Explosive Presentations
Author: Jim Hallman

The 14 points

You're seated at your desk, reviewing that day's sales calls when your phone rings. You answer it anticipating a potential customer.
"This is Frank, how can I help you."

"Great news Frank, I just nominated you as our keynote speaker for the World Wide Business Convention." It's Bob your boss.

OH my God, I've got to act quickly. Don't panic. I wish they transferred him last year. You say to yourself with your jaw dropped down to your navel.

"Bob, that's great. How many should be in attendance?" You reply.

"Last year they had close to 3000. This year we they expect even more."

Your face and ears are feeling flush. The old heart's racing. The butterflies are not flying in formation.

"That's wonderful, the more the better" You reply trying to be cheerful.

"There will be some of the top business executives and it'll give us and our product the added boost we need." Bob adds.

I can't do this! I've got to get out of this! What have I got myself into? You're thinking, but you say: "I'm looking forward to this Bob, what are dates? Can't wait."

"Two weeks, July 29th." was Bob's reply

"I wonder if I can find another job in two weeks." You think.

The conversation continues with you searching desperately for your lost courage. Two weeks is painfully close.

You continue to ponder the situation when Bob says goodbye and you reply.
"Bob thanks so much for this opportunity."

Thousands of business executives all listening to me you think. Your palms begin to sweat and the oysters that you had for lunch are beginning to search for their shells.

There is good news. This is usually as bad as it gets. The anticipation of the dreadful day is by far ten times worse than the actual event. And with the proper preparation, including the presentation structure, complete knowledge of the audience, question and answer techniques and rehearsal, just to mention a few items, the anticipation period can be eased dramatically, in some instances to the point where you look forward to the actual presentation. That's probably pushing it too far, so let's change that to where that day is bearable.

There are several important elements to consider for a successful presentation. 14 to be exact.

1- One is to develop a theme that is carried throughout the entire speech.
Decide what you want your audience to do after they hear your message. A two-hour presentation can easily be broken into various segments, with each segment adhering to your chosen theme.
If the message to be delivered is to inform the group of the techniques for selling in the 21st century, then stay with that theme. Spending valuable time on how things used to be is deviating from the intended message.

2- Not only do we require an impressive beginning, a body that contains the meat and an ending that leaves them marching, we need to include these same three ingredients to each segment of the presentation.

3- Another element to a successful presentation is a catchy title. One that keeps them hanging and thirsting for more.

4- Knowing as much as possible about your audience in advance is extremely helpful.
If necessary call a few of the participants for some input regarding their objectives and what they hope to achieve from the convention and in particular from hearing you speak.
This also helps in developing a rapport with your audience. Feeling comfortable with your audience puts those butterflies back in formation again.

5- The importance of rehearsal cannot be stressed enough.
For the message to have the full impact, it must be presented with belief, emotion and authority. This can only be accomplished through practice and I'm not referring to the repeating and the memorizing of the speech while you're driving, although that is helpful. It's real practice I'm talking about: In front of a mirror, watching the gestures and the body language, practicing the precise moments to use humor and your visual aids, rehearsing your tone and voice pitch. There is an old saying that says "It's the little things that mean everything"

6- When it comes to visual aids, prepare for the worst.
Arrive early the day of the actual presentation to become familiar with the audiovisual equipment.
Even though you've chosen to present a slide show, bring a complete set of overhead transparencies in case the projector decides to remain unfocused. You'll be glad you did.


7- Make a fabulous first impression by memorize the first three minutes of the presentation.
This will demonstrate to your audience the authority you have on the subject matter, and that you are in charge.
Those first few minutes will give you the opportunity to use your energy with gestures instead of concentrating on the speech.
You'll begin to put emotion into the presentation and realize that all that space up there is yours.

8- A sure way of controlling those jitters is to take advantage of the space provided and putting your entire body into the presentation.

9- Remember your audience wants you to succeed. They came to hear your message and to learn something they can put to good use.

10- Preparation and rehearsal are just as important for a question and answer session.
When we don't know the answer to a question that is asked, we must be truthful and tell them we don't know.
By thinking of every possible question that the audience may ask and then researching the answers during your preparation, will eliminate many of the "Can I get back to you on that one".

11- Preparation builds confidence. Knowledge builds power that keeps you in control.

12- There will be moments, prior to your presentation, when you may feel like excusing yourself from the room and head directly to the nearest closet.
Instead, take slow deep breaths to calm your nerves and imagine the standing ovation at the end of your presentation.
You may want to consider avoiding coffee. Caffeine and your nervous energy will have you dancing on top of the podium.

13- Most of the great professional speakers rely on their notes.
They certainly don't read from their notes, but instead casually refer to them to ensure they've covered all of the key elements of their speech.
When they fail to mention a particular point, it normally goes unnoticed. The same holds true for us. When you make a mistake, normally the only one who knows is you.

14- Laptop sales presentations can provide many benefits but if not organized properly have a tendency to bore the audience. When used with the human element, their animation and effects can make an otherwise mundane speech into a powerful presentation.
Ensure that there is the proper balance between the laptop technology and the human element.
Whenever possible, use multiple monitors or a data projector.
Prepare handouts in case there are more attendees than expected. They may not be able to view the screen(s)
Check your lettering size on the screen from various distances and angles while you are preparing the presentation. It needs to be readable.
Determine at what point glare becomes an issue.
Liven up your presentation with attractions and create interest, but don't allow it to mask your point

When your name is finally announced, stand tall and walk with confidence. This group is about to witness a most rewarding and powerful experience. They'll be glad they heard you speak.

It's highly recommended that anyone, especially those who give frequent presentations, attend training sessions to improve their techniques and begin to develop their own personal style. In addition, listening to other speakers and incorporating some of their favorable traits is also helpful.

Speaker training session, such as that provided by Beacon Concepts has a very positive effect on both performance and the jitters. You'll learn new skills that you can implement immediately and the results will be rewarding. When your name is announced, your hard work will provide you with the confidence you needed.

When it's all said and done, you'll be grateful that your practiced the three Ps:
Planning
Preparation
Practice.

More importantly your audience will be thankful.

Jim Hallman
Beacon Concepts

http://www.beaconconcepts.com

jimhallman@beaconconcepts.com






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Jim Hallman, founder and president of Beacon Concepts, is a personal and business consultant. The company's focus and ambition is to ensure the success and continuous improvement of its clients. As a Quality Manager for a large logistics organization, Jim was responsible for the certification for one of its larger facilities in ISO 9002 and conducted external ISO audits as a Certified Lead Assessor in other facilities. Jim also conducted the company's Train the Trainer sessions on enhancing customer service, employee development and continuous improvement workshops, and was responsible for over fifty company trainers throughout the country. Other positions of interest were Customer Service Manager and Operations manager as well as speaking engagements on continuous improvement and taking the fear out of presenting.
You contact Jim at 856 262 8976 or email him at jimhallman@beaconconcepts.com

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