6 Strategies for Encouraging Questions after Presentations

Article by Marjorie Brody

Over the past few weeks, I delivered a number of Physician Speaker Training program for physicians, medical device specialists, and corporate leaders.

Of course, messaging and content delivery are critical. Where I get the most questions as a trainer and executive coach, however, is how to handle the question-and-answer session.

One of the areas I consistently noticed during all of my recent sessions, which definitely needs more attention as it’s a critical component to speaking success — is effectively handling the Q & A session.

6 ways to encourage questions

1) Let people know when you will take questions – throughout the entire presentation, at specific break points, or at the end. This manages audience expectations. Of course, you need to take timing into account. The more questions, the more time it takes.

2) Ask for questions in an open/assumptive manner. Avoid the clichéd, “Do you have any questions?” It’s much more inviting the say, “Who would like to open with the first question?” Or, “What questions do you have?” Then, be prepared to wait a minute to receive them

If, however, there are no questions …

3) Be prepared to wait up to 10 seconds before people actually ask the question. Don’t worry – they aren’t looking at you, they are thinking. Be comfortable with silence.

4) It’s always a good idea to come prepared with sample questions. You’d say something like, “A question I’m frequently asked is ….” Or “A question I first had was …. ” This gives people time to think about what they want to ask.

5) Look like you want questions. This means that you need to look at the audience members; rolling your eyes doesn’t count! Avoid closed body language (crossing your arms, for example), sighing, cleaning up your papers, or shutting down your laptop all don’t encourage participants to ask questions. Don’t gather notes, or otherwise organize/tidy up your area.

6) Get creative.  In larger groups, or groups who are uncomfortable asking questions, you can either have them write questions on a card, or break into pairs or smaller groups, and come up with questions. In the day of smart phones, you even could have them text a question.

Here’s five quick pointers for what not to do during a Q & A session, with some pointers for what I recommend:

• Compliment (if you compliment one question and not the next, you will discourage further questions)

• Over answer (provide more information that was asked or is needed)

• Jump into the answer (it’s OK to think a minute before you speak, and DO paraphrase the question)

• Say, “As I said in my presentation …”  (how demeaning is that!)

• Answer only to the person who asked it (you need to be looking at everyone)

Next week, I’ll discuss how to handle specific types of questions. Remember, if you have trouble getting questions, you need to look at your behaviors and the impact that they are having.

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