Power Presentations Tip 37: Start with the Right Picture

Start with the right picture

The phone rings. You answer. It's your best friend. You probably smile and have an enjoyable conversation. But before you smiled you did something else - you saw their face in your mind. That image grabbed your attention, engaged you and triggered your emotions.

Compare that to what happens when a stranger calls you. You see nothing. So you are not interested or emotionally engaged.

Which way would you prefer to start your presentation?

Start with a picture

Start your presentation by planting a picture in the minds of your audience. That helps you grab their attention and emotionally engage them from the beginning. That image can help explain your message. And it helps retain the message.

Important point

The image that counts is the one in the minds of your listeners - not necessarily what they see with their eyes. In a contest between what the eyes see and the mind sees - the mind wins every time.

Here are two types of pictures that you might use.

The goal

Plant the picture of the goal. Travel ads show you pictures of the beach. Get rich-programs tell you to imagine the mansion, car and extravagant possessions that you crave.

Before and after image

Show the pain or problem. You might later show the after picture but it's not always necessary. Cosmetic surgery and weight loss is sold this way. You could also use this method to sell the benefit of change.

There are three ways that you might plant that picture:

1. Tell a colorful story

This is the most powerful way. Nothing beats a colorful story for planting strong images in the minds of listeners. That's why the best speakers are great story tellers.

2. Display a prop

The prop might be a sample or model of your product. The prop could be a part of your clothing or costume. It could also be an object that symbolizes your message.

3. Project an image on the screen

This is the most common attempt to plant an image. It is also the technique most poorly done. Your logo on the screen is not the right first image. It's not the goal nor the before image.

The other common error is to project words on the screen. Text is not an image; even if you project it on the screen it's still not an image - it's just text. Photos, diagrams and charts plant images.

Start with the right picture and you've got a powerful start to your presentation.

George Torok
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Power Presentations Tip 36: Evaluate Other Presenters

Evaluate other presenters

Study other presenters to learn from them. But don't fall into the trap of judging whether you are better or worse than they are. That's pointless. Just observe and learn.

You can learn from speakers both better and worse than you. My mentor and friend, Peter Urs Bender, used to say that a wise man can learn from a fool and a fool can learn from no one. If you aren't learning then who are you?

There are many sources where you can study other presenters: your workplace, your place of worship, a wedding, a funeral, your association meeting, a conference, a community event, politicians, training program, theatre or TV.

Throughout the presentation ask these two questions:

What worked well and why?

What didn't work well and why?

Be like a scientist. Notice the connection between cause and effect.


Some points to evaluate

How well did the opening grab attention and clarify the direction of the presentation?

What did the speaker do early in the presentation to connect with the audience?

What forms of humor were used?

What endeared the audience to the speaker?

What might have offended the audience?

Where did the speaker lose some listeners?

How did the structure of the presentation help or hinder the message?

How clear was the key message? Can you repeat it in one phrase?

What were this speaker's strengths?

What were this speaker's weaknesses?

How did both of the previous characteristics affect the outcome of the presentation?

How would you summarize this presentation for a friend who missed it?

Warning:

Evaluate other speakers for your own learning not to give them a detailed report on their performance. Do not run up to them after their presentation to give them constructive feedback. Most don't want it and will not appreciate your help.

Feel free to use this list when you want constructive feedback from a trusted colleague.

George Torok
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Power Presentations Tip 35: Do Not Think on Your Feet

Do not think on your feet


Thinking on your feet is the same as winging it. You've probably seen presenters who failed to properly prepare their presentation. They might've believed that they could wing it. Sometimes they're lucky and other times not.

Thinking on your feet is not a good strategy for presentation success. Your feet are made for walking not for thinking.

If your presentation is important why would you wing it? Do you really want the success of your presentation to ride on luck? Perhaps you'd prefer to stack the odds of success in your favor.

How do you stack the odds in your favor?

Prepare

The most successful presentations were well prepared. The most successful presenters prepare. Success in any field is not an accident. It's the result of preparation.

What should you prepare for your presentation?

Research and know your material

This is the most fundamental part of preparing. Check your sources and facts. Never get caught by someone in your audience having more current information than you.

Research and understand your audience

Know their hot buttons, issues and language. Be ready with examples or stories from your audience.

Rehearse your delivery

This builds "muscle memory". Athletes and entertainers rehearse to build familiarity with their performance.

Prepare for Questions

List all the possible questions you might be asked. Write possible answers then pick the best answer for each question. Practice delivering your responses in a natural and believable manner.
Prepare for Obstacles

Rehearse your responses for the possible objections and hostile comments. They might be easy, tough or even unfair. Be ready for them.

Plan how to deal with interruptions

Cell phones ring, accidents occur and people interrupt. Don't be surprised or indignant. Be prepared.

Be prepared to alter your presentations

Stuff happens. Your time might be drastically shortened. You almost never get more time. Technical problems might arise. An emergency might steal your show.

Don't think on your feet. Have all the possible choices ready. Then all you need to do is to select from your carefully prepared menu.

Now that you are well prepared, imagine how successful your presentation will be. Folks will call you lucky.

George Torok
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Power Presentations Tip 34: Own the Room

Know the room - own the room

When you own the room you will be a more powerful presenter. While strolling in your neighborhood you will feel more comfortable and confident then in a strange town. A sports team usually feels stronger when playing at home.

As a presenter, how can you own the room?

"Owning the room" is a feeling that you can generate within yourself by knowing the room.

Know the room

Get into the room before your presentation - preferably when no one else is there. That allows you to prepare as follows:

You will feel better if you've been in the room before your presentation. It removes the "strangeness" of the room. It's like looking at a map before you drive to a new destination.

You can see the room and start visualizing how you will present and how your audience will look. Visualizing yourself presenting in the room is an effective way to prepare for your presentation.

You can check the setup of the room. Become familiar with the layout of the seating, tables, doors, curtains and other characteristics of the room. Walk around the room and sit in different seats so you understand better how the audience might or might not see you and your visuals. Look for blind spots.

If the seating is not the way you prefer and it can be changed then arrange for it to be changed to the way you want. Sometimes this might mean making those changes yourself. (I've done this the night before an important presentation.)

Play with the switches. Test all the lights, AV and climate control switches. Tape the ones that should not be changed. Discover the ones that give you the settings you want so you can set it quickly or explain to an assistant how to do it.

Check all the doors to learn which ones are noisy - so you can tape the latches. Which are the outer halls that need a "Do Not Enter" sign taped on the outside? Which lead to the washrooms so you can direct people? When you got to go - nothing is more important. Which are the emergency exits in case they are needed?

Rehearse walking on and off the stage so you don't trip. Stand on the stage and deliver parts of your presentation. Move about the stage to feel comfortable and find the cracks or creaky boards that you need to avoid. Check the position of the speakers to avoid feedback.

One more tip: Change or move something to make the room yours. It might not be much but any small change can help you feel better when you take the stage.

Know the room and you will own the room.

George Torok
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8 Presentation Flaws that Steal Your Money

Why should you care about your presentation skills? Because poor presentations cost you money. Do you want to close more deals and make more money? Improve your presentation skills!

There are no perfect presentations and no perfect presenters, which means that every presenter could be better – if they want to be.

There are three types of presenters:

• Bad and don’t know it
• Bad and don’t care
• Concerned and taking steps to improve
  

Effective presentations are the result of good presentation skills in action. Skills are improved by understanding the principles, practicing the techniques and getting constructive feedback from a skilled coach. Champions in any field follow this simple formula.

Have you ever wondered why some presentations are so painful to sit through and others can be delightful? Here are some of the presentation flaws that I’ve witnessed at recent industry conferences. Perhaps you can relate to them.

Presentation Flaws

1. Clumsy start

How many seconds do you have to make a good first impression? The start of your presentation is the first impression. Yet many presenters don’t have a prepared opening line. And there is something ironically wrong when the IT industry presenter has technical problems with his computer at the start of the presentation.

2. Limp close

The next most important impression is the last one because that is how your audience will remember you. You need a prepared and well-rehearsed closing line that reinforces your message.

3. Nervous ticks

It’s perfectly normal to feel nervous while presenting. But if your audience sees it they will question your veracity. Stop the shuffling feet, fretting with your hair and playing with paper or pens.

4. Lack of eye contact

If you won’t look at me, why should I listen or believe you?

5. Annoying slides

“You probably can’t read this.” Yet the presenter showed the PowerPoint slide anyway. Why are so many presenters so inconsiderate when it comes to designing their slides? Your slides either enhance or annoy. Are you clear on the difference? Technology is only valuable if it enhances the human experience.

6. Presenter reading the slides

The presenter reads the slides, word for word as if we are too stupid to read them ourselves. This is just plain rude and insulting. It’s also very boring.

7. Inappropriate language

The words you use convey a lot about you, your values and how you see your audience. “You guys” is a valley girl frame of reference. Even if we shared a beer with you at the networking event last night we expect to be shown more respect during your presentation.

8. Lecturing instead of conversing

When was the last time you bought something from a professor lecturing at you? Conversations sell – lectures don’t. Make your presentations more conversational and you will sell more.

Ponder this

How much did you invest to get the opportunity to deliver your presentation either at an industry conference or directly to your prospects? Why not improve your odds of success? Learn the best techniques, practice your skills to improve them and work with a presentation skills coach. How much are you willing to invest on your presentation skills to improve your success rate?


©George Torok is the Speech Coach for Executives. He helps business presenters deliver million-dollar presentations. George Torok offers practical presentation skills coaching for individuals and presentation training for groups that produces superior results and helps you close more deals. More free presentation skills tips at http://www.torok.com/presentation/free.html To arrange presentation coaching and training call 905-335-1997

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The Gettysburg Address

If you want to be a more powerful speaker learn from other powerful speakers. Take the best lessons and find ways to apply those in your presentations. Don't copy them. Instead ask yourself, "Why does this work so well?" and "How can you use that principle or technique?"

Lincoln's Gettysburg address is known as one of the most powerful speeches of all time. What made it so powerful? Listen to it below. It's about two and 1/2 minutes.

No, it's not Lincoln speaking. Listen to the words, structure and style.





What do you think made this speech so powerful?

I suggest that it was the precise words, the rhythmic phrasing and the short phrases. Some of the sentences are long but the phrasing makes it easily digestible.

There are no wasted words or confusing tangents. The imagery is graphic and the message is clear. The poetry of words is captivating and memorable - "four score and seven years".

This is an example where the success of the speech was determined by the care in writing the words.

And the best part - it was less that 150 seconds.

Imagine if every boardroom presentation was limited to 150 seconds.


Below is the text of the Gettysburg address.

--------------------
Four score and seven years ago our fathers brought forth on this continent, a new nation, conceived in Liberty, and dedicated to the proposition that all men are created equal.

Now we are engaged in a great civil war, testing whether that nation, or any nation so conceived and so dedicated, can long endure. We are met on a great battle-field of that war. We have come to dedicate a portion of that field, as a final resting place for those who here gave their lives that that nation might live. It is altogether fitting and proper that we should do this.


But, in a larger sense, we can not dedicate -- we can not consecrate -- we can not hallow -- this ground. The brave men, living and dead, who struggled here, have consecrated it, far above our poor power to add or detract.

The world will little note, nor long remember what we say here, but it can never forget what they did here.

It is for us the living, rather, to be dedicated here to the unfinished work which they who fought here have thus far so nobly advanced.

It is rather for us to be here dedicated to the great task remaining before us -- that from these honored dead we take increased devotion to that cause for which they gave the last full measure of devotion -- that we here highly resolve that these dead shall not have died in vain -- that this nation, under God, shall have a new birth of freedom -- and that government of the people, by the people, for the people, shall not perish from the earth.



George Torok

The Speech Coach for Executives

Presentation Skills Training



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Power Presentations Tip 33: Convey more Crediblity

Convey more credibility

Convey more credibility while presenting. Your audience will listen closer, believe you more and feel more persuaded by your message.

How can you convey more credibility?

Use these three methods.

Introduction
The less your audience knows about you the more important is your introduction. What your introducer says and how he says it will imprint the first impression on your audience. Don't leave the introduction to chance. Provide a written introduction to your introducer and ask him to read it as is.

Sometimes you might get no introduction at all. In that case your self introduction is the first impression to the group.

What the introducer says is important. But it's also important how you receive the introduction. You want to convey credibility so look and stand proud and strong while the introducer (or you) summarizes your relevant expertise.


Points of reference
Quote statistics, facts or opinions from books, publications or organizations that your audience recognizes and respects. This enhances your credibility and builds rapport because it demonstrates that you understand their values and points of reference.

You could quote from your own study, surveys or anecdotal experience. But first you need to clearly establish the credibility of your research. For example, I talk about the lessons of success learned from business leaders. But first I point out that that my research was collected from over 450 interviews that I have conducted over 14 years with business leaders on my weekly radio show, Business in Motion.


Points of connection
Who you know and more importantly who knows you can help your credibility. You could quote or paraphrase a conversation with the company CEO, a well known client or a respected market analyst.

When presenting your ideas to your audience you could mention that you helped solve a similar challenge with Microsoft, Toyota or another industry leader.

Naturally tell the truth and respect those conversations or project details that were private.

In Summary
Use your introduction, points of reference and points of connection to help you convey more credibility.

George Torok

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Power Presentations Tip 32: Smart Practice

Power Presentations Tip 32: Smart Practice


Rehearse your presentation


Practice doesn't make you perfect. If you are practising the wrong way you'll be consistently bad. Smart practice makes you better but never perfect.

Smart Practice

Condense your presentation into keywords that help you remember your points. Write those keywords on index cards.

Rehearse your presentation standing on your feet because that is probably the way you will deliver it. Mimic the presentation environment to make it more productive for you. If you can rehearse in the room where you will present, do it.

The first time (or first few times) through, focus on getting your words right. Then rehearse some more and integrate your voice inflections and gestures.

Rehearse in front of a mirror if possible. But don't stare at the mirror. Notice your body language and facial expressions. Make a point of rehearsing your eye movement to make eye contact with everyone in your audience.

Run through your presentation from start to finish several times. Also, and more importantly, rehearse pieces of the presentation as modules. For example, work on your opening, polish your close and then pick pieces from the body to improve. Breaking the presentation up into modules makes it easier to remember and get back on track if you get lost during the live presentation.

Practise in private. You might feel awkward but do it. I always feel uncomfortable rehearsing my presentation but I know I must do it to ensure success.

At some point you might practise your presentation in front of a colleague. Pick someone whom you trust and respect. Explain your purpose and ask them for specific feedback. Don't ask, "How was I?" And don't expect your staff to give you constructive feedback. They'll be inclined to say, "Boss, you're perfect."

How many times should you rehearse your presentation? That depends on several things. How important is this presentation? How familiar are you with the material? What new techniques are you planning to use? How tough will your audience be?


I believe that you can't practise too much. Just ask golf legend, Tiger Woods and tennis champion, Roger Federer.

George Torok

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Presentation Success: How You Can Own the Room

A successful presentation starts with the presenter owning the room. When you know and own the room, you will be a more powerful and confident presenter. That leads to more successful presentations for you.

Consider this

While strolling in your neighborhood you will feel more comfortable and confident than in a strange town. A sports team usually feels stronger when playing at home. Delivering a presentation is certainly a competitive sport. Why not do it on your home turf?

As a presenter, how do you own the room? “Owning the room” is a feeling that you can generate within yourself by knowing the room. How do you know the room?

Know the room

Knowing the room for your presentation might mean arriving the day before your presentation. At the very least, arrive one hour before your presentation. Don’t breeze in 10 minutes before you speak and expect to “own the room”.

Get into the room before your presentation – preferably when no one else is there. This will allow you to make the following preparations.

You can see the room and start visualizing how you will present and how your audience will look. Visualizing yourself presenting in the room is an effective way to prepare for your presentation. You will feel more comfortable and more powerful if you’ve been in the room before your presentation.

If the room is not the right size for the audience expected you can plan what to do to alter the room to make it appear to be smaller or arrange for another room.

You can check the setup of the room. Become familiar with the layout of the seating, tables, doors, curtains and other characteristics of the room. Walk around the room and sit in different seats so you understand better how the audience might or might not see you and your visuals during your presentation. Look for blind spots.

Arrange for the seating to be changed to your preferred arrangement. Sometimes this might mean making those changes yourself. (I’ve done this the night before an important presentation.)

Play with the switches. Test all the lights, AV and climate control switches. Tape the ones that should not be changed. Discover the ones that give you the settings you want so you can set it quickly or explain to an assistant how to do it.

Check all the doors to learn which ones are noisy – so you can tape the latches with duct tape. Which are the outer halls that need a “Do Not Enter” sign taped on the outside? Where are the washrooms so you can direct people? hich are the emergency exits in case they are needed?

Rehearse walking on and off the stage so you don’t trip. I’ve done it and seen it happen. It’s surprising how simple things like walking on stage can be nerve wracking when you are giving a presentation.

Stand on the stage and deliver parts of your presentation. Move about the stage to feel comfortable and find the cracks or creaky boards that you will need to avoid. Check the position of the speakers while speaking on the microphone to avoid feedback. Test the microphone when the AV people are there. Often they test the microphone with one of their staff then they disappear.

One More Presentation Tip

Change or move something to make the room yours. Close the curtains, move some chairs, put a small table on stage… It might not be much but any small change that you make can help you feel better when you take the stage.

I’ve delivered over 1,000 presentations and I’ve noticed that a good room setup can influence the energy of the audience and success of your presentation.

Know the room and you will own the room. Your audience will marvel at your confidence and presentation power.



© George Torok helps business leaders, managers & sales professionals deliver million-dollar presentations. He offers presentation skills coaching and presentation skills training. For more free presentation tips visit http://www.Presentation-Skills-Success.com To arrange media interviews call 905-335-1997


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Power Presentations Tip 31: Build Better Rapport

Why build rapport?

Building stronger rapport with your listeners reinforces trust. When your audience trusts you, they will listen better, believe you more, follow your advice and buy your message, product or service. In the absence of trust none of this will happen.

The better the rapport that you create the more they will like you. In selling there is an old piece of wisdom that says, "People buy from those they know and like." Every time you speak you are selling something even if you think that you are not in sales.

How can you build rapport?

Demonstrate that you are like them.

People like those who appear to be like them. Dress like them but no less then the best dressed person in the room. Speak the language that they understand. Don't use words that are intended to impress. Instead always use words that everyone in the audience understands. You can impress with the way you string those words together and know your topic. Learn and use some of the key phrases and terms that they use. For example, do they have customers, clients, patients, members, associates or worshippers?

Show that you understand them.

Don't pretend to be an expert on their world or industry if you are not from that world. But with a little research - online and through conversations - you can collect some knowledge and perspective about their circumstances. Recognize their issues, challenges and triumphs.

Include them in your presentation.

Meet at least some of them before your presentation. Gather some anecdotes and stories that you might use. Mention some of their names in your presentation. Include at least one story that highlights one of their heroes - (which could be one of them).

Be real.

Speak in a conversational manner. Tell a story that makes fun of yourself. This might make them laugh and more importantly they will see you as imperfect - like themselves. Don't portray yourself as perfect because they will hate you for thinking that you are better than them. No one's perfect.

George Torok

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Power Presentations Tip 30: Handle Questions with Ease

Include the group in your discussion.
While the person is asking the question maintain eye contact with that person while you move away from that individual. You do this to include the audience between you and the questioner to include everyone in the conversation. This isn't always possible - especially if you are presenting in a boardroom.

Treat questions like a gift.
While the person is asking the question look at them to demonstrate that you are listening. You could smile or nod your head to encourage the person. This also demonstrates your openness to answering questions. And that conveys confidence and aids believability.
I recommend that you don't say, "Thank you. That's a good question" because once you start you might feel compelled to say it every time. Every question might not be a good question so you will appear insincere.
You might say, "Thanks for asking the first question." But don't say, "Thanks for asking the second/third/etc question."

Repeat or reframe the question.
If you did not understand or hear the question then ask the individual to repeat or rephrase the question.
If there is any possibility that some in the audience might not have heard the question, repeat it as you speak to the group. If it was a long question you could summarize it. If the question was convoluted you can rephrase the question and ask the person, "Do I understand your question correctly?"
Repeating or summarizing the question does three things for you.
• It ensures that everyone in your audience hears the question.
• It gives you time to think about your answer.
• It enhances the value of the answer because it makes them wait a little longer for the answer.
Don't respond to the question too quickly because that cheapens the answer. Appear to think about it before responding.
Deliver your answer to the group then look back at the questioner to acknowledge that you answered their question.
In a future tip we will look at how you can successfully deal with difficult and hostile questions.

George Torok

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Public Speaker: Do Not Think on Your Feet

Your feet are for walking and standing not thinking, especially when in front of an audience.

Public speakers should not think on their feet. Presenters who try to wing it often fail, and fail miserably. Trying to deliver your presentation by thinking on your feet is an attempt to wing it. Winging anything is like spinning the roulette wheel and hoping for the best. That’s not a good approach to anything especially delivering a presentation that might be important to you.

An effective presentation is the result of a well planned, well rehearsed presentation and well developed presentation skills. Just ask any presenter who has just delivered an effective presentation. They’ll tell you how much effort they put into preparing. A successful presentation is seldom the result of luck.

Successful presentation is the result of a rehearsed skill set. Like any skill set you get there with study, practice and training. No one takes the gold or any of the medals at the Olympics by luck. They prepared. They practiced and they worked with a performance coach. And then they worked some more.

Imagine how you might feel if you took your loved one to an expensive restaurant and this time the chef decided not to follow his usual methods but decided to try something new and wing it. It might be okay or it could be a disaster. Would you wonder why the chef experimented on you? Would you demand your money back?

When it’s your turn to speak don’t try to think on your feet. It’s too dangerous. When you try to wing it you leave too much to chance. You might be sharp today. Or, you might be ill or even in a foul mood. Thinking on your feet is experimenting with your audience. Don’t gamble the success of your presentation on the throw of the dice.Public speaker: Don’t think on your feet. Your presentation might crash and it will get you into trouble soon.Instead, be prepared. The only thing you should do on your feet while delivering your presentation is to consider options.Before you speak analyze your presentation, the strengths, the weak points, and your audience. Consider the possible questions, objections and interruptions. Then prepare and rehearse your response to all of these possibilities.Why should you do that much work? Because the pros in any field do it. Are you a pro or are you a novice hoping to wing it? Plan the strategies and tactics that you will use to deal with the possible challenges in your presentations.Public Speaker: Don’t think on your feet. That is the formula for presentation suicide. Instead think and prepare before you get on your feet.



© George Torok is the Public Speaking Pro He helps public speakers deliver million dollar presentations. He offers presentation coaching and training. To get your free presentation tips visit http://www.SpeechCoachforExecutives.com To arrange for George to speak to your company, conference or association call 905-335-1997

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