S S Ten Slides in Ten Minutes: Thinking about Practical and Pertinent Presentations [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham APM.APMP

January, 2014

bill.graham@sales-synthesis.co.za

• They Connect Throughout

• They are Understood with Ease

• They Leave No Questions Unanswered

• They Create Positive and Memorable Experiences

• They Ensure the Audience Leaves with a Positive Message.

Relevant Presentations ‘Resonate’ with the Audience

Delivery Audience

Perception Receptive

Gap

Moment of Truth

Relevance

Source: www.sales-synthesis.co.za 2

1. There are No ‘Hard & Fast’ Rules – Just ensure the Objective is Accomplished

2. Glitzy Graphics, Animation & Colour are secondary to the Message

3. There Must be a Crisp & Clear understanding of the Journey

4. Each Slide in the Deck Must be numbered (for Reference Purposes)

5. The Audience must not be able to ask ‘So What ?’ to any Point

6. The Audience must not be able to say ‘Prove It !’ to any Point

7. Both the Audience and the Presenter Must be Relaxed.

The Magnificent Seven: Practical Rules of Presentations

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A Common Vision

with the Audience

Back-Pocket

Presentation

Riddled with

Irrelevancy

Crafted for Audience

Type

Resonating with the

Audience

Barrier

created by a

weak

connection

Connectivity

Molehill

Connectivity

Mountain

Evolution of

Connectivity

Relevant Dated

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Not Connecting to an Audience can be Disastrous

The Structure of the Presentation must be Relevant to the Audience

5 Source: www.sales-synthesis.co.za

Rule: Do not overcomplicate your presentation

1. Introduction

2. Management Summary

3. Body of the Presentation

4. Conclusions and Recommendations

• Speaker Credentials • Housekeeping • Agenda

High level: • Summary of Key Points • Conclusion & Recommendations

• Golden Thread • Robust ‘Selling Points’ • Cultivation of Interest

• Review of the ‘Selling Points’ • Driving home the Message/s • Defining the Way Forward

A Professional Presentation is a Journey

Prepare

Plan

Produce

Practice

Present

Source: www.sales-synthesis.co.za 6 Source: WPCO

Do not end up wondering how you got to where you are…

Ensure You Have Defined Checklists for Each Phase

Prepare

Plan

Practice

Present

• Define the Objective

• Script the Journey

• Allocate time

• First pass at the message/s

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• Know the audience

• Know the venue & facilities

• Identify Tools

• Create the template

• Allocate key messages to each slide

• Build the slide deck

• Let each title be a message

• Undertake ‘Silent talk through/s’

• Anticipate the Audience Questions

• Test facilities at venue

• Update presentation if any problems (e.g. font size, colour)

• Perform

• Undertake any actions

• Analyse feedback

7

Continuous Improvement

Produce

Presentation Skills

Remember that with a Critic – That’s All They Can Do

Prepare

Plan

Practice

Present

Source: www.sales-synthesis.co.za

• Know the audience

• Know the venue & facilities

• Identify Tools

• Create the template

• Allocate key messages to each slide

• Build the slide deck

• Let each title be a message

• Undertake ‘Silent talk through/s’

• Anticipate the Audience Questions

• Test facilities at venue

• Update presentation if any problems (e.g. font size, colour)

• Perform

• Undertake any actions

• Analyse feedback

Notes: 1. Do not get too despondent if there is criticism… Just remember

that the audience didn’t present (& probably can’t) 2. Think of the superstars who regularly get panned by the critics -

but still walk away with $ millions

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Continuous Improvement

Produce

• Define the Objective

• Script the Journey

• Allocate time

• First pass at the message/s

Continuous Improvement is Supported by Lessons Learned Exercises

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Some Points from Actual Lessons Learned Exercises:

Presentation Crafting Process: o Documented processes not followed operationally o No standard templates, checklists etc.

Undefined/Uncommunicated Messages: o Limited number tabled for consideration o None available as standard collateral

‘Golden Threads’ and/or ‘Value Propositions’: o Generic – rather than developed for specific audience o Too many conflicting messages

Content Crafting: o Knowledge Gaps

Quality Assurance: o No time to undertake content completeness o No testing of content relevancy

Use or be Abused

Closing & Some Extra Stuff

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• Be True to Yourself & Hone Your Presentation Skills at every Opportunity

• Be Well-Prepared; Be Well-Prepared; Be Well-Prepared:

o Love your presentation material

o Know your subject matter

• Be Confident

• Be Believable

• Have Fun