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Awesome Presentations
LawNet August 30 - 1:30 p.m. – 4:00 p.m.
Jo M. Haraf
As soon as you move one step up from the bottom,
your effectiveness depends on your ability to reach others
through the spoken and written word.
Peter Drucker
Agenda
• Presentation Theory
• Before, During and After
• Attendee Showcase
Prize winning hint!
The fool tells me his reasons. The wise man persuades me
with my own.
Aristotle
Presentation Theory
• How ya gonna structure it?
• Watch Your Language
• The PowerPoint Conundrum
• Chart Your Course
Three Point Style
• Tell them what you’re going to tell them.
• Tell them
• Tell them what you told them.
• Easiest to remember
• Suited for narrow topics
• Good for distracted audiences
• Somewhat old fashioned
Using a Three Point Presentation
McKinsey’s Four Point Style
• Situation
• Complication
• Question
• Answer
• Audience is already interested
• Identify and solve a problem
• Get to the answer in one minute
Using a Four Point Presentation
Aristotle’s Five Point Style
• Bait
• Problems or Questions
• Solutions or Answers
• Payoff or Benefits
• Call to Action!
Up Close and Personal
• designed like a kite
• you’re one on one for the bait
• widens for problem and solution
• pay-off and call to action are personal
Using a Five Point Presentation
• Excellent for selling
• Basis of commercials
• More “personal”
Lawyer Talk
• 5 Point - overview first
• 3 Point - repetition not popular
• 4 Point - get to the Answer fast!
• Start with the then back it out.
Bridge It Together
• Now that we’ve covered ____, let’s look at . . .
• The next factor is . . .
• There are several reasons why ____ is true.
• To summarize,
• In conclusion,
It Takes All Kinds!
Visual40%
Auditory40%
Kinesthetic20%
Persuasive Body Language
• Eye contact
• Smile, never frown
• Bold, sweeping gestures
• Don’t weaken yourself
• Move, don’t pace
Persuasive Metaphors
Invisible Hand
Iron Curtain
Domino Theory
Spaceship Earth
Glass Ceiling
Those Are Strong Words, Stranger!
Weak StrongFeel Know
I believe I am confident
If When
May Can
Problems Challenges
Try Will
Suggest Recommend
Top 12 Persuasive Words
1. You
2. Money
3. Save
4. New
5. Results
6. Easy
7. Health
8. Safety
9. Love
10. Discovery
11. Proven
12. GuaranteeYale
Sound Bites• Sources
– Books (Bible, Shakespeare, . . .)– Movies – Contemporary Culture
• Common Themes– Journeys– War– Games/Sports– Animals
Is it Really You?
• Humor• Story Telling• Take care outside your own
backyard
The PowerPoint Conundrum
• Damned if you do . . .
• Banned at Sun and the Pentagon
• Don’t be seduced
PowerPoint Pointers
• One idea per slide
• Maximum six lines per slide
• Maximum six words per line
• One slide (or less) every 2 minutes
• Bullets, not sentences
• Disable screen savers
Words on Words
• Punchy title
• Upper & lower case
• Maximum of two fonts– Serif for titles– San-Serif for body
• End on a blank slide
K.I.S.S.
Look and Movement
• Consistent background
• Yellow and White text best on dark background
• Limit animated graphics
• Don’t distract with transitions
Bad Transition
Don’t Try This at Home
What Speaker?
How Low Can You Go?
• 44 Point• 36 Point• 28 Point• 20 Point• 18 Point is the smallest readable type• 12 Point
K.I.L.L.
Color Me Ready
• Maximum 4 colors per slide
• Be internationally color sensitive
• Emotion - hard to read
• Color Blind?
• Calm
• Cheerful
• Power
Pie Charts
• Proportions of whole
• More than five slices - “other”
• Largest slice at noon
Visual40%
Auditory40%
Kinesthetic20%
Column or Bar
• Rankings
• Horizontal bars for long labels
• Darker colors at bar bottoms
• Printing?
0
20
40
60
80
100
120
140
160
180
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Line Charts
• Comparative Trends
• Time series with many observations
020406080
100120140160180
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Help Desk Calls Attorneys
Spreadsheets
Vendor Initial Price% over low
quote
Annualized dollars over low quote
% difference
from nearest
Competitor
Telcom R Us 64,522$ 0.0% -$ 4.39%Fred's World of Fiber 67,488$ 4.6% 35,592$ 1.31%Victoria's Voice 68,384$ 6.0% 46,344$ -0.38%Cutoff for further evaluation Close but No Contract 68,644$ 6.4% 49,464$ 6.00%Run, Don't Sprint 73,023$ 13.2% 102,016$ 3.09%Galaxy Wide Service 75,352$ 16.8% 129,960$ 6.80%Intl Global Systems 80,849$ 25.3% 195,924$ 32.54%How Hi Can U Go? 119,845$ 85.7% 663,876$
Telecommunications Pricing Summary
© Wilder Presentations (www.wilderpresentations.com)
Trends
What’s Important?
© Wilder Presentations (www.wilderpresentations.com)
Make it Easy to Read
© Wilder Presentations (www.wilderpresentations.com)
Throw in Some Variety
© Wilder Presentations (www.wilderpresentations.com)
Before they start, they do not know what they are going to say;
when they are speaking, they do not know what they are saying;
and when they have finished, neither they nor their audience
know what they have said.
Winston Churchill
Before
• Know it All!
• Develop the Presentation
• Oh my Gawd!
• People, Places and Things
Knowledge is Confidence
• Where are you speaking?
• What room?
• What tools will be available?
• How long will you speak?
• What comes before/after?
• Who will introduce you?
Know Your Audience
• Age
• Size
• Sex
• Knowledge
• Education/Experience
• Region
• Affiliations
Special Audiences
• Superiors
• Peers
• Project or Direct Reports
It usually takes me three weeks to prepare a good
impromptu speech.
Mark Twain
When the Lead hits the Paper
1. Wear the audience’s shoes
2. Organize thoughts, pick style
3. COB
4. Spice it up
5. LAST! Charts, speaker aids, PowerPoint
Cheat Sheets
• 3 x 5 Cards
• 81/2 x 11
• PowerPoint Speaker Notes
Don’t Read!
No one can intimidate mewithout my permission.
Eleanor Roosevelt
10 Worst Fears
1. Public Speaking
2. Heights
3. Bugs
4. Money Issues
5. Deep Water
6. Sickness
7. Death
8. Flying
9. Loneliness
10. Dogs
Fear Fixers
• Nerves are energy
• Management tools– Mental– Physical– Behavioral– Chemical
Practice, Practice . . .
• Mental Review
• Out Loud
• Mirror
• Voice Tape
• Video Tape
• Dress Rehearsal
Environmentals
• Seat arrangements
• Temperature
• Dim, don’t darken the room
The Lectern is Not for Hiding
• Only for water, notes
• Learn the mechanicals
• A barrier to your audience
• Don’t lean
• Don’t sway
Amplification is the vice of modern oratory.
Thomas Jefferson
Hear Ye! Hear Ye!
• Microphone Types
– Lectern Microphone
– Lavaliere Microphone
– Hand Held
– Cordless
During
• Friends you haven’t met
• But first . . .
• Practically speaking
Who’s out there?
• Meet the audience
• Work the room
• Plants?
A Word From our Sponsor
• Begin on time!
• Breaks
• Cell Phones
• Bathroom
• Paper Work
• Title, Agenda
That’s Not Spinach on Your Teeth
• Down in front
• Watch your hand gestures
• Star Wars -- the baton and laser
• Don’t turn your back!
Speaking Tricks
• Crave attention?
– When EF Hutton whispers
– Silence is deafening
• Waking the dead– Sneak up behind them
Talking 1 on 1 to 1000
• Divide and Conquer
• One person - One sentence
• Hourly break
• No hiding
Do You Have to Ask?
• No rhetorical questions
• No “one answer” questions
• No “yes”/“no” questions
• Repeat the question
• Warning: questions coming
• Allow time to switch modes
It’s All in the Timing
• You can’t rewind a live talk
• Expect Time Creep (50%)
• Follow sitcom timing– 20 x 10 x 2
It Ain’t Over ‘til It’s Over
• Tell a story.
• Read a poem.
• Sing a song.
• Summarize.
• Close the loop to the beginning
• End on time!
I do not object to people looking at their watches when I
am speaking. But I strongly object when they start shaking them to make certain they are
still going.
Lord Birkett
The After Glow
• Formal feedback?
• Be gracious
Back at the Ranch
• Join a speaking group
• Arrange for informal talks
• Watch other speakers
• Speak at LawNet 2001!
Courage is resistance to fear, mastery of fear—not
absence of fear.
Mark Twain
Attendee Showcase
How Does it Work
• Maximum 5 minutes to speak
• Positive feedback
• Go home feeling great!
Kinder and Gentler Rules
• No heckling
• Only throw compliments
• Provide written feedback– “Like Best” – “Next Time”
You Can’t Do It All!
• Pick something to practice– Breathing– Eye contact– Hand movements– Smile
Jump in, the Water’s Fine
• Good Afternoon.
• My name is . . .
• {One sentence on topic of interest}
• Thank you . . .
Our Featured Speakers
Bibliography
• Persuading Aristotle, Peter Thompson
– Theory, Negotiating, The Media. Very Readable
• Knockout Presentations, Diane DiResta
– If you’re only going to buy one book
Bibliography
• Microsoft Bookshelf– The Columbia Dictionary of
Quotations
• Bartlett's Familiar Quotations
Web Sites
• www.presentations.com– Equipment– Presentation tips
• www.presentationpro.com– Background templates– Custom presentations
Web Sites
• Wilder Presentations– www.wilderpresentations.com– “Tidbits” and seminars
• Marsha Petrie Sue– www.communicatingresults.com– Excellent one day seminar at MoFo
Other Resources
• National Speakers Association– www.nsaspeaker.org– Educational opportunities
• Toastmasters International– www.toastmasters.org– Gain experience in a supportive setting
Parting Gift
No one wants you to succeed more than your audience.