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Imagine starting your next high-stakes meeting, and within seconds, your audience is leaning forward, engaged, and genuinely interested in what you have to say.

A student recently shared a powerful example of this transformation. After implementing a simple technique from our Academy, she turned what could have been two dry business meetings into dynamic conversations - one with a VC fund manager and another with her senior leader.

The secret? A "you-oriented" question.

The Problem with Traditional Openings

Most people dive straight into their pitch or presentation.

They share background information, make general statements, and essentially deliver a monologue.

The problem? This makes the conversation all about you, not your audience.

Let me share a story that illustrates a better way.

Years ago, when I was a marketing manager at the NBA, I needed to pitch new brainstorming software to my VP, Jenna. Instead of launching into my proposal, I opened with a simple question:

"Jenna, have you ever heard of Stormboard?"

When she said no, it gave me the perfect opening to share how our team had been struggling with repetitive sponsorship pitches, and how this software helped us source fresh ideas from our global offices. By the time I mentioned the successful Gatorade proposal sitting on her desk came from this approach, she was fully invested in the conversation.

The Power of "You-Oriented" Questions

These questions take many forms, but they all share one goal: engaging your audience's perspective before sharing yours. Here are some of my favorites:

• "Before I dive in, would you like to share any broader context with the group?"
• "What brought you here to see me today?"
• "How did you first become interested in solving this challenge?"

The results can be remarkable. Look what one of my students in the ISA said.

 

Making It Work For You

The key is authenticity. Don't just tack on a question because you think you should. Get genuinely curious about your audience's perspective. Let their response guide your conversation. You'll find people become more engaged, more open, and more receptive to your ideas.

Before your next important conversation, take a moment to craft a question that puts your audience's perspective first. Then watch how it transforms the energy of your interaction.

Want to master more techniques like this? ​The Impromptu Speakers Academy​ is my 3-week bootcamp teaching students my top frameworks to speaking clearly and credibly when put on the spot at work. You'll get tons of practice and coaching from me during this sprint and will see dramatic improvement, just like this student from the ISA.

Talk soon,

Preston