working the numbers david staughton how to promote and pitch your ideas
TRANSCRIPT
WORKING THE NUMBERS
David Staughton
www.bigdave.com.auwww.bigdave.com.au
How to Promote and Pitch Your Ideas
Universals
THE FUTURE
THE KEY TO GREAT FINANCIAL PRESENTATIONS
LESS DATA, MORE YOU &
MORE INTERPRETATION!
LESS IS MORE
FOOD & DRINK COST
RENT
PR
OF
IT
WAGES EXPENSES
FINANCIAL LITERACYDon’t Show Me the MONEY- SHOW ME THE PROFIT!
COGS
EXERCISE:
What were the characteristics
of the
WORST Presentations
you’ve ever seen?
• Blah, blah, blah
• Yadda, yadda, yadda
• Meaningless numbers
• Acronyms that nobody recognizes
• Unintelligible sentence fragment
• Even more numbers
I need to get them more involved.
This probably could be better
organized.
I wish I was a little more
confident up here.
These slides suck.
I could have used more time
to prepare.
Is this ever going to end?
I’m not going to get to ask a
question, am I?
Oh my God! He’s reading
the slide to us.
EXERCISE:
What were the features of the
BEST Presentations
you’ve ever seen?
WHAT MAKES AN EXCELLENT PRESENTATION?
INTERACTION CLARITY ENTHUSIASM
VISUALS RELEVANCE STORIES HUMOUR
POWER UP WITH AMPS!!
PRESENTER
AUDIENCE
Presentation
Feedback
MESSAGE
SURROUNDINGS
A = AUDIENCE
Know Your OUTCOME
Are you going to:
Persuade RecogniseInformMotivate Educate
THINK
FEEL
DOLearning Styles VAK
MAXIMUM AUDIENCE ENERGY
• Use Nametags or Nameplates• Water on tables or available in foyer• No more than 90 mins (120?) without break• Group Rapport Activities – Intros, Music• Interaction - Think, Pair, Group Share• Use Fun Rewards like chocolates & prizes• Avoid Carbs at MT & Lunch – Death Zones• NO PAIN – avoid beatings/ ridicule/sarcasm
26 TIMES!• What does it take to really convince you?
CONVINCER STRATEGY (Google It)
KNOWING Vs DOINGFive frogs on a log
M = MESSAGE
The ONLY PERSON who loves
your MATERIAL as much as you is
YOU!
Interact & Involve to Engage
MAXIMISE RETENTION Accelerated Learning Principles
• VAK
• Props
• Anchors
• Simple Themes
• Interactivity – Discussion
• Exercises – DOING THINGS
SAY Vs DO
IDEAS - MADE TO STICK
What makes a concept 'sticky’ (memorable)
• Simplicity
• Unexpectedness
• Concreteness
• Credibility
• Emotions
• Stories!
More Personal STORIES
• Stories engage the Imagination & Emotions• Stories are Powerful & Non-threatening• Stories Entertain & Involve the Senses
Keep it Short and to the point – Don’t Exaggerate too much
Remember Confidentiality!
ACT OUT THE STORY
CHANGE OF STATE
• Rapport
Curiosity
Openness
Enthusiasm
Honesty
A
B
INTRO
BODYCLOSE
C.T.A.
1
3
OPEN
2
Focus
The 4 MAT Structure
1. Why?
2. What?
3. How?
4. What If?
Bernice McCarthy
BODY STRUCTURESOPEN – 1-2-3- CLOSE
Structural Templates• Timeline – past/present/future• Numeric – 3/5/7 things• Geographic locations• 4MAT – Why, What, How, WhatIf• Mnemonic – S.M.A.R.T.• Metaphor – Boat, Bike, Family, Seasons• RULE of THREE
RULE OF THREE
• TIME – 3 Times
• LOCATION – 3 Places
• ZOOM – 3 Sizes
• PENDULUM – 3 Positions
• BENEFITS – 3 Benefits
• ASPECTS – 3 Aspects
OPEN
1 2 3
C.T.A. CLOSE
Impromptu Man
THE ART OF PERSUASION
LESS BULLSHIT BINGO!
CEO & Consultanttranslater
COMMUNICATION CHANNELS
V A K
N W WE
Abs Exis ME
P = PRESENTER
SKILLS
BODYLANGUAGE
What Impression
are you giving?
USING STAGECRAFT
• Entrance / Intro • Group Eye contact• Avoid Barriers - Lapel• Chin position • Smile• Hands & Arms ????• Blink Rate & Fidgetting• Wandering & Wobbling
ADVANCED STAGECRAFT
• Palms Up
• Fingers & Mouth cover
• BSD Pose – Audience Bully
• Leaning Forward / Back
• Leg & Foot position
• Personal Space to control
• Stage Anchoring PPF
“Many people would rather DIE
than speak in PUBLIC”
How to Control Your Nerves
TIPS & TRICKS TOReducing Your Speaking Anxiety
Visualize yourself speakingKnow the room - Arrive early & Walk around
Meet & Greet the audience beforehandREALLY Know your materialLook for the NODDERSGet more Experience
HOW TO TELL you’re DYING
SYMPTOMS• Tired – yawn/sleep • Room Lacks Energy• Lack of Participation• Nobody Laughs at your humour• Not Listening – checking phones• People are leaving and chatting• Your Eye Focus Narrows
What to do if you’re DYINGor the room lacks ENERGY
• Call a Break (Before you Start)
• Icebreaker – Build Rapport first
• Energizer – Do an Exercise (Buddy)
• Make it Brighter or Cooler
• Take a Break – then cut it down
• Move on to your best material
• Cut & Run – Finish early
S = SUITABLE
SURROUNDINGS
ROOM ENERGY TIPS
• Room Temperature – 22 degrees! (Not > 25)
• Room Layout & Sightlines!!
• Full body exposed – not behind lectern
• Stand to the Left if possible
• Stand in the Light! (Lighten the Screen)
• Get a really Bright Projector! (3500 lumens)
• Reduce Distractions (Away from Rear Door)
PRESENTING TIPS & TRICKS
• NEVER EVER APOLOGISE ON STAGE!
• Always Keep a Paper copy handy• Drink lots of room temp water (not iced)• Hydrate at least 4 hrs before• Do NOT end with Q & A• Finish with your prepared BIG CLOSE
• Powerpoint – use B/W keys & number <ret>• Give Powerpoint Handouts out at END
Avoid
Death by Powerpoint
RECOMMENDED READING
MORE READING & STORIES
“Great speakers aren’t born, they are trained.”
Presenting is a Skill…
Speak from your HEART to win
their Hearts & Minds
NEXT STEPS WITH BIG DAVE
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www.bigdave.com.au
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Phone 0408 375100
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