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The Ideal Presentation
By Larry Tracy
Tracy Presentation Skills
I don't want to raise false hopes with the title of this article. I have delivered almost 2000 presentations, and have yet to make one that meets the description of ideal or perfect. What I describe here, based on my experience in speaking and conducting hundreds of presentation skills workshops for corporate and government executives, are the goals which all who want to become better presenters must keep in mind as they develop their presentations.
Solve the audience's problems
The fundamental reason people listen to a presentation is to gain information that will solve a problem, fill an informational need, and give them an "edge." As a presenter, you must realize this at the outset. Attempting to impress your audience with your erudition, or with the features of your product or service, will fall on deaf ears if you do not show how this product or service will help audience members. Presenters must seek focused intelligence on audience members or clients. Learn the problems faced by the audience, then construct a presentation that shows how these problems can be solved.
Get to the point early
Because of the overwhelming demands on our time and the multi-tasking we are all involved in, none of us has the patience to listen to a presenter who takes a long time to get to the point. Your audience members want an idea of the route you are taking, and the eventual destination.. If you are going to solve problems, let your listeners know up front that you know what these problems are, and let them know you have a solution.
Give audience members presentation ammunition
Keep in mind that everyone must present to someone higher in the corporate food chain. In a sales context, if you are presenting to a person who does not have the power to authorize a purchase, keep that person's boss in mind as you are preparing your presentation. That means your intelligence gathering must operate on more than one level. Without being too obvious, provide the person without the buying decision power with ammunition he or she can use when making your case further up the line. You'll be gaining points with this person, as you will be making him or her look smart in front of the boss.
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