delivering wow presentations mini 1 hour ppt [read-only] · 6/6/2018 1 c delivering wow...
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6/6/2018
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CDelivering
WOW Presentations
Mary Ellen Sokalski, MASThe Scarlet Marketeer
Trained speaker Taught hundreds of sessions Speaker Excellence Award ‐
PPAI Lifetime Achievement in
Education ‐ PPAI Prepared presentations winning
$20,000 to $20 million contracts My current business preps
presentations Wow, fun sales meetings Boring speakers drive me NUTS!
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Better approach your audience
How to better prep for a great presentation
World class tips for the most WOW delivery for best results, for…
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Describe the peopleyou present to
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What is their day like?
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PRESENCE Authentic Passionate Enthusiastic Confident Comfortable Captivating
The worst of the worst:
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“Resonate” by Nancy Duarte
“Present visual stories that transform audiences”
Short, easy‐reading with lots of visuals
PLOT TWIST!
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PLOT TWIST!
You are NOT the hero.
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They are the hero of the story. Place them at the center of the action. Be humble. It’s about them. You need them. The audience does the hard work. Provide guidance, insight, training, advice, instill confidence, provide magical gifts.
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It’s not WHAT you do…
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A significant, sincere and enlightening moment that helps magnify your big idea
Prop Demo Reenactment Skit
Short memorable quotes or sayings
An anthem Rally cry Headlines Social media insights
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A picture really does tells a thousand words
An emotional picture does it best
Stories package information in a way people can remember it
Attaching a great story to the big idea makes it repeatable
If shocking, don’t gloss over them. Use them.
80% ends up Here
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TRADITIONAL
Be the main event Hide behind podium Use stage as is
ENGAGING
Share the main event Be free to roam Use stage as a setting
TRADITIONAL
Serious business tone Confined expressiveness Monotone
ENGAGING
Humor & enthusiasm Large expressiveness Vocal and pace variety
TRADITIONAL
Read slides Static images Talk about your product
ENGAGING Minimize slides Big images, little copy (10 words or less – the
Billboard Rule)
Moving images Show them your product
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TRADITIONAL
Minimize disruptions Resist live feedback Request silence
ENGAGING
Plan disruptions Embrace real‐time
feedback Encourage exchanges
TRADITIONAL
Familiarity with features Flawless knowledge Long‐winded rambles
ENGAGING
Wonderment and awe of features
Self‐deprecating humanness
Memorable headline‐sized sound bites
TRADITIONAL
One‐way delivery
ENGAGING
Polling, shout‐outs, game‐playing, writing, drawing, sharing, singing, and question‐asking
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Start by asking your audience: “What is the most important thing you expect me to cover at this presentation today?”
Body Language“Our bodies change our minds, our minds change our behavior and our behavior changes our outcomes.” Strike a high‐power pose, such as standing with your hands on your hips or leaning back in a chair with your hands clasped behind your head.”
Amy Cuddy, Social Psychologist
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Tell stories, especially with an opener.
63% of people remember stories, while only 5% remember stats.
Research, research, and then research some more.
What should you research before you see an important account?
Go in with the idea that you are going to have a conversation and build a relationship with a prospect.
Not selling. Conversing.
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If you begin by telling them you are going to talk about 3 things… their mind will relax.
If appropriate, ask them to tell you which of the 3 points was most important or helpful.
Western brains are happiest when they have a task to perform.
Humor is a great lubricator.
Come prepared with some funny stories that tie into your products or service… or a situation that happened to a fellow distributor (without naming names.)
Be brief. Be brilliant. Be gone.
(Brilliant means letting the client design the presentation and you play off it… then deep listening. Just like successful improv.)
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Paint a picture of a problem.
“Have you ever been in a situation where…”
“Has this ever happened to you…?”
“Have one of your customers been in this situation…?”
Work the room, but persuade ONE.
Looks everyone in the eye at least once, but pick one person in the middle of the room and pretend you are speaking to him/her. Why?
Now you’re just talking to one person!
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Let prospects interrupt.
If you see a prospect ready to interrupt – verbal, gestural, facial expression – stop and let them.
What the prospect has to say is always more important that what you have to say.
Filter your presentation. If not, audience will be negative. They have to work too hard to grasp your points.
They don’t want everything… just the important things.
Make it clear, not crammed.
“If only it were longer…” said no one ever.
Ensure all key decision‐makers are present
Strong opening, close and meaty content…
What are you selling? Trust and expertise
Ask for some type of action
Give printed material AFTER finished
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What would wow them? Experiential economy, touch, show‐me The more personalized, the more customized, the better Did you know me? Ask questions? Did you explain case histories? Show them good, better, best Offer them self promotion? Don’t overwhelm – take in too many things
Did you make the presentation interactive – continued to listen?
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BEFORE NOW
Under promise and over‐deliver!
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Do exactly as you promised, WHEN you promised.
Fail? Follow‐up another way
(Millennials like texting rather than emails.
Baby boomers like phone calls & emails.
Gen X’ers usually prefer emails.)
Email is easy to send and ignore Be organized with your leads. Enter them in your CRM system with all you remember.
Your Follow‐Up
Is it WOW as well?
… or a yawn?
Strut your creativity!
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DID I WOW YOU? LINKEDINWITH ME
Mary Ellen Pahlka Sokalski, MASThe Scarlet Marketeermaryellen@scarletmarketeer.comwww.scarletmarketeer.com
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