighting, and microphones, all of which can inadvertently distance them from their audience. In Japan, standing above a seated audience requires an apology at the start of the speech, as such positioning implies superiority in a hierarchy-conscious society. Similarly, using a commanding voice or overly formal demeanour can create unnecessary separations. Instead, focus on building rapport and connection.
To persuade your audience effectively, remove as many barriers as possible. Speak conversationally, as though addressing close friends with whom trust and familiarity have already been established. This approach creates an atmosphere of shared confidences, making the audience feel they are privy to special insights and data. Transition from speaking at your audience to speaking with them.
One practical technique is to engage with your audience before the presentation. Arrive early, converse with attendees, and ask about their reasons for attending. Incorporate these interactions into your talk. Mention names and comments from the audience to create a sense of inclusion and intimacy. For example: “Suzuki-san mentioned an interesting point earlier,” or, “Obayashi-san shared new data during our chat before lunch.” Recognizing individuals publicly not only builds connection but also enhances their sense of value.
Adjust your tone to be more inclusive and conversational. Speak as though you’re chatting over a backyard fence rather than addressing a formal audience. Use gestures to draw people in, such as extending your arm with an open palm or miming an embrace of the entire audience. Maintain eye contact for about six seconds per person to ensure inclusivity without discomfort.
Self-disparaging humour can also break down hierarchy. Boris Johnson, for example, uses humour to appear more relatable, despite his elite background. While you shouldn’t take yourself too seriously, avoid overdoing it, as excessive self-deprecation can seem insincere or manipulative.
To foster connection, shift your mindset to a friendly, informal setting. Include your audience in your presentation, adopt a conversational tone, and use gestures and humour to build rapport. These strategies make your delivery engaging, memorable, and effective.
