Presenting Like a Pro
Tina Lambert, VSCPA Vice President
VSCPA Ethics Train-the-Trainer
January 29, 2009

Why the heck do I need training
on Presentation Skills?

Even the best of
the best have a
COACH and need to
PRACTICE.

Some GOALS for this session…
• Refresher on successful (and
not so successful) presentation
techniques
• Tips to organize training
materials
• Ideas for openings & closings
• Effective ways to handle Q&A
• Additional resources

What are some successful
Presentation Techniques?
#1: The Art of Persuasion

Triangle of Persuasion
Message/“Prove It”
-3x3
- VIP
- Sound Bites
- Anecdotes,
Analogies, Third
Party
Audience -- Listen, Translate, Edit -- You
Interest C, C, C
5W’s + Body Language,
Voice
So What, Who Cares, WIIFM

What’s PERSUASIVE? Three elements in overall
impression of speakers…
• Verbal (word choice, content)…....7%
• Vocal (voice, tone, pace)………...38%
• Visual (body language)…………55%
Content is still king, but
93% of overall
impression is delivery

What are some successful
Presentation Techniques?
#2: Be Prepared

The two minute TALKING MEMO
TO:
TO: • State problem & possible
FROM:
FROM: solutions
RE:
RE: • Support your problem:
data, statistics, analysis,
examples
• Bottom Line

Ideas for OPENERS for the Talking Memo
TO:
TO:
• Bottom line
FROM:
FROM:
• Props
RE:
RE:
• Anecdote, case
• News
• Localize
• Ask questions

Not so great opening idea for
the TALKING MEMO…
A man walks into a
bar……OUCH!

HUMOR is risky
JOKES

HEADLINES are less risky

What are some successful
Presentation Techniques?
#3: Learn Simple Secrets

10 SIMPLE SECRETS of the world’s
greatest business communicators
• Book by Carmine Gallo
• www.carminergallo.com
• Great, short read!
• Lots of helpful advice from top
CEOs and leaders in business
business

10 SIMPLE SECRETS of the world’s
greatest business communicators
1. Passion: Use your head to
reach your heart
• Use real-life example
• Show you care about topic,
profession, etc.
2. Inspiration: C’mon baby
light my fire
• Passion is what speaker
feels, inspiration is what
audience feels
• Show audience WIIFM

10 SIMPLE SECRETS of the world’s
greatest business communicators
3. Preparation: Toss the script
• Remember 2-minute talking
memo
• Don’t read the slides
4. Start strong: Don’t bury the
lead
5. Clarity: Lose the jargon or lose
your audience
• Good speaking is clear and
simple
• Explain to a 4th grader

10 SIMPLE SECRETS of the world’s
greatest business communicators
6. Brevity: Keep it short, period
• Elevator speech
• 1 minute rule
7. Style: Talk, walk and look
like a leader
• Remember triangle of
persuasion
8. Command presence:
Movement does the body
good
• Stretching?

10 SIMPLE SECRETS of the world’s
greatest business communicators
9. Wear it well: Image is
EVERYTHING
• Get one chance for a first
impression
10. Reinvention: Madonna or
Rocky?
• Effective speaking is
current
• Adapt to your audience

10 BAD HABITS of presenters…
1. Reading directly from notes
2. Avoiding eye contact
3. Dressing down
4. Fidgeting, jiggling
5. Failing to rehearse
6. Standing at attention
7. Reciting bullet points
8. Speaking too long
9. Failing to excite
10. Ending without inspiration

What are some successful
Presentation Techniques?
#4: Close Strong

Handling the Q&A
• Set ground rules
• Anticipate the questions
• Restate questions for the
audience
• Don’t be a politician
• Summarize and close

Types of QUESTIONERS
• Nitpicker: Always brings up
a point to derail
• Challenger: Disputes points
• Filibuster: Rambles with no
end in sight
• Support: Over the top
praiser
• Etc.: We all know others!

Tips for CLOSING STRONG
• Repeat objectives and key
learning points (3x3)
• Tell them about additional
resources
• Tell them you’re available
for follow up & provide
contact info
• Stay for 5-10 minutes

What is my role as a
VSCPA Presenter?

Serving as a VSCPA AMBASSADOR
• Deliver top-notch presentation
• Be prepared
• Effectively engage members and
potential members at events
• Give consistent message
• Help raise the profile and image
of CPAs and VSCPA
Trade research shows the 85% of
the visitor’s impression about
your association is determined by
the person at the event.

Serving as a VSCPA AMBASSADOR
• Authorized representative or
messenger of the VSCPA
• Wearing a leadership hat to
represent best interest of 8,400
VSCPA members
• Not a forum for marketing
yourself or your business –
although that may be side effect
• Not a platform for personal views
on touchy topics (religious,
political, etc.)

Where can I find other
Presentation Resources?

Other public speaking RESOURCES
• VSCPA: “For Members” section of www.vscpa.com
• CPA Ambassadors: www.cpaambassador.org
• Toast Masters: www.toastmasters.org
• PRSA: www.prsa.org
• IABC: www.iabc.com
• Blogs: http://mytoastmastersblog.com >
http://.sixminutes.dlugan.com
• Videos: www.carminegallo.com

CONNECT with me/us!
Tina Lambert, CAE
VSCPA Vice President, Member & Public Relations
• Phone: (804) 612.9416
• E-mail: tlambert@vscpa.com
• Web: www.vscpa.com
• LinkedIn: www.linkedin.com/in/tinalambert
www.linkedin.com and search for “Virginia Society of CPAs”
• Facebook: www.facebook.com/people/Tina_Lambert/537270643
www.facebook.com and search for “Virginia Society of CPAs”

THANK YOU
very, very much!