Most professional presenters (e.g. the TED folks) are usually masters at storytelling. Using a story to explain something is like using an example to explain a difficult concept, it helps people translating in their mind the theory into practice.
Also, it helps taking your audience on a journey with you, by letting them picturing what you’re pitching, and seeing themselves walking that very same path you’re describing.
You can actually compare your presentation to a movie script. Great movies have a rich scenario with ups and downs that captivate the spectator from beginning to end, keeping the audience’s attention high at all time.
Now, your story can be a consumer’s journey, an anecdote or a personal story as long as your audience can relate to it. e.g.: when advocating to transform the end user’s experience when dealing with “Forms”, relating to your last personal experience when applying for a Visa or doing your own tax return will be something that most people will also be able to relate to (unfortunately).
What if you don’t have a personal anecdote to tell? Well make it up and talk hypothetically. Don’t start inventing “true stories” though... you want to stay genuine.
In line with the previous tip, you ideally want to make an emotional connection with your audience when telling your story. I don’t necessarily mean adding cute puppies to your presentation though some animal lovers might appreciate it but rather connecting on shared values and purpose. For example, knowing that your customers are invested in various charities and highlighting that you’ve helped similar organisations with their digital marketing initiatives will definitely increase your level of likability and generate trust.
It’s obvious, knowing and understanding your audience will help building a story that resonates with them. You need to understand precisely who is in the room, their role, their personal objectives, their history with vendors, their affinities, their struggles and how they like to interact with you. Only then, you’ll be able to put yourself into their shoes, be relevant and make a difference. The same applies when speaking at marketing events. Of course, you won’t know personally everyone in the room, but you should be able to get, from the marketing team organising the event, % on represented industries, job titles, companies size and more. They should even have detailed personas for the attendees that you can use to tailor your message.
Most likely everyone has been victim one day in his life of ”Death by powerpoint”…
This practice which usually implies hundreds of slides, each one more wordy and unreadable than the others can usually be identified by a high number of people looking at their smartphones…
I will not cover in details the do’s and don’ts with powerpoint (it deserves a separate article) but keep in mind those few things: "A picture is worth a thousand words”
Just remember one thing: Less is better.
Another pattern I see too frequently is people trying to pack within an hour as much information as they can, turning a meeting into an outbound marketing communication, overwhelming people with information.
Things to keep in mind to avoid that:
Picture yourself working 3 days in a row on a product demonstration, customising it end to end with the customer's assets and 5min into the meeting, before you even got to show the cool stuff, the CMO decides he gets it and wants to hear about something totally different.
Even if you've done proper discovery work prior, this can happen and you should plan for it.
"Anything that can go wrong will go wrong".
After all, "anything that can go wrong will go wrong". At this point, you have 2 choices, either carry on with your script and deliver that demo you worked so hard on or adapt and change gears. You should certainly not let your meeting derail from anyone's question however if your main stakeholder understand your point or if your point is not a key priority for him/her, don't waste his/her time and move on.
At that point, you might not have a slick demo or slideware ready to go to cover the requested point so that's where you need to breath, let go of your computer and turn the meeting into a discussion, potentially leveraging the whiteboard if you have one to illustrate visually the concepts, postponing the actual product demo to a later meeting (if required).
When presenting to customers, we tend to put forward first what we have to sell and sometimes end up talking way too much about our company, how great we and our products are upfront. We all know too well the saying "When you have a hammer, everything looks like a nail"...
Now instead of starting with the generic introduction of your company, your credentials, what you're great at doing, why not considering starting with your customers' challenges, the impact it has on their business and how you can help them addressing it. "When you have a hammer, everything looks like a nail".
Keep your gartner quadrant, your company's details, your customers cases for the end, when you've demonstrated that you understand their problems and that you have a solution for them, then put forward your credentials. this one is way more than a tip, it should be a philosophy.
You can do the best demo or presentation, showing the coolest stuff you have in your bag, if you don't make it clear to the customer how it addresses his/her challenges and what value it delivers, it's all for nothing. People might be engaged, fully awake and you might even get some "Waows" but in the end, you haven't moved the needle for your audience.
"So What?" That's why, at every stage of your presentation, you need to translate every features you're showing into either operational or business level value for your audience. You need to question every bit of information you're delivering with this question: "Why does it matter to me?" while putting yourself in your audience's shoes.
There's nothing sadder than seeing a customer trying his best and struggling to link what he's hearing with his actual problems. So instead, make it easy for him/her!
This aspect is covered in few presentation methodologies including Demo2Win which is pretty popular amongst presales organisations. For those who haven't heard of it, I warmly recommend you to have a look at it.
There are few things behind that tip that are worth discussing.
Confusing your audience with complex concepts will either be interpreted as you showing off or worse as you not mastering the topic well enough to explain it in simple terms (to quote Mr Albert Einstein). After all, an idea can be spread and go viral only if it's easy to understand as well as easy to apply.
Also, keep in mind that people don't need to know all the details and in many case this will only bore and confuse them. Determine the level of information required by your audience, get the details ready in case they ask for it but otherwise, stay at a comprehensive and comfortable level for them.