How you handle questions from an audience can often be the deciding factor as to how your presentation is received. If you’re pitching for business, then it’s absolutely vital to handle questions well. The way you respond can either strengthen your credibility or undermine it, so it’s essential to approach this part of your presentation with as much care as the content itself.
1. Be Prepared for Questions
When you write your presentation, think about what you’re likely to be asked and what your answer is going to be. Maybe you won’t want to answer a particular question there and then, so think about what you’ll say to satisfy the questioner.
Preparation means you can anticipate simple and complicated questions, so practicing with a friend or colleague will help in terms of receiving difficult, spontaneous questions that also allow you to feel a sense of pressure. Also, remember at least a few important points or figures to mention to support your answers; this would give you added credibility.
2. Make It Clear at the Start
You may decide to take questions as you go or at the end of your presentation. Whatever you decide, make it clear at the start and don’t change your mind. I would suggest questions at the end in a short presentation; if you take questions as you go, then your timing will get knocked out. And always remember, an audience won’t forgive you for taking half an hour when you were only scheduled to speak for fifteen minutes.
Clarity at the beginning sets expectations and helps the audience know when to engage. If you prefer questions at the end, consider offering a brief pause midway through to allow the audience to jot down their thoughts or questions. This keeps them engaged without interrupting your flow.
3. Never Finish with Questions
Far better to ask for questions five or ten minutes before the end, deal with the questions, and then summarize for a strong finish. Too many presentations finish on questions and the whole thing goes a bit flat—particularly if you don’t get any. Ending on a high note reinforces your key messages and leaves a lasting impression.
After addressing questions, use your summary to reiterate the main points of your presentation. This not only ensures the audience leaves with your key messages fresh in their minds but also provides a sense of closure and confidence in the information shared.
4. Listen
When asked a question, listen and look like you’re listening. It may be something you’ve heard a million times before. Treat the questioner with respect and don’t trivialize their point. Active listening involves more than just hearing the words; it’s about fully engaging with the questioner. Make eye contact, nod, and show genuine interest in their inquiry. This level of attention can also help you pick up on any underlying concerns or emotions behind the question, allowing you to tailor your response more effectively.
5. Thank the Questioner
It’s only polite, it shows respect, and it gives you a bit more time to consider your answer. Acknowledging the questioner is crucial in maintaining a positive rapport with your audience. It demonstrates that you value their input and are considerate of their contributions. Moreover, this small gesture can encourage others to feel more comfortable asking questions, knowing they will be treated with respect and appreciation.
6. Repeat the Essence of the Question
Some people may not have heard the question, so your answer may not make any sense to them. It can also be irritating for them not to hear the question. Again, it gives you more time to think of the answer, and it makes you look so clever and in control. Repeating the question also serves another purpose: it gives you a moment to ensure you fully understand what is being asked. Misunderstandings can lead to off-topic answers, which might confuse the audience. By repeating the question, you clarify any ambiguity and ensure everyone is on the same page.
7. Answer to Everyone
Don’t fall into the trap of only answering the questioner. If they happen to be near the front, then you could end up having a conversation with them and exclude everyone else. Spread your attention around the room, making sure that your response is directed to the entire audience. This approach not only keeps everyone engaged but also reinforces the idea that the information you’re sharing is relevant to all. Moving your gaze and body language around the room helps to involve the entire audience in your answer, making them feel included in the conversation.
8. Keep It Simple
Many speakers, when it comes to questions, have become more relaxed, and the fact that someone is interested enough to ask them a question leads them to go on too long with the answer—DON’T. Brevity is key. Keeping your answers concise helps maintain the audience’s interest and ensures that your response is easy to follow. If a question requires a more detailed answer, consider giving a brief response during the presentation and offering to discuss the topic further after the session. This shows that you respect the audience’s time while still being willing to engage on a deeper level.
9. Don’t Bluff or Bluster
If you don’t know the answer to a question, say so and find out. Suggest to the questioner that you’ll phone them or come and see them with the answer. It can, in fact, be a very good way to make further contact after the presentation. Honesty in this situation builds trust with your audience. Admitting that you do not have all the answers displays humility and shows that you respect accuracy. It also opens the door for further engagement in allowing you to follow up with additional information that can enhance your relationship with the questioner or the audience as a whole.
As we all know, it’s possible that you may not be asked any questions and you then have that awkward silence. People may be thinking about what you’ve just said and may need more time to ask. They may also be a bit shy and may take a few minutes to speak out. Why not have a question of your own prepared and say something like. “You may be asking yourself………?” If you still fail to get any questions then go straight into your summary and closing statement.
Handling a question and answer session well, demonstrates your professionalism and reflects on your message.
