In the business world, there are all types of presentations that we do on a daily basis: sales presentations, prospecting meetings, staff meetings, client meetings, introductions…the list goes on and on. Instead of reinventing the wheel every time you face a new presentation, knowing the 10 elements to a powerful presentation will cut down on your preparation and save you from unnecessary stress.
1. Theme: What is point of the presentation? You should be able to answer that question in one sentence. The benefit of having a theme: Knowing your theme during the development phase of a presentation you keep you on track and help you avoid tangents. It also helps your audience remember your message.
2. Opening and Closing: Yes these could be two different elements, but they serve a very similar purpose. The opening and closing are the bookends that give you the opportunity to once again state your beyond benefits (#3) and you theme. Ideally, your closing should tie into your opening, creating the feeling of coming full circle.
3. Beyond Benefits: The focus of the presentation is not you, it’s the audience. Write down a list of the benefits of either working with you, implementing this method, following this strategy, using this product, or buying you services. Then, look at the list and for each item ask yourself this magic question, “So what?” See if you can take that benefit one step further and find the Beyond Benefit. What is the true end result that your audience is looking for? How will what you’re offering make their life easier?
4. Stories: People process information intellectually, they buy based on emotion. Creating an emotional connection with your listener(s) leads to a relationship which leads to more business. So in your presentations, how do you create that emotional connection? Stories. Find a story that is analogous to your discussion. Use the story that ties into your theme. A great place for your story is in your opening and closing.
5. Powerful Questions: Anthony Robbins so wisely says “Successful people ask better questions, and as a result, they get better answers.” Your presentations should have opportunities for dialogue. Learn what your prospect or client is needing and wanting. Assuming too much is just bad business. Remember, it’s not about you, it’s about them. (Aside: If you are giving a keynote to a large group, you rarely want to open the floor for dialogue. However, you still want to ask powerful rhetorical questions to keep them engaged and thinking.)
6. You and We Statements: The first half of your presentation should have a high ratio of “you statements”, ensuring that you are engaging them by stating their needs and the Beyond Benefits of what you’re offering. In the second half, there should be a seamless transition to high ratio of “we statements”. Subconsciously your audience will start to see you as already part of the team.
7. Options: When you’re giving a presentation to a prospect or a current client trying to convince them to try a new endeavor, it always helps to give them options. I learned this from Alan Weiss. It then changes the listener’s thinking from “Should I do business with Shari’?” to “How should I do business with Shari’?”
8. Talk Back: No, I don’t mean be rude. When you ask your powerful questions, it is always a good idea to repeat what you heard. “I understand that you are looking to…” This will help you clarify the needs of your audience. Then, your audience will be thinking, “She knows what I need. We’re on the same page!”
9. Planned Follow-Up: Make it easy on yourself! In the meeting, set a time and method for follow-up. This way it opens the door to make another “touch” with your client or prospect. That way you are not call out of the blue when they thought everything was said and done.
10. Preparation: This is the most important. Prepare for your presentation ahead of time! It is the most simple and yet the most overlooked. You never know what curve balls are going to be thrown your way, but if you have a plan and a clear picture in your mind of what you want to cover, you will always get back on track. Now that you know what the 10 elements are to powerful (and profitable) presentations are, you have an outline to follow and your preparation time will be cut in half.
Presentations are a vital part of any business. Don’t lose business because of a bad presentation. Implement these 10 elements and watch your business grow!