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This December, I'm launching ​The Impromptu Speakers Academy​.

The idea for this program is to share everything I know about impromptu speaking at work to help professionals be clear, confident, and concise in every scenario that I've ever experienced: from leading meetings and presenting to networking and giving speeches.

As I've been preparing the ISA, I began to see 1 common speaking problem universally felt by every single student I've ever coached, regardless of the scenario.

We take people's attention for granted.

Why? Because we're preoccupied with how we'll come across, how we'll win them over, and how we'll be remembered.

But before we speak, we should instead prioritize how we'll earn their attention.

I recently met 1:1 with a student who struggled to keep conversations natural and interesting with his clients and prospects. It became clear that he wasn't sure how to earn their attention. Even if you don't care to improve your external communications, I'm sharing the exact 6 steps I gave him because the principles apply to most internal conversations with your team, other departments, or leadership.

1. Set Clear Goals

Before any client interaction, establish two primary objectives:

1. Develop a deeper understanding of their primary interests
2. Get them eager to hear what you have to say

These goals should guide every aspect of your conversation.

2. Build Rapport with Open-Ended Questions

Start your calls by asking questions that invite elaboration:

• "How did you hear about us?"
• "What motivated you to reach out?"
• "What brought you to this event?"
• "How do you know [X mutual connection]?"
• "What's top of mind for you?"

These questions uncover their primary interests and help you find common ground.

Instead of receiving short "yes" or "no" answers, you'll get them to talk because you led with questions that start with the words "how" and "what."

Take the initiative to ask the first question. By setting the tone that you care to learn more about them, the law of reciprocity applies: they'll become curious about you.

3. Uncover Their Needs

Once you've established rapport, dig deeper into their situation:

• "What are you hoping to accomplish today?"
• "What are your biggest challenges when it comes to [relevant topic]?"
• "I have X, Y, Z that I'd like to present to you. But before we begin, what questions or concerns I can address upfront?"
• "How many of you have ever struggled with [relevant topic]? Raise your hands."

These questions demonstrate that you value their perspective and aren't just pushing your agenda. They also help you tailor your communication to be most relevant to them.

4. Master the Art of Paraphrasing

After they share their thoughts, summarize their main points in your own words.

When you get them to talk, they often times have multi-layered points. They may even ramble. It's your job to get at the heart of what they're saying. So I'll frequently ask:

Don't move forward until they've confirmed that you've fully understood them.

5. Ask for Permission to Present

People neglect this step the most.

The best way to earn their attention is to ask for it, but in a particular way.

This simple ask increases their engagement and shows respect for their time.

This makes it practically impossible for them to say no to you. And if they don't care to hear what you have to say, then you're probably not in the right conversation to begin with.

6. Guide and Check for Understanding

Regularly pause to ensure your client is following along:

If they express confusion, re-explain and ask them to paraphrase their understanding back to you.

This Week's Action Step:

Before your next important conversation, here's what I would prioritize in order to earn their attention.

• What opening question should you ask that will help you understand what they care about most?

Once you do that, the key to getting the conversation to flow is to be intensely curious about them. The more you can 1) get to their "why" and 2) show them that you deeply understand them, the more likely they'll want to hear what you have to say.

If you found this helpful, the Impromptu Speakers Academy is my 3-week bootcamp to help you become a clear and confident speaker at work. Reserve your spot today while they're still available.

Best,

Preston