Good presenters have a clear central point. Great presenters make that point in a compelling and memorable way. In other words, they have a Drop the Mic Moment.
Too often I see salespeople bury a profound statement in a load of information, rush too quickly into their next point, or worse, over-explain what they just said, diluting the impact of their message all together.
In case you’re unfamiliar with the millions of drop the mic memes, the phrase typically refers to a bold gesture of confidence by a politician or performer from Obama to Kanye, after delivering a great performance or impressive argument or even insult. (For fun, check out the Late Late Show host James Corden and his Drop the Mic rap challenge.) When a performer drops the mic, it confirms in the audience’s mind that they’ve just experienced something noteworthy. Something worth remembering.
As buying cycles get longer and more complex, a Drop the Mic Moment can ensure that your key point doesn’t walk out the door with you, or worse, is attributed to your competition.
Here’s what you need to know about creating and delivering a DMM in your presentation or demo.
Identify the Drop the Mic Moment in Your Presentation:
Most experts agree on having one central idea as the core of your message in order to increase recall. What is the One Thing that is essential your prospect knows and remembers – above all else? Before you argue that there are many things you want them to remember, relax. I know. However, if they could only remember one central idea, point, or result, what do you want it to be? (And btw, if you don’t decide, you are leaving the decision up to your prospect.) In a sales presentation that point is likely an insight, a result, a challenge, or a call to action.
Make your Drop the Mic Moment Memorable:
Make it easy for your prospect to remember your one thing by summarizing it into a simple power-bite or catchphrase. The most popular Ted Talks often turn their central idea into a memorable 3-12 word phrase that is implanted in the audience’s mind. Remember Simon Sinek’s talk and catchphrase, “Start with why?”
News anchors, comedians, politicians often have a similar drop the mic moment when they say something that they want to hit with impact and be remembered. While constituents may not remember the finer points of Donald Trump’s platform, they will remember “Make America great again.”
In the same way, while prospects are unlikely to remember, “we can help drive down your human capital costs on services like benefits, workers comp, risk & safety, taxes and payroll with an integrated, cost effective HR solution.” They are likely to remember: “Do what you do best and let us do the rest.”
For more tips on making your “one thing” memorable, click here.
Deliver your Drop the MIC Moment:
Make sure your drop the mic moment doesn’t fall on deaf ears by grabbing your prospect’s attention beforehand. You can do this by asking a question, changing your vocal tone or pace, moving closer to your audience and turning off all distractions, including projectors or busy screens. Make sure all focus is on you and make a clear transition from what you were saying, by pausing. Then…
Deliver your drop the mic moment with good vocal skills (don’t rush) confident body language, and then…and this is key…stop talking. You don’t see performers drop the mic and then pick it up again and explain what they meant or why they said what they did.
This pause is critical to give your audience a chance to take in what you just said. They will recognize the significance of the moment not just by the words, but by the deliver and the added pause as well.
That’s it. Now you can drop the mic with the best of them. Move over Obama!