WORKING THE NUMBERS

David Staughton

www.bigdave.com.auwww.bigdave.com.au

How to Promote and Pitch Your Ideas

Universals

THE FUTURE

THE KEY TO GREAT FINANCIAL PRESENTATIONS

LESS DATA, MORE YOU &

MORE INTERPRETATION!

LESS IS MORE

FOOD & DRINK COST

RENT

PR

OF

IT

WAGES EXPENSES

FINANCIAL LITERACYDon’t Show Me the MONEY- SHOW ME THE PROFIT!

COGS

EXERCISE:

What were the characteristics

of the

WORST Presentations

you’ve ever seen?

• Blah, blah, blah

• Yadda, yadda, yadda

• Meaningless numbers

• Acronyms that nobody recognizes

• Unintelligible sentence fragment

• Even more numbers

I need to get them more involved.

This probably could be better

organized.

I wish I was a little more

confident up here.

These slides suck.

I could have used more time

to prepare.

Is this ever going to end?

I’m not going to get to ask a

question, am I?

Oh my God! He’s reading

the slide to us.

EXERCISE:

What were the features of the

BEST Presentations

you’ve ever seen?

WHAT MAKES AN EXCELLENT PRESENTATION?

INTERACTION CLARITY ENTHUSIASM

VISUALS RELEVANCE STORIES HUMOUR

POWER UP WITH AMPS!!

PRESENTER

AUDIENCE

Presentation

Feedback

MESSAGE

SURROUNDINGS

A = AUDIENCE

Know Your OUTCOME

Are you going to:

Persuade RecogniseInformMotivate Educate

THINK

FEEL

DOLearning Styles VAK

MAXIMUM AUDIENCE ENERGY

• Use Nametags or Nameplates• Water on tables or available in foyer• No more than 90 mins (120?) without break• Group Rapport Activities – Intros, Music• Interaction - Think, Pair, Group Share• Use Fun Rewards like chocolates & prizes• Avoid Carbs at MT & Lunch – Death Zones• NO PAIN – avoid beatings/ ridicule/sarcasm

26 TIMES!• What does it take to really convince you?

CONVINCER STRATEGY (Google It)

KNOWING Vs DOINGFive frogs on a log

M = MESSAGE

The ONLY PERSON who loves

your MATERIAL as much as you is

YOU!

Interact & Involve to Engage

MAXIMISE RETENTION Accelerated Learning Principles

• VAK

• Props

• Anchors

• Simple Themes

• Interactivity – Discussion

• Exercises – DOING THINGS

SAY Vs DO

IDEAS - MADE TO STICK

What makes a concept 'sticky’ (memorable)  

• Simplicity

• Unexpectedness

• Concreteness

• Credibility

• Emotions

• Stories! 

More Personal STORIES

• Stories engage the Imagination & Emotions• Stories are Powerful & Non-threatening• Stories Entertain & Involve the Senses

Keep it Short and to the point – Don’t Exaggerate too much

Remember Confidentiality!

ACT OUT THE STORY

CHANGE OF STATE

• Rapport

Curiosity

Openness

Enthusiasm

Honesty

A

B

INTRO

BODYCLOSE

C.T.A.

1

3

OPEN

2

Focus

The 4 MAT Structure

1. Why?

2. What?

3. How?

4. What If?

Bernice McCarthy

BODY STRUCTURESOPEN – 1-2-3- CLOSE

Structural Templates• Timeline – past/present/future• Numeric – 3/5/7 things• Geographic locations• 4MAT – Why, What, How, WhatIf• Mnemonic – S.M.A.R.T.• Metaphor – Boat, Bike, Family, Seasons• RULE of THREE

RULE OF THREE

• TIME – 3 Times

• LOCATION – 3 Places

• ZOOM – 3 Sizes

• PENDULUM – 3 Positions

• BENEFITS – 3 Benefits

• ASPECTS – 3 Aspects

OPEN

1 2 3

C.T.A. CLOSE

Impromptu Man

THE ART OF PERSUASION

LESS BULLSHIT BINGO!

CEO & Consultanttranslater

COMMUNICATION CHANNELS

V A K

N W WE

Abs Exis ME

P = PRESENTER

SKILLS

BODYLANGUAGE

What Impression

are you giving?

USING STAGECRAFT

• Entrance / Intro • Group Eye contact• Avoid Barriers - Lapel• Chin position • Smile• Hands & Arms ????• Blink Rate & Fidgetting• Wandering & Wobbling

ADVANCED STAGECRAFT

• Palms Up

• Fingers & Mouth cover

• BSD Pose – Audience Bully

• Leaning Forward / Back

• Leg & Foot position

• Personal Space to control

• Stage Anchoring PPF

“Many people would rather DIE

than speak in PUBLIC”

How to Control Your Nerves

TIPS & TRICKS TOReducing Your Speaking Anxiety

Visualize yourself speakingKnow the room - Arrive early & Walk around

Meet & Greet the audience beforehandREALLY Know your materialLook for the NODDERSGet more Experience

HOW TO TELL you’re DYING

SYMPTOMS• Tired – yawn/sleep • Room Lacks Energy• Lack of Participation• Nobody Laughs at your humour• Not Listening – checking phones• People are leaving and chatting• Your Eye Focus Narrows

What to do if you’re DYINGor the room lacks ENERGY

• Call a Break (Before you Start)

• Icebreaker – Build Rapport first

• Energizer – Do an Exercise (Buddy)

• Make it Brighter or Cooler

• Take a Break – then cut it down

• Move on to your best material

• Cut & Run – Finish early

S = SUITABLE

SURROUNDINGS

ROOM ENERGY TIPS

• Room Temperature – 22 degrees! (Not > 25)

• Room Layout & Sightlines!!

• Full body exposed – not behind lectern

• Stand to the Left if possible

• Stand in the Light! (Lighten the Screen)

• Get a really Bright Projector! (3500 lumens)

• Reduce Distractions (Away from Rear Door)

PRESENTING TIPS & TRICKS

• NEVER EVER APOLOGISE ON STAGE!

• Always Keep a Paper copy handy• Drink lots of room temp water (not iced)• Hydrate at least 4 hrs before• Do NOT end with Q & A• Finish with your prepared BIG CLOSE

• Powerpoint – use B/W keys & number <ret>• Give Powerpoint Handouts out at END

Avoid

Death by Powerpoint

RECOMMENDED READING

MORE READING & STORIES

“Great speakers aren’t born, they are trained.”

Presenting is a Skill…

Speak from your HEART to win

their Hearts & Minds

NEXT STEPS WITH BIG DAVE

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