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Presentation Skills: Making Successful Pitches
Carolyn McNicholas Jiri Snajdar
Fear of Public Speaking
http://www.youtube.com/watch?v=1R6IVLwCCls
Great Presenters
This Lecture Covers
• Pre-preparation planning
• Presentation structure
• Visual aids• Presentation
effectiveness• Overcoming fear
Pre-Preparation Planning
1. What are you presenting?2. What are your objectives? How do you
achieve them?3. Any constraints?4. Who are our audience? What are their
expectations?
Is Your Goal• To familiarise/inform the audience?• Explain a concept?• Present results, facts, figures?• Convince the audience?
– Accept our conclusions– Agree on recommendations– Contribute funds– Buy– Invest / Lend– Job offer
Pass an Assessment !
Wow! Fantastic !!
Assessed on
• Communication and impact• Originality of presentation• Structure of argument• Value proposition clear• General impression
• European dimension – where launch• Cultural understanding
5 mins
Cultural Understanding?
• Need to explain the concept• May need to familiarise/inform the
audience• Reflect on cultural and commercial
implications
http://www.youtube.com/watch?v=YfGeacdMe70
Start to Visualise the Presentation
Constraints
• Location• Time allotment• Time slot• Team skills / credentials• Equipment needs / availability• Audience
Know Your Audience
• Number• Professional status / education /
gender / ethnicity• Reasons for attending /
expectations• Anticipate likes / dislikes
Audiences want ....
To feel you know your subjectTo see you look the part and have
preparedTo be informed
Audiences do not want ....
To be confusedTo be bored To be blinded by new words, by jargon
Low hanging fruit, Let’s shoot the puppy Could we park that one Think outside the box
Too much detailTo be talked down toTo waste their time
Read your audience!
INVITE THE RIGHT AUDIENCE !
http://www.youtube.com/watch?v=ggMFwdQkK2k
Presentation Structure
• Brainstorming • Visualise the content• Be selective
– Must Have– Should Have– Nice to Have
• Sort into categories• Beginning / middle / end
Structure
Then, tell them
The Main BodyTell them what you are going to tell them
Opener
Then, tell them what you have told them
Closer
Openers
‘You never get a second chance to make a first impression’
AttentionBenefitsCredentialsDirection
Attention Grabbers
• News item• Question• Quotation• Ice Breaker• Fact• Joke• Drama• Story or anecdote
Closers
•Recap main points•Repeat benefits•Call to action•Lasting Impression
Sequence of Main Points
• Chronological• Problem to Solution• Project Progress• Causes to Effect• Escalating (Smallest to
Largest)• Must sell the benefits• KISS
Information can be Expressed
• Visually• With words• With numbers• With graphs• With artwork• With photographs or sound
clips
Visual Aids
Why use presentational aids?
1. To display your technological proficiency
2. To show that you speak the language3. To facilitate communication of your
message
Audience Retention
After 3 hrs After 3 days
Tell Only % %
Show Only % %
Show and Tell % %
Text Visuals
• Six by six rule for text• Use one idea per visual• Don’t have too many slides• Use CAPITALSCAPITALS and small
letters• Minimum font size 26• Check spelling, grammar,
numbers, consistency
Green
Red
Blue
Yellow
White
Orange
Innocence
Danger
Peaceful
Severity
Enthusiasm
Energy
Growth
Black
Use Colour for Contrast / Persuasion
Colour and Perception
Beware Power Point
http://www.youtube.com/watch?v=lpvgfmEU2Ck
Presentational Aids are Addictive
• Do not hide behind technology• Technology can fail• Bring back-up copies
– On different storage media – Remember handouts and takeaways
• The most important presentational aid is YOU!
Presentation Effectiveness
•What we say %•How we say it %•Body Language %
Vocal Image
• Pitch• Pace• Volume• Pauses
Visual Image
•Posture•Gestures•Dress•Eye Contact
–Never look at the screen
–Cue cards vs script
Overcoming Fear
‘mangling the language, destroying its meaning by avoiding the use of verbs, twisting nouns into verbs and endlesslyrepeating phrases until they become zombified’
‘misunderestimate’
Causes of Fear
• Forgetting what to say
• Not being perfect or knowledgeable
• People will judge us• Negative reaction
from audience• Losing the audience• Equipment failure
Never
• Say you are nervous• Say you are unprepared• Admit you have forgotten anything• Tell negative stories• Rush to finish• Apologise
Summary
• Plan– Pre preparation, know constraints
• Practice– Rehearse (again and again) and refine– Bring backup copies
• Present– With confidence– Have fun – visualise success
• Post mortem– Get feedback– Follow up
Good ideas can be rejected!Bessemer Venture Partners rejected FedEx (7
times), PayPal, Cisco Systems AND ....
“outrageously expensive”
“Stamps? Coins? Comic books? You've GOT to be kidding...No-brainer pass.“
Students? A new search engine? No
Source : http://www.bvp.com/port/anti.asp
Any questions?