Presentation Optimisation Process
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While presentations are a key part of the sales process, 85% of corporate presentations are not effective enough. There is a presentation paradox - presentations need to optimize how the content is delivered and designed, as well as the message that is remembered, through an optimization process. This process considers elements like technology, blended presenting approaches, and creating "wow moments" to stand out from other presentation methods.
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Presentation Optimisation Process
- 1. 85% How can we ? be so sure of corporate presentations are not good enough
- 2. The Theory Product People Price Company Place Promotion
- 3. Formal Interactive Informal
- 7. Laggards Early Adopters Majority
- 11. Why? The presentation paradox Key part of the sales process
- 12. Why? The presentation paradox What’s the answer ?
- 13. How it’s delivered Design Need to know Remember Content Message
- 14. The presentation optimisation process Design Original
- 15. Perceived wisdom
- 16. The presentation optimisation process Not limited to PowerPoint
- 17. Technology client Think Blended presenting in practice outside the Often overlooked PowerPoint element BOX
- 19. WOW Moments
- 20. powerpoint whiteboard tablet chat powerpoint TABLET demonstration Smart phone Web Hard copy presentation video Hard copy webinar
Editor's Notes
- Which is one of the reasonswhy, based on our own research, the majority of presentations are simply not good enough…How can we say this?
- These messages are received…and presented in 3 key ways[AUDIENCE PARTICIPATION]Interactive is recent phenomenon
- All these different forms of interaction yet we tend to just choose the one – PowerPointRaise hands who uses each of the different topics- Ask for benefits – note them down on whiteboard
- Think about the way you engage on topics every day…This summit is a great example – you’ll learn as much chatting over coffee or a beer as you will in the formal sessions.…and you’ve developed your skills over the years by checking out cool YouTube clips, reading magazine articles, reading books and listening to Podcasts.The list goes on…and, when combined, goes to deliver your message.The one caveat is that we’re getting less receptive – after 2 minutes of a YouTube video, 50% of viewers have switched off!
- Ken Haemer – AT&T Presentation Research Manager
- Which is why a story is so important.As such, it’s impossible to talk about a Blended Presenting approach without first understanding how to get your story zinging in the first place.
- Why is this happening?We believe it is down to something we’ve termed “The Presentation Paradox”In the end, the key sales tool is often left to an amateur (PA, product manager) to produced. They have no formal training, do not understand the most basic of structure or presentation design principles yet are allowed free rein. Would you do this with any other collateral?!
- So what is the answer?Hint: it’s not just about making the PowerPoint prettier!Due to the failings within the structure of most presentations, this is simply like putting lipstick on a particularly ugly pig!
- Design is normally the first thing people think of…but the content is actually more important.And actually, more important than all of this is the messaging. What do you want your audience to remember?So this is where we start at Eyeful…and then we pull together these 3 key elements together….
- We call this process Presentation OptimisationAs an example, let’s chat through a recent project with Lloyds BankTheir original presentation didn’t LOOK too bad (we’ve seen much worse!) but it was failing because it didn’t communicate a message clearly to the audience. It was very Bank centric and not focussed on the needs of the audienceSo the first step was to challenge the messaging and structure of the presentation – we flipped it on it’s head and re-worked the story so it became about the audience and their needs…NOT how impressive the services of the bank were!Once we got buy in from the customer that this completely different approach was the right way, we then started working on the content. As we always say, get the MESSAGE right first…then CONTENT…and then finally DESIGN. The content element meant stripping out text, reworking the remaining text to make it more audience centric etcThe final slide then delivers the killer blow – an impactful visual slide that hammers home a CUSTOMER CENTRIC message not simply a picture of happy smiling people. This slide now means something and supports the overarching message.
- Challenging the presentation status quo is what we’re all about. Day in, day out, we challenge the biggest companies in the World to think differently about their presentations.For example, we don’t subscribe to the perceived wisdom that PowerPoint should be the default presentation format…
- We force people to think PRESENTATIONS not POWERPOINT SLIDESHow about iPad?Web-based presentations?Keynote presentation software?Hard copy presentations?Even presenting your story via a whiteboard or flipchart!
- There have never been so many brilliant presentation tools available – it’s time to consider the alternatives and think outside the PowerPoint box!We call this mix “Blended Presenting”A good example is a technology client of ours – they use PowerPoint to open and close the sales meeting but, due to the complex nature of their product, we’ve developed a whiteboard process with them for the technical element. Not only does it mean that we are not forcing PowerPoint to do something it’s not very good at (complex stuff!) but it also opens up the meeting to allow the audience to interact and engage with the presenter. TOGETHER they spec out the technical solution – this is incredibly powerful.They also then use other Blended Presentation tools (web-based and hard copy presentations) to follow up on the meeting.
- Carmine Gallo – Steve JobsThe epitome of blended presenting
- InformalFormalRemoteInteractive