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• What does the listener need to understand?
– Research your audience
• Best communicators focus on the Receiver
– Consider How the Message will be Received,
not only on Your Message
• Consider not only what you want them to Think,
but also what to Feel?
• Follow-up, what stood out?
The Audience continued
• Credible, Passionate and Engaged
• Show the audience that you believe in your
• Show through preparation, message and
delivery that the audience is important to you.
• Give both what they want and what they need
• Relate to the audience’s situation
Listen to your Audience
A talk to VCs?
– find some VCs and ask, “What is the most
challenging thing about what you do”?
– Frame your presentation around feedback
First four Minutes
• Four minutes will Determine the remaining
• Frame your talk
• Build rapport with the audience
• Smile is a universal expression
• Opening: sip from water, smile and deliver
– Form a ritual, like Jordan bouncing the
basketball three time before a free throw
• Smile with your eyes
Determine Burning Questions
• Rapid Pre-wire
• Smile & Handshake
• Speak to the audience first
• Look for lessons in life
• Newspaper clippings, the out of the ordinary
• Movie quotes
• A Photo
• Graphs or a profound statistic
• Or Question other’s data by asking why?
• Organize your ideas for when you need them
• Audiences like learning trends & anti-trends
• Research trends that can influence your
Means of Persuasion
1. Who you are The talk
2. What you say (content)
3. How you say it
4. What they need to hear
A Presentation is Always Longer
• Actual delivery will fuel extra sentences
and even adhoc questions
• Plan ahead by cutting the talk to its core
Be prepared with a Back-up
• Second Presentation at least 30% shorter
Open your mouth
• Work the mike
– Fine-tune the volume
– Adjust your distance
– Aim to add texture & clarity to your voice
• Use Pauses
Think: Value, Receiver, Simplicity
– Natural speaking comes from repetition and
– Jack Nicholson…concentration and truthful
• Unity, lyricism, poetry, and love
– Connect to the heart “Stay hungry, stay foolish” *1
– Enjoy the Experience
– Demonstrate sincere emotions
"I just love the work…
I love to act."
-Jack Nicholson *2
At the End: Express sincere Thanks
• Show sincere interest in others
• Ask what they learned
• Or Share what you learned
• When someone disagrees, say “Thank you” for a
– Appreciate them, make them feel safe.
– Humility goes a long way
• Never embarrass an audience member
• Remember, people love hearing their names
• Motivate questioners with a small reward for
strong answers or questions (candy, a company pin, T-shirt…)
• Ask back, “That is a particular good question.
What do you think we should do?”
– Empower the audience
• Employ a metaphor
• Apply an analogy
• Utilize history, “when we look at the trend-”