Tag: presentation

The Importance of Eye Contact During Presentations

eye contact

Powerpoint

presentation

presentation science

presentation tips

Jan 22, 2017

Eye contact is one of the most powerful non-verbal communication tools in a presentation. It helps establish a connection with your audience, builds trust, and boosts your confidence as a speaker. Here’s why eye contact is essential and how to master it during presentations.

1. Builds Trust and Credibility

When you make eye contact with your audience, you show sincerity and openness, which helps establish trust. People are more likely to believe and engage with speakers who look them in the eye.Why It’s Important:

  • Establishes Trust: Eye contact conveys honesty and confidence, making the audience more receptive to your message.
  • Increases Credibility: Maintaining eye contact with different audience members throughout your presentation makes you appear more credible and authoritative.

How to Do It:

  • Practice making eye contact with individuals for a few seconds before moving to another person in the audience.
  • Avoid staring at just one person or section of the room; make an effort to scan the audience evenly.

2. Engages the Audience

Eye contact makes your audience feel included and valued, increasing their engagement. When you connect with people visually, they are more likely to stay focused on what you’re saying.Why It’s Important:

  • Keeps Attention: Audience members are more likely to pay attention when they feel directly involved in the conversation.
  • Increases Interaction: Eye contact creates a two-way communication flow, encouraging audience participation and feedback.

How to Do It:

  • Look at different sections of the audience throughout your presentation, as though you’re having a conversation with them.
  • Use eye contact to emphasize key points and gauge reactions from the audience.

3. Boosts Speaker Confidence

Maintaining eye contact can make you feel more confident and in control during your presentation. When you see positive reactions from the audience, it reinforces your performance and helps you stay focused.Why It’s Important:

  • Increases Confidence: Seeing audience members respond to your message can make you feel more confident and reduce nervousness.
  • Creates Focus: Eye contact helps you stay grounded and present, preventing distractions or wandering thoughts.

How to Do It:

  • Practice in front of a mirror or with a small audience to become more comfortable making eye contact.
  • Start by making brief eye contact, then gradually increase the duration as you become more comfortable.

4. Helps Gauge Audience Reactions

Eye contact allows you to read your audience’s non-verbal cues. You can assess whether they are engaged, confused, or bored, and adjust your presentation style accordingly.Why It’s Important:

  • Adapts Your Delivery: By observing audience reactions, you can gauge whether your message is resonating and make adjustments on the fly.
  • Improves Engagement: If you notice that your audience is disengaged, you can use eye contact to regain their attention and refocus their interest.

How to Do It:

  • Look for signs of confusion or disengagement, such as blank stares or fidgeting, and adjust your tone, pace, or content to re-engage the audience.
  • Use eye contact to acknowledge positive audience responses, such as nodding or smiling.

Final Thoughts

Eye contact is a powerful tool that can enhance your connection with the audience, boost your confidence, and make your presentation more engaging. By mastering eye contact, you can create a more dynamic, effective presentation that leaves a lasting impression on your audience. Practice this skill, and watch how it transforms your delivery.

6 Things to Watch Out for During Presentation Q&As

Powerpoint

PowerPoint Design

presentation

Presentation Consultation

presentation q&a

Rick Enrico

SlideGenius

Jan 15, 2017

Handling a Q&A session after a presentation can be both rewarding and challenging. It’s your chance to engage directly with your audience, clarify points, and demonstrate your expertise. However, there are potential pitfalls that could disrupt your flow or cause confusion.Here are six things to watch out for during presentation Q&As:

1. Unclear Questions

Sometimes, audience members may ask questions that are vague or poorly worded, making it difficult to provide a direct answer.What to Watch Out For:

  • Misinterpretation: If the question is unclear, you may end up answering something the audience member didn’t intend to ask.

How to Handle It:

  • Politely ask for clarification: “Could you please rephrase your question?” or “Can you clarify what you mean by [specific word or topic]?”

2. Off-Topic Questions

Occasionally, audience members may ask questions that are unrelated to your presentation, leading the discussion away from your main message.What to Watch Out For:

  • Losing Focus: Answering off-topic questions can waste time and distract the audience from the key points you want to emphasize.

How to Handle It:

  • Acknowledge the question but steer the conversation back: “That’s a great question, but it’s a bit outside today’s topic. I’d be happy to discuss that afterward.”

3. Aggressive or Hostile Questions

Every now and then, someone in the audience may challenge your content or present their question in an antagonistic manner.What to Watch Out For:

  • Escalating Tension: If not handled carefully, hostile questions can escalate and create tension in the room.

How to Handle It:

  • Stay calm and composed: “I understand your concern. Here’s how we approached that issue…” Redirect the conversation back to your presentation’s core message.

4. Questions You Don’t Know the Answer To

No matter how well-prepared you are, it’s possible that you’ll be asked a question that you don’t have the answer to.What to Watch Out For:

  • Appearing Unprepared: Not knowing the answer to a question can make you feel caught off guard.

How to Handle It:

  • Be honest and offer to follow up: “I don’t have that information right now, but I can look into it and get back to you.”

5. Long-Winded Questions

Some audience members may use the Q&A session as an opportunity to share their thoughts at length, turning a question into a monologue.What to Watch Out For:

  • Losing Engagement: Long-winded questions can take up valuable time and lead to a loss of engagement from the rest of the audience.

How to Handle It:

  • Politely interject: “That’s an interesting perspective. To clarify, is your question about [summarize their point]?”

6. Running Out of Time

Q&A sessions can easily run over time if not managed properly, which can frustrate both you and your audience.What to Watch Out For:

  • Overrunning Your Allotted Time: Allowing the session to go over time can disrupt the schedule, especially in formal or time-constrained settings.

How to Handle It:

  • Keep an eye on the clock and manage time accordingly. You can say, “We have time for one more question,” and offer to continue the conversation afterward.

Final Thoughts

Navigating a Q&A session can be tricky, but with the right strategies in place, you can handle unexpected challenges and maintain control of the conversation. Stay calm, engage with your audience thoughtfully, and always steer the discussion back to your key message when necessary.

Making Your Presentation Stand Out with Powerful Design

design

infographics

Powerful Design

presentation

presentation design

Rick Enrico

SlideGenius

Jan 10, 2017

Once you’re onstage, the stars are you and your presentation. Of course, your training got you there in the first place: charisma, clear and loud voice, likable aura—public speaking skills polished over and over again until they’re perfect, almost like second nature, and suited to your needs—and appropriate for every crowd imaginable.But what about your presentation? Is it tailored to your audience? There’s a risk you don’t want to take when, despite how good you are as a speaker, your presentation is not as appealing: you don’t get your message across as effectively as you want, vis-à-vis death by PowerPoint.Since humans are visual creatures, our brains process imagistic information faster and more efficiently than text. This is a benchmark you should take advantage of when creating visually appealing and enticing slides, a tip awesome presentation designers always live by. Check this infographic for tips on how to charm your audiences, arrest their attention, and, most importantly, get your message across.https://www.slideshare.net/SlideGenius/making-your-presentation-stand-out-with-powerful-designVisuals play an important role when arresting attention. In a world of eight-second attention spans and faster everything—connectivity, accessibility, and even loading times—people would rather spend more of their time on different, more valuable things.Come to think of it, it’s a cyclical cause and effect: everything is faster, so people expect things to be even faster, ergo the short attention spans. Kind of a messed-up Pygmalion effect, only for things instead of persons.With that happening, there’s now two steps to do: get their attention and retain it. Good, proper, and creative use of visuals can already do the first, and they can certainly take care of the second, especially when your topic goes from “something that makes them curious” to “something that genuinely piques their interest and makes them ask questions.”There’s a beauty that certain senses can solely appreciate. Music to the ears. Caress on the skin. For the eyes, it’s appealing design. Beauty. Make something that both you and your audience will appreciate. In turn, they will appreciate you.

Resources:

Golden, Felicia. “The Power of Visual Content: Images vs. Text.” eyeQ. February 11, 2015. www.eyeqinsights.com/power-visual-content-images-vs-textMcSpadden, Kevin. “You Now Have a Shorter Attention Span than a Goldfish.” Time. May 14, 2015. www.time.com/3858309/attention-spans-goldfish

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Season of Giving: Making Your Audience Happier with Gifts

audience

business

Christmas

gif

Gifographics

infographics

presentation

Rick Enrico

SlideGenius

Dec 20, 2016

Ah, the Yuletide season. Nothing like the cold winter nights, all snuggled up in a blanket and drinking hot chocolate or eggnog—or any hot drink at all. Perhaps alone, if you so choose, or with loved ones. A cozy thought, especially for those looking to make the most out of this time of the year.And by “make the most out of this time of the year,” let’s define it as “going out and spreading the message of the holidays.” Or, you know, “the season of giving.” This group of PowerPoint presentation professionals would like to think that, aside from the above statement, we consider that every day should be like Christmas—and in turn, every presentation should be just as giving as the last, if not more.But what are you actually giving to your audience? Do you have to be a secret Santa to do that? Let’s take a step back and have a look from the observer’s perspective with this gifographic.Making Your Audience Happier with GiftsThere’s no season like Christmas. For many, it’s a time of cheer and splendor, while for some, it’s a time of charity and selflessness.For each and every one, it’s about merrymaking. Parties with officemates, friends, family, and relatives all make the holidays worthwhile. Get-togethers from distant beloveds and reunions with people you seldom see but often miss. Getting into the spirit of the season with decorations, fetes, and gift-giving truly make it a joyous part of the ending year.And there’s no feeling better in the world than the merriment spent with those close to you.It’s not as if your audience shouldn’t be treated as such. They’re an integral part of your task—as small as a group of company executives or as big as a jam-packed auditorium as it may be. Your audience is one of the reasons you’re onstage; they’re there to cheer you and to make sure you’re not doing this in vain.Don’t take for granted that kind of support. You and your audience are playing your parts. Make the best out of it.

Resources:

Dorfman, Jeffrey. “Twenty Quotes And Verses On Giving For Christmas.” Forbes. December 25, 2014. www.forbes.com/sites/jeffreydorfman/2014/12/25/20-quotes-and-verses-on-giving-for-christmas/#54867dde1e17Mack, Lloyd. “Christmas is the season for giving.” Kenora Daily Miner & News. December 1, 2016. www.kenoradailyminerandnews.com/2016/12/01/christmas-is-the-season-for-giving

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How to Handle Questions in a Presentation Open Forum

presentation

presentation etiquette

presentation tips

Q&A

Rick Enrico

SlideGenius

Dec 19, 2016

Your pitch doesn’t end with your last slide.After delivering a successful presentation, you’ll often face a question and answer portion. For many presenters, this is a source of anxiety. Key points can be memorized and outlined, but you can’t do the same to other people’s inquiries.Q&As are spontaneous, as the University of Leicester’s presentation guide indicates, so it’s best to prepare for any question. Although outlining your points can help you identify possible questions your audience might ask, you still need to expect the unexpected and know your topic inside out.That said, you need to maintain proper presentation etiquette when addressing your audience’s comments.We’ve compiled three things to help you during an open forum:

1. Accommodate Questions

Since questions supplement your presentation, take those that are directly related to your points as an opportunity to expound on your pitch.Instead of restraining audience questions, welcome them – especially if they’re valid. People ask questions when something is unclear to them, or when they’re interested to learn more. Answering the ones they bring up in your Q&A allows you to fuel their interest by providing the information they need.Of course, unrelated or unnecessary questions can’t be helped. A member of the audience may misunderstand you, and give you a question that doesn’t directly match your core message, but is still somewhat related to what you were saying.Taking that kind of question still lets you explain your points better.

2. Be Honest and Polite

Although most inquiries can strengthen your presentation, sometimes, you’ll come across some inappropriate questions. These may be about a different topic entirely, or an unnecessary comment.When dealing with rude audience members, remember to maintain your composure. The negative image of losing your temper will reflect on you, not your listeners. Handle inappropriate questions with honesty and politeness. You can briefly inform the person that their question threw you off, and ask for other questions.Being honest and polite will help you keep your integrity as a speaker in front of everyone. You’ll stay on your intended topic without hurting any feelings.

3. Say ‘I Don’t Know’ – Without Saying It

In line with being honest, it’s alright to admit that there’s a limit to what you can answer. On the other hand, directly saying ‘I don’t know’ can send the wrong message by making it seem like there wasn’t enough effort on your part.In her Forbes article, women’s leadership speaker and Forbes contributor Selena Rezvani provides five alternatives for those times when you’re stumped for an answer. Thank the person for their question. This can serve as valuable input in improving your pitch for future reference.Promise the audience that you’ll find an answer to their query instead, but state that at the moment you don’t have it yet. A simple statement like, “I haven’t encountered that yet. Thank you for your output, I will work on it.” can mean a lot to your listeners.Doing this saves you from giving away incorrect information and losing credibility. People will appreciate this humility rather than a forced façade of expertise in something you’re unsure of.

Conclusion

Dealing with the audience’s questions can be a tricky task, but given the right answers, you can use these to your advantage.Welcome any question that can help improve your pitch. These queries are a sign of interest, and you could be able to convert your leads just by answering them.Be diplomatic with inappropriate questions, but be honest in telling your audience that you’d prefer not to answer it. Admit the limits of your current knowledge, but always promise an answer in the future.Face up to the challenge of a good question. Take it as a chance to improve your presentation and generate sales.

Resources:

“Responding to Questions Effectively.” University of Leicester. Accessed December 8, 2015. www2.le.ac.uk/offices/ld/resources/presentations/questionsRezvani, Selena. “Five Alternatives to Saying ‘I Don’t Know’.” Forbes. August 8, 2014. Accessed December 8, 2015. www.forbes.com/sites/work-in-progress/2014/08/08/five-alternatives-to-saying-i-dont-knowFeatured Image: “Questions” by Derek Bridges on flickr.com

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Finding the Perfect Topic for Your Business Presentation

business presentation

Powerpoint

presentation

Rick Enrico

SlideGenius

Dec 18, 2016

Finding the perfect topic for a business presentation is essential to engage your audience and communicate your message effectively. Here are steps and considerations to help you select the ideal topic:

1. Understand Your Audience

  • Why it matters: Knowing your audience’s needs, interests, and level of knowledge helps you choose a topic that resonates with them.
  • How to apply:
    • Are you presenting to investors, colleagues, or clients? Investors might be interested in financial projections, while clients may care about product benefits.
    • What is their level of familiarity with the topic? Tailor your subject matter to ensure it’s not too basic or overly complex.

2. Identify the Purpose of Your Presentation

  • Why it matters: Defining your objective guides you toward a relevant topic. Are you informing, persuading, educating, or inspiring?
  • How to apply: If the purpose is to persuade investors, focus on a topic like market trends or growth strategies. If it’s to inform employees, you might choose process improvements or new product launches.

3. Align the Topic with Your Expertise

  • Why it matters: Presenting on a topic you know well builds credibility and confidence.
  • How to apply: Choose a subject within your field of expertise, where you can provide valuable insights, data, and practical solutions. For example, if you’re a marketing expert, presenting on customer acquisition strategies might be ideal.

4. Focus on Relevance and Timeliness

  • Why it matters: Relevant topics address current challenges, trends, or opportunities within your industry, keeping the presentation fresh and impactful.
  • How to apply: Look at industry trends, emerging technologies, or new regulations affecting your business. For example, a presentation on sustainability in business could be timely in the context of global environmental concerns.

5. Explore Common Business Presentation Themes

  • Popular Topics:
    • Financial Analysis and Forecasting: Investors and stakeholders often want insights into financial growth, projections, and performance.
    • Innovation and Technology: Discussing how emerging technologies like AI, blockchain, or automation are shaping your industry can spark interest.
    • Customer Experience: Addressing how to improve customer satisfaction and retention is highly relevant across industries.
    • Leadership and Organizational Change: Presenting on how leadership strategies drive growth, or how organizations can manage change effectively, can appeal to business leaders.
    • Sustainability and Corporate Social Responsibility (CSR): With increasing focus on ethical practices, presenting on how businesses can integrate sustainability into operations can attract a wide audience.

6. Solve a Problem or Address a Challenge

  • Why it matters: Offering solutions to pressing challenges can make your presentation highly valuable and actionable for your audience.
  • How to apply: Identify a common pain point your audience faces. For example, if speaking to a group of startups, a topic like bootstrapping strategies or scaling a business on a budget may be highly relevant.

7. Incorporate Data and Case Studies

  • Why it matters: Presentations supported by real data, trends, and case studies add credibility and help illustrate key points.
  • How to apply: Select a topic where you can back up your arguments with statistics, industry reports, or case studies. If you’re discussing the impact of digital marketing, showcase successful campaigns or data-driven results to support your points.

8. Brainstorm and Evaluate Ideas

  • Why it matters: Exploring multiple ideas allows you to compare and select the most compelling topic.
  • How to apply: Write down a list of potential topics. For each one, ask yourself:
    • Is it relevant to my audience?
    • Does it align with my expertise?
    • Can I support it with data and real-world examples?

9. Test Your Topic

  • Why it matters: Testing the idea helps you gauge audience interest and make necessary adjustments.
  • How to apply: Share your topic idea with a few trusted colleagues or peers. Get feedback on whether it seems engaging, relevant, and informative.

By following these steps, you’ll ensure that your business presentation topic is not only engaging but also aligned with your audience’s needs and the purpose of your presentation.

Office Mix: Innovation in PowerPoint for Education

Office Mix

PowerPoint Design

powerpoint presentations

presentation

Rick Enrico

SlideGenius

Dec 11, 2016

With all the arguments raised against it – the most notorious of which is Death by PowerPoint (or rather, by boredom through it) – PowerPoint has become notorious for boring and uninteresting presentations. In response to this, the presentation tool continues to innovate itself to improve both presenter and audience experience.One of these innovations is MS PowerPoint’s Office Mix, a free add-in that lets people create interactive material they can share online. This feature especially caters to educators, who can now upload their lessons and teach their students anywhere, at any time.But what exactly is Office Mix all about?We break down each of its important aspects and give you their benefits.

1. Going Live Online

Office Mix is an easy-to-use tool for accessing and sharing content online. Anyone you choose to share your presentation with can view it from any device. You can share it with your peers in OneNote, or upload it on the web where students can access it.It also lets you generate live web pages that your student can interact with on the spot.Mix has revived the previously phased out web page option with the Quizzes Videos Apps button, which also lets you insert interactive quizzes.Once you select the Web Page option in the Lab Apps, a dialog box requesting for the web page URL will appear. Once you’ve inserted the link, the web page will load and will be free for you to rearrange on your slide. To see how a live web page works on a deck, watch this tutorial on the Office Mix site.Your PowerPoint definitely can’t replace your presence, but having this add-in helps students who need a quick review of your lessons. Walk them through every key point all over again at their own pace.

2. Digital Mix

Office Mix is literally a mix of mediums that make learning easier and more interactive.It has improved PowerPoint for education by making use of digital media to connect with a tech-savvy generation. Take advantage of its audio and video narration to effectively guide students both visually and verbally.Mix lets you take screen recordings of your actions when the need for a demo arises, and lets you digitally ink your slides in real time as you execute your lesson plan. Like broadcasting your PowerPoint, anyone who has a link to your presentation can view your slides as you go through this once you present your slide show online.At the same time, Office Mix doesn’t take a PowerPoint pro to do the basics. It’s user-friendly enough to let you play around with the digital mediums without an in-depth knowledge of each.

3. PowerPoint Innovation

Office Mix has changed the concept of PowerPoint presentations in the classroom. It’s designed for interactivity, both on the part of the student, and the teacher.The same Quizzes and Video Apps button in your Mix Add-in lets you insert quizzes and polls into your slides, and review your quiz questions before they go live. Students don’t just answer these quizzes. The results are returned to you so you’ll be able to gauge their comprehension of your lessons.This data can be imported to Excel, where you can keep track of your students’ progress on a spreadsheet, making it easier for you to grade them.

Conclusion

The future of PowerPoint for education is here. Gone are the days when students would tune out in boring lectures.Office Mix is inclusive for an optimal learning experience. Reach out to your students online, or discuss your lesson plan with colleagues. Mix makes use of different digital mediums to enhance interactivity.It’s an innovation that keeps expanding the possibilities of PowerPoint beyond the slide and closer to the audience. Don’t miss out the opportunity to improve your educational presentations.Let our SlideGenius experts help you with your presentation needs. Contact us today for a free quote!

Resources:

“Office Mix Tutorial: Web Pages, Simulations & More.” Office Mix. Accessed November 26, 2015. “What Is Office Mix.” Office Mix for Teachers. n.d. Accessed November 26, 2015. www.mixforteachers.com/what-is-office-mix.htmlFeatured Image: “Teacher’s Desk – Linn School” by Todd Petrie on flickr.com

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How to Set the Playback Options in PowerPoint 2013

playback options

powerpoint 2013

powerpoint tutorial

presentation

Rick Enrico

SlideGenius

Dec 04, 2016

Setting the playback options for audio and video in PowerPoint 2013 allows you to control how multimedia elements behave during your presentation. Whether you want a video to play automatically or have audio loop throughout the entire presentation, PowerPoint offers several playback settings to customize the viewing experience.Here’s a step-by-step guide on how to set playback options for both audio and video files in PowerPoint 2013:

1. Insert Your Audio or Video

Before adjusting playback options, you need to insert the multimedia file into your slide.How to Do It:

  • Go to the Insert tab on the ribbon.
  • Select Audio or Video from the Media group and choose your file from your computer.

Example: If you’re adding background music, insert an audio file onto the first slide.

2. Select the Audio or Video Object

Once you’ve inserted your media file, click on the audio or video object on the slide to access the playback options.How to Do It:

  • Click on the multimedia file to select it.
  • The Playback tab will appear in the ribbon.

3. Set Video Playback Options

For video files, you can control when the video plays, how it plays, and what happens when the video finishes.How to Do It:

  • In the Playback tab under the Video Tools, you’ll see the Video Options group.
  • Choose Start and select from the following options:
    • Automatically: The video starts playing as soon as the slide is shown.
    • On Click: The video starts playing when you click on it during the presentation.
  • Loop Until Stopped: Check this box if you want the video to loop continuously until manually stopped.
  • Rewind After Playing: Check this box if you want the video to rewind to the beginning after playing.

Example: If you’re embedding a product demo video, set it to play automatically when you reach the slide.

4. Set Audio Playback Options

For audio files, similar options allow you to control when and how the sound plays during your presentation.How to Do It:

  • In the Playback tab under the Audio Tools, locate the Audio Options group.
  • Start: Choose when the audio will start:
    • Automatically: The audio starts playing as soon as the slide is shown.
    • On Click: The audio plays when you click the play button.
    • Play Across Slides: The audio continues to play even as you move through multiple slides.
  • Loop Until Stopped: This option ensures the audio will loop until you manually stop it or the presentation ends.
  • Hide During Show: Check this if you want the audio icon to be invisible during the presentation.

Example: For background music that plays throughout the entire presentation, select Play Across Slides and Loop Until Stopped.

5. Set Trim Options (For Both Audio and Video)

PowerPoint 2013 allows you to trim audio or video to play only the portion you want.How to Do It:

  • Click on the Trim Video or Trim Audio button in the Editing group on the Playback tab.
  • Adjust the sliders to set the start and end points for the audio or video.

Example: If you only want the first 30 seconds of a song to play, use the Trim Audio tool to select the desired section.

6. Test Your Playback Settings

Once you’ve made your adjustments, it’s important to test your multimedia playback to ensure it works as expected during the presentation.How to Do It:

  • Go to Slide Show mode and navigate to the slide with the media file.
  • Check if the media plays as intended (automatically, on click, etc.).

Example: Play through your entire presentation and verify that your audio plays seamlessly across all slides, or that the video loops continuously as you intended.

Final Thoughts

Setting playback options in PowerPoint 2013 allows you to have full control over how multimedia content interacts with your presentation. Whether you’re adding background music that plays throughout your slideshow or inserting a video that automatically starts, adjusting playback settings ensures that your multimedia enhances the overall flow and experience of your presentation.

6 Presentation Techniques You Can Learn from 13-Year-Old Carter Cohen

Carter Cohen

presentation

presentation tips

Rick Enrico

SlideGenius

Dec 02, 2016

Who said presentations are only for grown-ups? Kids can do them too, and they can do them just as well.Meet thirteen-year-old Carter Cohen, a boy from Coronado, California, who convinced his parents to let him buy a hedgehog by preparing a slide presentation. Complete with the details about his dream pet’s name, home, and medical expenses, Carter’s presentation is something that even professionals and businessmen can learn from. Here are six takeaways from Carter’s simple presentation called, “Everything About Hedgehogs.”

1. Use a minimalistic design that sends a clear message

If your presentation purely consists of text, don’t attempt to dress it up with a myriad of colors. Unnecessary design elements are just that—unnecessary. Two font colors should suffice to make your slides more visually interesting.Just look at how Carter employed the power of simple design on his Google Slide show. He used a striking orange for the headings and a subtle gray for the body of each slide. The result was a neat and comprehensible presentation.

2. Present the cons alongside the pros of your pitch

Your audience will naturally expect to hear good words from your pitch. The pros are, after all, the point of the presentation.Still, you should state the cons to gain your audience’s trust. It doesn’t matter what angle you’re coming from. If you really want to hit a home run with the audience, don’t hide any vital information from them. If they need to know it, let them hear it.Carter did the same on his presentation. He let his parents know exactly what they’d be getting themselves into once they agree to allow him to buy his own hedgehog. He gave an estimation of expenses to prepare his parents for the possible hassle that getting a pet may bring.

3. Lead your audience carefully to your point

Wise presenters don’t assume that their audience understand them from the get-go. If you want to get your message across, guide your audience throughout the presentation.When giving away something that’s not common knowledge, make sure to couple it with explanations—but do so without sounding condescending. Be the right kind of informative and courteous—the same way Carter was. Carter explained everything that might concern his parents, and he did it with the natural grace of a child.

4. Use interesting titles and headings as kickstarters

There are a few easy ways to write compelling titles and headings for presentations. Carter used interrogative headings in some slides before proceeding to his rationales.For most, starting with intriguing questions is the way to go when opening discussions.Interrogative titles or headings stimulate the audience to answer the question. It encourages them to dig deeper into the content and read them in a linear manner.Candid headings like “What is Fleece” and “Why I Can’t Wait” make you think of two things. First, Carter’s innocence and wit is adorable and second, that interrogative headings are simple yet thought-provoking.If you’re having trouble typing in your thoughts, start a slide with any of the five W’s, then write your points constructively. Lastly, ask yourself, “Did I answer my question?” This strategy will ease your customers from strenuous thought-processing.

5. Emphasize value over cost

Carter wanted to convince his parents to allow him to purchase a $350 pet. And indeed, there are no better ways to say the words than to write “Why I Want My Ollie” and “Why I Can’t Wait” as headings.He had a ready answer to his own questions when he tried to persuade his parents to allow him to invest his own money into a new pet.Carter had three reasons for getting a hedgehog: 1) it provides a sense of companionship, 2) it will make him more responsible, and 3) it meets his requirements.Additionally, he informed his parents that having a hedgehog will make him a responsible pet owner since it will obligate him to provide his pet with clean shelter, food and company.When convincing people, it’s always important to know the value of their efforts and the resources they will invest.Just like Carter, show what else your audience can get besides owning what they expended on.

6. Express urgency if needed

One principle to follow when effectively influencing and persuading is using scarcity as an edge.Under the subheading “Why I Can’t Wait,” Carter explained that he needed a hedgehog soon, even though his parents asked him to wait until November 5, which was 30 days after his birthday.Scarcity, which is sixth in Dr. Robert Cialdini’s list of principles of persuasion, suggests that the lesser there is of something, the more people will want it.The day Carter wanted to take home his “Ollie” was the time the hedgehogs wouldn’t sell out yet and would receive treatments for mites.Always indicate if there’s a demand for your products. This will be your gauge when convincing an audience to act sooner.Without a doubt, Carter’s parents were impressed by their son’s creative act. How could they say no to a presentation that ends with a “thank you” and an “I love you”? After all, those two statements are among the most powerful in the English language.Did you find the aforementioned lessons helpful, too? Did Carter’s techniques convince you that kids can make compelling presentations just as well as adults? If there’s anything you can learn from this post, it should be this: Never underestimate the power of kids.

Resources:

Porter, Jeremy. “Five Ws and One H: The Secret to Complete News Stories.” Journalistics. August 5, 2010. www.blog.journalistics.com/2010/five-ws-one-hPolanski, Tom. “Dr. Robert Cialdini and 6 Principles of Persuasion.” EBiZine. www.influenceatwork.com/wp-content/uploads/2012/02/E_Brand_principles.pdf

Increase Your Chances of Making Sales in 5 Easy Steps

buying decisions

pitches

presentation

presentation tips

Rick Enrico

SlideGenius

Nov 29, 2016

Motivating your prospects isn’t enough to convince them to make purchase decisions. It would be difficult to motivate people without knowing their preferences. Learning what motivates them in buying a product or availing a service should be your main priority. This is to give you higher chances of influencing them to take action.Convincing them to purchase your product allows you to highlight the benefits of what you’re offering. Knowing their needs, on the other hand, gives you an idea on what kind of things they’re interested in and how to satisfy them.Before you even get to know your prospects, they already have their own set of preferences and expectations that drive them to act. Be careful not to sound too aggressive or desperate in presenting your offerings without first knowing what affects their decisions. This is where asking questions takes place.Give your prospects enough time to share important things about themselves. This will help you discover something valuable that you can use in addressing their concerns. Otherwise, you’ll unintentionally lose their attention and interest.In his book, The Secret of Selling Anything, author and speaker Harry Browne tackles how selling is easy. He mentions that the secret to salesmanship revolves around this guideline: Find this prospect’s motivation and appeal to it.Browne emphasizes the importance of recognizing each prospect’s motivation to increase your chances of making sales. Follow these five easy steps inspired by Browne’s ideas as your guide:

Step 1. Identify their motivation.

According to Browne, asking questions that stimulate your prospect’s interest are effective in convincing them to open up and disclose whatever it is that matters to them a lot. Though selling is your main goal, understand that you need to prioritize client concerns and distinguish their inner motives before your own satisfaction. This is where you ensure that the prospect you are talking to is qualified for your offer.Knowing their motivations also allows you to recognize their present needs. Harold Maslow’s motivational theory explains how each stage of human need (physiological, safety, love and belonging, esteem, and self-actualization) helps presenters determine their existing concerns before selling. This is why asking them persuasive questions prompts them to talk about their personal experiences. This, in turn, gives you an idea on how to relate those motivations to your presentation.This also involves identifying possible factors that influence their buying decisions. How you appear credible, beneficial, and unique plays an important role in your business success. Once they find you trustworthy, they’ll warm up to you and express their interest in your offer.Don’t pursue your personal agenda without letting them do the talking first. Take time to listen to prospects so you can easily craft questions that offer solutions to their problems.

Step 2. Reiterate the main points.

Once you’re done discovering what triggers their motivations, gather the information and organize them accordingly. Whether you’re conversing with a prospect who unexpectedly asks for your advice, or you’re pitching to a business person, condensing their thoughts in one sentence or two will help you determine their main interest.In this phase, Browne has mentioned the importance of deeply understanding what your prospects are up to. Reiterating their ideas lets you see if they’ll agree or not. This also lets them know you were listening while they were talking. If you notice some disagreement on their end, clarify things by going back to step one – identify what motivations through substantive questions.This will serve as your guide in meeting their expectations for a particular product or service. Don’t hesitate to provide follow-up questions that will enable you to comprehend the intended message. It would be better to complete the first two steps before going over the third one.

Step 3. Introduce your offer.

Before you even start communicating with your prospects, they already have a question in mind: “What’s in it for me?” Addressing this will make your pitch more appealing and give you their undivided attention. More importantly, you’ll be able to successfully answer this question once you identify what their current needs are and understand their problems.At this point in time, you’re ready to discuss what you want to sell to the customer. Do this by explaining your brand’s features and benefits in a way that appeals to their present motives. In this way, you can filter your points into something that’s beneficial to your prospects, satisfying their needs.Since maintaining audience attention is one of your goals, include only what’s relevant to your listeners. Imagine pitching to your prospects without being aware of what they’re currently looking for. You’ll end up wasting both your time and energy, even losing people’s interest. This is why it’s vital that you know their exact expectations to effectively get your message across.

Step 4. Answer their questions.

After you’re done explaining how your brand will benefit the prospects, anticipate responses on their part. Although some presenters look at inquiries negatively, they can become your ladder to success. Think about it: if they’re not interested or they don’t care about your offer, your audience can just easily ignore your pitch in the first place.Objections are different from rejections. The former is common in any transaction between a prospect and a sales professional. This is where the probing strategy is most effective. When they raise a question or an objection, it could be because they didn’t fully understand your point. In this case, consider explaining your ideas in detail and focus on your main points. Doing so enables you to reiterate your message and clarify each point being discussed.Browne states that using the listen-agree-suggest method can help you turn these objections into a “yes”. By lending your ears and listening to what they have to say, it’ll appear that you value and respect their sentiments. After hearing their side, provide your agreement and propose a better recommendation that will help them obtain what they want.

Step 5. Seal the deal.

The fifth and final step of the selling process is closing the deal. Once you discover their motivation, clarify each idea, present your offerings, and respond to their concerns, you can proceed to a more persuasive approach in the sales process. For some, this might be one of the most difficult parts, but it can be also the most exciting. This is where you’ll summarize the entire conversation and convince the prospects to make purchasing decisions.Aside from ending your pitch with a well-designed presentation deck and a powerful call-to-action, you can create a sense of urgency that’ll entice them to take immediate action. Discounts or promos may help in persuading people.As much as possible, convince them to decide now rather than tomorrow. Activate their impulse factors and keep the momentum. Make the most out of your time and see how it’ll all be worth it.

One Step at a Time

It’s no secret that not everyone will be pleased with your offerings. However, it shouldn’t be an excuse to quit trying.Before making a sale, identify your prospect’s needs to avoid wasting both your time and effort. Remember, your job is to help your prospect meet their objectives and reach their goals through your offer.Although sales focuses on getting higher numbers, rushing won’t help. You need to follow each step carefully to attain your goal. Try this technique and see how it can improve your pitch from this day onwards.To craft a more direct presentation, contact our team of professional designers today and ask for a free quote!

Reference

Browne, Harry. The Secret of Selling Anything. 2008. Accessed June 21, 2016.