How can you build rapport and handle objections when presenting?

Including highly relatable examples of key ideas helps build rapport, especially when it is put in the context of your audience’s needs, challenges, or concerns. For example, I’ve used concepts from computer science as analogies or mental frameworks when presenting to software developers and development-adjacent people. If done well, this can also boost your credibility and bring the audience closer to your key ideas.

I like to start with something impactful (interpret as horrific) especially when I'm presenting in between other presentations, or I know my audience is having a long day. This tends to jolt people awake and grabs attention, albeit forcefully. I give a quick summary in my first 2 minutes while I still have their undivided attention this way everyone knows where I'm headed and can follow.

If you do the hook well, you should also get back to it at the end of your presentation. ?? It is important that the hook is relevant to the story you are going to present. Although starting with something that might seem completely off topic can help engage your users. As long as you at the end of the presentation refer back to it and why you started with that particular hook. If you use a quote / story / statistic, make sure you reference the source if it is not your own work ??

Use relatable examples/challenges for the type of audience you are addressing. Make eye contact with every person in the audience. Even if brief, each person will have had a "personal" moment with you.

The real challenge to handling objections is to manage your emotions. Many presenters get anxious when someone starts objecting and their body reacts negatively by shutting down, not listening and other panic behaviors. It's counter-intuitive, but learning to "welcome" objections as opposed to dreading them is a really valuable skill to develop. If people didn't care, they wouldn't object, so appreciating that you have an interested audience member is a great place to start! Improv also offers a lot of skills for handling things on the fly in the best possible way.

For me, it helps to have a phrase that acknowledges the objection and thanks the person for speaking up on something they care about. It also buys you a small bit of time to think on your next response. Something like “Thank you for bringing that up” or “I can tell this is important to you - tell me more about x” can work well here.

Remember that objections are in response to the ideas or presentation, not to you as a person. Also, if somebody raises an objection, it means they feel strongly enough about it to stop you and speak (or type), which can offer an opportunity to learn more about their concerns and unmet needs. Uncovering these and finding a way to address them in the moment is never easy, but it creates a very powerful moment for you, the person, and the audience.