Professionally Speaking...

C-Level Presentation Tip #5: Analyze Your Audience

Executive level presentations can entail all the challenges of scaling Mount Everest: the footing is slippery, balance is critical and the drop is a long way down.

This series of tips will help you make a few tweaks to your presentation practices so you can perform successfully at the altitude of the C-Suite.

TIP #5: ANALYZE YOUR AUDIENCE

This is a fundamental best practice for all presentations, but nowhere is it more critical than with a C-Level audience.

Do your homework before the presentation to discover how the executives in your audience like to receive information. Does the CFO, for example, need time to analyze the financial implications of what you’ve presented before being asked to make a decision? Does the CEO prefer to see an agenda before the presentation? Does the CIO want charts and graphs rather than bullet points?

Uncover this information by analyzing previous presentations you’ve made to this audience or asking colleagues who have presented to them. Understanding C-Level needs helps you structure your presentation to address them. It also minimizes the likelihood of losing your footing and other unpleasant surprises.

 

C-Level Presentation Tip #4: Beware of Too Much Detail
C-Level Presentation Tip #3: Expect and Be Happy About Interruptions
C-Level Presentation Tip #2: Link to Business Issues
C-Level Presentation Tip #1: Start with Conclusions

 

Photo Credit:
flickr/Deetrak  C.C. 2.0

 

C-Level Presentation Tip #4: Beware of Too Much Detail

Executive level presentations can seem like swimming in shark-infested seas, even for the intrepid business presenter. The risk of drowning is high.

This series of tips will help you make a few tweaks to your presentation practices so you can successfully navigate through any C-Suite waters.

TIP #4: BEWARE OF TOO MUCH DETAIL

Drowning in detail is a surefire way of getting into trouble in an executive presentation.

Senior level executives think more strategically than operationally. When considering a topic, they want to understand quickly what the impact is on the big picture or the bottom line without wading through the weeds of specific details.

Structure your presentation around high level concepts. Not only does this address the needs of your audience, but it also shows that you are capable of thinking strategically. Be sure, however, to have lots of facts and supporting data ready so you can supplement with examples, figures and analysis when your audience wants them.

Pay close attention to your audience's body language and questions that may suggest they want more or less detail. Being flexible and responding quickly to their needs is the best way to keep your head above water.

 

C-Level Presentation Tip #3: Expect and Be Happy About Interruptions
C-Level Presentation Tip #2: Link to Business Issues
C-Level Presentation Tip #1: Start with Conclusions

 

Photo Credit:
flickr/sponng  C.C. 2.0

 

Meetings are Presentations Too

In a classically funny John Cleese video entitled Meetings, Bloody Meetings, Cleese's wife says to him, "Why can't you do your work while you're at work?" He replies, "There isn't time. I have to go to meetings."

A sentiment we can all likely identify with.

Yet meetings are a fact of business life. Thinking about them as presentations rather than as simply a group of people who get together to talk, may give us some insights about how to make meetings more effective.

:: Do your research and audience analysis before any meeting. What topic is being discussed? What outcomes are expected from the meeting? In presentation parlance, what is the objective of the meeting? If you are leading the meeting, what key messages do you want people to walk away with? Is there material you should review in advance so you can make relevant comments and ask necessary questions?

What are the audience dynamics? Who needs more time or pre-meeting information to be able to make a decision? Who needs to be managed so she doesn't do all the talking? Who needs to be drawn out more?

:: Use time wisely. If it's your meeting, don't try to cover too many topics or too much information. Be sensitive to what can reasonably be accomplished in the allotted time and what the attendees can absorb. If it seems productive to allow more robust discussion on a particular topic, don't then try to rush through the remaining agenda. Re-schedule for another time.

:: Give the meeting leader and the rest of the attendees the respect of your attention. Don't check your iPhone, text, email or plan the weekend's activities on your computer.

:: When you speak, aim to engage the other attendees. Do this through well-thought-out comments; stories and examples that don't ramble and have a relevant connection to the discussion; and metaphors that help others visualize your point more clearly.

:: Use slides sparingly if at all. Don't let slides substitute for dialogue. If you do use them, take the screen to white or black when the slide has served its purpose and you want to encourage discussion.

Photo Credit:
flickr/Amanda Schutz  C.C. 2.0

Presentation Tip: The Audience's Gift to You

When someone gives us a gift we generally feel:

• happy
• grateful
• excited
• humbled
• honored
• touched

But this is not how we generally feel when we are standing in front of an audience and delivering a presentation. In this situation we're more likely to feel anxious, resigned, bored or detached.

Perhaps we need to look through a different lens.

In fact, our audiences are giving us one of the most precious gifts of all -- their time. This is thirty minutes, an hour, a half-day of their lives they can never get back.

When you think about your audience from this perspective, a number of things happen:

• It's much harder to be nervous or not fully engaged because you shift your focus away from you and to the audience. Intentional focus on your audience leaves no time or bandwidth to worry about your concerns.

• Receiving a gift generates positive emotions which in turn generates the desire to feel those emotions again. This cycle motivates you to ensure the gift givers (your audience) feel it was worthwhile to give you that gift so they'll do it again. 

• It's human nature to want to thank or repay someone who gives you a gift. The way to manifest your gratitude to your audience is by providing them value, which may be in the form of information; not reading your slides; new ideas; lively dialogue; engaging stories and examples; solutions to their problems or inspiration.

Thinking of your audience as gift givers is a subtle mind shift but one that can make a substantial difference in how you approach a presentation, from preparation to delivery.

Next time you are getting ready for a presentation, set about to make your audience happy they gave you their gift.

Photo Credit:
flickr/asenat29   C.C. 2.0

 

C-Level Presentation Tip #3: Expect and Be Happy About Interruptions

Question: What's the relationship between sky diving and making executive presentations?

Answer: Apart from the metaphorical comparisons of being at high altitudes, both activities routinely strike fear into the hearts of the people daring to attempt them.

Soaring through your presentations in the C-Suite is certainly possible, but not without focus on some key strategies. This series of tips will help you avoid any nose dives.

TIP #3: EXPECT AND BE HAPPY ABOUT INTERRUPTIONS

When you get interrupted during your presetation it means either you’ve sparked an idea that the audience wants to talk about OR you’ve confused them and they are seeking clarification. Strive for the former.

Be attentive to your audience so you can determine what is important to them to pursue. It is far better to allow the audience to interrupt you and dialogue around something in your presentation that interests them than to stick rigidly to your script. If you have sparked a lively discussion it means that your audience is engaged.

The key to comfortably managing interruptions is to know your material backward and forward so you can determine when a spontaneous discussion is productive, when it isn’t and how to get back on track.

You can corral a chatty audience by saying things like, “This has been a great discussion. I want to now cover the final two benefits of this proposal so that you will have all the information you need to make a decision.” Or, “We’ve generated some great ideas here. I’d like to use that last point as a springboard to tell you about the next phase of the implementation.”

Use transitional statements such as these to bridge between what’s been discussed and the next point in your presentation.

C-Level Presentation Tip #2: Link to Business Issues
C Level Presentation Tip #1: Start with Conclusions

 

Photo Credit:
Flickr/Sky Diving with Clara  C.C. 2.0

 

 

C-Level Presentation Tip #2: Link to Business Issues

Executive level presentations can seem like swimming in shark-infested seas, even for the intrepid business presenter. Stakes and visibility are both high.

This series of tips will help you make a few tweaks to your presentation practices so you can successfully navigate any C-Suite waters.

TIP #2: LINK TO BUSINESS ISSUES

Do some homework before the presentation and explore the over-arching business issues and challenges facing the executives you'll be speaking to. Every audience, no matter how senior, asks themselves the WIIFM (“What’s in it for me?”) questions.

• Why should I listen?
• What benefit will I get from this presentation versus all the other things I need to do?
• How will this information help me achieve my business goals?

Clearly show how your message is relevant to key issues the audience is focused on -- for example, corporate strategy, profitability, employee engagement, revenue or ROI. Don’t leave it up to them to figure out. Demonstrate the links through specific statements, examples and metaphors.

C-Level Presentation Tip #1: Start with Conclusions

 

Photo Credit:
Flickr/Blacktip Shark, Moorea, French Polynesia  C.C. 2.0

 

Twelve Presentation Gifts For You

[Sing along to the tune of The 12 Days of Christmas, if you must!]
 
On the first day of Christmas dear Santa gives to you…
A clear and succinct message

On the second day of Christmas dear Santa gives to you…
No bullet points

On the third day of Christmas dear Santa gives to you…
Powerful words

On the fourth day of Christmas dear Santa gives to you…
Strong eye contact

On the fifth day of Christmas dear Santa gives to you…
Crisp PowerPoint slides

On the sixth day of Christmas dear Santa gives to you…
Engaging stories

On the seventh day of Christmas dear Santa gives to you…
Rhetorical questions

On the eighth day of Christmas dear Santa gives to you…
Flawless transitions

On the ninth day of Christmas dear Santa gives to you…
Nine brilliant answers

On the tenth day of Christmas dear Santa gives to you…
Relevant content

On the eleventh day of Christmas dear Santa gives to you…
Solid body language

On the twelfth day of Christmas dear Santa gives to you…
A smiling presenter
Solid body language
Relevant content
Nine brilliant answers
Flawless transitions
Rhetorical questions
Engaging stories
~ Crisp PowerPoint slides ~
Strong eye contact
Powerful words
No bullet points
...And a clear and succinct message.
 
 
 

Happy Holidays to all!
     

May your 2012 be filled with peace, joy and abundance.

 
 

 

 
Photo Credits:
Presents: flickr.com/AliceHarold   C.C. 2.0
Ornaments: flickr.com/kate e. did   C.C. 2.0

C-Level Presentation Tip #1: Start with Conclusions

Executive level presentations can strike fear into the hearts of even the most courageous business presenters. Both stakes and visibility are high.

This series of tips will help you make a few tweaks to your presentation practices so you can navigate successfully in the C-Suite.

TIP #1: START WITH CONCLUSIONS

C-Level audiences are results focused. So play to this by starting your presentation with the conclusion. Don't keep them in suspense or you'll lose them. Tell them up front what the problem is, what you recommend or what you're asking for. And then support that conclusion with the necessary details and facts.

For example, "Approximately 50 percent of our prospective customers abandon their order on our website because the process is too cumbersome. The system enhancements I am recommending can cut that abandon rate in half which will increase our revenues by $500,000 annually. The additional benefits will be happier customers and more accurate metrics. Let me show you how we can achieve this."

You've told your audience the bottom line, clarified their expectations, and outlined briefly the benefits they can expect. Now you can proceed to back up your recommendations with more detail, linking back to the conclusion as you go through the presentation.

Photo Credit:
Flickr/Shark Fin  C.C. 2.0

Remembering the Presentation Brilliance of Steve Jobs

The world lost a visionary, Apple lost a leader and the public speaking world lost a role model with the death yesterday of Steve Jobs.

Jobs' ability to captivate an audience, the elegance of his "one big idea", his passion, his focus on the visual and his rehearsal ethic are all worthy of imitation.

Over the next days, weeks and perhaps months, the media will offer an abundance of clips and excerpts from Jobs' many presentations.

Listen. Watch. Learn.

Steve Jobs R.I.P.

"Good-night, sweet prince. And flights of angels sing thee to thy rest." ^*

 

* Hamlet, Act V, Scene II

Photo Credit:
flickr/COG LOG LAB  C.C. 2.0

Presentation Tip: Powerful Closings

Jimmy Durante, one of America's most popular personalities of vaudeville and early television, used to sign off each of his radio and TV programs with, "Goodnight Mrs. Calabash, wherever you are." Shrouded in an air of mystery [who is Mrs. Calabash?**], this line became his signature.

Durante knew how to keep the audience's attention until the last moment and end his presentation memorably. We, as business presenters, need to learn to do the same.

So that means:

• No trailing off at the end of your presentation: "Well, I guess that's about it."
• No Q&A lasting until time has run out.
• No mad dash to cover the last 15 slides: "Oh I didn't realize we were out of time. I only have a few more slides here; I'll run through them quickly."
• No wasting precious minutes telling the audience how delighted you are to have been there speaking with them. 

HOW TO CLOSE A PRESENTATION

When thinking about the last 3-5 minutes of your presentation, you must answer the question, "What do I want my audience to remember/walk away with?" This answer should dictate what closing technique and content will be most effective.

Many of the same techniques that work in creating a powerful opening will also be effective as a closing: a startling statistic; humor; a clever definition; a rhetorical question. You can also:

• Summarize your key points in a succinct, memorable way.
• Reach back to the beginning of your presentation -- remind the audience what you said at the outset and how your information has solved the problem or explained the situation.
• Wrap up with a story, quote or anecdote that summarizes your message.
• Call the audience to action -- ask them to make a change, embrace new information or approve your proposal.

What other techniques have you used or seen used to powerfully close a presentation?

** The two most popular theories on the identity of Mrs. Calabash were (1) a restaurant owner Durante had met in Calabash, NC and (2) a pet name for his first wife.