Tag: audience engagement

Presentation Guide from Fishing: Angling With AIDA [Infographic]

AIDA

audience engagement

customer satisfaction

presentation tips from marketing

Rick Enrico

SlideGenius

Aug 03, 2015

Have you noticed that certain ads jump out at you while the rest fade away in the depths of obscurity? You can thank AIDA for that.AIDA is a commonly used acronym in traditional marketing. Ideally, it’s a four-step plan to reeling your audience in using Attention, Interest, and Desire, with the end result being an Action, preferably to invest in your brand. This can get tricky, since customers are becoming more and more wary of straightforward marketing tactics.But that’s why you need to develop a strategic technique with these steps to covertly convert your audience.

Catching Attention

Content and delivery need to work hand-in-hand in order to produce an overall winning pitch. Most presenters fall into the trap of putting too much faith in either one of these elements, which leads to the downside of their presentation.Attract people’s attention by polishing your content. Conduct thorough research on audience preference and current market trends. Tapping into these will help you relate more to your listeners, and make them feel like you truly understand their current situation and needs.At the same time, don’t leave your visuals unattended. 65% of the population are visual learners, so arresting images that highlight your points can definitely leverage your ideas.

Moving to Action

Before you can close a sale, you have to grab attention, keep people interested, make them desire your product, and make them act on that desire. Now you, too, can use this time-tested method to help audiences spot you from a sea of similar brands, and hook your target market right from the start.Learn more about AIDA with this infographic presentation guide by our expert writers and designers here at SlideGenius:

Public Speaking: How Diction Affects Your Presentation

audience engagement

presentation delivery

presentation tips

Rick Enrico

SlideGenius

speaking skills

speech communication

Jul 30, 2015

Everybody’s miscommunicated at least once in their life. Among many reasons, one of the most overlooked is inappropriate word articulation. It’s never on purpose: many times we speak without realizing that we’re mispronouncing words.Diction can help or hinder your entire pitch. Aside from the lack of practice, planning, preparation, or an overabundance of filler words, diction affects your audience’s overall understanding of your presentation. We often forget how this mistake distorts our message.According to speech coach Lisa B. Marshall, diction covers two main things: choice of words and enunciation.[sg-blog-modules module=three]

Good Diction vs. Poor Diction

Choosing the right words and pronouncing them correctly gets your message across and makes your voice sound more professional.Unfortunately, many public speakers struggle with poor diction or mispronunciation. They barely pay attention to the difference between what we hear and what our audience hears, causing them to unintentionally mislead their audience.These words might confuse your listeners and prevent them from getting the message clearly.A few examples of these words include:“I dunno.” instead of “I don’t know.”“Probly” instead of “Probably”“Havta” instead of “Have to”“Shoulda” instead of “Should have”“Gonna” instead of “Going to”

Causes of Poor Diction

In his article in And Now Presenting, Oliver Holmes points the cause of poor diction to the fact that people become so used to it that they unconsciously let this speech mistake slide.While we’re focused on what to say and how the message flows, we barely notice how our diction affects our message delivery. Your speech can also be distorted by dialect, regional speech patterns, and speaking too fast.

Ways to Improve Your Diction

  • Record yourself and look for words that you have trouble pronouncing. Read print materials and observe how you articulate words. Practice reading your presentation and identify areas for improvement.
  • Open your mouth wider and read sentences aloud to hear words repeated and pronounced clearly. Record yourself several times, and always compare your latest recording to your last. Practice by asking a friend to listen to you and give you feedback. This helps you see what to improve and what to avoid.
  • Recite tongue twisters to practice enunciating words quickly. Record yourself and spot mumbled words. Repeat this process until you can easily pronounce those problem words.

Conclusion

Knowing the right words to say and how to pronounce them make you sound more professional and increase your confidence as a presenter.Record your speech to spot words that you unconsciously mumble. You can also ask your friends and family for help in identifying any hard-to-understand parts of your diction, making you more aware of your common mistakes and preventing you from miscommunicating with your audience.A clearly delivered pitch is a pitch that’ll get definite sales results. Let SlideGenius help you out with your presentation needs! [sg-blog-modules module=one]

References

“Avoiding Filler Words in Your Corporate Presentations.” SlideGenius, Inc. May 11, 2015. Accessed July 30, 2015.Holmes, Oliver Wendell. “Presentation Tip: Carve Every Word.“ ‘Professionally Speaking…’ June 13, 2013. Accessed July 30, 2015.Marshall, Lisa B. “Diction.“ Quick and Dirty Tips. February 20, 2009. Accessed July 30, 2015.”What You Need to Achieve Presentation Success.” SlideGenius, Inc. February 15, 2015. Accessed July 30, 2015.

Metaphors: Powerful Literary Tools in Business Presentations

audience engagement

presentation metaphors

presentation tips

Rick Enrico

SlideGenius

speech metaphors

Jul 28, 2015

“Think of a metaphor as a connection or a bridge between the new and the familiar.” – Peter Jeff

Metaphors are powerful literary tools of comparison that link things, ideas, and concepts. They’re great for expressing connections and can trigger quick or surprising response. You’ve probably used them in normal conversations, or read about them in literary works.However, metaphors can lend an added value to your business presentations as well. Citing Lakoff and Johnson’s Metaphors We Live By, Six Revisions’ Sabrina Idler takes off with the idea that the human mind processes conceptual ideas as metaphors. This may largely be because metaphors translate the abstract into something tangible and familiar to the audience.Discover how to make your business presentations more interactive with metaphors.

Stimulate Creativity

Running out of words to explain your key points? Pick a metaphor that fits your message.How would you narrate the way your organization reached its goal of meeting new clients? One interesting way your audience can relate to you and your story is by choosing a metaphor that’s directly associated with your organization.For example, using food metaphors might work for a restaurant or food manufacturing business. This also helps you avoid arbitrary metaphors your listeners might not get, as well as cliches they’ve heard a thousand times before.

Create Deeper Impact

Since metaphors are thought-provoking, they create a deeper impact on your audience. They dig into their subconscious, as well as their emotions, causing them to react to your message differently. They also bring out the most candid moments in participants who pay close attention to your speech.Like sharing a personal story or an interesting anecdote, speech metaphors make you appear more relatable and human. Hard facts and data can get stale after a while, so a healthy dash of the creative in your pitch will definitely wake up your listeners’ senses.

Power to Persuade

With combined creativity, meaning, and impact, metaphors make you more persuasive and help you win businesses. Because metaphors engage the right brain, they appeal to people’s emotions and put them at ease. This makes them less wary of sales pitches, and more open to listening to what you have to say.Use this language in a way that differentiates you from your competition, simplifies a complex situation, and delivers your presentation idea vividly to succeed at creative persuasion.

Conclusion

Speech metaphors don’t only facilitate understanding, but also enhance audience participation. Practice thinking and speaking in a metaphorical way to add a little drama to your business presentation.Looking for PowerPoint experts to help you on your presentation needs? Give us a call at 1-858-217-5144 or request for a free quote from SlideGenius today. 

References

“5 Reasons Why Metaphors Can Improve the User Experience.” Six Revisions. 2012. Accessed July 28, 2015.”Engage a Disinterested Audience Like a Presentation Expert.” SlideGenius, Inc. May 5, 2015. Accessed July 28, 2015.”How to Use the Persuasive Power of Metaphors.” Enchanting Marketing. 2013. Accessed July 28, 2015.”Presentation Ideas from Ancient Greece: Pitching With Pathos.” SlideGenius, Inc. September 4, 2015. Accessed July 28, 2015.

Recipes for a Humorous But Effective Corporate Presentation

audience engagement

humor in presentations

presentation tips

public speaking skills

Rick Enrico

SlideGenius

speech communication

Jul 24, 2015

Speakers with the innate ability to insert humor into presentations effectively engage and entertain people. While not everyone is a natural at funny yet effective speeches, you can still bring that therapeutic feeling to your audience.Your clients already have enough problems to deal with outside your corporate presentation. Give them some reprieve by injecting a little humor into your presentation while proving that you’re the answer to their needs. You don’t have to make fun of yourself to give your presentation an ice breaker.Speech coach Avish Parashar suggests five steps to adding humor to your presentation. Once you’ve identified what tickles the listener’s funny bone, it’s time to put these into action by incorporating a few techniques. We’ve borrowed three of his humor basics and expounded on them below:[sg-blog-modules module=three]

Wordplay

Wordplay is wittily substituting words that sound similar but mean different things. Play with words to lighten up your discussion.Popular food bloggers and book authors Janet and Greta Podleski are masters of this literary technique. They always use wordplay in their cookbook and recipe titles, such as “Eat, Shrink, and Be Merry” instead of “Eat, Drink, and Be Merry,” “Lord of the Wings,” “Nacho. Nacho. Man,” and “Another One Bites the Crust.”Even the most serious audiences get tired of straight data, especially in hours-long presentations. Have pun making your audiences smile for even a second. They’ll appreciate the brief reprise from word-heavy slides and complicated numbers. Memorable and witty words also make them remember your story better.

Puns

Puns lie within the realm of wordplay. They’re done by connecting different ideas in a way where the words are deliberately confused with each other. Talking about an intricate financial report? Try this joke: “A bank manager without anyone around may find himself a-loan.”Puns aren’t limited to those already made by other people. Experiment and make your own puns that fit your presentation’s message. Some of the best marketing campaigns used terrible puns. They may elicit some groans, but let’s face it: they’re easy to remember, which is great at making your audience remember you after the presentation is over.

Exaggeration

Advertisers exaggerate ideas to attract consumers, making things ridiculously humorous while empowering brand images. Exaggeration delivers a product pitch while at the same time catching your viewers’ attention because of how over-the-top you can get.Most people don’t talk about a typical day at the office, but they do talk about bizarre incidents. Present an idea in ways that are so unusual that audiences will be compelled to remember and talk about it outside of the conference room.

Conclusion

Presentations aren’t meant to be boring. The more monotone you get, the more likely your audience will tune you out.Mix things up and engage your audience by putting some comic elements into your speech. Whether you use clever wordplay, puns, or exaggerate ideas, a more humorous delivery is often more memorable than a straight-faced presentation.Let SlideGenius help you with your presentation needs. Give us a call at 1-858-217-5144 or submit a form to request a free quote today! [sg-blog-modules module=two]

References

“Incorporating Humor into a Presentation.” SlideGenius, Inc. August 15, 2013. Accessed May 14, 2015.Parashar, Avish. “5 Ways to Add Humor to Your Presentations Without Being a Comedian.” Speak and Deliver. June 16, 2011. Accessed May 14, 2015.

How to Improve Your Business Voice for Presentations

audience engagement

enhancing presentation

presentation tips

Rick Enrico

SlideGenius

vocal image

voice projection

Jul 21, 2015

How well does your voice sound during a business presentation?If you’re not satisfied with how you pitch your message, neither are your listeners. In fact, a recent research conducted by Quantified Impressions, a communications analytics company, showed that the sound of a person’s voice strongly influences how they’re seen.The corporate world accentuates a hustle and bustle of daily conversations, from business meetings to project planning, client negotiations and the like. This is why a strong and confident voice helps portray a professional image. Non-verbal cues such as body language, gesture, and posture only reinforce what you say.If you’ve been opting for effective and persuasive presentations, start with your voice.

Why Your Vocal Image is Important

People are hard-wired critics. Right after you’ve entered the room, your audience makes snap judgments on your speech credibility. The impression that listeners create based on your speaking voice is often referred to as the vocal image.Your speaking voice says a lot about you. It’s a signature that creates assumptions about your age, intelligence, background and emotional state. Since it gives your viewers a peek of what you offer, this builds their interest in your presentation.The Wall Street Journals’ Sue Shellenbarger cites Quantified Communications’ study to emphasize that the sound of a speaker’s voice matters twice as much as the message’s content. Voice is accounted for 23% of listener’s evaluation, while the message’s content only amounted to 11%.[sg-blog-modules module=two]

Tips to Boost Your Vocal Image

There’s nothing more embarrassing than standing in front of a crowd that isn’t paying attention to you. Persuade your audience like a pro by boosting your vocal image with a little know-how and practice. According to presentation trainer David Woodford, there are four crucial points to consider for vocal clarity:

Watch Your Pitch

How you articulate your voice plays a big role in capturing your audience’s interest. A good combination of high and low vocal pitches jazzes up your presentation.Your pitch goes up when you feel excited but then drops when something serious comes up. Varying your pitch emphasizes your main ideas. Avoid speaking in a monotone voice so as not to bore your listeners.

Manage Your Pacing

Practice speaking at the right speed to maintain your audience’s interest. Speaking too quickly or too slowly makes it harder for them to follow your talk.

Control Your Vocal Power

Keep the attention going by controlling the power of your voice to break the dull discussion. Whether you’re whispering or shouting at the top of your lungs, your vocal volume increases focus and emphasis.

Anticipate Pauses

Necessary pauses let your audience hold their thoughts. People tend to be swamped with a lot of information, making them want to escape. Anticipating pauses in your discussion allows points to sink in.

Related Speech Practices

Record Your Voice

Practice with a tape recorder so you can listen to your own voice. This is the ideal way to evaluate how your voice sounds, including factors like your tone, pitch, accent, and word choices.

Ask a Friend or Co-Worker About Your Bad Habits

If you’re unsure about evaluating yourself, try asking a friend about your bad habits. Having someone to critique your voice quality makes it easier to identify your total vocal image’s pros and cons.

Increase Your Fluid Intake

Good water intake keeps your vocal cords healthy.  Drink enough water every day to keep yourself from frequently clearing your throat.

Conclusion

If you want to exude confidence and professionalism in your presentation, don’t overlook the subtle power of your vocal image. Learn the different ways you can play with your voice, whether it’s the volume, pitch, speed, or the words you’re using. Always evaluate yourself, or ask others to critique you, by recording yourself and identifying areas you can improve in.Don’t forget to take care of yourself, too: practicing won’t do any good if you overdo it and end up with a sore throat. With enough determination, you’ll have a business voice that’ll seal business deals in no time. [sg-blog-modules module=one]

References

“Delivering an effective presentation.” University of Leicester. n.d. Accessed April 7, 2015.”How to Use Body Language Like a Presentation Expert.” SlideGenius, Inc. 2015. Accessed April 7, 2015.”Presentation Ideas from Ancient Greece: Explaining Ethos.” SlideGenius, Inc. 2015. Accessed April 7, 2015.Shellenbarger, Sue. “Is This How You Really Talk?.” The Wall Street Journal. April 22, 2013. Accessed April 7, 2015.Woodford, David. “Persuasive Presentations – It’s In The Voice!” Business Know-How. n.d. Accessed April 7, 2015. Featured Image: on Pixabay

How to Take Tough Questions Like a Presentation Expert

answering audience questions

audience engagement

establishing credibility

presentation q&a

presentation tips

Rick Enrico

SlideGenius

Jul 16, 2015

Q&A’s are the perfect opportunity for welcoming observations and clarifying people’s confusion about a certain idea. This opens the floor for deeper audience involvement, although a tough question could sneak through and ruin a stellar performance.[sg-blog-modules module=one]Here are tips to handle your next Q&A session like a presentation expert:

Take Questions Only at the End

Take audience questions like feedback. They help tune up future presentations. However, taking queries during a structured speech distracts you, ruins your flow, and steers you off-track.The main part of the speech is not the right time to field questions. If audience members attempt to sidetrack you while speaking, inform them politely that there will be time allotted at the end to address their concerns.It’s important to avoid coming across as avoiding the question altogether. At the same time, you need to take control of your own presentation to deliver effectively and efficiently.

Don’t Lose Sight of Your Objectives

The Q&A session is a part of your presentation – and should still follow your goals. Set objectives to keep your overall speech concise and effective.Avoid getting distracted or taken off topic. If you’re asked a question that might seem loosely connected, answer it in a way that always draws it back to your topic.But never refuse questions, even those that seem difficult or out of your scope of research. Every question is an opportunity to make your message even clearer. In the face of an intimidating question, be honest with the audience, but say that you’ll get back to them once you’ve found the answer.

Keep Yourself Calm and Composed

Even if you’re legitimately taken aback by a hard question, never let it show. Letting your negative emotions show in the midst of a presentation makes you look unprepared and unprofessional, reducing your credibility.People easily pick up on signs of nervousness such as stammering, fidgeting, shaking, and unnecessary vocal interjections (your uh’s um’s and er’s). Stage jitters can also get your adrenaline pumping, having the awkward side-effect of speeding up your speaking pace.Taking a deep breath calms those nerves, and gives you a brief chance to quickly internalize and properly respond to the question. This short pause will make your answer more natural and articulate, as well as your speaking more relaxed and well-paced.

Conclusion

Answering questions is an important responsibility as a speaker. No matter how perfect your performance might have been, your listeners will always have additional questions. Address these questions in a way that makes you more effective and knowledgeable.Need a well-designed deck to go with your speech? Check out our portfolio for ideas or contact our presentation experts for a free quote. [sg-blog-modules module=two]

Reference

“Responding to Questions Effectively.” University of Leicester. Accessed July 16, 2015. http://www2.le.ac.uk/offices/ld/resources/presentations/questions

Presentation Tip: 5 Things to Avoid in Your Introduction

audience engagement

presentation tips

public speaking

Rick Enrico

SlideGenius

speech patterns

Jul 10, 2015

You’ve probably read a great deal on why the introduction is the most crucial part in your presentation. It has two important purposes: to gain the audience’s attention and to motivate them to listen.What if you failed to meet these key elements from the very beginning? Don’t compromise your speech credibility and brand reputation.Break the bad introduction habits and start your presentations effectively.[sg-blog-modules module=three]Here are five blunders that you should avoid:

1. Going Mainstream

A good majority of presenters begin their talk with, “Good morning. I’m here to discuss x, y, and z.” But this heavy-handed and dull approach is a quick way to lose your audience.Why go mainstream if there are many creative ways to begin your discussion? Plan for something unique to impress everyone at the very beginning of your speech.Tell a story or borrow a pertinent movie quote that complements your main idea. Let this perk up your listeners enough for them to say to themselves, “That line was from the movie xyz!”Asking a rhetorical question also works in engaging your audience. It invites them to think about your arguments, making them active participants in your speech.Another powerful way to open a presentation is by sharing relevant data that either look to the past or the future. Drop an idea like: “In ancient times, women’s status were defined by their relationship to men. At present, women have become more independent and are now making names in the business world.”The comparison will make the audience perceive the topic in a new light and hook them further to your pitch.

2. Doing Equipment Checks

Checking if the equipment works exactly before you begin your pitch is another common pitfall in presentations. Although doing equipment checks is a good practice for speakers, it can become a bad habit when it eats up both yours and your audience’s time.To avoid falling victim to this gaffe, arrive early at the venue and set-up the equipment few minutes ahead the presentation time. This gives you enough buffer in familiarizing yourself with the equipment and in running compatibility tests.You don’t want the audience to see you rambling while troubleshooting technical problems. Make it a rule to check all the equipment even before your presentation starts. If possible, have an emergency back-up readily available.

3. Questioning People’s Ability

Presenters often make the mistake of starting by asking obvious questions that border on offending their listeners.Posing questions to your audience can be a good start, but questions that insult their intelligence damage your reputation as a speaker.Queries with obvious answers like “Do you know how to double up your sales?” or “Is there anyone here who earns more and works less?” are a few unasked for statements that can make your listeners cry tears of frustration.According to Stanford GSB lecturer Matt Abrahams, ask questions that stimulate curiosity instead. Questions that inquire about a possible future or historical past are great alternatives to the obvious ones.For example, “What would it be like if robots outnumbered the human population?” Here, the “What if” effect builds intrigue and gets your audience attention. Utilize the same refreshing tactic in waking up your audience.

4. Oversharing Company History

Sharing your company history at the beginning of your speech can be good at establishing credibility. However, doing this more than you should only consumes the time needed in explaining your main ideas.Similar to talking about yourself, it can come across as bragging, which can make you lose your audience quickly. Your presentation isn’t about you, so it’s best to focus more about what you can offer to them.The ideal way to impart your company history is by touching a part of it in the middle of your discussion. Look back and share a blast from the past on how you achieved and sustained long-term success.This not only makes your listeners buy your idea, but also helps in making yourself worthy of their trust and money.

5. Admitting Mistakes

Starting with an apology weakens your credibility and sets the wrong tone.After all, why would people listen to the rest of your speech if you spent your first few minutes apologizing? You’re only attracting a negative vibe, which kills the chance of leaving a positive impression.If your discussion is facing inevitable hurdles such as scheduling delays, incompatibility of slides and poor room set-up, handle it with grace and don’t call attention to negatives.However, there are rare cases where delivering a quick, sincere apology may be in your favor.The key is to act decisively without affecting your message negatively.

The Takeaway: Start Your Speech Right!

The introduction builds up the overall flow of a pitch. It does a lot of work in making good impression and in keeping people interested throughout the presentation. Unfortunately, there are instances where some speakers lose their audience because of poor introductions. Avoid their fate and steer clear of intro blunders that derail your professional image.Stay away from the mainstream self-introductions. Instead, think of creative alternatives like sharing a story, citing a movie quote, and asking rhetorical questions. Never do equipment checks at the beginning of your talk. It’s recommended to perform technical tests few minutes before your actual speech.Avoid asking questions that can insult your audience. Go for questions that drive curiosity and interest. Sharing company history is another taboo. Focus more in discussing what you can do for them.Lastly, don’t start with an apology. Keep your cool and maintain an upbeat tone even you’re under pressure.Avoid these four blunders to gain and retain your audience’s attention from the beginning till the end. Looking for presentations with lasting impact? Talk to the right people and get started now. [sg-blog-modules module=two]

Reference

Abrahams, Matt. “Matt Abrahams: A Good Question Can Be the Key to a Successful Presentation.” Stanford Business. July 25, 2014. Accessed May 27, 2015. www.gsb.stanford.edu/insights/matt-abrahams-good-question-can-be-key-successful-presentation

4 Tips to Build Networks After Your Business Presentation

audience engagement

networking

post-presentation methods

presentation tips

Rick Enrico

SlideGenius

Jun 30, 2015

Tangible results are necessary in enacting your core message. A business presentation is successful when audience members have been converted into clients.This is where building networks and partnerships come in handy.Here are four of the simplest ways to network after you pitch:

Initiate Dialog

Most presenters forget that their presentation isn’t a one-way street. It doesn’t end after all the speaker’s personal ideas and opinions have been exhausted. In fact, it’s only just beginning.A dialogue with the audience is necessary to keep them engaged. Prompt them with questions, or take occasional pauses in your speech to let them think about what you’ve just said.Open the floor to observations, questions, and concerns. Prepare conversation starters to let your audience know that you’re interested in cultivating professional relationships.

Maintain Visibility

Maintaining a visible image impresses your audience and is vital in making new contacts. Your sincerity must be seen in your actions and heard in your words.Refrain from checking your watch or phone. These actions show your lack of focus or interest in reaching out to them. Expressing nonverbal cues such as handshakes, smiles, and eye contact also affirm your presence and increase your credibility.Expressing nonverbal cues such as handshakes, smiles, and eye contact also affirm your presence and increase your credibility.

Pay Attention

Presentations don’t always need to be formal and serious. Step away from the podium and pay more attention to your audience.According to Forbes contributor, Andrew Vest, one of the ways to effective networking is to never disregard anyone. Everyone in your audience is important in some way, whether they be direct decision makers or people who may have notable connections.Listen to everything your audience has to say. But don’t just focus on their responses but also on the intent and emotions being reflected. This helps you understand how they perceive you and your message.

Prompt Follow-Up

Fostering partnerships starts with exchanging contact details. However, business cards alone can’t make your business grow.Develop and use these contacts to thrive for new connections. Maintain the engagement before your speech ends. Set a goal for networking follow-ups.In doing follow-ups, first determine whom you’ll contact immediately. Then, begin re-introducing yourself and reiterate your goal. Maximize the use of various networking mediums such as SMS, voicemail, and email.To make it easier to maintain networks right after presentations, LearnVest’s Emma Miller suggests that you treat your connections like friends. This makes it more natural to do.

Conclusion

Effective networking strategies generate new leads and nurture professional relationships. Follow these tips for business growth and professional success.Looking for high-quality presentations for your business? Give us a call at 1-858-217-5144 or request for a free quote from SlideGenius today. 

References

“Email Marketing Tips: The Art of Pitching through the Inbox.” SlideGenius, Inc. 2014. Accessed June 29, 2015.Miller, Emma. “Want More Work Contacts? Try The 80/20 Rule For Unselfish Networking.” Forbes. Accessed June 30, 2015.Vest, Andrew. “How To Network The Right Way: Eight Tips.” Forbes. Accessed June 29, 2015.

An Effective Probing Strategy for Your Sales Presentation

audience engagement

presentation strategy

presentation tips

probing presentation questions

Rick Enrico

SlideGenius

Jun 25, 2015

Lack of probing questions can be one reason why sales proposals are often rejected by clients.Many presenters forget that throwing open-ended questions such as “How are you doing?” or “What are you up to?” successfully convinces your clients to share the information you need to meet their needs.[sg-blog-modules module=three]First, build rapport and connect with them to get their attention and establish trust.Briefly introduce yourself to highlight your presentation’s importance. This compels clients to answer your questions without question.

Why Probing is Important

In sales presentations, your main goal is to persuade your clients to take action.Study your clients’ objectives and how they should be met. Know their needs and wants to craft an attention-grabbing pitch. Doing so makes them realize that you’ve made thorough research about their company, showing them that you’re just as interested in them as you want them to be interested in your proposal.More than presenting your products and services’ features, advantages and benefits, make your clients feel that you care about them by meeting their expectations. Satisfying their needs makes them see that you value them above anyone else. This gives them reasons to listen and share their side of the story once you ask them probing questions.

When to Probe

A good sales pitch and ample presentation skills can make an effective sales proposal, but probing is an equally important technique. Your clients look for products and services that satisfy their company’s needs.Probing is important when relating their needs with what you’re offering. Knowing their concerns prepares you to connect them with your products and services’ benefits, making them think that your idea can achieve their desired outcome.Start by asking open-ended questions such as, “What are your plans for reaching your objectives for this area?” and “What strategies are you going to implement to make this happen?” to delve into more details.When you notice that your clients have objections, ask whether they understand what you’re trying to emphasize. This can help clarify some concerns before they make their decision.

How Probing Becomes Effective

Probing encourages your clients to talk more, convincing them to share their thoughts and give you more information that can help you motivate them.The “who, what, when, where, why and how” questions tell you more about your client’s concerns, letting you better understand their needs by asking:

  • “Who will…”
  • “What, specifically…”
  • “When will…”
  • “Where, exactly…”
  • “Why does…”
  • “How does…”

Know whether you’re asking appropriate questions or not. Be careful not to overdo it by asking more questions than necessary. Going overboard results in data that might not be relevant at all to your proposal, wasting both your time and theirs.Prepare possible questions to quickly address any issues they might have, preventing them from delaying their decisions.

Conclusion

Applying this sales presentation technique makes clients more likely to approve your proposal. Once they realize how much you’re interested, how much you care about meeting their concerns, and how much you’re helping them achieve their expectations, you’ll convince them that your offering best suits their organization needs.Knowing what and how to ask makes your sales presentation effective. This is because clients will see that you understand how probing helps satisfy their needs, showing that you’re serious and dedicated about what you do.Clients are more confident to hire somebody who goes out of their way to give them a satisfying experience. Be the person that your client would never hesitate to go to for solutions to their needs.SlideGenius can help you make your sales presentation more effective! [sg-blog-modules module=two]

References

“21 Powerful, Open-Ended Sales Questions.” RAIN Group. Accessed June 25, 2015.”Crafting Content: How to Conduct Presentation Research.” SlideGenius, Inc. November 17, 2015. Accessed 25, 2015.”Probing.” Changing Minds. Accessed June 25, 2015.”Presentation Tips: 5 Easy Ways to Establish Your Credibility.” SlideGenius, Inc. 2014. Accessed June 25, 2015.

Addressing Needs: Maslow’s Motivational Theory for Presenters

Abraham Maslow

audience engagement

Maslow motivational theory

Maslow's hierarchy of needs

public speaking

Rick Enrico

SlideGenius

speech communication

speech skills

Jun 25, 2015

Ads are everywhere—the average person is exposed to hundreds of advertisements every day, be it television or radio commercials, billboards, transportation, or social media platforms.However, only a few of them capture our attention. We only remember appealing and interesting ones.[sg-blog-modules module=one]Human need is the main reason advertisers continuously introduce products to convince consumers to make buying decisions. In turn, this need motivates us to act towards a desired goal.Since people are longing for things that benefit them, they constantly search for whatever satisfies their needs.

Maslow’s Hierarchy of Needs

Abraham Harold Maslow is an American Psychologist who introduced Maslow’s Hierarchy of Needs in 1943, a theory which illustrates the five stages of human needs: physiological, safety, love and belonging, esteem, as well as self-actualization.Self-actualization lies at the top of the pyramid as humanity’s most advanced need. However, to reach it, one must fulfill the pyramid’s first four levels. This pyramid doesn’t only apply to general human needs. Various authors and presenters, like Deanna Sellnow, have theorized on its possible use in presentations.To successfully engage and motivate your listeners, use Maslow’s Motivational Theory with your business or sales presentations. Focus on how your topic benefits your audience. Remember, it’s all about meeting their needs.Understand your audience’s current situation before getting their attention to make them interested in your discussion. Once you make them believe that your proposal will help them, they’ll see a need to take action.

First Level: Physiological Needs

This phase concerns basic human needs: food, water, air, sleep, etc.Analyze your audience before crafting your pitch so you’ll know what to include in your presentation. How will you relate your topic to your audience’s concern?If your client has a problem related to budget, you can offer cost-effective strategies to address their concerns.

Second Level: Safety Needs

This level talks about your audience’s need for security, health, shelter, resources, etc.Let them know that their safety and comfort are your top priorities. Use personal stories that show you understand what they’re going through, and reassure them that everything will be all right.

Third Level: Love and Belonging

Since people reject loneliness or exclusion, they constantly look for acceptance and approval.Encourage your audience to form a small group after giving your presentation. Doing so lets them know their colleagues and to share each other’s ideas about the topic, making them feel involved.

Fourth Level: Esteem

This level involves the need for appreciation and self-respect. People want to feel that they’re valued because it boosts their self-esteem.To satisfy this need, acknowledge their presence and show them how thankful you are for their time. Do this from time to time during your presentation to make them feel important.

Fifth Level: Self-Actualization

Motivate people by challenging them to take possible action. This feeds on their need to show that they’re capable of accomplishments.End with a powerful call-to-action slide and statement to convince them that you believe in their potentials.

Conclusion

These five levels motivate your audience to learn from your presentation. Think about how your topic relates to your audience’s concerns to guide you when you start crafting your pitch. This gives you an idea how to meet their needs.Knowing how to satisfy their physiological, safety, love and belonging, esteem and self-actualization needs let you effectively interact with your audience. If they feel like you care about them, then they’ll care about you and what you have to say.Successfully fulfilling each need encourages your audience to take action as they realize that they’re capable of achieving particular endeavors. This becomes your edge to producing a powerful and effective presentation.[sg-blog-modules module=two]

References

“4 Types of Audience Members You Need to Present For.” SlideGenius, Inc. Accessed June 25, 2015.”Motivating Listeners.” Boundless. Accessed June 25, 2015.”Presentation Tips: 5 Quick Steps to Audience Engagement.” SlideGenius, Inc. December 16, 2014. Accessed June 25, 2015.Sellnow, Deanna D. Confident Public Speaking. Belmont, CA: Thomson/Wadsworth, 2005.