If they take this action-if you see them at the demonstrations, or
if they contact you for further information, then you know you have
already encouraged them along to the "evaluation" stage on the
route to "Adoption". In fact the persuasion strategy outlined here
does mirror what it takes to move people through the stages of the
"Adoption Curve" described in Chapter Three.
This is a strategy for planning presentations that you will find you
can use on many occasions-in talks, staffgroups, seminars or even
in written reports. It should prove useful whenever you want to
argue a case, at the stage where you have assessed for yourself the
evidence and want to present your views in the most persuasive
manner.
Now we have considered aspects related to planning a talk, let us
turn to factors which will affect its delivery.


SETTING THE CLIMATE
If the group you are addressing is coming together for the first time,
and it is not a large gathering, then it is advisable to begin with an
informal introductory session. Such a session is sometimes called
"warming up". The purpose is to put people at their ease, and allow
you to establish an initial rapport with the group.
Start by introducing yourself-a little bit of your background and
your main reason for talking to them on this occasion. Make this as
light and relaxed as possible. If you can make a joke about yourself,
then fine.
Then ask members to introduce themselves. But remember that
some people are shy of speaking in public. This informal round of
brief introductions will help the shyer ones to feel more free to
contribute later. This is a topic we will explore in more detail in
Chapter Nine, which is concerned with facilitating group discus-
sions.
On occasions when you are the main speaker, it will be enough that
people give their names and perhaps where they are from. Addi-
tionally, sometimes it might be productive to ask in this beginning
phase if people have some specific topics related to your theme that
they would like you to take up in your talk. All this encourages an
interest in what you have to say, gets your audience involved and
makes it easier for them to ask questions when you have finished
your talk.