Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14

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Learn the 6 lousy presentation habits and how you can avoid them. Sponsored by Data.com Connect

Learn the 6 lousy presentation habits and how you can avoid them. Sponsored by Data.com Connect

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  • 1. Welcome! This program was designed to help business professionals create better presentations. I hope you’ll find value in these ideas and encourage you to contact me if you have any questions or comments. Tim Wackel 214-369-7722
  • 2. /ConnectMembers @ConnectMembers Data.com Visit connect.data.com Sign up for free today and get 2 free contacts!
  • 3. There are 300 million PowerPoint users in the world* * estimate
  • 4. They do 30 million presentations each day* * estimate
  • 5. About a million presentations are going on right now* * estimate
  • 6. 50% of them are unbearable* * conservative estimate
  • 7. POLL How many presentations do you deliver in a "typical" week?
  • 8. Every time we attempt to convince anybody, anywhere, of anything … in business, at home, over the phone, in person, one-on-one or in groups
  • 9. #1. Speaking before a group #2. Heights #3. Insects and bugs #5. Deep water #6. Sickness #8. Flying #9. Loneliness #4. Financial problems #10. Dogs #7. Death Peoples’ Almanac
  • 10. #1. Speaking before a group #2. Heights #3. Insects and bugs #5. Deep water #6. Sickness #8. Flying #9. Loneliness #4. Financial problems #10. Dogs #7. Death Peoples’ Almanac
  • 11. Mistake #1 Failure to understand your audience.
  • 12. Where do you focus your time? You and your ideas??? The customer???
  • 13. Who will attend? What do they really want? Why are they participating? Do you need to establish credibility? How much time? Specific measurable benefit? Likely objections?
  • 14. Mistake #2 Lack of a clearly defined objective.
  • 15. What do you want?
  • 16. What do you want? • Order • Introduction • Approval • Support • Recommendation • Decision • Next meeting
  • 17. What do you want? What is in it for the listener?
  • 18. What’s in it for them? • Save money • Comply with law • Increase market • Improve customer satisfaction • Drive new business • Take market share • Improve workplace safety
  • 19. Joining this diet plan will help you loss 10 pounds in the next 30 days.
  • 20. Purchasing my software will save your company $1.3M a year.
  • 21. Making 5 more sales calls per week will increase your commissions by 12%.
  • 22. Mistake #3 Too much data!
  • 23. Three pillars that support your objective Framework of the presentation
  • 24. Why Only Three?
  • 25. #1. What #2. How #3. Why Today’s Agenda
  • 26. Mistake #4 Failing to excite.
  • 27. •  You can never take back a ? •  Less than 2 minutes •  Forget platitudes •  A gee-whiz fact, a powerful story •  Focus attention on key issues •  Grab their attention
  • 28. ABC Inc Presentation Tim Wackel Account Manager Big Company Inc January 31, 2014
  • 29. Mistake #5 Death by PowerPoint.
  • 30. PowerPoint Should be used to: 1. Visualize ideas 2. Create key points 3. Impress!
  • 31. PowerPoint Should NOT be used as: 1. Script 2. Handout 3. Data dump
  • 32. PowerPoint Q: What is the limit of information you should put on every slide? A: As little as possible! 6 X 6 Rule of thumb: 6 words across, 6 lines down
  • 33. Visual Aids How big is an acre of land?
  • 34. Visual Aids 43,560 square feet!
  • 35. Visual Aids 208.7 feet by 208.7 feet
  • 36. Mistake #6 Ending with inspirational deficit.
  • 37. End of slide show, click to exit
  • 38. pre·sen·ta·tion Pronunciation: “prE-“zen-‘tA-sh&n” Function: verb Definition 1a: asking someone to agree with you b: asking someone to make a decision c: asking someone to do something
  • 39. Introduction •  Hook •  Message Objective •  3 Talking Points Body •  Talking Point 1/Evidence •  Talking Point 2/Evidence •  Talking Point 3/Evidence Close •  Recap Message Objective •  Recap 3 Talking Points •  Ask for a Commitment!
  • 40. Purchasing this widget will help your organization save $1.3M this year Why?
  • 41. #1. Tools #2. Technology #3. Track Record Today’s Agenda
  • 42. Tools
  • 43. Tools "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  • 44. Agenda 1.Tools 2. Technology 3. Track Record
  • 45. Technology
  • 46. Technology "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  • 47. Agenda 1.Tools 2. Technology 3. Track Record
  • 48. Track Record
  • 49. Track Record "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  • 50. Purchasing this widget will help your organization save $1.3M this year Review
  • 51. #1. Tools #2. Technology #3. Track Record Today’s Agenda
  • 52. What, if anything is preventing you from taking the next step with me right now? Final Question
  • 53. Failure to understand audience Lack of a clearly defined objective Too much data Failing to excite Death by PowerPoint Ending with inspiration deficit Review
  • 54. 214-369-7722 www.timwackel.com twitter.com/timwackel linkedin.com/in/timwackel Ideas for staying in touch…