Most salespeople are good conversationalists. Ask the same people to have a conversation with a group while standing up is another story.
Here's the situation. You have to give a 30-minute presentation/speech to a group of 27 purchasing agents. If you're put in this situation would any of the following apply?
__You would definitely be nervous.
__You would definitely have butterflies in your stomach.
__You would rather go to the bathroom than give this presentation.
__You have this "I can't explain it" fear of public speaking.
Now I realize this doesn't apply to everyone. But you should realize it once applied to me. You see, as a teenager I had the worst, almost unimaginable, fear of public speaking. Now it's my profession.
If I can do it, you can do it and here are 17 ideas you may be able to use during your next presentation.
1. Focus on what you want them to remember. Prepare your presentation with the end in mind. Imagine having three interns asking all participants what they took away from your presentation - what would you want them to say? What you would want them to say should be the focus of your presentation. And don't overdo it. People won't take away 18 ideas in a 30-minute presentation.
2. Less is always more. The basic formula for success is to tell them what you're going to tell them, then tell them, and then tell them what you just told them. It's better to keep it simple then to make it complicated.
3. Avoid too many details. Use a PowerPoint presentation to reinforce key points not to provide nauseating details. Use handouts for the heavy details. Avoid PowerPoint slides that contain seven words per line and seven lines. Never say, "I know you can't see this in the back of the room". If they can't see it, you shouldn't show it.
4. Don't fall in love with your technology. How many slides are too many in a 30-minute presentation? To determine how many ask, how many slides do I need to make my key points? Never walk in front of the projector when it's on. To maintain audience focus on you, you can darken the slide by hitting the period (.) key or the letter B. To restore your image on the screen hit the same key again.
5. Beware of the dreaded monotone. How do you know if you speak in a monotone? That's easy - tape yourself. And listen for the following: are you smiling, pacing, volume, inflection, seal talk (Ah's & Um's). If you are speaking in a monotone you shouldn't be the last to know.
6. Remember - attention spans are getting shorter and shorter. Grab your audience with your title - "How to" is hard to beat. Get you audience involved early with questions. Ask for their reaction to key points. Personalize all your material to create interest in your presentation. Use "Especially prepared for".
7. Do something that says your real. You become real when a group can relate to you. I usually tell people I'm a diabetic. Everybody knows at least one person who's a diabetic - so by sharing that information I have created a connection with my audience. You become real when you make a mistake. You become real when you lighten up and use humor even at your own expense.
8. Use performance cues. Create a list of trigger words to help you remember key parts of your presentation. If using notes, use a highlighter to emphasize key points. Use props throughout your presentation; laminated articles, samples, testimonials, books, and even newspaper articles.
9. Create power pauses. To get a group's attention - use silence. It may be uncomfortable for you and its even more uncomfortable for them. You'll definitely get their attention.
10. Make it easy to remember. Here is an example: the three B's. Be real. Be authentic. Be yourself.
11. Tell stories to help make your points. Nothing, and I mean nothing, creates a better connection with an audience than a good and relevant story.
12. Don't cling to anything. Move around and away from the podium to let them see you. Avoid clutching anything. Be mindful of your hands and where you put them throughout your presentation. Use proper body language including your chin up and a big smile.
13. Four ways to grab your audience with your opening comments. Use a quote. Use a rhetorical question. Use a compelling statement. Use a short story. These are also good ways to end your presentation.
14. Make it a conversation. If it's two-way there must be interaction. Ask questions, "I'm not sure I said that as clearly as I could have." Establish good eye contact with the entire group.
15. Be passionate and energetic. Be animated, use gestures, walk fast, get excited and pick up your pacing periodically and make sure your eyes sparkle when you're talking about your company and your products. Just love what you're doing when you're doing it.
16. Have fun. Expect the best to happen. Before your presentation look in mirror and say "they're going to love this presentation".
17. Remember the two most important parts of your presentation are the opening and closing. Prepare and practice these important parts of your presentation until you nail it.
It's normal to have butterflies before a big presentation. With preparation and practice and more preparation and even more practice you'll be able to get those butterflies to fly in formation for you.
