#7: Przekonująca prezentacja w 6 krokach- sekret szybkiego projektowania wystąpień

Woodrow Wilson was the president of the United States and what's important is that when asked how long does it take to prepare for the presentation, he said that it depends on how long it takes to talk. If I have to talk for 10 minutes, I need a week. If 15 minutes, 3 days. If half an hour, I need 2 days. And if I have to talk for an hour, I'm basically ready for it right now. In fact, that's how it is with these presentations. The shorter and more condensed the performance, the more difficult it is to prepare them, because you have to think about them, choose only the crucial things, the sour cream itself, and usually everything seems important. Hi, this is Magda Sieńska from the blog "Sprzedające Naukowiec". Welcome to the seventh episode of the presentation to Owaci, a podcast for everyone who wants to really sell their ideas, products and ideas. We are going to discover the secrets of the presentation, find out how to overcome fear and develop our own unique style. So stop for a moment, subscribe and you won't miss any episodes. I want to show this to the president, Wilson, that if you want to save time with the listeners, then hurry up and make an exhibition on your side. And there is no choice, because these shorter, condensed presentations sell the best. So maybe let's not call it an exhibition, but an investment, because this is an investment. In addition, I have good news for you. When you know how to do it, you can really make such a short presentation without pain. We are going to work on how quickly and properly to design such a convincing exhibition in six steps. By the way, let's see which slides will appear. Let's start. In sales, one of the key skills is to ask questions. But no questions, only the right ones. Tell me the right slides, maybe the right ones, but what are the right ones. Well, here are the ones, thanks to which you will find out what your pick-up really wants. Because presentation is also a kind of sales, I want to make this habit of asking you. The most important question that a company should ask you is why? Or even better, why? Why do you present? Why did they come to you? Why should they know? Why do you want to show something? If you could sing, I would have noticed it now. Why, why, why, why, why? But I can't, I just have to explain it all to you. So step one, why do you present? Of course, besides what the boss told you. According to me, the best presentation is the original presentation. It's not that they are made by you, but they are made specifically for this meeting. So that you have a specific, original goal. The one you are interested in at the moment, so that they tell you if you need a specific group of listeners. And they talked about a specific topic that you want to move. Because sometimes he blames that we have a presentation, it's universal, pre-trained, someone is listening, even someone laughs, then maybe it's necessary. Well, it's not necessary. The fact that something has been done before doesn't mean that it will be good now, because the listeners are different and they can want something completely different and the situation is completely different. And yet, it happens quite rarely. The Van Gaet company, such a professional company preparing for the presentation, asked the creators how it turned out to be recycling, this is normal. 55% of the respondents said that it uses its presentations like this, two to four times. Quite often. But that's not enough, 20%, that is, what the fifth said that it uses its presentations eight times more. Eight. Well, the question is, is it always possible to create everything at once from the beginning? Well, I think that you can use the expressions, the data, some single slides again. You don't say that you have to be an orthodox now, you run and praise yourself that you always create everything at once from the beginning. No, you just have to admit that when you use the whole or the large part of the presentation, you take the case from the end. You already have slides, so you describe the story so that it sticks, and it doesn't work like that. The event should achieve the goal of this meeting, because each meeting should have its goal, and if it doesn't, it shouldn't happen. So you start from this point, what do you want to achieve? What effect do you want to get with your presentation? If you don't define it at the beginning, it will be difficult for you to break the crowd. Or if you shout, come with me, I don't know where we're going, or where we're going at all, I have a good idea, some ideas, some slides, the rest will go in vain. Maybe there are some spontaneous enthusiasts, but many people in today's times will usually be at a loss for time. So you set the goal. Let's say you want to sell the client of the training. This is your journey goal, and actually the place to which you want to get a listener. In some perspective. Will this be the real action of the client after your presentation? Not necessarily. But this is supposed to be the ultimate goal, to which you decide to engage in your time, your energy, and this presentation, you have to get close to it. The second step. Why should someone buy something from you? That is, you are looking for a buyer's need. You can already have the impression that you are the hero of the meeting, so you have to get out of here, you are not. The king or the queen is your listener, and he should be the happiest person in your presentation. And not you. Because in the end he decides to buy or not to buy. And to convince a person to do anything, you have to know how to help him. And to know how to help him, you have to know him. Because the buyer doesn't feel that you know him, you understand him, he won't trust you. He won't believe that you know what's good for him. To make it easier for you to go through this step, I divided it into three stages. Developing each of them is preparing for the next parts of your presentation. First, who is your pick? Is it one person or is it a group? What is the distance between you? Will he decide to buy or will someone else decide? To buy this training, for example, which we have already started to talk about. What is important for him in life? What is important in business? What does he appreciate in such training? What communication is the best for him? Will he focus on the details? Will he focus more on general things? Will he want to know the results of some other companies that you have provided training for? Or maybe he wants specific examples? So what else do you have to say to make it come true? This part of your life is about how to talk. What is the style of your communication? Can you allow yourself to be more formal? How to get to some details? And what to focus on? Will he focus more on finances? Will he focus more on the details? Will he focus more on the general vision? Or will he focus more on what he wants to receive? So why did he come to this presentation? Why did he meet with this person? Why can he depend on listening to you at all? What expectations do you have from the time he gives you? What is going on? What does he want to pull out for himself? And what would he have to do to achieve such results and such goals that you promise? And the answers to these questions will be put on the answer "What to say" because they are already based on specific needs of the listener. And this is super important. Because you have to know what to say to the recipient who wants to buy it. Understanding why he came to listen to you and what he wants in exchange for spending time with you is an essential part of a good production. How is life? Well, even though this is important and important, many presenters focus on this. Because the presenters focus too much on the presenters, on what they have to offer. They are beautiful in terms of offer, counting costs and benefits. Even though they did not check whether these costs and these benefits are important for the buyer. I do not argue that this offer may be great, but it may be shown on a completely different side than it is needed. Because such a brutal presentation or reality is such that sometimes it loses the better idea, only because it has been sold worse. So this part of the review, the recipient, will help you in the next step in designing the presentation, so you have to put the most effort into it. It is absolutely necessary to create two super important elements of your presentation. The client's path, i.e. the path you have to take together and the so-called call to action, i.e. call to action. It is strongly related to the attitude you want to build in your listener. Third, what are the supports? What is the most valuable? Do you have any restrictions? Maybe you have some weak experience with training? Maybe you are afraid that they are not working or that they are not worth your price? Or maybe you have some doubts about your proposal? This group of questions is a supplement to two previous ones. And tell how to argue, how to conduct a dialogue with your listener. Because in your opinion it is to discover what barriers you have to listen to and decide what you may or may not like, and where you may have doubts. And this will allow you to prepare a range of arguments, a range of arguments that you will never have to show at the beginning. Remember that you can never leave a client with some hidden thoughts, or with some doubts. Because there is no chance that something will buy from you. Unless you are the only seller and you have everything together, but generally it is not like that. Coming back to the steps of designing a presentation, you have developed your listener's profile, thirdly, what you are talking about today, i.e. transformation. It is sometimes called the path of a client from point A to B. You know that you want to reach a listener with a general goal. In our example, it is to interest him with training. You have to think about two aspects now. What is the place where you take this trip? i.e. what is his conviction, the state of knowledge at that moment. Let's call this place point A. In our example, it will be what he knows about your courses, or something about you. Does he generally feel the need to buy such a course? If so, then what will he need? From the state to which your presentation cannot be introduced, let's call it point B. It is all that you want to leave under your last word, i.e. the whole view of you, your offer and the feeling of how this offer can help him. And connecting points A and B is the way you have to help him win in your presentation. We call it a listener transformation. In this step, you have to create the so-called Big Idea for your performance. Your task is to help the listener to survive the way as efficiently and as pleasantly as possible. What do you do to make our passengers travel more efficiently and pleasantly? You have to entertain them. You have to give your listener what he wants and not what he wants to sell. It can even be the same thing. But the meaning will have a way in which you communicate it. Because a good presentation is communication in such a way that the passenger thinks "Wow, this is for me!" Exactly this is what he needs. And in order to work with such a convincing presentation and which he will talk about in such a way to the listener, you have to have the Big Idea, i.e. such a single sentence that sums up the whole of your message. Nancy Duarte, the owner of the most well-known presentation in the Crescent Company, says that Big Idea is the basis of good performances. It will be the information that will stay in your listener's mind when you finish talking and when they leave the room, it will still be like that. Because this general message stimulates emotions and motivates action. And this is what you need. In order not to say that I was talking about a great presentation, this is a sentence that consists of two parts. Your opinion on the topic and the value for the listener. Your opinion is your own subjective view that you share with the audience. And the fact that this is your opinion is the most okay. Because remember that the listeners came to you, they want to know what your opinion is. If their opinion is negative, then your opinion is negative. How do you send them to the audience, to your client? The more specific they are, the better. Because in general, they never work and they never get into the imagination. Because if, for example, you say "We are selling" it will not be as memorable as you say "Every month we spend 20%". It already gives some imagination how bad it is. And in the case of our schools, communication skills are the biggest gap between what today's presenters have and what companies need. Or it can be a result of asking questions. This is one of the most important commercial skills. Unfortunately, most of them are not able to do it wrong. This is one-sided. This is specific. Listen, for sure, after this sentence, you know what you are thinking about. The value for the listener is that what will happen if your listener holds the status quo. This is the more emotional part of Big Idea, because you are already touching the listener. This part talks about the chances that they can use or lose. It talks about the threats that can affect their life or business if they do not take any action. And most importantly, the listener has an impact on what is happening. Does he decide if he will do what you suggest or not? This gives strength to your performance. The listener's power builds its maximum commitment. It is important, however, that the consequences are touching. Because when the listener finds out that the status quo is low, then there will be no specific reason to change behavior. For example, you can say that if the traders do not understand the client's needs, they will lose quickly. And this is already touching. In the presence of the fact that we lose clients, we will want to do something. When you decide on your Big Idea, say it loudly. How does it sound? Is it easy to repeat? If so, then congratulations. With such a sentence on your lips the listener should not go out all the time. So everything you have to do now is to create such a presentation that would be in your head. In our example, we could, for example, meet and think that most traders can't or can't really ask their client and lack of understanding of the client's needs leads to their quick loss. Step 4 What is it to hear? i.e. building a convincing story. If you do not turn off the powerpoint, you can possibly turn on the word or take a card and a long inscription. Finally, you can powerpoint if this is your great love, but use the view of the sorter of slides, i.e. such a distance so that you can see everything at once. Let's see what we can do. We already have the listener's profile, we know his needs and we have a ready Big Idea. The most important thing is to work behind you. These elements should now mark the direction of your thoughts and presentations. The next stage is to create a content that has a Big Idea in front of it. i.e. you take your full power of speech and build up arguments and evidence supporting me. Or, as my former boss said, you now put it in the meat. In fact, something is in it, because it really has to be the meat itself. Turning around the topic, some alternative solutions are very annoying listeners. But I do not want them to see the course, so the more options you give, the less chances that you will convince them. So hold on to your power of speech. Creating content consists of several parts. First, you generate as many ideas and arguments that will support your thesis. Then you choose the ones that fit your order and remember these only. And the last point is to create a story that you will tell the listener. But next. What about ideas? There are different ways to search for them. One of the more known is brainwashing. And interestingly, this technique is associated with the desk. It is considered something suitable for the group while it turns out that it can be even more effective in individual work. The creator of brainwashing, the marketer Alex Osborn, finally stated that classic business meetings kill creativity and do not lead to original solutions at all. He conducted research and the results showed that individual brainstorming leads to much better effects than group. So you can sit down and deal with your own desk and in this silence you should come up with really great ideas. The point is to generate as much as possible in the initial phase. No matter if they are impressed or not, if they are real or not, if they are completely from a hat, there should be a lot of them. One can inspire the other. Then you evaluate them and decide which ones are left in the presentation and which ones you remove. People have a natural tendency to be more creative, to be more humicous, to be more creative, to be more creative. And this does not only affect things, it also affects information. We would like to say everything. But it means less. This is the principle of creating a presentation. People have limited memory capacity. The more you say, the less memory you will have. Because if you say 4 things, then someone will remember 4 things. If you say 8, then they will still remember 4, then they will only remember 10 things you said. So you are finding a risk that the client will remember some important shit instead of what it really depended on. So how to take it? From the generated ideas and arguments you first eliminate those that are impossible to do. Either they would be abstract, or super expensive, or meaningless. The rest is divided into 3-4 groups, not more. For example, group 1, asking questions as an important competition for others. Group 2, how do traders use this skill? And group 3, what reasons do customers leave? And here, for example, one of the leading reasons would be that the supplier does not understand it. If any information does not fit to any of these 3 groups, then they are for dismissal. And here there is no place for groups, or side topics. Sometimes it may even make suspicions. Because, listen, you can think, it does not fit too much to the topic. So what does he or she say about it? Maybe there is some hiccup here. And it completely gives way from what you want. So fitting ideas come in, not fitting, out. Now think about what has happened to you. If there is a lot of it, choose the ones that are the best to respond to the needs of the supplier because you have already done the second step. And now is the time to write. To choose, as I said, a card, a word or a sort of slides. Although this one is actually the most difficult, at least for me. I have the impression of such a distance, a monitor, and it limits my creativity. But you will do as best you can. Your task is to write a story that you want to tell the listener. Of course, there are some rules that are worth using. It is even said that good presentations are similar and these weaknesses are weak in their own way. So the first lesson, worth using, comes from Aristotle. He said that good stories consist of introduction, development and completion. Actually, from this point of view, it is still not thought out and is more effective in this area. You probably know this topic from school. It is not the point, it is your use. Because a person feels safe and comfortable in situations that he knows. So the more you are for your listener, and your listener, the greater the chance of trust. Especially in business, where we do not like surprises, if we know something, it is more comfortable for us. All the exceptional negotiations, including something, was also discovered by Nancy Duarte, after analyzing many of the most exciting presentations. You know, with millions of views on YouTube. And something characteristic was the rhythm. Stories went through mountains and valleys and woke up to a broad emotion. So the listener started with "What's wrong?" But it can be good. But if it will be difficult, to say that it has a solution. Duarte, as I said, discovered it, and then she imagined it as a scheme. Such a simple scheme, resembling a snake from the old Nokia game. Who had this memory? Why is this rhythm for us so attractive? First, it keeps us in tension. Because it is not boring, but such a quick change of action, it is something else. This is already our attention. Second, between the mountain and the valley there is a loop. And if there is a loop, our brain wants to fill it right away. And here you should enter your Big Idea. So how is it, and how can it be? So how will it be, how will it do nothing? So the bottom, so its traders will ask nonsense questions. And how can it be, if the listener hears you? So they learn to lead the conversation, gain a competitive advantage, because they will be the best traders in the city. What is very important? The story you are writing must end at the mountain. You know, happy end is always in the price. So your goal is not to confuse the listeners, but to strengthen their vision of this better world, that they can create with you, if they just listen to you. Good if suddenly such an ending would be to repeat your message and call for action, which your listener has to take. It sounds easy, but it requires some virtuosity to not sound so artificial and too sellable. But if it was easy, the presentation skills would not be so unique. So in this point, I agree very much with Lord Benjamin the mancroft, who said that public negotiations are a bit like a romance. Everyone is stupid, you can start it, but the ending requires some specific skills. So in this point, to move on to the fifth step, what is it to see? So visual help. And you have waited. Let's turn off the powerpoint. Unless you liked the drawing, you can still start from the post-its. The story you have already written is divided into individual sentences. Each sentence will be the title of your slide. I have to make a rule. One idea, one slide. You move on to the design. And you remain in this philosophy. One slide, one slide. And you sketch what you can visualize, written by you on your head. I strongly encourage you to stay still at the cards, and even design with the Flemaster. Because then you will avoid reloading the slides. Why do we have a natural tendency? And when you start to delve into details and details, I will see that your card looks like an arrow, so it will be natural for you. So if you have a scenario, you draw a scene as if you were creating a storyboard for the ad. And if you have a fitting expression, some ready slides from old presentations that are included in the scenario, this is the moment when you can use them and resize your old slides. Step 6. Why did the collector listen to what you said, i.e. calling for action? The ending of the presentation is the second most important moment after the first 30 seconds of the introduction. And I beg you not to thank it or the worst slide with the inscription "questions". The last moment should be listened to as long as possible. Just a moment after the exit and show what you should do now. Here, you turn to step 3, the collector's transformation. In the end, it has to sound like calling for action, in our case, it may be a sentence that requires training or writing for consultations, talking to a meeting or asking for offers. It is all in vain. It depends on what your sales process looks like, at what stage you are with the customer, if there is an offer, if you are only presenting what products you have, what you are showing yourself. The important thing is to listen to what you said after the exit from the hall, and what you should do now to realize the goal you promised him a while ago. And that's the end of the presentation. You will have or as much as training and presentation. This method will definitely ensure what is most important. It will be consistent, it will be in line and it will be with a clear goal. The way I presented to you, it's up to me. I encourage you to go through all stages. You know the goal. Or you have this way from the back of your head. But writing it on the card and leaving it somewhere nearby makes you really hold them and make this presentation much more effective and much faster. That's all for today. Thank you for listening. I wish you a masterfully designed performance and a lot more for presentation. Meanwhile, go to www.SpradająceNauKowiec.pl and see you in the next episode.