presentation coach

Droning...

Why do we resist telling stories?

Why do we think that if it’s a “formal” presentation, we must be stale, stuffy, rigid and boring?

There were more than 100 decision-makers in the audience. Bankers and financial advisors. Builders, architects and contractors. Business owners and corporate policy makers.

The presenter's topic was emerging trends for improved efficiency in the building design and construction trades.

He was a knowledgeable advocate for something he believed in strenuously. In private conversation, his obvious enthusiasm for the subject would command your attention. Now he had a chance to turn a few heads among those very likely to be making some big-dollar construction decisions in the foreseeable future.

Did they hear wonderful, inspiring, stimulating accounts of real people dealing with real concerns? A compelling narrative about matters of consequence to their own lives and fortunes?

No.

They received a data dump.

The heard a presenter drone on about statistics while watching a script of banal marketing language projected lifelessly, endlessly on a huge screen in another part of the room.

No drama. No passion. No stories.

A pity.

I cheated. Rather than watch the speaker or the screen, I watched the room. What I saw was an audience that was fidgety and disengaged. They didn’t know where this presentation was going. And few seemed to care. It didn’t concern them, after all. It was about his agenda, not theirs. They already were thinking ahead to their first appointments of the afternoon.

Too bad, because I would guess more than a few had it within their power to make some big choices about what materials and systems they would buy when building or remodeling an office or warehouse or even private home.

Too bad, because it was genuinely a great topic and worthy of attention.

It was opportunity lost, however, because the speaker evidently felt safer retreating behind numbers and projected narrative instead of engaging his audience about a topic he really knew and understood well.

A teachable moment squandered, regrettably, because the speaker centered his remarks on the details of his topic rather than on the information needs of his audience.

He droned. Not on purpose, of course. He stepped in front of his audience with every good intention to share something important. But rather than have a conversation with them, rather than make a compelling case and spark their imaginations, he instead donned an insulating cloak of deadpan formality, stitched together with a lifeless PowerPoint display of talking points.

Style and substance are not mutually exclusive. You don’t get points for boring an audience in the flawed belief that the more bland you are, the more important your message.

Boredom is not a safe place. Don’t go there. It gets in the way of understanding the message you are attempting to convey, while it is style that enables and encourages that understanding.

Style has a voice. It’s you. Don’t be afraid of it.

Getting it right...

How many people do you know anticipate attending a presentation by saying on the way over, “Boy, I sure hope it’s a long speech that I really have to work hard to understand!”

Do yourself a huge favor: Critically examine your intended remarks. Look at them closely from a perspective other than your own.

Is it something you would want to hear? Be honest.

Could you flood your mind with thoughts about the rest of your day, appointments to be kept, calls to be made, kids to pick up later from practice, and still follow what you were saying?

Evaluate your purpose in speaking.

Make your point. Quickly, efficiently, memorably.

Build your case in tight, uncomplicated steps.

Declare your theme unambiguously, and then revolve all your content around it.

Shape your words and examples to reflect what the audience cares about. Regardless of the topic, it is not about you or your problems. It’s always about the audience and the benefits your message can offer them.

If it appears your audience will have to work to understand your presentation, then you have more work to do right now.

Dress well and smartly…

Respect your audience by looking sharp, but also be reasonable about your choice of wardrobe.

It may be the most expensive suit or ensemble you own, but if you’re not comfortable in it your audience won’t be comfortable with you.

Choose clothing that puts you at ease, with lots of freedom of movement. When you’re in front of a room full of observant people, you don’t want to have to worry about a seam or collar that’s too snug.

Don’t allow your attire to speak more loudly than you. Avoid flashy jewelry, accessories or loud ties that might distract an audience’s attention and make what you wear more memorable than your remarks.

This is not to say you should be dull and colorless in your wardrobe selection. On the contrary, stylish, colorful clothing or accessories can be a bold stroke of personality that fits you and your presentation quite well. When in doubt, though, understate rather than overstate.

Before you step onto the stage, remove name badges, conference ribbons or other ornaments. They draw the audience’s attention away from your face and your words as you speak.

Take keys and coins out of your pockets. The jingling noise inevitably will distract from even the most passionate remarks. Empty pockets also will dull your own temptation to bury your hands in them as you speak.

If you carry a pager or cell phone, turn it off.

Finally, don’t dress down to an audience. Dress up. No one need ever apologize for exhibiting a quiet sense of style and elegance, and making the audience feel special because you show respect for them.

(Bonus tip: Be mindful about assumptions you make concerning what everyone may be wearing at the off-site conference, retreat or function at which you’re speaking. Just remember the poor guy who took the “casual dress” notice too literally and stepped onto the stage for a make-or-break, career-shaping presentation wearing Bermuda shorts and exotically patterned shirt, only to discover his audience of senior executives was in slacks and blazers.)

Competing with yourself…

Save any handouts until the end of your presentation.

You want the audience’s full attention, which is hard to capture if you’ve given people something else to read or think about other than what you are telling them.

If you must refer to a statistic or example in your remarks, use a slide or overhead projection instead. It will have greater impact than a piece of paper in someone’s lap, and it will contribute visual interest and variety in your presentation.

If you have a summary of your presentation or other materials to hand out later, inform your audience at the beginning of your remarks so they won’t feel compelled to take detailed notes of every word you say. Enable them to listen to you instead. That’s why they are there.

Remember, the purpose of handouts is to support your case, not to make your case. That’s your job. Keep the audience focused on you and what you have to tell them.