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Are poor presentations costing you business?

The ability to deliver a presentation to potential investors or clients is an essential skill for any budding entrepreneur, sales professional or consultant.

Whether it’s a ’15-second elevator pitch’ or a more extensive presentation, winning over and persuading audiences is vital in today’s competitive capital raising and sales environment.

Learning the art of making powerful and persuasive presentations in any business situation and you will win more work.

My premise is every start-up entrepreneur, seasoned business operator or consultant can win more business by being a better presenter.

Here are the Seven Deadly Sins of Business Presentations and How to Avoid Them.

1. Not Having a Clear Goal.

It is essential to know what the objective or end outcome of your presentation is. Is it to raise funds, educate and inform, build relationships, to sell or build credibility?

2. No Structure.

This is an absolute must for any presenter – at the very least have a beginning, middle and end. You may be the best presenter in the world with outstanding delivery skills but poor structure will lead to a poor presentation.

3. Not Connecting with Your Audience.

Building empathy and rapport with your audience is critical. Connect with them on three levels – head, heart and hip-pocket.

4. A Poor Beginning.

First impressions always matter. If you have to raise $8 million in 8 minutes, make every word count. I learnt this tip from attending Patricia Fripp’s speaking school recently and I think its brilliant. For business presentations she says avoid using ‘Thanks, its great to be here’ as your opener. She rightly points out you’ve just wasted 10 seconds. At a million dollars a minute that equates to nearly $167,000!

5. Too Much Content.

The cardinal sin of all business and technical presenters. In my media career, I estimate I have attended more than 300 conferences, events and seminars. That’s 1500 hours worth of presentations I’ve had to sit through and the most common mistake I’ve seen is presenters rush and overload the audience with too much content. Remember, presentations rely on the spoken word and the visual – use the written word and a handout to provide more detail.

6. The Presenter’s ‘I’s’ Are Too Close Together.

We all like to talk about ourselves. As a radio manager, I spent hours listening to and providing feedback to broadcasters. Those that really connected with their audience talked with them rather than at them. I observed they used the word ‘you’ a lot more than the word ‘I’. This led to the saying that with some presenters their ‘I’s’ were too close together! Here’s another great tip I learnt from Fripp. Record your presentation and have it transcribed. Every time you see the word ‘I’, cross it out and replace it with ‘you’. She calls this working on your ‘I-You Ratio’.

7. Poor Closer.
Again it is beginning and the end that is the most important part of any presentation. With your closer – what is the key message or action you want the audience to take away with them as they walk out the door? In business presentations the closer is often the ‘call to action’. When I heard Bill Clinton speak at a Fundraising event for sick children, his closer was ‘I want you to help’. Simple, direct and effective.

Here’s another tip I learnt from Fripp. If you want to take questions, take them before your closer, because ending on question time is a poor and weak way to end a presentation. Worse still, you are unlikely to be able to control the last question. Take questions for a set period before the end, wrap that section up and then end with a strong closer. I’ve already tried this on several audiences and it works a treat!

With a few exceptions – like gravity, and death– everything is negotiable, even taxes. First, you need to believe it. Second you need to practice it.   

VALUE AND PRICING 

Is there such a thing as a “fixed price”?  Probably not.  According to economic theory the law of “supply and demand” governs pricing. And while this may be basically true, there are many other factors which enter into the equation. Furthermore, many of these factors are subjective. This means that there is room for negotiation.   

The “fair market value” concept comes into play as well. Pricing is supposed to be the result of what a willing buyer will pay to a willing seller. In other words, subjective, emotional and psychological considerations may be in operation. Perhaps the best examples of the application of this principle are in real estate transactions. What you may be willing to pay for a house may be significantly discrepant from what I may be willing to sell it for, or vice versa. The same concept holds true for property appraisers. These experts determine a value based comparable properties, features of the property, and their experience and education. However, their value may be influenced by an “offer” price and perhaps even lender guidelines, neighborhood trends, etc.   

Think about the last time you purchased a used vehicle, or a new automobile, for that matter. A friend of mine was a top salesman. He always said he liked to sell used cars because nobody knew the “true” value. Frequently the emotional component (i.e., “I love the car” or it “suits my image”), or the terms of the sale, override good judgment.   This discussion demonstrates that value and pricing, like beauty, are in the eyes of the beholder. And, the beholder will certainly be influenced by his position (buyer or seller), and by psychological factors.  

NEGOTIATION 

Negotiation is the process of bargaining.  Donald Trump fancies himself as an extraordinary negotiator, and wrote a best-selling book on the topic “The Art of the Deal.”  However, it was his attorney and corporate V.P., George Ross (of “Apprentice” fame) who made the techniques more concrete. In Trump Style Negotiation ( Wiley & Sons, 2006) he offers “Winning Negotiation Strategies from Donald Trump’s Right-Hand Man.”  Techniques such as “building trust, friendship, and satisfaction with the other side.” are discussed. Determining “what the other side wants,” then ascertaining their weaknesses are also covered.  Weaknesses can be such things as pride, lack of cash, need, etc. Offering solutions to your “adversary’s” problems is important, and so is convincing people that they got “more than they ever expected.” Such mundane, but important issues such as controlling the place and pace of negotiations can also be used to one’s advantage.  

IT’S A MINDSET

In the beginning of this article I say just about everything is negotiable, and that you need to believe it and practice it!  Many people are afraid to negotiate or inept at the process.  Just ask. You may find that the other party is willing to deal.   

Next time you visit your supplier, mechanic, roofer, tailor, department store, barber, dentist, restaurant, etc., ask if they can cut their price, or make you a deal.  Do they offer discounts?   Do they offer low cost financing?   Do they offer better terms?  Do they stand behind their product?  Will they offer extended service or replacement provisions?  Just ask.  Indicate that you are a serious and savvy buyer, cognizant of value, and that you are looking to build a “relationship” with them. You may be surprised at how often you will gain concessions.  Remember, almost everything is negotiable.

Consider the past. A time when we were prosperous and growing?

Consider the past, when God added to the church daily, such as needed to be saved.

Consider the past, when many were healed and redeemed, many were set free from captivity, oppression and delivered.

Consider the past, when, where there was a problem, we all met it head on and it was overcome.

The Lord says consider it.

Consider the Present. The European Union is getting Stronger.

Consider the Present. Iraq signs military pact with Iran.

Consider the Present. Russia signs accord with China and India.

Consider the Present. US voices fears over Chinese military build-up.

Consider the Present. Prayer, The Ten Commandments, unlawful in Schools and Government Buildings.

Consider the Present. Gay Marriage, Gay priest, Women Deacons.

Consider the Present. Uzbekistan Christians Detained and Tortured for Their Faith.

Consider the Present. Council members in a South Carolina town can no longer mention the name of Jesus Christ or another specific deity in their prayers during meetings.

Consider the Present. A massive, international “gay pride” event previously held in Rome, at the doorstep of the Vatican, has chosen Jerusalem as its next venue.

Consider the Present. More than a third of Church of Scotland ministers do not believe in the virgin birth of Christ.

The Lord says consider it.

The Lord says consider this;
Hag 2:11-18, Thus saith the LORD of hosts; Ask now the priests concerning the law, saying, If one bear holy flesh in the skirt of his garment, and with his skirt do touch bread, or pottage, or wine, or oil, or any meat, shall it be holy? And the priests answered and said, No. Then said Haggai, If one that is unclean by a dead body touch any of these, shall it be unclean? And the priests answered and said, It shall be unclean.

Then answered Haggai, and said, So is this people, and so is this nation before me, saith the LORD; and so is every work of their hands; and that which they offer there is unclean. Very strong words from Haggai.

A nation cannot be clean, before God, if it handles the unclean thing. When are we going to realize that the unclean thing is anything that is an abomination to God? “So is this people, and so is this nation before me, saith the LORD; and so is every work of their hands; and that which they offer there is unclean.” God will not be part of uncleanly-ness or unrighteousness. A nation of reprobate people cannot stand before God and then desire that their prayers be answered.

Look at the things that God asked us to consider.

1. Prayer, The Ten Commandments, unlawful in Schools and Government Buildings.

2. Gay Marriage, Gay priest, Women Deacons.

3. A massive, international “gay pride” event previously held in Rome, at the doorstep of the Vatican, has chosen Jerusalem as its next venue.

Jerusalem the Pride of God, the Holy City. Blassfeamers,adulterers, double minded hypocrites. Where is your since of right and wrong, good and evil? Haven’t you been chastised by God enough, what will it take? And these are just a few. Doesn’t this appear to be a double minded man ? [Speaking as a Nation]

Jam 1:6-8 But let him ask in faith, nothing wavering. For he that wavereth is like a wave of the sea driven with the wind and tossed. For let not that man think that he shall receive any thing of the Lord. A double minded man is unstable in all his ways.

2Pe 2:10-16. But chiefly them that walk after the flesh in the lust of uncleanness, and despise government. Presumptuous are they, selfwilled, they are not afraid to speak evil of dignities.
Whereas angels, which are greater in power and might, bring not railing accusation against them before the Lord. But these, as natural brute beasts, made to be taken and destroyed, speak evil of the things that they understand not; and shall utterly perish in their own corruption;
And shall receive the reward of unrighteousness, as they that count it pleasure to riot in the day time. Spots they are and blemishes, sporting themselves with their own deceivings while they feast with you; Having eyes full of adultery, and that cannot cease from sin; beguiling unstable souls: an heart they have exercised with covetous practices; cursed children:
Which have forsaken the right way, and are gone astray, following the way of Balaam the son of Bosor, who loved the wages of unrighteousness; But was rebuked for his iniquity: the dumb ass speaking with man’s voice forbade the madness of the prophet.

And now, I pray you, consider from this day and upward, from before a stone was laid upon a stone in the temple of the LORD: Since those days were, when one came to an heap of twenty measures, there were but ten: when one came to the pressfat for to draw out fifty vessels out of the press, there were but twenty. I smote you with blasting and with mildew and with hail in all the labours of your hands; yet ye turned not to me, saith the LORD.

Cannot the people see the chastisement of God upon them, cannot they see that God is willing to bless, but He will not bless the unclean thing.

Consider now, how one woman took prayer from school, consider now, that one group is introducing gay books to children, consider now, how a hand full of people can change the life of Gods children by introducing acceptance training for gays and lesbians.

Compromise, compromise, the down fall of humanity and righteousness in our land of plenty. This land we call home will become as Sodom and Gomorrha, a land of want and famine.

Consider now from this day and upward, from the four and twentieth day of the ninth month, even from the day that the foundation of the LORD’S temple was laid, consider it. “So is this people, and so is this nation before me, saith the LORD; and so is every work of their hands; and that which they offer there is unclean.”

Consider the past, Consider the present and Consider your future?