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The 8 P's of Powerful Presentations by David
W. Richardson, CSP As
a communicator you're excellent in one on one situations or in small
groups around the conference room table, but when it comes to making
presentations to a large group where it's critical that you convince
your audience to act favorably on your client's behalf you somehow
find yourself falling short. Persuasive
skills in such a setting are essential to your success yet you can't
quite get a grasp on what's missing, what keeps you from having that
edge necessary to be passionately convincing. The
bottom line . . . your presentations must be delivered in a
powerful, succinct and meaningful manner and in order to do that you
need to start at the foundation of your message and create a
presentation style that has everyone in the room paying close
attention to what you have to say. Use
the 8 "P"s of powerful presentations to create and deliver
a message that achieves these goals: 1.
Plan. Before you write the first word, before you even think too
much about the presentation, ask yourself this, "What is the
objective of this presentation?" "How do I want my
listeners to be different when it's over?" "What do I want
them to do; what action will they take?" If you know what you want to achieve, then the actual
design of your presentation will not only be more productive but
easier as well. 2.
Prepare. Prepare your presentation and do it in a structured manner so
that it becomes a message with a logical flow rather than just a
bunch of meaningless words. Design the ending first. Why? Because the
last words you say will suggest a call to action or recommend the
next step to be taken. Next, prepare three or four key
points that will drive the message to its conclusion.
And then, most importantly, select stories, examples,
analogies, and metaphors to support and validate these key points. Then prepare a powerful opening that will immediately
grab the attention of your listeners. Trite sayings such as, "Thank you for inviting me
here", "I'm happy to be here today", "Today I'd
like to discuss . . . ", are outdated and signal to your
audience that a boring presentation is on the way. 3.
Persuade. There are four basic types of presentations:
informative, persuasive, entertaining, and motivational.
Look at your original plan.
What is your objective?
How do you want your listeners to be different?
What action will they take?
To achieve that objective, there is no question that you must
prepare a persuasive presentation. Persuasive presentations are
always delivered with a greater energy level because your message
requires certain results. A persuasive presentation should not be confused with
a sales pitch (although sales pitches are persuasive) but rather as
a way to challenge and influence people to your way of thinking. 4.
People. Since we are speaking to people, it is important that they
know we care about them. This
is accomplished in an effective "audience-centered"
presentation as opposed to a "speaker centered"
presentation. A speaker who makes his
information "user friendly" to the audience by explaining
terminology that listeners may be unfamiliar with or intimidated by
realizes that an audience-centered presentation is the only way to
achieve the desired end result. A speaker-centered presenter uses
his or her own "language" in order to create a personal
comfort zone regardless of the audience comprehension and ultimately
just wants to "get it over with." And, this is very important, don't
forget eye contact. When
you look people in the eye, they know you care about them.
They not only hear what you're saying but, more importantly,
they feel good about you and will be engaged in what you have to say
to them. If people don't think you care, then they
won't care. Good
sincere eye contact is one way to show them that they are important
to you. 5.
Pause. Why is everyone so self-conscious about "dead
spaces" in their presentations?
For the many clients with whom I have designed presentations
and coached in their delivery, the use of the pause is seemingly one
of the single greatest areas of concern, so uncomfortable that they
frequently insert "non words" such as "ah",
"er", and "um". The
pause is one of the most powerful tools that a speaker can use.
When you come to the end of a key point, a point that has
great value to your listeners, pause for a two count, a three count,
or even a four count. And
as you pause, look at your listeners, look them directly in the
eyes, let this key point sink home. In
many cases, it's not what you say, but what you don't
say that keeps your listeners on the edge of their seats and
challenges them to internalize the very essence of your message. 6.
Project. How many times have you watched someone stand behind the
lectern and read a speech in a dull, monotonous tone?
Or worse yet . . . how many times have you been that person
behind the lectern? You
must use your voice as a tool to project your message to your
listeners. We all have four ranges of inflection we can use
throughout the presentation. Level two is conversational . . . the tone of your voice as
you naturally converse with a group of three or four people.
Level three radiates a little more intensity and energy.
This is the tone you might use when calling your children for
dinner . . . the first time. Level
four utilizes the full extent of your voice.
This might be the natural level you would use when calling
your children for the second time!
You might only use level four in a presentation one time,
maximum twice. Or maybe
it's not appropriate at all, but it's certainly worth considering. Level
one is the most powerful level of all.
It is the tone that exists just above a whisper.
To conclude that powerful key point literally whisper into
the microphone and then drive your message home by pausing for four
counts. 7.
Participate. Participation in your presentation is twofold.
First, your listeners will be encouraged to hear what you
have to share with them if they sense that you are a participant
in your own presentation. Speakers who read their presentations from
behind the lectern in a monotone, lackluster voice are obviously not
participating in
their own presentation. The
second aspect of participation is within the audience itself.
Something as simple as asking them to raise their hands in
response to a certain question or encouraging some form of dialogue
with them during portions of your presentation suggests that what
you have to say is of value and you want to share it with them. It's
important to remember that when requested to do so by the speaker,
people will raise their hands only twice without being recognized.
Question:
"How many people have ever been to Las Vegas?"
Answer:
"Hmmm, looks like about two thirds of us have
been to Vegas, thank you". Let
people know that you care about them and their responses, and they
will show you that they care by participating. 8.
PowerPoint. The technology word in presentations today is PowerPoint.
Visual aids designed and used well can significantly enhance
a powerful presentation. Whether
you use the very latest in computer technology projection, an
overhead projector, 35mm slides, or a flip chart, make sure that
what your listeners are looking at is not just an "eye
chart". Nothing
will turn listeners off more quickly than visuals that cannot be
seen or clearly understood. Don't
let your visual aids become the presentation.
They are just visual AIDS . . . use them as such. The next time you have to make a
presentation, punch it up by using these valuable keys and then feel
the power as it surges throughout your entire message. If you would like Dave's 5 Dynamic Ways to Close Your Presentation, fax a copy of your business card to 480-451-9372 with the word "Dynamic" written on it or send an e-mail with the subject line "dynamic" and including your name, telephone number and company information to speaking@richspeaking.com. To
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