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Convince Like Steve Jobs. Achieve Your Z,

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Effective Business Presentations

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Convince Like Steve Jobs. Achieve Your Z,

  1. 1. www.josephdeungria.com Convince Like Steve Tell Your BUSINESS Story Achieve your Y Bong De Ungria
  2. 2. www.josephdeungria.com Outline Convince Like Steve 1. The Outcome 2. Why? 3. How? 4. What’s next?
  3. 3. www.josephdeungria.com 1.The Outcome: Get what YOU want: personally YES , I do (LIFE sentence!)
  4. 4. www.josephdeungria.com 1.The Outcome: Get what YOU want: personally & professionally YES , I do (LIFE sentence!) YES, you are hired (DAILY sentence!)
  5. 5. www.josephdeungria.com Outline Convince Like Steve 1. The Outcome 2. Why? 3. How? 4. What’s next?
  6. 6. www.josephdeungria.com Outline Convince Like Steve 1. The Outcome 2. Why? 3. How? 4. What’s next?
  7. 7. www.josephdeungria.com Why Steve Jobs? Arguably, the world’s best storyteller for business… Steve Jobs vs. Bill Gates vs. Will Ferrell As Commencement Speaker to Stanford, Harvard & Columbia University http://www.josephdeungria.com/2012/05/steve-jobs-bill-gates-and-will- ferrell.html?q=steve
  8. 8. www.josephdeungria.com Man RIP, gadget obsolete, brand & story ENDURES What do YOU SEE?
  9. 9. www.josephdeungria.com 1.Why? Life is not FAIR! 15 min> 40 hours Your 15-30 minute weekly oral report May have greater impact to your career than the rest of the 40 hours you worked during that week A great part of management’s judgment of YOU is based on what , how you report.
  10. 10. www.josephdeungria.com A lot of effort is wasted violating this universal law: For every action There MUST BE An equal and opposite reaction We MUST GET a reaction to our business reports!
  11. 11. www.josephdeungria.com Outline Convince Like Steve 1. The Outcome 2. Why? 3. How? 4. What’s next?
  12. 12. www.josephdeungria.com Video Summary: Present like Steve Jobs 1. Set the theme 2. Outline 3. Demonstrate enthusiasm 4. Wow your audience 5. Sell an experience 6. Make numbers meaningful; use analogies 7. Paint a picture; Make it visual 8. Give a show 9. Rehearse, rehearse, rehearse! http://www.josephdeungria.com/2011/08/21-secrets-of-effective-communications.html?view=classic
  13. 13. www.josephdeungria.com
  14. 14. www.josephdeungria.com Outline Convince Like Steve 1. The Outcome 2. Why? 3. How? 4. What’s next? • Adapting Jobs for Business presentations
  15. 15. www.josephdeungria.com 4. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Slides are Free e. Use as Notes
  16. 16. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Slides are Free e. Use as Notes
  17. 17. www.josephdeungria.com INTERESTING Headlines sets the theme and sells the story A. Numbers B. Time (context) C. Subtitles D. Font Size E. Capitalization F. Position
  18. 18. www.josephdeungria.com Use numbers in headline Show context (time) A LOT OF MONEY
  19. 19. www.josephdeungria.com Make headline interesting to the customer!
  20. 20. www.josephdeungria.com Introduce & excite! Use numbers, subtitles & subtopics
  21. 21. www.josephdeungria.com Color, Font size & Capitalization shows what is important
  22. 22. www.josephdeungria.com Make the Headline Speak (Top Red Line = Complete idea) If it is important, Explicitly state this in the head line. Think like a newspaper editor. Don’t make audience guess.
  23. 23. www.josephdeungria.com Budget for 2016 Current CRM Proposed CRM Increase SALES 80 144 64 COST OF SALES 48 72 24 GROSS PROFIT 32 72 40 LESS: OPERATING EXPENSE 16 21 5 FIXED COST 7 7 0 VARIABLE COST 9 14 5 LESS: ADV & PROMO 5 17 12 NET INCOME 11 35 24 This is a title or label. So what are you really trying to say?
  24. 24. www.josephdeungria.com Invest 12 M in Proposed CRM Increase Income by 24 M 5. Budget for 2016 (millions) Current CRM Proposed CRM Increase SALES 80 144 64 COST OF SALES 48 72 24 GROSS PROFIT 32 72 40 LESS: OPERATING EXPENSE 16 21 5 FIXED COST 7 7 0 VARIABLE COST 9 14 5 LESS: ADV & PROMO 5 17 12 NET INCOME 11 35 24 This is why you are Showing this Table! This is a good Example of a the HEADLINE Direct the listener’s eyes by highlight boxes just Like in newspapers.
  25. 25. www.josephdeungria.com Headlines are complete ideas. Slide can stand alone! Uses Title. Needs explanation by presentor for audience to understand Uses Title Line. Explanation is clearly Shown. “Selective” is repeated 4 times
  26. 26. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  27. 27. www.josephdeungria.com Use Cover Page As Executive Summary & Conclusion Bookend: First & Last Page of Presentation
  28. 28. www.josephdeungria.com Power Presentations Effective Communicators Win! Bong De Ungria 2017 Coverpage elements: 1. Descriptive Title(s) 2. Presentors’ name(s) 3. Date 4. Picture 5. Consistent Format Elements
  29. 29. www.josephdeungria.com OPCOM Report February 2017 Typical Report Cover PAGE: Zero Added Value
  30. 30. www.josephdeungria.com Stop Decline: Back to Basics! Same Stores -3% to 250M, -10% LLY Consolidated: +7% to 300 M, +2% LLY BETTER? Definitely!r Jan 2017 Note: No need to cite preceding LY sale of 260M
  31. 31. www.josephdeungria.com Last slide should finish with your 1 Big Idea! Blank Page Adds No Value Remind audience Of your Big Idea. You can still thank audience. Explicitly showing Thank You Is for Beauty Contests Only
  32. 32. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  33. 33. www.josephdeungria.com Use A Descriptive Outline Effective Communication Requires 3 Steps 1. Introduce what you will say… (Outline) 2. Say it (Body) 3. Repeat what you just said… (Conclusion)
  34. 34. www.josephdeungria.com 1. Outline 2. Introduction 3. Body 4. Conclusion 5. Summary Wrong Outline: Generic words
  35. 35. www.josephdeungria.com Why use power ppt? (Intro) Techniques (Body) Meeting Customer Needs (Conclusion) Why, How, Who? (Summary) A Better outline describes…
  36. 36. www.josephdeungria.com 1. Sales 2. Opex 3. Income 4. Shrinkage 5. Personnel Poor Outline: No added value
  37. 37. www.josephdeungria.com 1. Sales: +3% to 150M, -2% LLY 2. Opex: +5% to 4M 3. Income: +4% to 10M Better Outline: YTD Performance: Income +4% due to higher sales
  38. 38. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  39. 39. www.josephdeungria.com Focus on the Big Ideas (Communicate, NOT confuse More is NOT merrier)
  40. 40. www.josephdeungria.com If this represents everything true about the product price, terms, specs, benefits, availability how to use, who endorses it, brand, etc. What’s the complete idea?
  41. 41. www.josephdeungria.com This is what you say To customer Everything can get lost in the translation
  42. 42. www.josephdeungria.com This is what you say To customer What they hear & see Everything can get lost in the translation
  43. 43. www.josephdeungria.com This is what you say To customer What they hear & see What they distort Everything can get lost in the translation
  44. 44. www.josephdeungria.com This is what you say To customer What they hear & see What they distort What they remember Everything can get lost in the translation
  45. 45. www.josephdeungria.com This is what you say To customer What they hear & see What they distort What they remember Avoid communication errors!
  46. 46. www.josephdeungria.com This is what you CAN say This is what you ACTUALLY say What they hear & see What they distort What they remember Focus on the big idea! Learn from the 30 second TV ad
  47. 47. www.josephdeungria.com This is what you CAN say Sell the SIZZLE, not the steak Remember when you were trying to impress someone?
  48. 48. www.josephdeungria.com This is what you CAN say This is what you ACTUALLY say With SIZZLE Sell the SIZZLE, not the steak Enlarge the sizzle with smoke and sound 48
  49. 49. www.josephdeungria.com This is what you CAN say This is what you ACTUALLY say With SIZZLE What they hear & see What they distort What they remember Sell the SIZZLE, not the steak Do it well and there is no loss in translation
  50. 50. www.josephdeungria.com This is what you CAN say This is what you ACTUALLY say With SIZZLE What they hear & see What they distort What they remember Sell the SIZZLE, not the steak Customer buys everything! If they buy sizzle, They buy steak, sauce, burnt meat & all.
  51. 51. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  52. 52. www.josephdeungria.com Follow 7 x7 Rule Less than 7 lines, Less than 7 words per line Avoids Clutter Allows Emphasis of Key Ideas
  53. 53. www.josephdeungria.com Why do we need power presentations? Unnecessary building distracts power presentations There is no picture here that can liven page in this example. A power presentor does not have cue cards. Everything he needs is in the slide. Too many words disallow the use of accompanying pictures Tendency to just read off (ala narrator) See “power presentations” repeated 4 x. This outline is too wordy… uses complete sentences and no abbreviations. Not 7 x 7
  54. 54. www.josephdeungria.com Why use power ppt? (Intro) Techniques (Body) Meeting Customer Needs (Conclusion) Why, How, Who? (Summary) This follows 7 x 7 rule
  55. 55. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  56. 56. www.josephdeungria.com Law of Relevant Numbers Too many numbers confuse! Too little and it may hide truth 24M sales not 24,102,304.39 2.4% shrinkage (loss) not 2%
  57. 57. www.josephdeungria.com Law of Relevant Numbers Too many numbers confuse! 24M sales not 24,102,304.39
  58. 58. www.josephdeungria.com Too many details. No emphasis! 5. Budget Jan. 1,2016 - Dec. 31, 2016 Current CRM Proposed CRMIncrease SALES 80,104,304 144,187,747 64,083,443 COST OF SALES 48,062,582 72,093,874 24,031,291 GROSS PROFIT 32,041,722 72,093,874 40,052,152 LESS: OPERATING EXPENSE16,010,020 20,442,181 4,432,161 FIXED COST 7,145,699 7,145,699 - VARIABLE COST 8,864,321 13,296,482 4,432,161 LESS: ADV & PROMO 5,456,000 16,990,000 11,534,000 NET INCOME 10,575,702 34,661,693 24,085,992
  59. 59. www.josephdeungria.com Clear. Simple. Focus. Invest 12 M. Increase Income by 24 M 5. Budget for 2016 (millions) Current CRM Proposed CRM Increase SALES 80 144 64 COST OF SALES 48 72 24 GROSS PROFIT 32 72 40 LESS: OPERATING EXPENSE 16 21 5 FIXED COST 7 7 0 VARIABLE COST 9 14 5 LESS: ADV & PROMO 5 17 12 NET INCOME 11 35 24
  60. 60. www.josephdeungria.com 2 examples of wasted time and effort What time is it? 6:30 & 23 sec And 9:30 In NewYork
  61. 61. www.josephdeungria.com What’s the problem?
  62. 62. www.josephdeungria.com 4. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  63. 63. www.josephdeungria.com Slides are FREE. Don’t overcompress. Presenting Five 1-idea slides are faster than getting audience confused with 1 cluttered slide
  64. 64. www.josephdeungria.com Your slide = Your notes Don’t hold a notebook, cue card Don’t say something & not show it. Slides should self-explain, stand-alone.
  65. 65. www.josephdeungria.com 3. How to Convince Like Steve Jobs Adapted to Business Presentations 1. Set the theme a. Headlines for Each Slide b. Cover Page for the Presentation 2. Outline a. Use Descriptive/Headline Outline b. Focus on big idea c. Follow 7 x7 d. Use only relevant numbers e. Slides are Free f. Use as Notes
  66. 66. www.josephdeungria.com Outline Convince Like Steve 1. Why? 2. How? 3. What’s next? – Use the template for your company – Practice! Practice – See more tips here… http://www.josephdeungria.com/2011/08/21-secrets-of-effective-communications.html http://www.josephdeungria.com/2012/05/steve-jobs-bill-gates-and-will-ferrell.html?q=steve
  67. 67. www.josephdeungria.com Convince Like Steve Tell Your BUSINESS Story Achieve your Y Bong De Ungria

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