Episode 37: Creating a Mic Drop Moment

In a recent post, Oliver Aust discussed unforgettable endings for speeches. This is a topic I have explored with my case-solving teams and students for years. When these teams and business students conclude their presentations, 99% of the time, they say, "Now we open the floor to questions." This approach is a missed opportunity. They already know that the next phase of the session will be the Q&A period.

The only time this doesn’t happen is during a Texas-style presentation, where questions are asked throughout the presentation. Unfortunately, most teams and students fail to create a memorable ending in these cases. They often finish with a low-energy and uninspiring conclusion.

Wrap-up Versus Conclusion

Many years ago, during my coaching, I decided to ban conclusions. I found that the word itself often led to uninspired discussions. Instead, my teams adopted the concept of a wrap-up that was specifically designed to close the sale. The goal was to SELL their ideas. This approach initially frightened my students, as they realised they were embarking on a journey of discovery where, as business graduates, they were becoming salespeople with their ideas as the product. Many of them had believed they were pursuing a business degree to escape the sales world, in which many were employed while working their way through school. This message also resonated with my freshman students in a hard skills course, as I emphasised that their ability to sell their ideas would be directly linked to their career success.

Why is a wrap-up important? It serves to wrap up the presentation of your ideas or solutions, essentially closing the sale. To illustrate this, I encourage my team members to reflect on how a salesperson successfully closed their most recent large purchase. This helps them consider how they can leave the judges excited about what you've proposed. To do this, ask questions like

What are the key takeaways?
What benefits does your plan offer to the organisation?

In Oliver's post (https://www.linkedin.com/posts/oliver-aust_dont-say-thank-you-for-your-time-activity-7341799521531666432-ufHW?utm_source=share&utm_medium=member_desktop&rcm=ACoAAABhWwQBX3mz5m5t2IWD6ppNmuXB7Yhuka0), he suggests ten unforgettable endings for your next speech. I encourage my readers to subscribe to Oliver's newsletter as well.

Each of these ten endings provides a valuable opportunity for closure. The actual ending depends on the context of your presentation. It's essential to choose the right one, but your first step is to select one of these endings that will help your audience remember and make a lasting connection to your message.

The Wrap-up

Over the years, my teams have utilised all of Oliver's suggestions, as well as a few others. If I were to rank them based on their usage, the order would be as follows: (the descriptions of each are those of Oliver Aust in the post linked above)

The Revelation - "Did you know that our industry is projected to grow by double digits in the next five years? Let's seize this opportunity!"
The Visionary Statement - "Imagine our company as the driving force behind industry transformation, leading with bold ideas and unwavering determination"
The Anecdote - "I recall a pivotal moment in our industry's history when innovation prevailed. Let's draw inspiration from this past success!"
The Challenge - "I challenge each of us to embrace change, embrace risk, and embrace growth. Let's push the boundaries of what's possible!"
The Call to Action - Let's commit! Let's take ownership, set clear goals, and collaborate effectively."
The Personal Reflection - "Reflecting on the introduction of the internet, I believe we can draw valuable lessons concerning the impact of AI."
The Confidence Booster - " I believe in your abilities and motivation, and know that together, we have the expertise and drive to conquer any challenge."
The Empathetic Closing - " As we wrap up, let's remember that our greatest asset is our people. Let's prioritise their well-being, and together, we'll achieve remarkable success."
The Circular Ending - "At the beginning, I told you about one of our customers. But that's not all....`"
The Interactive Ending - Before we adjourn, I invite you to share one actionable takeaway from today's discussion. Let's leverage our collective insights."

This ranking is primarily influenced by the context and content of case-solving presentations, as well as the experiences of the team members I have coached. The "revelation" has been far the most popular because it is easy and fits well with the tell them the benefits approach that is often used. The others follow in popularity, which is likely based on the ease of adoption and the ease of connecting them to what I call the "benefits equation". Showing that the benefits outweigh the risks.

How to Wrap Up

I will use "the revelation" to illustrate what I believe an effective wrap-up should look like. According to Oliver, a revelation is something like, "Did you know that our industry is projected to grow by double digits in the next five years? Let's seize this opportunity!" In most case-solving solutions, when done properly, the team will develop a list of benefits from their proposed solution. The revelation serves to reinforce these benefits, even alongside the now-traditional executive summary slide. It's an opportunity to conclude with high energy,

highlighting the advantages of the plan and setting the stage for the upcoming Q&A. In Texas-style presentations, it allows the team to revisit concerns raised during the Q&A and to stress how the proposed solution addresses these issues. I aim to give the team a high-energy, mic-drop moment to finish on rather than simply opening the floor to questions, as the moderator will handle that for you.

These impactful endings make you more memorable to the judges during their deliberations and help differentiate you from the competition, as nearly all of your opponents will likely open the floor to questions.

Some Endings are More Challenging

As I read through Oliver's descriptions of the different endings, it’s clear that some are more challenging than others in a case-solving competition scenario. However, all of them are achievable with some creativity and innovative thinking. I encourage all case solvers and students presenting to experiment with each option.

I also challenge you to connect your ending with your beginning to create a complete circle from the opening to the conclusion. Some of Oliver's endings may make this easier than others, but it's a worthwhile challenge no matter which ending you choose.

Finally, eliminate the "thank you" and "questions" slides from your presentation. Instead, incorporate these elements into your impactful closing moment. This way, you provide your audience with a visually appealing piece of content to focus on as you conclude and transition into the Q&A. Remember, your slides should enhance the presentation like wallpaper — they should make the room more attractive without becoming a crutch, as your audience is there to listen, not read. The function of the slides is to have just enough to help judges or the audience re-engage if they miss something while jotting down notes.