Master Your Message Blog

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We buy most items based on emotion, not logic.Don’t forget about emotion in your presentation. “What … in a business presentation?” you ask …

Ah … yup.

We make decisions based on our emotions all the time.
We justify them based on facts – on logic.

For example, the majority of people don’t buy a car based upon how economically it will get them from A to B. It’s usually something else … like the most new gizmos, the colour, the speed … or just the way it makes them feel. But when you ask them, they’ll typically tell you how practical it is …

You just have to look at advertising to see how important emotion is to the sale. Kids and animals sell. Sex sells. And status … keeping up with Read More …

Screen layout is really important to getting your message across.

Our eyes go to the lightest part of the frameTake this screen. Where does your eye go? Most people would say … to the brightest part of the background.

For me, the brightest part of the frame is the back of that lady’s head. In other words, the lightest object on the screen grabs your attention.

My frame of reference for light and its affect on us is television, film, and theatre. I’ve spent decades working across those areas. What I’ve learned is that our eyes are attracted by light, so put more light on the most important elements to make them brighter. Put less light on the unimportant information.

You need to think like that when you design your slides. It’s why light Read More …

Ever heard someone at the lectern read a speech? I mean a dull, boring, lifeless verbalization of just what’s on the paper in front of them, without any attempt to embellish it whatso ever or bring it to life?

My guess is probably … more often than you’d like to admit. And what does it do for you? Probably not much. It’s forgettable, right?

Well, it doesn’t need to be that way.

speech script marked with lines and slashes

In the world of professional narrators lives the marked script. Now, narrators are people who make very lucrative livings off their ability to read a script in front of a microphone naturally.

To do that, they mark up their scripts. A vertical line is a full pause. An underlined word is emphasized. It’s Read More …

This is right up there with the most important things I’ll ever tell you about persuasive presentations:

To be a successful persuasive presenter, you absolutely have to believe in your message. And you have to display passion.

Being persuasive requires understanding the audience

Mehrabian’s chart

You may have seen this pie chart before. It’s usually misinterpreted.

It comes from the work of Albert Mehrabian, Ph.D. He was measuring what happens when someone you know gives you mixed messages.

That’s like me telling you that “The weather’s not very good but I know you’re going to have great vacation” and saying it with a slight look of doubt on my face. You won’t hear anything about “great vacation.” My look of doubt reinforces the fact that the weather isn’t very good and, Read More …

They say you should rehearse an hour for every minute of your speech. I’m not so sure.

I think rehearsing your talk is really important. But how you do it, probably differs by individual.

There’s a belief out there about saying it in front of a mirror. What’s THAT about? Forget it – it doesn’t work.

What I do is break down longer talks into chunks – subtopics or key points. I get the main point in my mind and then I write down a word or two on a cue card. I memorize or think through the logic of the argument I’m going to make so that a key word will trigger that chunk.

Memorizing your entire speech is about the worst thing you Read More …

There is one word that’s the most important word in any persuasive presentation: You.

If my speech or presentation is about me, it may have interest, if it’s a good story, but if it’s about you … out there in the audience … there is nothing more interesting on earth! To you at least! Right?

Right!

Your presentation belongs to your audienceThe most important thing I learned on my journey to speaking professionally is that my presentation belongs to my audience. Now, I might have personal stories to illustrate a point, but the point has to relate to my audience … you. It has to, to be of interest and for me to be successful.

In fact, the objective of any talk has to center on your audience. If you’re Read More …

Features and benefits – two key elements of any sales course. After all, understanding them and the differences between them is part of the foundation of making a sale.

If you want to be persuasive, benefits have to be at the core of your presentation – the tastier the better. Let me explain:

If you’re like me, you learned earlier on that …

features are what a product has; benefits are what it does.

But sometimes, what you think are benefits aren’t. They’re often not personal enough. They’re not compelling.
To REALLY sell, your benefits have to be specific. They have to give your audience a specific gain . . . one they can personally feel, or imagine.

Benefits have to personally and emotionally affect Read More …

Ever get really, really lost? You’re in the driver’s seat and your navigator hasn’t bothered to keep you up to speed on where you are? It’s the single biggest fault with presentations.

Presenters know where they’re going – they just don’t share the map with the audience.As presenters, we need to keep our audience on track. Tell them what we’re going to tell them up front … and then keep them up to date as we move through the presentation. Otherwise, they get lost.

“Sharing the Map” keeps your audience on track throughout your presentation.

So here are three visuals things you can do to help keep your audience on track.

One. If you have more than say three points, have an agenda slide. Read More …

OK, you’re getting ready give a presentation to a corporate audience  . . . with speaker support. And you’re nervous – the last thing you need to be doing is futzing around trying to find the show button on the bottom of the screen. Click on the wrong one and it can really throw you for a loop. Nothing worse than appearing disorganized … on stage … in front of your peers. Been there, done that!

There is nothing worse than appearing disorganized at the very start of a presentation  …
on stage … in front of your peers!

a presentation in Presenter View in PowerPoint

Presenter View (PowerPoint)

Here’s a little known trick to avoid the problem altogether. If you’re using PowerPoint, save your presentation file as a “show” file. When Read More …

If you want to be effective in the use of media in your presentations, it’s important to understand how it relates to learning. So today, I’m going to give you some basic rules for being more effective.

Richard Mayer, guru of learning with multimedia in presentations

Prof. Richard Mayer

These rules come from the work of educational psychologist, Richard Mayer, in his book, “Multimedia Learning.”

Rule Number One:

We learn better with words and pictures than with words alone. Using hearing and vision to transfer information results in much better recall that lasts much longer … often years longer.

 Number Two:

We learn better when corresponding words and pictures are presented at the same time or next to each other on the same screen.

And three … we are attracted by movement. Read More …