Effective Presentations To Any Audience

Effective Presentations to Any Audience April 27, 2007 Warren M. Winterbottom Principal Consultant (aka, Ms. Winterbottom’s Father)

Topics for Discussion • • • • • •

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Theme References (Sources) Style Content Helpful Hints Questions

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gtmAdvisors, LLC As a global business consulting firm, our mission is to develop profitable go-to-market strategies and programs for our high technology clients.

Key Messages: • Global in scope • Business consulting firm • Develop Go-to-market strategies & programs • Focus on profitable outcomes • High Tech clients 10/15/08

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gtmAdvisors, LLC Clients: IBM – Oracle – McLaren Software – ISS Solutions – KollabNet – SAS – Bentley Systems – InfoTech – GeoConnex – HBCS

Types of Presentations: • Facilitate Planning Workshops • Organizational Development Training • Marketing Programs Descriptions • Case Study Development • Business Proposals 10/15/08

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Theme

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The Concept of “Stickiness” “To make your ideas memorable, to make them “stick”. Remember it is not only about how you say it, it is really about what you say” - WMW 10/15/08

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References •

The Little Red Book of Selling – 12.5 Principles of Sales Greatness, Jeffery Gitomer

•

Made to Stick – Why Some Ideas Survive and Other Die, Chip and Dan Heath

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A Check List – Jeffery Gitomer 1. 2. 3. 4. 5. 6.

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What is my time limit? Is my message compelling? Is my message clear? Is my delivery the best it can be? Will it make the audience take action? What do I want the audience to say about me? Avon Grove High School

Style • • • • • •

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Speak with authority and confidence Establish “eye contact” with your audience. Use relevant presentation media and “props” Modulate but project your voice Dress for the audience Be Yourself – • genuine • engaging • candid Focus on your message Avon Grove High School

Great Messages •

What We Say and What We Think • • • • • • • • • •

Brown = UPS Cola = Coke Computers = Dell Insurance = Geico Hot Cars = BMW Fame = American Idol Tragedy = Virginia Tech Hope = The Bible “Where’s the Beef?” = Wendy’s Red Devils = Avon Grove High School

The human mind, can only deal with seven units at one time – Dr. George A Miller 10/15/08

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How People Think ! Ideas

No homework, tonight!

??? Ideas

Filters

Filters

Ideas

3 more months and I get my drivers license.

??? Ideas Ms. W. is my favorite teacher.

Ideas 10/15/08

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Content – Make It Stick – Chip and Dan Heath • •

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Goal – • Make your ideas memorable! Principles – • Simplicity • Unexpectedness • Concreteness • Credibility • Emotional • Stories Avon Grove High School

Simplicity • •

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Goal – • Find the “core” of the idea Examples • Southwest Airline – “…we are the low-cost airline.” • President Clinton – “…it is the economy, stupid.” • A Proverb – “… a bird in the hand is …… …” Avon Grove High School

Unexpectedness • •

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Goal – • Getting people’s attention Techniques • Surprise -“… after this class, you are dismissed and buses will transport you to the beach.” • Interest -“… there is a foreign government conspiracy to covertly support the Second Amendment of the US Constitution.” Avon Grove High School

Concreteness • •

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Goal • Relate your idea to a tangible life experience. Example • Sour Grapes = Aesop’s The Fox and The Grape fable. • Oral Rehydration or Cool, Cold Mountain Fresh Water • Jane Elliott – discrimination

based on eye-color and unsubstantiated comments. Avon Grove High School

Credibility •

•

Goal • Make the audience believe in your idea. Techniques • Reference authorities/luminaries/celebrities • Provide factual/vivid detail • Use static's

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Emotions • •

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Goal – • Make the audience “care” about your idea. Examples • Anti-tobacco Lobby =The Body Bags = anger. • Sportsmanship = “Honoring the Game = patriotism. • “They Laughed When I Sat Down at the Piano…But When I Started to Play” = John Caples = self-interest. Avon Grove High School

Stories •

•

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Goal – • Make the audience “act” An Example • “Good neighbors show compassion and mercy, and not just to people in their own group”, or • The Parable of the Good Samaritan Avon Grove High School

Helpful Hints • • • • • • • •

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Be prepared even for the unexpected. Know your audience. Your ideas do not have to be original, they just have to be uniquely positioned. Limit the number of ideas as well as the key messages that support each idea. Reference factual information to build creditability. Be genuine. Ask the audience to take action. Enjoy your time in the spotlight. Avon Grove High School

Call to Action

Please review this presentation entitled, “Effective Presentations to Any Audience”, prior to developing your next presentation!

[email protected]

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In Conclusion

Effective Presentations to Any Audience

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