Tag Archives: presentation

How a pre-recorded presentation can make you a great listener

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IMG_2604[1]It’s a fun debate – the “old school” mentality of showing live software versus the simpler, stress and error-free technique of leveraging pre-recorded assets. In the end does it really matter to the ultimate judges, your audience?

I can’t be alone when I admit, moments before most presentations, my brain bounces around at least a dozen or so random thoughts as I prepare for the stage, plug in to a projector and tell my story.

Presenting is stressful no matter how savvy or good you think you are.

On a recent Wednesday afternoon, in an office building high above the streets of downtown Chicago, home to one of the largest accounting firms in the world, I was preparing for a short demonstration to a few influential executives.

Tethered to the projector and patiently awaiting my opportunity to present, a timely question was posed from a fellow team member, “Why would you not show live software? Are you afraid?”

His tone indicated a sense of bravado, a slight challenge to my ego? I smirked. Years ago I would have accepted that challenge without any hesitation, feeling the need to convince others of my public speaking prowess. Whereas today I’ve evolved to a much higher level of engagement with my audience.

Unbeknownst to my audience the effort to “warm up” my software consisted of a double-click on PowerPoint file saved to my desktop. No sweat beads dripping down my back, no concern about gaining “guest access” to the firm’s internet and nary a concern to connect to my own software. For the next 30 minutes I dedicated my time actively listening and engaging with the executives in strategic discussions and less time stressing over which windows, reports, screens to open next.

GO HYBRID – My advice is adopt a hybrid approach. Our conversations, as I’m certain yours will too, wandered beyond my script. Fortunately, with a live connection to our cloud as my backup solution, I was able to adjust and seamlessly segue between screens. This hybrid approach, the use pre-recorded and live software can support just about everyone scenario. And, I guarantee you’ll become a better listener focused on your decision makers how you can solve their challenges.

If you still don’t believe me read the pros and cons listed below:

PRO – you ever worry about access to another company’s corporate network

PRO – you will become a better listener

PRO – a click-thru demo may actually “run” faster

PRO – let’s face it, none of us are getting younger, never forget where to “click” next

PRO – an easy, simple and powerful “giveaway” for your prospect.

PRO – as a result of creating scripted demos, you will sound more polished than ever

PRO – no more sweaty armpits

CON – you will disappoint your co-worker who was setting you up for failure!

Keep Tuning Your Message

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1839 Macmillen

OFTEN when I coach sales teams I emphasize the importance of incorporating a theme in a presentation so that your audience connects with your message and they remember you.

Today, audiences are inundated with presentations, demonstrations which tend to blur together and speakers begin to all sound the same. Yes, I know your software, your solution, is unique which is exactly what your competition tells audiences too.

In a previous post I discussed how essential it is to have a theme in order to make yourselves memorable. It’s simple, easy and extremely impactful. And it has been proven to contribute to the narrow margin of winning opportunities. I guarantee you and your audience will enjoy it!

Sometimes your theme won’t connect with your audience. What do you do? Hone your message? Abandon? Give up? Hone your message?

MOMENTUM

I recently visited four cities in the past three weeks speaking to over 200 business owners, salespeople, consultants and developers.

Kicking off our first event in New York City I led with a PowerPoint slide,

P = m v

in large, bold font on a white background. This is the formula for momentum. Momentum of a particle equals mass * velocity and it become the theme for my presentation. Throughout my presentation I referred to momentum frequently but the theme didn’t connect with the audience as I had planned. I even found myself jokingly saying “we have a lot of P right now.”

Amateur-hour, right?

Returning home I recognized my theme was satisfactory but the delivery needed improvement. A great idea or theme needs to be tested. Although I practiced my delivery the entire week leading up to the first event, the live session in New York became a beta for subsequent events.

The following week in Chicago I arrived with cycling gloves, nutrition bars titled “Momentum Bars” (a great give-away) and a cow bell. This time while the formula was on the screen, I provided three examples of momentum:

  1. What momentum means to avid cyclists and how early season training can impact momentum on uphill climbs and downhill descents.
  2. What momentum means as a Cubs fan. The evening before our event I attended a game at Wrigley Field and I marveled at the Cubbies 1-game winning streak.
  3. What momentum means as a Microsoft seller supported by the positive momentum of our respective businesses.

Fine tuning my original theme made an impact on the audience. There was a definite buzz in the room.

Can I attribute the excitement solely to my refinement?

No, but it certainly provided a connection to my audience. As a result co-presenters elevated their presentation delivery often referring to the theme, we delivered a consistent message as a team and I know my audiences will remember P = m v.

MOMENTUM

 

Touch My Computer and I Break-a Yo Face

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Powerful Laptop Computer

Why do people (most notably co-workers and room proctors) feel compelled to approach your computer moments before you go live with a presentation?

Guard your computer at all times, especially before you “go live.”

One of my earliest memories presenting software to a large audience was early 2001. Back then, software virtualization was rudimentary. Demo environments, built on external hard drives, were swapped for the internal hard drive. Boot time spanned approximately 20-30 minutes and you needed to provide the machine with ample time to “warm up”. The conference, comprised of manufacturers and accountants, I was paired with a sales rep on our team who was known for his theatrical antics. Moments before we are set to begin, unbeknownst to me, he decides to make a few changes to the PowerPoint. Not a good idea. My laptop shuts down and now we have 20 minutes to fill with his standup routine.

With less than one week before I present at our annual conference, I recall last year at the same event where I narrowly escaped a similar plight when a room proctor decided my resolution settings weren’t optimal. Apparently he was distraught with the three inches of black space around the edges of the 60 x 60 screen. Fortunately for both of us, his face was untouched and so was my laptop.

Be on your guard at all times. Control your destiny and don’t allow others to impact the great presentation you planned.

Becoming a Captivating Speaker

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Last week I was inspired by a recent blog article titled 7 Lessons From the World’s Most Captivating Presenters.I often coach teams and individuals to recognize the distinction between a good and great presenter. The author offers us great suggestions on how to captivate your audience. Three memorable quotes for me were:

  • “there is no shortcut to excellence”
  • “simplicity is the ultimate sophistication”
  • “people will never forget how you made them feel”

I was so elated after reading the article I immediately distributed it to several organizations the old-fashioned way – email. It’s been fascinating to read many of their responses and what they connected with most in the article.

Today, I’m distributing via my blog to share the message to a wider audience. You can access the link @ http://blog.hubspot.com/blog/tabid/6307/bid/34274/7-Lessons-From-the-World-s-Most-Captivating-Presenters-SlideShare.aspx

What is the Theme of Your Presentation?

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LAST month I led a 90-minute, Deep Dive session at Microsoft’s Convergence. The session was designed for a 100-level audience spanning topics from CustomerSource, Dynamics Marketplace to SQL Report Builder and PowerPivot. According to the post-event report, the session drew just under 100 people.

MY THEME:

I opened with a story about my first job; at 15 I began my career as a DJ for a mobile music service on Long Island. Then, I segued into the evolution of the music industry over the past 20+ years. From LPs to CDs to MP3s to iPods to Xboxes. Today ERP software, like music,  has grown more complex than ever. While we have so much more access to resources, modules and services … finding, learning and implementing presents another set of challenges.

SO WHAT?

Creative themes are extremely effective ways for people to remember you and your pitch.

The reason for today’s “TIP” is that almost 30 hours after I delivered my session, a woman sitting across from me at lunch on Wednesday   afternoon turned to her co-worker and said ‘see that guy, he was a DJ in New York, when he was 15 years old’. It’s amazing if you consider how many people she met during that span at Convergenc and she still remembered my story/theme from the session she attended.

Consider how many sales organizations, or vendors, your prospect meet. My guess is much fewer than 100 people. What are you doing to ensure your prospect remembers you when you leave the room?

And remember, if you have a creative idea but you are not confident it will resonate with a prospect, test it on a friend, spouse or a co-worker.