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Principles for Powerful Presentations

Principles for Powerful Presentations

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Principles for Powerful Presentations. Presentation Questions. Why are you doing the presentation? How much time do you have? Who is the audience? (more later) What is the tone?. Define the Audience. Who is in the audience? Know their needs Know their expectations Know what they know - PowerPoint PPT Presentation

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Principles for Powerful Persuasion

Principles for Powerful PresentationsPersuading1Presentation QuestionsWhy are you doing the presentation?How much time do you have?Who is the audience? (more later)What is the tone?

Define the AudienceWho is in the audience?Know their needsKnow their expectationsKnow what they knowHave reserve material

Use a known purposeFor Us The Previously Written ReportCreate Slides from an Outline (minimum)Title SlideIntroductionKey PointsConclusion

Develop ContentEdit ContentShort PhrasesConcise TextConsistent Verb TenseStrong Active VerbsEliminate Excess ModifiersFew Prepositions

Simplify the ContentLimit one key concept per slideUse the 6x6 GuidelineLimit Slide to six bulletsLimit bullet to six words

Additional Content Suggestions

Stand and DeliverActually giving the presentation to a live audience in real time.Techniques to Consider

Delivery is up to youPractice makes perfectArrive early on the big dayMaintain eye contactSpeak slowly, clearly with sufficient volumeTest your rangeAllow time for questions either during or afterKeep Something in ReserveAnticipate Questions Create Hidden SlidesPlant Someone in the AudienceUse These Slides When AppropriateGive Handouts After the Talk (usually)

What is Persuasion?The art of persuasion is the art of finding the best available means of moving a specific audience in a specific situation to a specific decisionPersuading12Corollary: You cant expect to persuade the same people in the same way in different situations. New situations require new tactics.

The Persuasion Triangle

Subject(Logos)Presenter(Ethos)Audience(Pathos)Persuading13Classical persuasion techniques are based on three primary elements:

Ethos How trustworthy is the presenter (you) and does your audience like you?

Pathos What are the values of the audience and what motivates them?

Logos How reasonable, straightforward, and well-documented is your argument?

Persuasion in the Real World

Presenter SubjectAudienceYour Needs & InterestsTheir Needs & InterestsYour Programs Needs & AccomplishmentsPersuading14Each of the three elements is complicated by the constantly changing backgrounds in each unique situation.

Presenter You come to the table with your own personal and professional needs and interests. You must focus on the specific decision that will be made on this occasion (the subject).

Audience They come distracted by their own personal and professional needs and interests. Your job is to help them relate your subject to their needs and interests, to convince them that this decision will help meet their needs as well as yours.

Subject Your program comes with its own history and needs to continue or grow. Here you want to put a set of human faces on your program: it is not what you doit is who you affect that sells your program.

Persuading is like making a candleMeltMoldHarden & Ignite!

Adapted from E.M. Griffin. The Mind Changers. Wheaton, Illinois: Tyndale Publishers, 1976.Persuading15The Forest Gump principle of persuasion:

You must melt the natural resistance every person has to change.

You must mold opinion to move your audience toward the decision you desire.

You must harden that opinion into a firm decision and ignite them into acting on it.Melting ResistanceTo Raise Resistance:Be insincereShout Youre wrong!Use weak humorGuilt trip themUse improbable threatsLecture themTo Melt ResistanceBe honestFind common groundUse humor carefullyAppreciate what they are already doingGive realistic pros and consAsk them to make your case

Try to melt resistance before meetingsPersuading16

Molding Opinion:Know your AudienceThey are concerned about local issues and local peopleMake local argumentsThey make decisions with both their minds and heartsAppeal to bothThey feel financially pressuredShow how your programs save money or bring new money into the communityPersuading17You can quote national figures but make local applications.

Facts and figures for their minds/illustrations and stories for their hearts (pictures?)

Molding Opinion: Know what moves your AudienceWhat do they all commonly want?They want happy & healthy constituentsThey want the respect of othersThey want to be responsible leaders They want a successful communityThey want to hear success storiesThey want to avoid pain and failureShow your programs meets their needsPersuading18Among many other things, they are motivated by obligation, common sense, and fear.

Obligation they want to do what is right, to fulfill the commitments they have made

Common sense they want to do what is possible

Fear they do not want to fail or be rejected (= not elected)

Molding Opinion:Present ProfessionallyTo trust you, your audience must believe you are a competent person, a professionalPresent information accuratelyThe dataThe namesThe spelling & grammar Persuading19If you cannot be trusted to get the small things (the details) right, how can you be trusted to get the big things (the funded programs) right?

Molding Opinion:Present PersonallyNever talk down to or over the heads of your audienceTell your story simplyUse short simple sentencesShow rather than tellIllustrate with short stories of successPersuading20Treat your audience as people should be treatedwith respect.

Molding Opinion:Make your argument clearAnswer basic questions (5Ws & H)Show the real, positive results achieved by your program to meet real needsShow what your program has doneShow what your program will doShow what your program cannot do if not funded and what the cost will be to the communityPersuading21Who, what, where, when, why, and how and never forget the So what?

In Closing, IGNITE!People may feel for you and agree with you, but if they do not act on your behalf, your presentation fails its purposePersuading22Mind, emotions, and will diagramHarden & Ignite!:Believe in your causeTo ignite others to support your cause, first YOU should be on fireWhy should others care if you do not?You show your convictions by yourPassionate presentationConfident presentationPositive presentation

Persuading23People will not care what you know until they know that you care.Harden & Ignite!:Summarize & Seek a DecisionSummarize what you already agree onSmileAssume the bestMake a specific requestBe thorough but . . .Be brief

Persuading24Close the deal.

You cant sell if you never ask people to buy.

Dont leave your audience wondering what they should do next.Principles for Powerful PersuasionMelt ResistanceMold OpinionsKnow your audience wellMake your argument clearPresent personally & professionallyHarden & Ignite!Believe in your causeSummarize & make a specific request

Persuading25Know your audience well (pathos)Make your argument clear (logos)Present personally & professionally (ethos)

Does it always work?Of course not!Some people come equipped with closed minds (Theyve already decided)Some people come with busy minds (They arent really listening to you)Some people will not agree with you (so if you cant convince them, at least help them be sorry they cant agree with you)Persuading26Remember there will be other times and other decisions.

Burn no bridges!

Remember.The people expect us to be accountable to show the positive results of our land-grant programsSo inform the people about the difference you are making in peoples livesShow the people that your services are vital to growing communitiesAsk the people for active financial support without apologyPersuading27You dont have to apologize for asking others to help you do what is right.TextIllustrationsMiscellaneous

Text BoxesPicturesShapes

Headers & FootersClip ArtTables

Word ArtPhoto AlbumsHyperlinks

Date & TimeSmartArt DesignsMovies

Numbers & SymbolsChartsSounds

FeatureUse

Rehearse TimingActually Speak Out LoudDont DigressHelps you determinethe length of yourpresentation

Headers & FootersPuts important information in your slides, notes and handouts

Hidden SlidesHides slides until their needed

Annotate a SlideWrite on the slide