How To Present April 2011

APRIL 2011

IN THIS ISSUE Marty Wilson comedian and best selling author shares how to ‘Be More Funnier’!

Product launches that really fly!

National Speakers Award Winners for 2011 The SECRET to success Why Presentation Skills are

important for your career Power Words and how to use them PowerPoint Tips Success Stories and MUCH more...

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How to Present Magazine

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DIARY DATES INFLUENTIAL PRESENTATION SKILLS (2-day Public Program) Join Michelle at her next public program IN SYDNEY: • April 28-29 (full) • May 24-25 (full) • June 21-22 BRISBANE: September 6-7 MELBOURNE: August 9-10 To register or chat about your specific needs please email: michelle@michellebowden.com.a

Who is Michelle Bowden?

Michelle is an expert in influential presentation skills in business. She has run her 2-day Influential Presentation Skills program over 550 times with many thousands of people and she’s been nominated for Educator of the Year 3 years running. Michelle is one of only 25 Australian females who is a CSP the highest designation for speakers in the world. For a list of Michelle’s clients please go to: www.howtopresent.com.au

Michelle’s Update Welcome to your April issue of How to Present! A magazine designed to give you tips and techniques for presenting your ideas in business.

I’m about to set off for 6 nights camping and trekking on the 65 kilometre Overland Track from Cradle Mountain to Lake St Clair in Tasmania with my husband and 3 little girls aged 11, 9, and excited about this adventure! It will be an example for my girls of the importance of setting goals that you can strive for and will teach them all about the great feeling you get when you set a goal and then achieve it!

And speaking of achieving a goal, keep reading for comedian Marty Wilson’s tips for adding humour to your business presentations. Marty set a goal to be a best selling author and is now the best selling author of 6 books and all round terrific bloke too!

Want to be more persuasive? You’ll enjoy my article that offers you a list of power words you can use when communicating in business. And do you know if you are a global or specific thinker? Read on and learn what to do when communicating with both types. Plus learn why it’s critical for your career that you improve your presentation skills.

The National Speakers Convention was held from 3-5 April this month and I’m excited to announce the winners of their prestigious awards for speaking and educating. Plus, Lee Featherby gives us some tips for effective PowerPoint design and Bob Coulthurst shares his tips on how to make your product launch really fly - including a free white paper full of tips and hints. Geoff McDonald shares a book rap on The Referral Engine, and Robin Powis gives the boys some tips on how to wear your suit jacket. Michael Grose shares his abundant wisdom so you can help your kids be more confident in life. Plus much, much more...

So grab yourself a ’cuppa’, put your feet up and have a read! And most importantly, make sure you put the invaluable advice into immediate action so you see some fast results. Happy Presenting!

Happy Presenting!

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SUCCESS STORIES! skills to deliver a really effective message. I heard about Michelle and decided that it would be the best way to fast-track my development so I could get out there and start making a difference for our environment.

DAVID BURNS DIRECTOR, SUSTAIN450

How did Michelle's program change your attitude to presenting in business?

Learning a defined process makes it easy to prepare the presentation message, rehearse the delivery and achieve pleasing results.

What positive outcomes have you achieved from improving your presentation skills?

David Burns owns www.sustain450.com.au - a website that cuts through the ʻxxxxʼ on how to become sustainable and feel good about doing something for the environment. Davidʼs consulting business provides sustainable leadership, including a special interest in Industrial Ecology. David is a qualified environmental chemist and lives in Balgowlah Heights, Sydney, Australia.

What kind of presenting do you do at work?

Blogs and occasional community presentations, intention to start a seasonal newsletter and newspaper ad.

I enjoy preparing my presentations a lot more, and have more people commenting on the material that I present. I use the skills I learnt in Michelle’s Influential Presentation Skills program for writing and well as speaking so I’ve been able to implement the skills into the way I write my blog which is widely read and enjoyed by people from all over the place.

In what specific ways have your presentation skills improved since working with Michelle?

I feel a lot more confident and really enjoy Michelle’s service - she checks my blogs prior to my loading them on my website. Overall, it was a big confidence building experience.

What were your top three take aways from Michelle's program?

1. Use a process to prepare the presentation.

What prompted you to attend Michelle's Influential Presentation Skills program?

2. Include personal experiences.

Despite the fact that I’ve run a number of very successful businesses, I lacked presentation www.howtopresent.com.au

3. Rehearse and join Michelle's peer review service.

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WHY PRESENTATION SKILLS ARE SO IMPORTANT TO YOUR CAREER SUCCESS

BY MICHELLE BOWDEN Most of us have had the experience where a business meeting just goes wrong! Where the presenter either didn’t grab your attention from the start or where they lost control of the presentation at some stage.

But the real question is, have YOU ever been the presenter who delivered a ‘less than successful’ business presentation or pitch for your services?

Have you ever facilitated a meeting that ended in your client walking out at the end, busting to get back to work, with no intention whatsoever of engaging in a business partnership with you in any way, shape or form? At the time it feels like the meeting was a huge waste of time for you, for them and for your business.

Interestingly, most people think of presenting as

The more successful entrepreneurs I meet, the

something separate from life. As something we

more I realise that regardless of their intelligence

only do when there’s a lectern, some slides and

and business acumen, regardless of their

an audience. But just because you don't have to

excellent products or service and regardless of

make big pitches to a board or represent your

their commitment to their business, these

company at an industry conference doesn't mean

successful people have one thing in common.

you don't present to people. We present and

They know how to present their ideas in a

influence people every day. We present to our

compelling, influential and memorable way. They

clients, our staff, our suppliers and potential

know how to structure their thoughts, how to

clients. You are presenting yourself every day at

connect with people, and they say what they

work whether you realise it or not and

want to say in a way that resonates with their

presentation skills are critical when you are trying

audience. They inspire and compel their

to get ahead in your business.

audiences to take action!

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WHY PRESENTATION SKILLS ARE SO IMPORTANT TO YOUR CAREER SUCCESS (CONT.) It doesn’t matter how good your message is if

the graphs and charts, but the client was

no one’s listening!

watching the way you presented your information with a plan to refer you to their biggest supplier.

You may have thought you were just answering another email inquiry that came through your website contacts page, but the person inquiring actually had over $50,000 to spend on your products or services and they were judging your interpersonal skills.

Presentation Skills really matter!

In case you’re not yet convinced, did you know that in a business context, audience members or clients will typically give you less than 5 minutes to prove yourself before completely switching off?

You may have thought that you were just running

According to a recent Australian survey I

another team meeting, but your team members

conducted with a variety of employees from

that morning were hoping it would be a

small, medium and large business, if you are an

motivational event that would encourage them to

effective business presenter you are in the

work harder and not apply for that job with your

minority. When asked about workplace

competitor.

presenters they had seen in the last 12 months;

You may have thought that this was just another

•

Only 38% of respondents thought

prospective client as you answered the phone to

presenters understood their needs as a

convert the business – but this ‘potential client’

client.

has already spoken to your three closest competitors as they shop around for the best solution to their problem.

You may have thought that you were just a small

•

More than half the respondents said that presenters generally read from their PowerPoint slides.

part of the picture, just the technical expert with www.howtopresent.com.au

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WHY PRESENTATION SKILLS ARE SO IMPORTANT TO YOUR CAREER SUCCESS (CONT.) It’s conclusive! If you are not good at presenting •

Only 40% of respondents found presenters to be engaging.

•

in business you need to learn how to do so! It will help you to command attention, gain respect and easily sell your ideas to anyone. It’s time you

Only 28% of respondents said that they

started to win more appointments and close more

were moved to action after seeing

deals. With improved presentation skills you can

presenters.

showcase your professional expertise on a daily basis, accelerate your business, and generally get

Most people fear presenting and pitching

more of what you want in your life.

When asked about presenting they do at work:

Anyone can be an exceptional presenter!

•

Over 60% of respondents admit to using their slides to help remember what to say with little or no eye contact.

•

And the good news is that anyone can be an exceptional presenter! It’s just a matter of knowing what to do and doing it.

Nearly 60% of respondents admit to being frequently nervous prior to presentations which affected their ability to connect and engage their audience.

•

Only a third of respondents felt that they were influential, persuasive presenters.

•

75% of respondents believed that they would gain more respect for their knowledge and expertise in the business world if they were better public speakers

Command attention, gain respect and easily sell your ideas to anyone

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WHY PRESENTATION SKILLS ARE SO IMPORTANT TO YOUR CAREER SUCCESS (CONT.) Here are 10 tips to get you started: 1. Analyse the audience before writing the

8. Connect with your audience – really ‘see’

script. What are they thinking, feeling and doing

them.

and what change are you trying to create in 9. Pause and breathe. This will help your

them?

audience catch up to your thinking, it will give you 2. Learn how to build rapport. Remember, it’s

clarity of thought, a feeling of greater relaxation and also a stronger voice.

not about you, it’s all about the audience.

3. Rehearse, rehearse, rehearse to increase your confidence and improve your performance.

10. Ask for what you want so the audience is as clear as crystal about what you want them to do as a result of listening to you and leave them

4. Warm up before you try to speak so you don’t ‘trip’ over your words. A rich, resonant vocal

feeling terrific!

Remember, it doesn’t matter how good your

quality does wonders for your credibility and

company is, how good your products or services

makes it easier for people to listen to you.

are, how good your ideas are or how good your message is, if no one’s listening. Improve your

5. Focus on your audience at all times.

6. PowerPoint is a visual aid – it’s not the presentation. In a pitch or update don’t make PowerPoint the presentation and read it to your audience.

7. Use your body to support your message. For example, don’t place your hands over your crotch in what is known as the fig leaf, or reluctant nudist posture!

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How to Present Magazine

April 2011

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POWER WORDS MAKE YOU STRONGER!

BY MICHELLE BOWDEN Assessed, Assigned, Assisted, Assumed, Attained, Attracted, Audited, Augmented, Authored, Authorised, Automated, Awarded, Balanced, Benchmarked, Benefited, Bid, Billed, Blocked, Bolstered, Boosted, Borrowed, Bought, Branded, Bridged, Broadened, Catalogued, Categorised, Centralised, Chaired, Challenged, Changed, Channelled, Charted, Checked, Circulated, Clarified, Classified, Collaborated, Collected, Combined, Commissioned, Committed, Communicated, Compiled, Completed, Complied, Composed, Computed, Conceived, Conceptualised, Condensed, Conducted, When you present at work do you voice instead of a passive voice Conserved, Consolidated, ever feel that your message could as you speak. I suggest you Constructed, Consulted, be stronger? We generally want consider using some relevant Contributed, Controlled, to be as persuasive as possible power words in your presentation Converted, Conveyed, when we communicate at work, so you increase the strength of Convinced, Coordinated, but sometimes it's hard to make your message.

Corrected, Decentralised, our message strong and Decreased, Deferred, Defined, Here are some examples of convincing without sounding Delivered, Demonstrated, power words: aggressive.

Depreciated, Described, So in this edition I'm giving you a Abated, Abbreviated, Abolished, Designated. Plus many many more...

Abridged, Absolved, Absorbed, comprehensive list of Power Accelerated, Acclimated, words from A - D that you can use when you present, influence Achieved, Acquired, Acted, Activated, Actuated, Adapted, or sell to others.

Added, Addressed, Adhered, Adjusted, Administered, What are Power words?

Admitted, Adopted, Advanced, Advertised, Advised, Advocated, Power words are action verbs.

They are words that you can use Affected, Aided, Aired, Allocated, Altered, Amended, Amplified, to help make your statements Analysed, Answered, Anticipated, Next time you communicate at stronger and more convincing. work try and include some Power When you use action verbs, you Applied, Appointed, Appraised, Words.

Approached, Articulated, sound more assertive because Ascertained, Asked, Assembled, they help you assume an active

Exercise

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A PINCH OF DELUSION, A DASH OF AUDACITY AND A SHOT OF COURAGE...

BY KIRSTY SPRAGGON

Delusion - I believe we all need to be a little deluded. I don’t mean actually deluded, but in the eyes of others it will come across as if you are...I remember when I first told people I was leaving Real Estate to be come an international speaker, there was this look of “shockhorror” as if I were crazy. So you need to see in yourself what you will become before others do.

step. You can do it!

Kirsty Spraggon is one of Australia’s hottest keynote conference speakers. www.kirstyspraggon.com.au

Audacity - The audacity to be bold, persistent, and make it happen. To ask for what you want.

To begin, you may be perceived as a “nobody”, but you must have the audacity of a “somebody”.

Audacity gives you the ability to ‘fake it till you make it’.

After just returning from ten weeks in the US, this statement is the essence of what I feel it takes to live your boldest dreams.

Courage – Well, without this I don’t know how you would survive the dream crushers and naysayers. You need courage to keep going, to keep getting back up and pushing forward step by

TESTIMONIAL "Yeah! Thank you so much for an amazing couple of days. Last night I thought… “I canʼt talk about it now… I just donʼt know where to start… there is so much good stuff!” Today, I bounced out of bed, planned my fabulous intro for the management team meeting and faced the world as the CEO that rocks! I have placed your book on my desk return, not the book shelf opposite, as a reminder to use it or lose it! Thank you again for your generosity and for being simply inspirational!”

Karenlee Spillane, CEO, Royal Children's Hospital Foundation www.howtopresent.com.au

How to Present Magazine

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ARE YOU A SPECIFIC OR GLOBAL THINKER?

BY MICHELLE BOWDEN Do you work with someone who bores you to tears with detail upon detail that you don’t seem to need, and who appears to lose sight of the big picture or objectives?

Or perhaps some of you are frustrated by a colleague who operates from a vague, airy perspective and who doesn’t appear to know the important details.

The Global/Specific filter (otherwise known as ‘big chunk/little chunk’), highlights whether you process, think and communicate from a specific or global perspective.

Definitions Note: In this personality filter, we operate somewhere on a continuum. The following definitions represent extreme ends of the scale and are intended to assist you to communicate more effectively, not to box or label people inappropriately.

Specific thinkers operate from an in-depth perspective, focusing on the detail or facts and figures. They tend to be INDUCTIVE - they take the detail and extrapolate to the bigger picture.

Global thinkers operate from a universal perspective and tend to draw on the big picture or overall concept. They tend to be DEDUCTIVE - they deduce and come to the smaller detail from the bigger picture.

Communication strategies Specific thinkers: If you are a specific thinker and find yourself communicating with people who start from general principles, it can be very confusing. Global thinkers will present you with concepts and big pictures. They want the forest first, not the trees. www.howtopresent.com.au

You will improve communication with these people by talking first about the overall concept and large ideas. Avoid going into detail until you have built good rapport.

Global thinkers: If you are a global thinker and have to communicate with people who are specific thinkers, it can be frustrating because you just want the big picture and can piece the details together. Meanwhile the specific thinker wants to give you the detail, often rendering you entirely bamboozled and mentally overloaded.

To build rapport with specific thinkers give them lots of details and break information down into small chunks. Once they know the details, you will be able to explain the overall picture to them.

Some attention to people’s deductive or inductive preferences will assist your ability to build rapport and influence. Good luck!

How to Present Magazine

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MAKE EVERY CLIENT HAPPY EVERY DAY How different would your communication with your colleagues, boss, team members, suppliers, customer and client if you decided to make every client happy every day?

Yes. Every client. Every day.

How would your voice, your body language, your facial expressions and your general demeanour change? How would your listening skills have to change to make it happen?

And how would you feel at the end of the day?

Try it and reap the rewards.

COULD YOU PRESENT YOUR STRENGTHS? People forget. I don’t mean that all people forget all things, but most people forget a lot of things - don’t you think?

When it comes to why you should be promoted over someone else or given that extra opportunity or responsibility in your company, people forget.

They forget where you worked before, what your qualifications are, what you experience is, which projects you’ve contributed to. And they’ve forgotten all of this about you even if you work with them every day of your life. Really, they have!

Your job is to stay present. Remind the senior leaders in your business about the awesome work you do whenever an appropriate opportunity presents itself. This assures them that you’re still keen and successful.

Create a feeling of satisfaction by showing them how you have satisfied others. Communicate your successes, new clients, recent achievements, latest awards, best testimonials. Tell them about cuts in costs, staff developments, growth in revenue.

Brands like Magnum ice-cream continually remind their buyers that it’s an awesome product. With appropriate modesty you must do this too. Out of sight is out of mind. Stay front of mind in your business. www.howtopresent.com.au

How to Present Magazine

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PRODUCT LAUNCHES THAT REALLY FLY!

BY BOB COULTHURST Innovation and invention lie at the heart of a leading organisation’s success. Be it a new product, new package, new brand, new promotional campaign or a whole new market strategy, growth in sales revolves around new.

can be late to market and the sales team are one of the last to be advised via a ‘briefing’ by product management or marketing. Sales are given new collateral, a budget figure and then told to go out and sell ... now!!!

A constant stream of newness speaks loudly about your business. It says you’re creative, progressive, customer driven. Sales teams are always looking for something new to talk to their clients and prospects about; ‘new’ gives them revenue generating reasons to call customers and prospects.

It’s not that easy! Even though sales want ‘new’, in order to maximise a launch, they need to be knowledgeable, skilled, targeted and confident to maximise launch revenue opportunities. They need to consider how to position the new products and services with their customers, handle questions and fit the new products and services into their existing business strategy for each customer.

Conversely, if your innovations are rare and announcements few, your market perception might be of a follower; not a market leader and the sales team may struggle with creating new revenue generating conversations with customers and prospects.

New products, services, campaigns and concepts need to be launched effectively. This includes announcing the launch to clients and equipping the sales team with the capability to sell the launch and convert the company’s development effort into sales revenue. The launch needs to fit into the ‘flow’ of the sales team; the team need to be confident, motivated prepared and accomplished at targeting, introducing, position and selling the launch.

Launch time should be a re-focussing time. It should energise a new round of sales and profits and a time for honing the competitive edge. It should generate excitement, renewed enthusiasm and increased sales revenue.

From our research at PACE Australia, many companies channel their efforts on product development and launching direct to customer via TV, radio, web, newsprint, magazines, direct mail, exhibitions and events. Launches www.howtopresent.com.au

Free white paper! Email us at support@michellebowden.com.au with the words How to make your product launches work in the subject line. This white paper provides a 5 step strategy to make your next product launch fly!

Meet Bob Coulthurst and his kids! Since Bob joined PACE 10 years ago he has worked with over 100 companies to improve sales results. Bob loves working with his clients to increase revenue and his clients love working with him because he is an expert in sales effectiveness, he consistently produces results and he is a great to work with!

How to Present Magazine

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PROFESSIONAL SPEAKER TIPS 6. Find your kind of humour – it’s not a great idea

MARTY WILSON PROFESSIONAL SPEAKER & STAND UP COMEDIAN

to use humour that doesn’t suit your personality.

7. Be open to the fact that people might not

laugh.

8. Be prepared, rehearse – it gives you permission

to digress from the point you had prepared.

9. Collect funny stories. Stories stimulate the

audience’s limbic system and they are less likely to judge the information – it’s called a referential index shift and means the audience will be more connected to you. Just make sure the stories are linked to your content.

10.When telling stories try using the hero’s journey

I love Marty Wilson - he’s a top bloke and sooooo funny! I was in the room on one of the occasions he received a very emotional standing ovation and it was something I’ll remember forever. People were moved to action! Here are Marty’s top 10 tips for exceptional presenting - enjoy....

1. To manage your nerves know there are times

that it will stuff up – and the people who can handle the stuff ups are the ones that are perceived as impressive by the audience.

2. Be willing to fail publicly, master the craft of

‘funny’.

3. Seize the day! Do something that takes you out

of your comfort zone.

4. Consider using a zinger, or a topper, and

practice with the phrasing and use of language so you’re as funny as possible.

5. If you’re the one who takes a risk and tries

humour people will engage with you more. www.howtopresent.com.au

approach: location, hero, conflict, and resolution. Establish where they are, who is the story happening to, some sort of obstacle, and make the story concrete, credible and extreme.

Seems we can all be funny if we determine our own style and do the work doesn’t it? _____________________________________________ How to Present Presentation Skills Tips from the Masters features the presentation skills tips, and techniques from 14 of Australia’s top keynote speakers. You can listen to all the interviews plus much more from the inspiring Marty Wilson Gore by purchasing your very own copy of this essential business resource.

Buy your very own copy today - simply go to www.howtopresent.com.au

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AND THE WINNERS ARE...

The National Speaker Association of Australia has their convention every April. It’s a great event and showcases some amazing talented speakers from around the world.

One of the other exciting things that happens at Convention is the awards night. Here are the winners for 2011 - congratulations!

SPEAKER AWARD FOR EXCELLENCE And the winner is Rodney Marks - Corporate hoaxer http://www.comedian.com.au/ Rodney arrives at an event in character and mingles with the crowd. At some point in the program he then delivers a keynote address.

Eventually it becomes clear that he is a hoaxer what a laugh! Rodney has extensive experience as a comedy MC, hoaxer and sometimes he’s a straightforward comedian and identified as himself.

NEVIN AWARD Lisa McInnes-Smith is a specialist keynote presenter. Her passion is peak performance propelling groups, team and leaders to new levels of achievement and strategic competence.

Business development through personal growth is inspired and locked-in by Lisa’s unique teaching techniques. The result is purpose-driven people who will in turn relate to and inspire those around them. http://lisaspeaks.com/

EDUCATOR AWARD FOR EXCELLENCE Matt Church is without a shadow of a doubt one of our country’s most established, enduring and successful professional speakers. For 10 years he has been presenting his magnificent Chemistry of Success program to audiences of all sizes all around the world. He’s an accomplished author and he founded the global Thought Leader movement. www.thoughtleadersglobal.com

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AND THE WINNERS ARE...

O2 BREAKTHROUGH SPEAKER AWARD Kirsty Spraggon is a relationship building expert that assists you to increase, your sales, networks and connections for life & business success.

Audiences love Kirsty’s contagious energy and say “you can't help but get caught up in her wonderful enthusiasm and positive outlook on life". Expect high doses of fun, interaction and engagement. As a professional speaker, she adds a refreshing approach to any event. www.kirstyspraggon.com.au KERRY NAIRN SCHOLARSHIP Over the past decade Sonja Falvo has built a reputation as an Innovative and passionate business woman with flair for engaging those around her. Sonja shares that passion and her experience by speaking in the areas of wellness, success and business strategies. Sonja is an effective, unique and passionate speaker with a practical, powerful and thought provoking message. http://www.sonjafalvo.com/

WHAT DO YOU THINK? Do you know what you think about a variety of issues and events and theories and ideas?

I mean, if someone was to ask you to jump up and deliver a quick presentation on a current issue in society, on your passion or a concept could you do it?

Make time to reflect on what you think. Clear some space in

your mind by cleaning out your physical space a bit.

Why? What? How? What if?/ What else?

Tidy your desk, clean out your paper and computer filing.

‘Zen the space’ and create new space that you use just THINKING.

And finally, don’t waste your thinking by keeping it to yourself. Share your thoughts with others.

Then, so that you can articulate your thinking, try creating a mini presentation using the following questions to guide you:

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Practice airing your views. It helps prepare you for the occasions in your life when it’s important that you can speak up and say what you really mean.

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DO YOU WANT SLIDES WITH THAT?

BY LEE FEATHERBY can establish the key take-aways. These form the “anchor” slides of the presentation. A slide should exist to support the communication of this takeaway - visual aids can nearly double the chances of your point being remembered.

Next, the other slides you need are slides that evidence or prove that point…i.e. charts, systems diagrams, images, etc. You need more slides only if you have to bring greater clarity, provide support for or to reinforce the strength of the key takeaway. Then, the only others you need are opening and closing slides and an agenda slide.

When it comes to creating a PowerPoint deck to support your presentation it’s pretty easy to get sucked into creating slide after slide which can be time consuming and often leads to “Death by PowerPoint” but, how do you determine what you need a slide for and what you don’t?

If you gave a presentation that had 1 slide that said “We are great!” there would be a fair bet that everyone would leave the presentation with that take-away. If you used 2 slides: “We are great!” and, “We are generous” they may leave with those two take-aways. Put in a 3rd slide “We are good looking as well!” and they would probably remember that as well but, as you added more and more slides the chances of them remembering each new one diminishes proportionately. So, for each new slide you use you decrease the effectiveness of the other slides. So it is important to limit the number of slides so you get the maximum effectiveness from each.

What can you do? Asking the question: “In 25 words or less, what would you like someone to say at the end of the presentation?” We limit the words to ensure clarity, but when we have this we www.howtopresent.com.au

If you stick to this rule you will find you need to produce less slides and the ones you do produce will provide more impact and value to the audience…for which they will think you are a great presenter. Even better, you won’t have to spend hours creating slides…you can spend the time creating better looking ones!

Lee Featherby is the founder and Managing Director of Australia’s first, dedicated presentation design house: PowerfulPoints.

PowerfulPoints creates presentations for some of Australia’s leading blue chip companies like the Commonwealth Bank, AMP, Lion Nathan and even Microsoft as well as small and medium businesses. Lee also trains people in, and speaks publicly on, how to build effective slide decks and states he is committed to ending “Death by PowerPoint” Yeah! www.powerfulpoints.com.au

How to Present Magazine

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SPEED RAP THE REFERRAL ENGINE

BY GEOFF MCDONALD THE ʻIDEAS MANʼ BEHIND BOOK RAPPER - YOUR BUSINESS BOOK SOLUTION

Hi! Most of us are too busy to keep up with our reading - so I’ve collaborated with Michelle to include one of my fantastic book raps to help you stay up to date.

This monthʼs rap is great if youʼre in sales.

The Referral Engine

and attract both customers and partners.

The Big Idea: Too often referrals are a BTW - “By the way, got any referrals for me?”

Yuck!! Instead of tackily tacking it on to the end of your service, start with the referral in mind.

Build the expectation in your customerʼs mind in advance.

I think this book is a big dipper.

Have it on your shelf so you can dip into it on a regular basis.

Value guaranteed!

To download this issue: http://www.bookrapper.com/wpcontent/uploads/2011/01/ Book_Rapper_Referral_Trumpe t.pdf

What is Book Rapper?

Are you missing out because you're not keeping up with your reading?

Enjoy the RAP! Geoff P.S. Which hot new books would you like to see RAPPED in 2011? Let me know

Book Rapper makes it easy to stay informed with the latest trends and big ideas.

Geoff McDonald rewrites important business books so you can read them in 30 minutes! Fantastic!

Increase your profits by implementing his key actions.

With over 20,000 downloads it's time you became a smart reader too.

geoff@bookrapper.com

By John Jantsch Speed RAP: A flood of referrals will only arrive if you build a referral culture and the business systems to match.

Youʼll need to differentiate yourself, identify your ideal customer, design referral touch points, educate with content

www.howtopresent.com.au

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DID YOU KNOW ABOUT...

What I wish I knew...

Who wouldnʼt like the opportunity to go back and say to their younger self: “eat better, exercise more, invest in Microsoft”?

The What I Wish I KnewTM books by Marty Wilson bring together over 80 extraordinary people, from all over the world and vastly different backgrounds, then get them talking about what worked, what didn’t, and what were the things that really mattered.

Marty is a comedian, so of course he chooses to put their incredible answers next to a (slightly) nerdy photo of each person in their younger days - complete with paisley flares, shoulder pads and gorgeous mullet hairdos - just so all this wisdom stays approachable and doesn’t take itself too seriously. There’s enough of that around these days.

The result is a book full of fantastic advice that stays fun to read and never gets too holier than thou.

My husband Ian and I are in the most recent one launched this month called “What I wish I knew abut Motherhood”. Highly recommended gift books - and just in time for Mother’s Day! Enjoy...

If you would like to arrange to have your very own What I Wish I KnewTM book about your industry, profession or client group then drop Marty a line at: marty@whatiwishiknew.com or visit his website: http:// whatiwishiknew.com/ www.howtopresent.com.au

How to Present Magazine

April 2011

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SAVE THE WORD Words are so important. They are the cornerstone of our language. The more words we know, the richer our vocabulary. Words allow us to communicate precisely. Without the right word to describe something we’d be speechless!

So welcome to this new column called ‘save the word’. It is based on a website by the Oxford English Dictionary.

Go to http://www.savethewords.org/ to register and receive your word for the day.

This month’s word is:

Meaning: instrument for measuring pain Example 1: I am not saying Steven is bad company, however he scores 11 on the odynometer!

Example 2: If we were to measure our staff reactions on the odynometer we’d find a pressing need to do something about Bella’s interpersonal skills.

odynometer MEN - IT’S ALL IN THE FIT OF YOUR JACKET

BY ROBIN POWIS Does your suit move with you? Well it should!

It all begins with the hang of your jacket, which comes from the fit in the shoulder. The shoulder is the most important measurement on the jacket. Your jacket shouldn't hang off your shoulder. If it does, it will create a crease at the top of the sleeve and make you look wider than you are.

Next look at the length of your jacket which should fall right against the knuckle of your thumb so you don't look too short.

The length of your sleeve should fall right at the break of the wrist allowing 1cm of shirt to show. For more information go to www.definingstyle.com.au

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How to Present Magazine

April 2011

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PARENTS CORNER WHERE DOES YOUR CHILD FEEL CONFIDENT?

BY MICHAEL GROSE As every parent knows, building confidence in kids is one of the most important tasks they have.

When I taught in primary schools I was very aware of building an environment that was confidencebuilding, not confidence-sapping.

That's one of the reason that I used to love going on school camps.

One of the things I loved about camp was that I’d often find kids who struggled in school, would absolutely shine in a camp environment.

I remember Tania, a shy eight year-old who sat at the back of my Year three classroom, rarely making a squeak. She became Tania the tiger on a four day camp. She was very loud, very assertive ( no, bossy), very helpful and very funny on camp! You could have knocked me down with a feather! It was as if a twin sister had replaced her! But camp was her type of environment. She loved ORGANISING classmates in the dining room; she was at home HELPING in the camp kitchen and she showed NO FEAR playing adventure games outside with kids she hardly even knew! Tania shone at camp, but struggled at school.

Camp was confidence-boosting; school was confidence-sapping!

There was carry-over from camp to school as kids and teachers responded better to her, trying to reach that noisy kid within the classroom. But it was hard to recreate the outside environment, inside the classroom. In a perfect world, we’d have multiplied the camp experiences for Tania, so we could’ve seen more of the tiger!

Unleashing the tiger in your child I had a child who when young, struggled to shine.

School and sport, which were the staples of that child’s early life, always presented challenges. They got there, but not without struggle. Their confidence sagged as they struggled to so what what everyone else seemed to do so easily.

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BUT Scouts was their thing. Once they discovered this they wanted to spend as much time there as possible. So my wife and I helped & encouraged them to become an active participant in the Scouting movement. It was the one place where they felt confident.

We then tried to transfer the feelings of confidence they experienced in Scouts to other areas of interest. (“You said you couldn’t build a flying fox yet you managed to follow the instructions easily. You were pretty stoked when you did it. I reckon you can do the same with that science project.”)

So if you have a child that often struggles in mainstream areas and activities, here’s your challenge: 1. Help them find the place or activity where they feel confident.

2. Help and encourage them to spend as much time there as schedules and interest will allow.

3. Look for ways to transfer that feeling of confidence to other places and activities.

As kids become older their world expands offering more opportunities to find their ‘thing.’ BUT I have a theory that they need to find their ‘thing’ before they reach fifteen as many teens narrow their options then, choosing the one or two activities (student, surfer, sportsperson, smart alec) that will help define their identities. Finger-crossed they’ll have some positive options to choose from!

Michael Grose has been helping parents raise confident, resilient kids for over 20 years. He is a current Channel 9 Today Show parenting expert, a popular and entertaining speaker and a frequent columnist for a variety of media. Michael is the author of 8 parenting books, including his latest release: Thriving! which is recognised as the new roadmap for raising 3-12 year olds. Michael is married with three adult children who have all successfully flown the parent nest! http://www.parentingideas.com.au/Home

How to Present Magazine

April 2011

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BEAUTIFUL GROOMING Want to be sure your nail lacquer doesn’t chip and look unsightly when you’re presenting at work? Try OPI used by professional nail salons world-wide. Available in most department stores.

CD OF THE MONTH

STAY SHARP

I’ve spent the last month compiling some amazing interviews with 13 of Australia’s top speakers. Go to my How To Present website

Steam distilled from the leaves of the herb, Lemongrass Essential Oil displays a vibrant, crisp, lemony aroma that inspires positivity and clarity of thought. Lemongrass is an excellent oil to diffuse in the workplace, or to help students maintain focus. Try Springfields products.

MOOD ENHANCER Want a free mood enhancer? Of course you do - we all need this from time to time. What is it?

Simply, a smile - from you to someone else. Makes you feel good, costs nothing and leaves the receiver feeling special.

Highly recommended!

BOOK OF THE MONTH

MICHELLE LOVES

Here are some of my favourite things for you

SEMINAR Influential Presentation Skills is Michelle Bowden’s lifechanging program. If you need to dramatically improve the way you present and influence in business then this program is a must for you. We are taking registrations for JUNE 21-22 in Sydney.

FRAGRANCE

OK, I know it’s MY book, but if you are serious about really improving your presentation skills then I highly recommend Don’t Picture me Naked. Go to my How To Present website

ACHIEVE YOUR GOALS Vision boards are a great way to focus your attention on your goals. Go to http:// catalogofdreams.com/

LOUD by Tommy Hilfiger.

Perfumers Aurelien Guichard and Yann Vasnier created the patchouli, lychee and rosefocused fragrances for a Gen Y audience - I love it!

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How to Present Magazine

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Photo Gallery

See more p hotos at

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w.flickr.com / howtoprese nt

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