Good the the Last Word
The best presentations end stronger than they begin. A potent punch in the final words of a talk leave the listener excited and eager for what comes next. Maybe that's a welcome change in behavior, a new perspective on an old bugaboo, or just the opportunity to turn to the person next to them and say, "Wow, that was fantastic!"
Unfortunately, most speakers end with a whimper. They reach the final slide, show the QR code, invite the audience to learn more, and say thank you. This SOP isn't just forgettable, it's a guarantee of lost opportunity. The last thing we say leads to the first thing they'll do. If what we say doesn't inspire and compel, the follow-up action will be minimal or nonexistent. Always leave them wanting more.
The Last Impression is the Lasting Impression
CEO Chris Voss places heavy emphasis on how we walk away from any encounter, and the taste we leave in the mouths of others after we're gone. Ask someone at the start of a conversation what they think of their partner and it's likely to elicit a positive perspective; they seem nice, charming, personable, fun, engaging. Ask the same question at the end of that conversation and the perspective shifts; turns out they just wanted something, and all that good stuff at the beginning was a device to butter me up for their pitch.
The best last impression is a blend of authentic gratitude, clear and inspired next steps, and a final moment of value. That value can come from a surprising personal statement, a revealing emotion, a parting gift, or an unavoidable challenge.
How to make the final words count
Authentic gratitude requires much more than a basic thank you before walking out the door. It demands we let our listeners know how important this time together was. Why the occasion was uniquely special, and that the engagement was as valuable for us as it was for their them.
Next, no talk fails faster than one without a call to action at the end. But even then, the wrong CTA is worse than none at all. Transformation is never the result of an ask or expectation; change comes from a personal, meaningful invitation to newfound success.
An open and obvious path forward is the gift your listener desires and deserves. You demonstrate respect for their limited time by setting them up for unobstructed success. That starts with an easy, achievable first step. The more confident they are in taking action, the sooner they emerge the big winner in your interaction.
I like to end the conversation with something my partner would never expect. I'll look them in the eye and let them know how grateful I am to have met and gotten the opportunity to talk with them. I stress me genuine appreciation and admiration, and what a joy it's been getting to know them and their story. Who isn't going to walk away with a great first impression from being told they're brilliant?
Bottom Line
Three more power moves to make the last word count.
1. End on a surprising emotion. Reveal something private and intimate that shows how much you care, and that catches your audience off guard. The point of the interaction was never just to sell or promote; your intent from the start was a personal commitment to their best interests.
2. People love to be valued for their role in your story. Call back to an important moment when you and your listeners found something mutually compelling, funny, or poignant. This proves you were listening, and that you align with your audience rather than just talking to hear yourself talk.
3. A good way to leave a great last impression is by closing with a powerful challenge. Instead of ending on what you hope they'll do for you (buy my product, download my software, fund my project), raise the stakes on what changes for the better as soon as they apply the value of what you just shared. Or how nothing changes if they don't.
