Think. Feel. Do.

When presenting ideas, asking three foundational questions increases your likelihood of securing agreement.

Most presenters focus on what they want to say. The most effective presenters focus on what they want their audience to think, feel, and do.

What Should They Think?

This is about establishing credibility and rational alignment:

• Establish credibility and relevant expertise. Your audience needs to believe you know what you're talking about before they'll consider your recommendation.
• Demonstrate understanding of their concerns and desired outcomes. Show them you've done your homework. Nothing builds trust faster than proving you understand their world.
• Ensure alignment on ROI. Frame the value in terms they care about—time saved, revenue gained, risk reduced.
• Articulate your competitive advantages. Help them understand why this approach, this solution, this direction—not just why something needs to change.

How Should They Feel?

Logic opens the door. Emotion drives the decision:

• Excitement about the possibilities ahead
• Confidence that the plan is sound and achievable
• Relief that someone has a clear path forward
• Trust in you as the right person to guide them there

Inspire them while conveying support and approachability. They should leave feeling energised, not overwhelmed.

What Should They Do?

Every presentation needs a clear next step. Guide them toward concrete action:

• Continuing conversations
• Scheduling demonstrations
• Making referrals
• Beginning trials
• Signing agreements

If your audience walks out without knowing what to do next, you've informed them but you haven't moved them.

Strategic Benefits of This Framework

• Personalised messaging that speaks directly to your audience's priorities
• Reduced preparation time by focusing on what matters most
• Enhanced conversational control because you know where you're heading
• Mutually understood objectives that prevent misalignment
• Credibility established through preparation that audiences can feel

Before your next presentation, ask yourself: What do I want them to think? How do I want them to feel? What do I want them to do?

Answer those three questions, and you've built the foundation for a message that lands.