Audience expectations are shifting all the time and attention spans are contracting. Hold the attention of your audience with your body language and a secret structure we like to call SABBA. How does it work? Check out these slides to find out more.
26. Structure
S - Set the scene – frame your idea for your
audience.
A - What’s your approach? Don’t leave them
guessing!
B - State the benefits or expected result.
B - What are the barriers to adoption?
A - What can your audience do about it? Don’t forget
your call-to-action
34. Approach
“We offer bespoke software systems tailored
to each client’s needs”
“We provide a team of operational experts to
make sure that your bank is Anti Money
Laundering compliant at all times”
Special occasion speech – standing ovation
Persuading or inspiring others – lead generation and credibility
Internal for buy-in for project or idea, external with client
Own your bias – learn your preferred communication style and how to use it with others
Hearing is not Listening – how to actively listen and how it can influence your relationships and help yo to get from no to yes
The body language of influence – how to match your body language with your intention
Managing status
Influencing up and down
Building rapport with a stakeholder
Differs depending on role
Hosting an event - warmth
Projection
Record yourself!
Body language shapes your mind, your mind shapes your behaviour
Show Gordon video
What presentation will you do for the next day?
Get back to your empathy again – think like a design thinker!
Product designers putting cotton wooll in their ears, tying one hand behind their back to see what its like to design products for the elderly.
This is what you need to do when you’re doing your presentation.
You need to take perspective as well as empathy when you develop your presentation – you’ll need both.
Seven Habits – “Seek first to understand, then be understood”
Your topic might be Installation Project Update, Sales pitch, Efficiency.
Idea might be – ‘how to use an installation project as an apprentice training opportunity’, ‘why you’ve been losing £10,000 a month and didn’t even know it’, ‘5 ways to use your existing operational budge to make your existing estate more efficient’.
An insight
Some free knowledge
An experience
Soemthing new? New perspective on an old idea? I(I never thought about it like that before), challenge a misconception
S – speak to their need. You know your audiences – what are their pressing issues?
A – make it concete – pull on evidence and case studies
Attention span – memorable and informative
Hook
Recent presentation from a procurement expert. She spend 3 or 4 slides setting the scene – talked about rollercoaster of procurement lawa, evolution, factors affecting it - updates to European directives, case law developments, Government procurement policy notes; and looking forward, the implications of Brexit when these materialise.
By the time she got to the point, we were all asleep. She changed it to ‘EnergySolutions EU Limited v Nuclear Decommissioning Authority’, a challenge to the procurement of a nuclear decommissioning contract worth around £6 billion. The challenger was awarded £100 million in costs and the judge was scathing is his criticism of the process followed by this huge public sector awardign body – deep experience, access to top expertise on a contract that could shapre future energy policy for the whole country. If they could get it so wrong, so could your clients. Here are the top lessons and the expertise that we can bring to help yoru clients stay on the right side of the law
A lot of presentations spend a lot of time talking about the ‘What we do’ or ‘How we do it’, and not enough of the ‘Why’
Too much detail
Too abstract
Like the researcher in New Generation Thinkers
We make great computers. They’re beautifully designed, simple to use and user friendly. Want to buy one?
Everything we do, we believe in challenging the status quo. We believe in thinking differently. The way we challenge the status quo is by making our products beautifully designed, simple to use and user friendly. We just happen to make great computers. Want to buy one?
I’m here today to tell you why you need to change the way you do things today. I know what you’re thinking – three barriers – but bear with me.
I’m here today to tell you why you need to change the way you do things today. I know what you’re thinking – three barriers – but bear with me.
What was it like when you heard that for the very first time
New perspective on an old idea? Challenge a stereotype?
Avoid jargon
Make your audience the hero
Responsibility for communication rests with the communicator
