Q:Most of the time my presentations are not impactful. I know this from the audience’s passive responses.Please tell me how I can stay on track when presenting. Usually, what I do now is to start off by introducing myself, then the company and followed by the essential information about my product. I cannot think of what to do beyond this.
A:There is nothing wrong with your format. In fact, this is the standard format most presenters rely on. Problems usually arise when you mechanically apply it without calling the hearts of youraudience so that they are emotionally connected with you.
Putting more ‘heart’ into your presentation means doing a number of things.
- Start off by impressingthem with a statement, such as “We are the most established coaching school in Asia, which is evidenced by the highest credential given to us by ICF, the world’s largest coaching association”. The intention is to gain their respect.
- Then, state passionately the facts of the products, such as “We have a full range of world class programmes that are different from many other coaching schools as our focus is on supporting leaders to acquire more skills than knowledge”. The intention is to impress them on its uniqueness.
- Then express the benefits to the audience, such as “Leaders can immediately apply their coaching skills after the programme to lead and grow people in any field”. Provide evidences of those who have benefited, with an example like “Our clients are many, they come from ………….” Finally impress them of the high ROI saying something like “Many of them have benefitted as seen by the increase in their sales……”
- Finally, allocate time for a meaningful dialogue. The intention is to get close to them and handle their objections before closing the sale.
POWERFULQUESTIONS
- What are you still not satisfied with your presentation?
- Why do you think it is going this way?
- How can you put more ‘heart’ into your presentation?
- Who can give you the feedback before your new way of presentation?
Corporate Coach Academy (CCA) has groomed thousands of top executive coaches in Malaysia since 2003. It offers the best leadership coaching programs accredited by ICF and corporate coaching services.