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 …
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.
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 …
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?
The 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 …
Introductions. They’re incredibly important to a speaker’s success. Bad ones can be like watching a slow motion train wreck. Because the speaker ends up spending half their speech trying to recover from it. Ow!
And that’s why professional speakers provide their own. And when they do, if you’re the MC, it’s important that you rehearse it and deliver it the way it’s written. Because it sets the tone.
If you’re writing an intro, there are 3 questions – three W’s it needs to answer: What, Why Now and Why This speaker.
First … what. What is the speech or talk about (without giving away too much). Make sure you relate it in terms your audience will understand. This part is pretty straightforward.
When I speak to a group, I try to speak in seven minute segments MAX. That’s Magic Time! Because after seven minutes of information battering our little brains, our eyes roll back in our heads and we shut down.
And where has this come from? Television, of course. Because a program segment is about 7 minutes … then there’s a commercial .. unless you zap it .. but you’re still programmed to take a break.
Today, attention spans are getting even shorter. So, it depends on your audience. The younger, the shorter … generally.
The point is, “think in modules.” If your talk is longer than 10 minutes, you need to break it up. It should be at least a two or three module talk. That Read More …
Here’s a video that I created for a client a few months ago that serves to illustrate a persuasive structure for any type of presentation, email, letter, phone call, etc. It’s only two minutes long (that was actually a requirement).
The presentation was a key element of a larger package that secured a $400K grant. Tecterra was the funding organization (the “client” in this case). There were four grants available and over 70 contenders.
Hopefully, you can pick out the key elements in the structure. They can be subtle, because you want the presentation to flow.
First, start with what your audience knows. Usually it centres around the problem. That’s usually the one thing we can all relate to—the thing that’s making us Read More …
With over thirty-five years in advertising, marketing, and television, Peter brings a wealth of knowledge and business experience to any situation. From the top retailers like The Bay, to Canada’s largest energy multinationals, Peter has been at the forefront ...