DECIDE HOW YOUR AUDIENCE WILL DECIDE
from the article 'Create a Dynamite Presentation in 6 Easy Steps'
By Geoffrey James | April 19, 2010
Understand How an Audience Decides
A decision is always the result of change in the decision-maker’s emotional state.
Prior to making the decision, the audience does not feel that a decision is necessary. Not yet. Then something happens, in the audience’s emotional state, that brings the matter to a head. The audience now feels that a decision MUST be made.
At that point the audience (i.e. the decision-makers in the audience) decides.
A persuasive presentation therefore changes the emotional state of the audience so that they believe and feel that a decision must be made… right now.
In business there are six emotional keys that unlock that all-important decision-making process. They are:
* Key #1: Greed. “If we make a decision now, we’ll get a big reward.”
* Key #2: Fear. “If we don’t make a decision now, we’re basically toast.”
* Key #3: Altruism. “If we make a decision now, we’re good people.”
* Key #4: Envy. “If we don’t make a decision now, the other guys will win.”
* Key #5: Pride. “If we make a decision now, they’ll know we’re smart.”
* Key #6: Shame: “If we don’t make a decision now, they’ll know we’re dumb.”
Truly persuasive presentations contain all six of those emotional keys, because it is only under the pressure of these emotion that any decision will be made.
The underlying drivers behind these emotions are, of course, pain and pleasure. Truly persuasive presentations play upon the six key emotions to:
* RAISE the likelihood of pain and LOWER the likelihood of pleasure if a decision IS NOT made.
* RAISE the likelihood of pleasure and LOWER the likelihood of pain if a decision IS made.
When these expectations are set, a decision is INEVITABLE.
I realize that this all seems a bit theoretical. But if you don’t understand this basic stuff, the rest of this post won’t make sense. So bear with me because we’re about to get to the meaty parts…
MY THOUGHTS
Nice! It's like emotional blackmail but it's not. You are not just making a presentation. You are making a presentation for transformation. And since you are presenting to people- who have emotions - then that is certainly a good point of attack.
Saturday, March 5, 2011
Friday, March 4, 2011
THINK IMPACT WHEN GIVING A PRESENTATION
THINK IMPACT WHEN GIVING A PRESENTATION
from the article 'Create a Dynamite Presentation in 6 Easy Steps'
By Geoffrey James | April 19, 2010
Decide on the Impact
When most people start out to create a presentation, they start with the question: “what do I want to say to these people?”
That’s the exact wrong question to ask because it’s all about you and not about the audience.
The correct question to ask is: “what decision does these people really need to make?”
The greatest enemy facing EVERY business — bar none — is inertia. People avoid making key decisions out of fear, stupidity, lethargy, tradition, etc.
So start from the point of wanting to be of service, and that means creating an presentation that persuades your audience to make a decision.
If you don’t know what decision you want the audience to make, don’t bother giving a presentation, because you’re just wasting everyone’s time.
Now, before going any further. Ask yourself, in all honesty:
* Do I know EXACTLY what decision I want my audience to make?
If you DON’T then please don’t bother to craft a presentation, because you’ll just be wasting everyone’s time.
However, if you DO know what impact you want to have — i.e. what decision you want your audience to make — read on…
MY THOUGHTS
of course! the best way for people to appreciate what you're telling them is to get something out of your presentation. there must be some need that your presentation can meet. your audience should want to do something different - or new- after listening to you.
i think you've made impact when your audience becomes uncomfortable. by uncomfortable, i mean not being happy with the way things are. suddenly, they question the status quo. presentations are too short to really make people change. but to get them to think (seriously) of altering some things - that, to me, is impact.
from the article 'Create a Dynamite Presentation in 6 Easy Steps'
By Geoffrey James | April 19, 2010
Decide on the Impact
When most people start out to create a presentation, they start with the question: “what do I want to say to these people?”
That’s the exact wrong question to ask because it’s all about you and not about the audience.
The correct question to ask is: “what decision does these people really need to make?”
The greatest enemy facing EVERY business — bar none — is inertia. People avoid making key decisions out of fear, stupidity, lethargy, tradition, etc.
So start from the point of wanting to be of service, and that means creating an presentation that persuades your audience to make a decision.
If you don’t know what decision you want the audience to make, don’t bother giving a presentation, because you’re just wasting everyone’s time.
Now, before going any further. Ask yourself, in all honesty:
* Do I know EXACTLY what decision I want my audience to make?
If you DON’T then please don’t bother to craft a presentation, because you’ll just be wasting everyone’s time.
However, if you DO know what impact you want to have — i.e. what decision you want your audience to make — read on…
MY THOUGHTS
of course! the best way for people to appreciate what you're telling them is to get something out of your presentation. there must be some need that your presentation can meet. your audience should want to do something different - or new- after listening to you.
i think you've made impact when your audience becomes uncomfortable. by uncomfortable, i mean not being happy with the way things are. suddenly, they question the status quo. presentations are too short to really make people change. but to get them to think (seriously) of altering some things - that, to me, is impact.
Thursday, March 3, 2011
EASY STEPS TO DYNAMITE PRESENTATIONS
EASY STEPS TO DYNAMITE PRESENTATIONS
from the article Create a Dynamite Presentation in 6 Easy Steps
By Geoffrey James | April 19, 2010
This post describes a foolproof and easy way to craft a presentation that causes an audience to ACTUALLY AND TRULY MAKE A DECISION.
I’m not talking about those stupid bullet point lectures that put people to sleep.
I’m talking the real deal here. The kind of show-stopper presentation that makes things happen. Like closing a big sale.
Interested? If so, let’s get started…
Note: Except where otherwise noted, this post is loosely based on an interview with G. Richard Shell and Mario Moussa, authors of “The Art of Woo.”
STEP #1: Decide on the Impact
STEP #2: Understand How an Audience Decides
STEP #3: Research the Audience
STEP #4: Craft The Story
STEP #5: Compose Your Slides
STEP #6: Rehearse, then Go For It
MY THOUGHTS
looks easy? it will be if you read the coming posts on each step
from the article Create a Dynamite Presentation in 6 Easy Steps
By Geoffrey James | April 19, 2010
This post describes a foolproof and easy way to craft a presentation that causes an audience to ACTUALLY AND TRULY MAKE A DECISION.
I’m not talking about those stupid bullet point lectures that put people to sleep.
I’m talking the real deal here. The kind of show-stopper presentation that makes things happen. Like closing a big sale.
Interested? If so, let’s get started…
Note: Except where otherwise noted, this post is loosely based on an interview with G. Richard Shell and Mario Moussa, authors of “The Art of Woo.”
STEP #1: Decide on the Impact
STEP #2: Understand How an Audience Decides
STEP #3: Research the Audience
STEP #4: Craft The Story
STEP #5: Compose Your Slides
STEP #6: Rehearse, then Go For It
MY THOUGHTS
looks easy? it will be if you read the coming posts on each step
Monday, February 21, 2011
DO AWAY WITH THE PODIUM
Break Away From the Podium to Connect with Your Audience
By Sean Silverthorne | March 25, 2010
Like many top teaching institutions, Harvard Business School invests heavily in training faculty to become dynamic classroom presenters. Observing the best of them at work is like watching a master actor take command of the theater.
HBS professors rarely stand still, often sprinting from student to student to tease out insights on a case study. Their hands fly over a half-dozen blackboards that raise and lower for emphasis. There may be a podium in the room, but the teacher is not behind it for long.
Leaving the podium lectern behind, getting physically nearer your audience, is one key to making sure you’re being listened to. In particular, you want to get within 12 feet of at least some of your audience, and the closer, the better.
Why 12 feet? It’s biology. If someone is a dozen or more feet away from us, our automatic personal security system regards them as non threatening — another way of saying they’re far enough away not to be of interest, reports speechmeister Nick Morgan:
“Standing behind a podium means that you’re almost guaranteed to be more than twelve feet from everyone. That means that no one is very interested in you, at the unconscious level,” Morgan writes on HBR.org. “So one of the easiest ways to up the ante on your performance is to warm up the connections between you and your audience by leaving the podium and entering into carefully chosen audience member’s personal space.” Personal space is defined as between four and 12 feet.
One simple technique: When making an important point, move toward your audience or particular audience members. Move away to signal a change in subject.
“This choreography is a simple, easy way to enormously improve the connection you make with your audience, without even raising your voice.”
MY THOUGHTS
i hate podiums. and microphones. unless they are wireless and will allow me to move around. podiums seem to create a wall between the speaker and the audience. i don't want that. i want my audience to feel like we are in an informal environment having informal conversations.
By Sean Silverthorne | March 25, 2010
Like many top teaching institutions, Harvard Business School invests heavily in training faculty to become dynamic classroom presenters. Observing the best of them at work is like watching a master actor take command of the theater.
HBS professors rarely stand still, often sprinting from student to student to tease out insights on a case study. Their hands fly over a half-dozen blackboards that raise and lower for emphasis. There may be a podium in the room, but the teacher is not behind it for long.
Leaving the podium lectern behind, getting physically nearer your audience, is one key to making sure you’re being listened to. In particular, you want to get within 12 feet of at least some of your audience, and the closer, the better.
Why 12 feet? It’s biology. If someone is a dozen or more feet away from us, our automatic personal security system regards them as non threatening — another way of saying they’re far enough away not to be of interest, reports speechmeister Nick Morgan:
“Standing behind a podium means that you’re almost guaranteed to be more than twelve feet from everyone. That means that no one is very interested in you, at the unconscious level,” Morgan writes on HBR.org. “So one of the easiest ways to up the ante on your performance is to warm up the connections between you and your audience by leaving the podium and entering into carefully chosen audience member’s personal space.” Personal space is defined as between four and 12 feet.
One simple technique: When making an important point, move toward your audience or particular audience members. Move away to signal a change in subject.
“This choreography is a simple, easy way to enormously improve the connection you make with your audience, without even raising your voice.”
MY THOUGHTS
i hate podiums. and microphones. unless they are wireless and will allow me to move around. podiums seem to create a wall between the speaker and the audience. i don't want that. i want my audience to feel like we are in an informal environment having informal conversations.
BEGIN YOUR SPEECH IN THE MIDDLE
Begin Your Speech in the Middle
By Sean Silverthorne | February 8, 2011
How many times have you sat down anxiously to hear a talk, only to be stultified with blah-blah-blah. “Thanks for coming. I’m honored to be here today. Thanks specifically to Dennis and his team for bringing me to Acme Anvil to talk about developing marketing strategies in a global world. First, let me tell you a little bit about myself.”
The audience is already reaching for its collective Blackberries.
That’s why speech expert Nick Morgan advises executives to begin their speech in the middle. Here’s a great opener.
“Many people watching tonight can probably remember a time when finding a good job meant showing up at a nearby factory or a business downtown … That world has changed … The rules have changed. In a single generation, revolutions in technology have transformed the way we live, work and do business. Steel mills that once needed 1,000 workers can now do the same work with 100. Today, just about any company can set up shop, hire workers, and sell their products wherever there’s an Internet connection.”
Unfortunately for President Obama, who delivered those words at the State of the Union last month, they didn’t open the speech. They came after minutes of greetings to people in the audience and platitudes about democracy and jobs. He should have started his speech in the middle.
How can you tell what needs to be cut? Morgan advises:
“You can tell when rhetoric is empty — and therefore should be cut — because it would never be possible to say the alternative. Could a president begin by insulting the Speaker, ‘dissing’ a tragically ailing representative, trashing the democratic process, or coming out against jobs? Of course not. Therefore, nothing is being said. Speeches are much more interesting for the audience when they dispense with the polite nothings and get right to the meat.”
For more valuable advice, read his HBR.org blog post, How CEOs Can Improve Speeches.
I agree completely with Nick. If you want to capture the audience from the starting line, don’t begin with the obvious, the expected, the empty words. My BNET colleague Geoffrey James, who writes the terrific Sales Machine blog, takes up this theme as well. He says sales presentations should start with a “heart stopper,” such as telling a company they’ve just lost $100 million, and here is what can be done about it.
How do you begin your speeches? Do you futz around or get down to business?
MY THOUGHTS
the message is clear - if you're going to deliver a presentation or a speech, strive to be unique. start with a bang that makes your audience sitting on the edge of their seats. and wanting to hear more. tall order but possible. do away with the welcome remarks. jump right in to what people came for.
By Sean Silverthorne | February 8, 2011
How many times have you sat down anxiously to hear a talk, only to be stultified with blah-blah-blah. “Thanks for coming. I’m honored to be here today. Thanks specifically to Dennis and his team for bringing me to Acme Anvil to talk about developing marketing strategies in a global world. First, let me tell you a little bit about myself.”
The audience is already reaching for its collective Blackberries.
That’s why speech expert Nick Morgan advises executives to begin their speech in the middle. Here’s a great opener.
“Many people watching tonight can probably remember a time when finding a good job meant showing up at a nearby factory or a business downtown … That world has changed … The rules have changed. In a single generation, revolutions in technology have transformed the way we live, work and do business. Steel mills that once needed 1,000 workers can now do the same work with 100. Today, just about any company can set up shop, hire workers, and sell their products wherever there’s an Internet connection.”
Unfortunately for President Obama, who delivered those words at the State of the Union last month, they didn’t open the speech. They came after minutes of greetings to people in the audience and platitudes about democracy and jobs. He should have started his speech in the middle.
How can you tell what needs to be cut? Morgan advises:
“You can tell when rhetoric is empty — and therefore should be cut — because it would never be possible to say the alternative. Could a president begin by insulting the Speaker, ‘dissing’ a tragically ailing representative, trashing the democratic process, or coming out against jobs? Of course not. Therefore, nothing is being said. Speeches are much more interesting for the audience when they dispense with the polite nothings and get right to the meat.”
For more valuable advice, read his HBR.org blog post, How CEOs Can Improve Speeches.
I agree completely with Nick. If you want to capture the audience from the starting line, don’t begin with the obvious, the expected, the empty words. My BNET colleague Geoffrey James, who writes the terrific Sales Machine blog, takes up this theme as well. He says sales presentations should start with a “heart stopper,” such as telling a company they’ve just lost $100 million, and here is what can be done about it.
How do you begin your speeches? Do you futz around or get down to business?
MY THOUGHTS
the message is clear - if you're going to deliver a presentation or a speech, strive to be unique. start with a bang that makes your audience sitting on the edge of their seats. and wanting to hear more. tall order but possible. do away with the welcome remarks. jump right in to what people came for.
Friday, February 11, 2011
HOW TO FIX LONG PRESENTATIONS
HOW TO FIX TOO LONG PRESENTATIONS
from the articleTop 20 Reasons Presentations Suck and How To Fix Them
By Geoffrey James
www.bnet.com
Most business presentations suck. They're boring. They're confusing. They're out of touch. This gallery explains exactly why most presentations are so dreadful, and what to do make your own presentations better.
Too Freakin' Long
* Diagnosis: It presents way more than anybody wants to know.
* Why It Happens: The speaker is “spraying and praying” in hope that something works.
* What Results: Zzzzzzzzzzzzzzzzz…
* How to Fix It: Always make your presentation less than half as long as you think it should be.
MY THOUGHTS
in other words, don't get carried away.know how much time you have for the presentation. if the presentation is short simply tell the audience the "must-know". if you have more time, include the "should-know". if there are no other speakers and you have all the time, then you can share the "nice-to-know". whatever you've prepared,long or short, be very sensitive to your audience. when you see them getting restless or already snoring,it's time to change gears or put a break.
from the articleTop 20 Reasons Presentations Suck and How To Fix Them
By Geoffrey James
www.bnet.com
Most business presentations suck. They're boring. They're confusing. They're out of touch. This gallery explains exactly why most presentations are so dreadful, and what to do make your own presentations better.
Too Freakin' Long
* Diagnosis: It presents way more than anybody wants to know.
* Why It Happens: The speaker is “spraying and praying” in hope that something works.
* What Results: Zzzzzzzzzzzzzzzzz…
* How to Fix It: Always make your presentation less than half as long as you think it should be.
MY THOUGHTS
in other words, don't get carried away.know how much time you have for the presentation. if the presentation is short simply tell the audience the "must-know". if you have more time, include the "should-know". if there are no other speakers and you have all the time, then you can share the "nice-to-know". whatever you've prepared,long or short, be very sensitive to your audience. when you see them getting restless or already snoring,it's time to change gears or put a break.
Tuesday, February 1, 2011
CONQUER YOUR FEAR OF PUBLIC SPEAKING
Conquering Your Fear of Public Speaking
By Steve Tobak | January 26, 2009
http://www.bnet.com/blog/ceo/conquering-your-fear-of-public-speaking/1690
People fear public speaking more than anything else. You probably knew that, but did you know that a significant percentage of accomplished professionals, managers, and executives suffer from this debilitating fear? That’s right, people just like you.
Apparently, career-minded, achievement-oriented people are more likely to worry about performance and appearances - the source of most speaking fear - than others are.
To make matters worse, sufferers are typically embarrassed and reluctant to admit they have a problem. They hide a deep concern about the phobia’s affect on their careers in an industry that values presentation skills so highly.
One particular experience at an executive conference sticks with me. While a senior Microsoft executive and I sat in the audience, sharing techniques for calming our own nerves, we watched the president of a large Japanese company present. His hands were trembling and his voice was shaky. He had a rough time, but he got through it.
My heart went out to him, not just because I was scheduled to present the following day and shared his fear, but because he had the courage to confront it.
What’s the cause?
In short, it’s part of the fight or flight response that generates adrenaline, an ancient survival mechanism that lives within each of us. That’s what accounts for the nerves, anxiety, and panic. The underlying cause may be a single unpleasant event or something deeper. In any case, it’s a learned response, and as such, it can be unlearned.
How do you conquer it?
The worst thing you can do is ignore it or avoid public speaking. This is no different from any other challenge you’ve addressed in the past. Deal with it logically and methodically and improvement will follow.
Here are five steps to Conquer Your Fear of Public Speaking:
1. Face your fear. Admit that you have a problem, seek to understand it, and have faith that you will eventually conquer it. You’re far from alone and in very good company. Isolation is a big part of this fear. Talk about it with friends and family. Get it out. Then be brave and determined. You can conquer this and you will.
2. Know your material cold. When you do present, put your best foot forward by knowing your material backwards and forwards. Don’t memorize, just be clear on the key points you want to get across and be prepared to converse intelligently on the subject. Ability to think on your feet is really about confidence, knowledge, and preparation.
3. It’s not all about you. You worry that all eyes are on you and everyone can see how nervous you are. Well, guess what? They may be looking at you, but they’re either thinking about themselves or the content. And if you consider that half your audience has the same fear you have, they’re likely to be empathetic.
4. Interact with the audience. Relieve the feeling of isolation by interacting with the audience. Draw them into your presentation by asking leading questions and encouraging interaction. You’ll instantly feel more comfortable, and so will your audience. Side benefit: you’ll be a more dynamic and engaging speaker.
5. What’s the worst that can happen? That question can diffuse most life problems and it certainly applies here. What if your hands shake, you screw up, or you panic? First, that’s not likely to happen; it’s all in your head. Second, so what if it does? You pick yourself up, dust yourself off, and try again. Failing is part of life and business; this is no different.
Also, check out How to Give a Killer Presentation; it’ll help build your confidence and reduce your fear.
If you have a fear of public speaking, have addressed your fear in the past, or have coached others, please share your feelings and experiences. It’s anonymous, a good way to start, and will help thousands of others.
MY THOUGHTS
i avoided speaking in public for years. then i ended up in training. i used to think numbers cause my nerves to get all tangled up. not so. it's who. not how many. i can get away with 500 employees in the audience. but 10 board members make me want to call in sick.
i don't think i've really conquered my fear. i just learned how to live with it. yes, preparation is the key. prayer can get you through it. and so what if i foul up? that won't make me a lesser person.
By Steve Tobak | January 26, 2009
http://www.bnet.com/blog/ceo/conquering-your-fear-of-public-speaking/1690
People fear public speaking more than anything else. You probably knew that, but did you know that a significant percentage of accomplished professionals, managers, and executives suffer from this debilitating fear? That’s right, people just like you.
Apparently, career-minded, achievement-oriented people are more likely to worry about performance and appearances - the source of most speaking fear - than others are.
To make matters worse, sufferers are typically embarrassed and reluctant to admit they have a problem. They hide a deep concern about the phobia’s affect on their careers in an industry that values presentation skills so highly.
One particular experience at an executive conference sticks with me. While a senior Microsoft executive and I sat in the audience, sharing techniques for calming our own nerves, we watched the president of a large Japanese company present. His hands were trembling and his voice was shaky. He had a rough time, but he got through it.
My heart went out to him, not just because I was scheduled to present the following day and shared his fear, but because he had the courage to confront it.
What’s the cause?
In short, it’s part of the fight or flight response that generates adrenaline, an ancient survival mechanism that lives within each of us. That’s what accounts for the nerves, anxiety, and panic. The underlying cause may be a single unpleasant event or something deeper. In any case, it’s a learned response, and as such, it can be unlearned.
How do you conquer it?
The worst thing you can do is ignore it or avoid public speaking. This is no different from any other challenge you’ve addressed in the past. Deal with it logically and methodically and improvement will follow.
Here are five steps to Conquer Your Fear of Public Speaking:
1. Face your fear. Admit that you have a problem, seek to understand it, and have faith that you will eventually conquer it. You’re far from alone and in very good company. Isolation is a big part of this fear. Talk about it with friends and family. Get it out. Then be brave and determined. You can conquer this and you will.
2. Know your material cold. When you do present, put your best foot forward by knowing your material backwards and forwards. Don’t memorize, just be clear on the key points you want to get across and be prepared to converse intelligently on the subject. Ability to think on your feet is really about confidence, knowledge, and preparation.
3. It’s not all about you. You worry that all eyes are on you and everyone can see how nervous you are. Well, guess what? They may be looking at you, but they’re either thinking about themselves or the content. And if you consider that half your audience has the same fear you have, they’re likely to be empathetic.
4. Interact with the audience. Relieve the feeling of isolation by interacting with the audience. Draw them into your presentation by asking leading questions and encouraging interaction. You’ll instantly feel more comfortable, and so will your audience. Side benefit: you’ll be a more dynamic and engaging speaker.
5. What’s the worst that can happen? That question can diffuse most life problems and it certainly applies here. What if your hands shake, you screw up, or you panic? First, that’s not likely to happen; it’s all in your head. Second, so what if it does? You pick yourself up, dust yourself off, and try again. Failing is part of life and business; this is no different.
Also, check out How to Give a Killer Presentation; it’ll help build your confidence and reduce your fear.
If you have a fear of public speaking, have addressed your fear in the past, or have coached others, please share your feelings and experiences. It’s anonymous, a good way to start, and will help thousands of others.
MY THOUGHTS
i avoided speaking in public for years. then i ended up in training. i used to think numbers cause my nerves to get all tangled up. not so. it's who. not how many. i can get away with 500 employees in the audience. but 10 board members make me want to call in sick.
i don't think i've really conquered my fear. i just learned how to live with it. yes, preparation is the key. prayer can get you through it. and so what if i foul up? that won't make me a lesser person.
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