Tina Lambert, Vice President of the Virginia Society of Certified Public Accountants (VSCPA), gave a presentation on effective presentation techniques. She covered goals of successful presentations such as organization, openings and closings, and handling questions and answers. Lambert discussed techniques like using the "triangle of persuasion" focusing on verbal, vocal, and visual delivery, being well prepared with a two minute talking memo, and learning secrets from top business communicators. She emphasized the importance of closing strongly and being an ambassador representing the VSCPA.

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
• www.carminergallo.com
• 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 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

30. 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”

31. THANK YOU
very, very much!