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Presentation 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 Content
Edit ContentShort PhrasesConcise TextConsistent Verb TenseStrong Active VerbsEliminate Excess ModifiersFew Prepositions
Simplify the ContentLimit – one key concept per slideUse the 6x6 Guideline
Limit – Slide to six bulletsLimit – bullet to six words
Additional Content SuggestionsText Illustrations Miscellaneous
Text Boxes Pictures Shapes Headers &
Footers Clip Art Tables
Word Art Photo Albums Hyperlinks Date & Time SmartArt
Designs Movies
Numbers & Symbols
Charts Sounds
Techniques to ConsiderFeature Use
Rehearse Timing Actually Speak Out Loud
Don’t Digress
Helps you determine the length of your
presentation Headers & Footers Puts important
information in your slides, notes and handouts
Hidden Slides Hides slides until their needed
Annotate a Slide Write on the slide
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 after
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 decision
Persuasion in the Real World
Presenter
Subject
Audience
Your Needs & Interests
Their Needs & Interests
Your Program’s Needs & Accomplishments
Persuading is like making a candle
Melt
Mold
Harden & Ignite!Adapted from E.M. Griffin. The Mind Changers. Wheaton, Illinois: Tyndale Publishers, 1976.
Melting ResistanceTo Raise
Resistance:Be insincereShout “You’re
wrong!”Use weak humorGuilt trip themUse improbable
threatsLecture them
To Melt ResistanceBe honestFind common
groundUse humor
carefullyAppreciate what
they are already doing
Give realistic pros and cons
Ask them to make your caseTry to melt resistance before meetings
Molding Opinion:Know your Audience They are concerned about local
issues and local people Make local arguments
They make decisions with both their minds and hearts
Appeal to both They feel financially pressured
Show how your programs save money or bring new money into the community
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 failure
Show your programs meets their needs
Molding Opinion:Present ProfessionallyTo trust you, your audience must believe
you are a competent person, a professional
Present information accurately
The dataThe namesThe spelling & grammar
Molding Opinion:Present PersonallyNever talk down to or over the heads of
your audienceTell your story simply
Use short simple sentencesShow rather than tellIllustrate with short stories of success
Molding Opinion:Make your argument clearAnswer basic questions (5W’s & 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 community
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 purpose
Harden & 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 your
Passionate presentationConfident presentationPositive presentation
Harden & Ignite!:Summarize & Seek a DecisionSummarize what you already agree onSmileAssume the best
Make a specific requestBe thorough but . . .Be brief
Principles for Powerful PersuasionMelt ResistanceMold Opinions• Know your audience well• Make your argument clear• Present personally & professionally
Harden & Ignite!• Believe in your cause• Summarize & make a specific request
Does it always work?Of course not!Some people come equipped with closed
minds (They’ve already decided)Some people come with busy minds (They
aren’t really listening to you)Some people will not agree with you (so if
you can’t convince them, at least help them be sorry they can’t agree with you)
Remember….The people expect us to be
accountable – to show the positive results of our land-grant programs
So inform the people about the difference you are making in people’s lives
Show the people that your services are vital to growing communities
Ask the people for active financial support without apology