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  • 1. Presenting Like a Pro Tina Lambert, VSCPA Vice President VSCPA Ethics Train-the-Trainer January 29, 2009
  • 2. Why the heck do I need training on Presentation Skills?
  • 3. Even the best of the best have a COACH and need to PRACTICE.
  • 4. 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
  • 5. What are some successful Presentation Techniques? #1: The Art of Persuasion
  • 6. 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
  • 7. 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
  • 8. What are some successful Presentation Techniques? #2: Be Prepared
  • 9. The two minute TALKING MEMO TO: TO: • State problem & possible FROM: FROM: solutions RE: RE: • Support your problem: data, statistics, analysis, examples • Bottom Line
  • 10. Ideas for OPENERS for the Talking Memo TO: TO: • Bottom line FROM: FROM: • Props RE: RE: • Anecdote, case • News • Localize • Ask questions
  • 11. Not so great opening idea for the TALKING MEMO… A man walks into a bar……OUCH!
  • 12. HUMOR is risky JOKES
  • 13. HEADLINES are less risky
  • 14. What are some successful Presentation Techniques? #3: Learn Simple Secrets
  • 15. 10 SIMPLE SECRETS of the world’s greatest business communicators • Book by Carmine Gallo • • Great, short read! • Lots of helpful advice from top CEOs and leaders in business business
  • 16. 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
  • 17. 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
  • 18. 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?
  • 19. 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
  • 20. 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
  • 21. What are some successful Presentation Techniques? #4: Close Strong
  • 22. Handling the Q&A • Set ground rules • Anticipate the questions • Restate questions for the audience • Don’t be a politician • Summarize and close
  • 23. 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!
  • 24. 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
  • 25. What is my role as a VSCPA Presenter?
  • 26. 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.
  • 27. 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.)
  • 28. Where can I find other Presentation Resources?
  • 29. Other public speaking RESOURCES • VSCPA: “For Members” section of • CPA Ambassadors: • Toast Masters: • PRSA: • IABC: • Blogs: > • Videos:
  • 30. CONNECT with me/us! Tina Lambert, CAE VSCPA Vice President, Member & Public Relations • Phone: (804) 612.9416 • E-mail: • Web: • LinkedIn: and search for “Virginia Society of CPAs” • Facebook: and search for “Virginia Society of CPAs”
  • 31. THANK YOU very, very much!