Gary CorriganVice President

Corporate Communications

ScenarioScenario

Your career depends on people saying yes to your idea

Technical/Sales Technical/Sales Presentation

AgendaKey benefitKey features

Customer specific

Customer “wants” & “needs”Questions for audience

Discover or confirmKnowledge levelInterestTechnical understanding

Technical/Sales Technical/Sales Presentation

Information about your companySupports messageBrief

Features and benefitsComparisons to competitionSummarize

Relate customers needs to product benefits

Next step

Progress Progress Report

PriorityNext steps

AgendaProject nameKey issues

Define projectKey issues

Short listIdentify the most important issuesCategorize

PrioritizeTie priorities to action steps

ProgressProgressReport

Discuss backgroundHistoryRelevant past workBrief

State the bad newsQuick and to the point

Present optionsDiscuss advantages and disadvantages State next steps

GuidelinesGuidelinesPowerPoint

Be brief, less than six linesDo not readBe consistent in font and colorTell a story, use picturesAvoid media overloadBe relaxed

GuidelinesGuidelinesType

Use 24-point type or larger for overheadsNo less than 12-point when using monitor or computer screenLimit yourself to two fonts

GuidelinesGuidelinesType or type?

Choose sans serif type facesHelveticaArialCentury

Serif type can be difficult to read

Script type is interesting,but more strain on reader

GuidelinesGuidelinesType or type?

Use “sentence case” -- initial cap, then lower case for body text

NOT LIKE THIS, IT’S LIKE SHOUTING AT YOUR AUDIENCE

Sentence case is easier to readYour audience can read sentence case faster

GuidelinesGuidelinesType or type?

Highlight important ideas with bold print and italicsBold type is more attention grabbingthis text is not bold -- harder to readItalic is used for secondary and tertiary points

Audience shouldn’t have to figure out primary or secondary importanceBe careful not to overuse bold and italic(however, bold text may show better for computer-generated presentations)

GuidelinesGuidelinesPleasing proportions

It is often preferable to center textFrom left to rightFrom top to bottom

Leave equal amounts of white spaceAboveBetweenBelow

GuidelinesGuidelinesType consistency

Font

Size

Style

Space

Positioning

GuidelinesGuidelinesBackgrounds

Blue with yellow or white type for overheads

Black or blue with yellow or white type for computer-generated presentations

Pastels with black type where light may be poor

Use cardboard to block overhead lightduring discussions

Accelerates LEARNINGRETENTION & RECALL

Improves & increasesCOMPREHENSION up to

Increases WILLINGNESS to read up to

Sells products and ideasMORE EFFECTIVELY by

55 to 78%55 to 78%

73%73%

80%80%

50 to 85%50 to 85%

GuidelinesGuidelinesHow color has impact

GuidelinesGuidelinesFlip charts and market boards

2" letters

Use color for variety or emphasis

Use appropriate markers

Can be pre-drawn

GuidelinesGuidelinesFlip charts and market boards

Do not talk to chart/board

Avoid using bottom portion of sheet

Leave blank sheets between each sheet

GuidelinesGuidelinesFlip charts and market boards

Pencil notes on sideCan use magnetic headersCheck supplies

PinsTapeMarkersErasers

GuidelinesGuidelinesVideo

Be familiar with equipment

Check sound quality

Preview before showing

Check placement of monitor

GuidelinesGuidelinesVideo

Keep it short

Introduce the video

WIIFM

GuidelinesGuidelines

Ask yourself three questionsWhat information will people take away?When will they look at handouts?Does this information motivate the audience?

TypesVisualsAgendaSummaryBrochures and flyersCD-ROM or computer diskette

Handouts

GuidelinesGuidelinesProduct models and pass-arounds

Clean and safe

Up-to-date

Label areas of interest

Have enough

Practice using them

GuidelinesGuidelinesDemonstrations

Allow plenty of time

Make sure it works

Timing

At beginning

After lunch

At end

Have interim activity planned

High-Impact ChartsHigh-Impact ChartsBar charts

Re-think any chart with more than 12 bars

0102030405060708090

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

High-Impact ChartsHigh-Impact ChartsBar charts

Consider

Combining data for fewer bars

More than one chart

When using blackand white

Use fewer bars

More space between bars

0102030405060708090

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

High-Impact ChartsHigh-Impact ChartsBar charts

Be careful using patterns

Can be hard to keep focused on

Must be very distinctive from each other

Color bars preferable

Use solid colors

Avoid patterns on color 0102030405060708090

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

High-Impact ChartsHigh-Impact ChartsBar charts

Don’t put green and red next to each otherColor blind cannot distinguish differenceNormal vision has trouble keeping focused

High-Impact ChartsHigh-Impact ChartsPie charts

4%5%

7%

25%

9%3%

13%

5%

1%

9%

2%1%1%

1%3%

5%1%1%0%0%0%0%1% 3%

H017 H039 H104 H425 H430 H470 H069 H213 H166 H338 H105 H115 H101 H100 H201H243 H195 H366 H057 H077 H347 H369 H249 H747

Re-think any chart with more than 8 slices

High-Impact ChartsHigh-Impact ChartsPie charts

53%

28%

7%4%

8%

HydraulicTruckSpecialtyA CPneumatic

High-Impact ChartsHigh-Impact ChartsPie charts

Use several charts if necessary

53%

28%

7%4%

8%

HydraulicTruckSpecialtyA CPneumatic

25%

30%

10%

17%

18%

GuidelinesGuidelinesCharts and graphs

Most common form of communication

Message instead of numbers

Keep it simple

Not meant to be studied for long time

Tips for Reducing AnxietyTips for Reducing Anxiety

OrganizeConfidence

VisualizeZen and the art of presenting

PracticeAt least two times

Full dress

Breathe

OrganizeConfidence

VisualizeZen and the art of presenting

PracticeAt least two times

Full dress

Breathe

Tips for Reducing AnxietyTips for Reducing Anxiety

Focus on relaxingPositive thinking

Release tensionUnobtrusive isometrics

MoveGesture naturally1-2-3, 1-2-3, 1-2-3 …small step to side

Eye contact with audienceConverse one-on-onePersonal and personable