Business Presentation Tips: How To Get To Yes!

 

My clients pay big bucks for my executive presentation coaching. 

Curious about the big pattern I see across the board? Professionals and subject matter experts tend to focus on organizational objectives. And they forget about the individuals sitting in the room.

Funny, right?

You're not talking to an organization. You're addressing individual people. This is a crucial distinction.

It's like finding a gold nugget. Once you see the glitter of this gold, you'll know exactly what to do to. You'll see how to change your presentation from vague corporate-speak to direct inspiration.

In business presentations, focus on individual action. This is the most important way to stimulate an entire group: one person at a time.

A wonderful thing happens when you appeal to individual participants. They get excited. There's a personal motivation. And a collective one.

Time and again I've seen this work. By connecting with individual desires, benefits, and motivations, you will jumpstart unbelievable action. There is a collective tide that surges through the room as people commit to concrete actions.

Unlike the cryptic words of most corporate presentations, direct language spoken specifically to the people in the room, gets folks into action.

Here's how to do this:

Tip 1: Focus On Personal Benefits

If you have an organizational objective (such as a quarterly income target) don't focus on the benefit to the organization.

Instead, emphasize personal rewards. When your participants connect with their personal benefit, such as a bigger sales bonus, they will jump into action.

By emphasizing a single, personal action, you'll also achieve the organization's objective.

If your boss is breathing down your neck, explain how this works. Once he or she sees the logic, they will usually let you run with it.

Tip 2: Give Examples Of Specific Action

Share concrete examples of action.

For instance, I encourage participants in my classes to keep a presentation journal. It's the best way to evaluate your performance after each presentation.

I don't just talk about it. I show and tell. In class, I hold up my journal and wave my red Moleskin journal around. True story. I've been keeping a presentation journal for years — it works.

The first action to start doing this is: buy a journal!

Look for opportunities to show and tell specific examples of action. Do this in your next presentation.

Tip 3: Create Specific Action Contracts

You're making a case for action — but don't just do it on your own.

After you've made a case for action, get input. Be direct. Ask participants to share specifically what they are going to do. This is particularly effective for workgroups, teams, and training classes.

Here's what you can say: "Tell me what action you plan to take." This works every time.

It puts people on the spot. Since I'm comfortable with a direct approach, I like to ask people to commit to action.

An alternative way to pop the question: "What are you going to do as a result of this presentation?"

In addition, you can support action in three ways:

1. Encourage people to write down their action commitment.

2. Provide post cards. Have participants write a post card to their home or work address.

3. Ask participants to pick a partner. Agree to hold each other accountable.

Depending on your audience, situation and topic these methods can help you support action — and get people to say, "yes!"

When you pay attention to individual action, you can expect a positive and upbeat environment. This is much more dynamic and rewarding than telling people what to do!