working the numbers david staughton how to promote and pitch your ideas
TRANSCRIPT
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WORKING THE NUMBERS
David Staughton
www.bigdave.com.auwww.bigdave.com.au
How to Promote and Pitch Your Ideas
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Universals
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THE FUTURE
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THE KEY TO GREAT FINANCIAL PRESENTATIONS
LESS DATA, MORE YOU &
MORE INTERPRETATION!
LESS IS MORE
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FOOD & DRINK COST
RENT
PR
OF
IT
WAGES EXPENSES
FINANCIAL LITERACYDon’t Show Me the MONEY- SHOW ME THE PROFIT!
COGS
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EXERCISE:
What were the characteristics
of the
WORST Presentations
you’ve ever seen?
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• 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.
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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.
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EXERCISE:
What were the features of the
BEST Presentations
you’ve ever seen?
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WHAT MAKES AN EXCELLENT PRESENTATION?
INTERACTION CLARITY ENTHUSIASM
VISUALS RELEVANCE STORIES HUMOUR
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POWER UP WITH AMPS!!
PRESENTER
AUDIENCE
Presentation
Feedback
MESSAGE
SURROUNDINGS
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A = AUDIENCE
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Know Your OUTCOME
Are you going to:
Persuade RecogniseInformMotivate Educate
THINK
FEEL
DOLearning Styles VAK
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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
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26 TIMES!• What does it take to really convince you?
CONVINCER STRATEGY (Google It)
KNOWING Vs DOINGFive frogs on a log
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M = MESSAGE
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The ONLY PERSON who loves
your MATERIAL as much as you is
YOU!
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Interact & Involve to Engage
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MAXIMISE RETENTION Accelerated Learning Principles
• VAK
• Props
• Anchors
• Simple Themes
• Interactivity – Discussion
• Exercises – DOING THINGS
SAY Vs DO
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IDEAS - MADE TO STICK
What makes a concept 'sticky’ (memorable)
• Simplicity
• Unexpectedness
• Concreteness
• Credibility
• Emotions
• Stories!
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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
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CHANGE OF STATE
• Rapport
Curiosity
Openness
Enthusiasm
Honesty
A
B
INTRO
BODYCLOSE
C.T.A.
1
3
OPEN
2
Focus
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The 4 MAT Structure
1. Why?
2. What?
3. How?
4. What If?
Bernice McCarthy
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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
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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
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THE ART OF PERSUASION
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LESS BULLSHIT BINGO!
CEO & Consultanttranslater
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COMMUNICATION CHANNELS
V A K
N W WE
Abs Exis ME
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P = PRESENTER
SKILLS
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BODYLANGUAGE
What Impression
are you giving?
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USING STAGECRAFT
• Entrance / Intro • Group Eye contact• Avoid Barriers - Lapel• Chin position • Smile• Hands & Arms ????• Blink Rate & Fidgetting• Wandering & Wobbling
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ADVANCED STAGECRAFT
• Palms Up
• Fingers & Mouth cover
• BSD Pose – Audience Bully
• Leaning Forward / Back
• Leg & Foot position
• Personal Space to control
• Stage Anchoring PPF
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“Many people would rather DIE
than speak in PUBLIC”
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How to Control Your Nerves
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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
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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
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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
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S = SUITABLE
SURROUNDINGS
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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)
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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
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Avoid
Death by Powerpoint
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RECOMMENDED READING
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MORE READING & STORIES
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“Great speakers aren’t born, they are trained.”
Presenting is a Skill…
Speak from your HEART to win
their Hearts & Minds
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NEXT STEPS WITH BIG DAVE
• HAND IN A BUSINESS CARD or
SEND AN EMAIL for Slides & Free E-Book
www.bigdave.com.au
Email: [email protected]
Phone 0408 375100
STAFF, SERVICE , SALES & STRATEGY