When fewer questions equal a lack of connection

Too many business presentations I see finish with an “Any Questions?” slide which is used both to signal an end to their presentation and a measure of how successful their presentation has been. Their thinking being that the fewer questions asked equal a better presentation.

Sorry, but this is wrong.

Finishing a presentation with an “Any Questions?” slide misses an opportunity to reiterate your ask or motivate the audience to take the action you want. But there is also something even more wrong with this approach and misses the fundamental point of communication.

Communication is how you build a connection with another person.

All good communication should lead to action but first you are going to need to make people think and feel something to make that connection. Before you communicate anything to anyone you should challenge yourself with how you want them to think and feel, to put yourself in their shoes, and to use the right language and examples to make sure they are thinking and feeling what you want them to.

If, when you have finished speaking, you are met with a room of politely smiling faces, but nobody is engaged with what you have been saying, then it is not job done. In fact, it is likely to be the opposite and people have thought very little and feel nothing but apathy. You have not made that connection. You have failed to communicate.

A good presentation should never need the dreaded “Any Questions?” slide anyway as you will have got people’s minds buzzing as they are filled with feelings that make them want to act. As a result of the connection you have made during your presentation, questions will flow.

PS I’m sure some of you would challenge me that smiling, silent faces are a good thing, particularly if the presentation you have given was to share information so silence must equal understanding.

I advise never to give a presentation only to share information. This can be done via other means such as e-mail. A presentation, when you bring people together whether in person or virtually, should always be focused on action as should any moment when people gather or else it is a missed opportunity.