PRESENTATION SKILLSMedia Sales in a Cross Platform World

Presented by: Tracey McCormack | UCLA Extension

PRE-PLANNING

Fill Out Pre-Call Planners.

Over Plan for the Presentation.

Make Sure You’ve Researched the Client Well and Have Done Your Homework

Know Your Audience and Their Values.

MORE ABOUT THEM. LESS ABOUT YOU.

Start the Presentation with: Purpose, Process, Payoff and Time

REHEARSING

Rehearse. Rehearse. Rehearse.

Practice in Front of the Mirror.

Make Sure You Have the Timing Correctly.

OWN the Information.

Planning, Rehearsing and KNOWING the Information Cold Will Make You More Comfortable and Relaxed.

PRE-PRESENTATION BASICS

Plan for Triple the Travel Time.

Plan to Arrive 30 Minutes Before the Start Time of Your Presentation

Bring with you:SpeakersBack-Up ProjectorPremiumsFlash-Drive Leave BehindBusiness Cards in Bag and BriefcaseNotepad and PenClickerWaterAll Station Materials/Ratings/One-Sheets

POINTERS ON VISUALS

Make the Written Deck as Professional and Polished as Possible

Spelling and Grammatical Errors are Unacceptable

Have Either a Flash Drive, CD or Electronic Copy of Your Presentation In-Hand to Leave Behind

Use Color Always in Your Decks

MORE POINTERS ON VISUALS

Include Their Company Logo or Client Logo Wherever Possible but Certainly on the Title Card

Personalize the Presentation (What Did You Learn From the Ascertainment Call?)

MORE ABOUT THEM. LESS ABOUT YOU.

Bullet Points on the Screen Only. NO LONG PARAGRAPHS.

YOU are Making the Presentation -- not PowerPoint

POINTERS ON PRESENTATION SKILLS

Presentation “Type” Depends on Size and Scope of the Audience

YOU are Making the presentation. Not PowerPoint.

Do NOT Let the Screen Do All the Work.

High Energy / Excitement

Energy begets Energy – What You Send out, is What You Will Receive Back in Return

MORE POINTERS

DO NOT Use Written Cards

DO NOT Stand Behind a Podium

DO Stand Up (If You are Presenting to 2 or More)

DO NOT Fold Your Arms and Sway

Use Hand Gestures and Voice Inflections

Move Around the Room

Buy and Get Used to Using a Clicker – But NOT the Red Pointer, Please

MORE POINTERS

Point and Direct attention With Your Hands and Arms

Its Okay to Touch the Screen to Point to Something Specific

Make Eye Contact with Your Audience

Engage Them in the Discussion: This is a Dialogue NOT a Monologue

IT IS MORE ABOUT THEM AND LESS ABOUT YOU!!

CAN YOU BELIEVE THERE ARE MORE POINTERS?

Do NOT talk to or STARE AT the screen

The Screen is Only a Guide to Help You Make the Presentation

REMEMBER: The Presentation is New to THEM -- Even if You Have Done it 1000 Times – Make Sure You are Delivering It Like the First Time !!

Get past the nervousness and LET YOUR PASSION SHOW!!

Its All Theatre Up There!!

Loving your product helps in showing your passion and creating believability

Use Stories and Anecdotes to Make a Point Come to Life

LASTLY

Jokes are To Be Used ONLY Where Appropriate and TOTALLY Depending on Your Relationship with the Listener. TAKE CAUTION HERE.

Do Not Make the Last Thing You Say Be “Any Questions?”

What Is and Appropriate Way to End the Meeting?

Take Copious Notes or Have Your Colleague Take Notes

Confirm Any Next Steps or Action Items Before You Leave

Send a Thank You Email (with a SlideRocket of your Presentation) Immediately Following the Meeting AND Include the Action Items

Tracey McCormackPhone: 323-977-TMACEmail: Tracey@McCormackMedia.net

Website: www.McCormackMedia.net

LA HeadquartersMcCormack Media3219 Kelton Ave.Los Angeles, CA 90034

NY OfficeMcCormack Media138 W. 87th Street, 2RNew York, NY 10024

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