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5tipsforpresentingtoexecutives 120813124313-phpapp02
The document provides 5 tips for presenting to executives: 1) Get to the point in 1 minute, 2) Talk about problems winning in the marketplace rather than today's problems, 3) Sell a vision before discussing details, 4) Lead with stories rather than data, and 5) Don't be afraid of executives but show how your project can help address their fears. The tips are summarized using humor and examples to engage executives as the intended audience.
5tipsforpresentingtoexecutives 120813124313-phpapp02
- 1. “This better be worth my time!” 5 TIPS FOR PRESENTING TO EXECUTIVES
- 2. EXECUTIVES ARE THESIMON COWELL* OF THE BUSINESS WORLD “You make me want to projectile vomit.” * Grumpy judge on American Idol See >>
- 3. IMPATIENT “I think the word you’re searching CRITICAL for is HONEST.” CAUSTIC ULTIMATE JUDGE OF TALENT
- 4.
- 5. BUT REMEMBER (and thisis very important)
- 6. EXECS ARE ALWAYSLOOKING FOR TALENT “I would say…you have SOME potential.” in fact MOST OF AN EXEC’S WORK GETS DONE THROUGH THE PEOPLE THEY HIRE
- 7. AN EXEC’S SUCCESSDEPENDS ON SURROUNDING THEMSELVES WITH PEOPLE THEY CAN TRUST PEOPLE WHO WILL HIT DEADLINES PEOPLE WHO CAN AVOID MAJOR PROBLEMS
- 8. AND THEY JUDGEYOU BY HOW YOU PRESENT CAN YOU HANDLE PRESSURE? DO YOU KNOW YOUR BUSINESS? ARE YOU AUTHORITATIVE? ARE YOU CREDIBLE? ARE YOU TRUSTWORTHY?
- 9. IF YOU’RE THATKIND OF PERSON, “I could see you in the recording studio TOMORROW!” YOU CAN COUNT ON THE EXEC’S FULL SUPPORT
- 10. HERE’S 5 TIPS TOHELP YOU NAIL YOUR NEXT EXECUTIVE PRESENTATION “Let’s see what you’ve got. When you’re ready…”
- 11. #1 GET TOTHE POINT IN ONE MINUTE
- 12. EXECUTIVES ARE BUSY TIMEIS THEIR MOST PRECIOUS ASSET “I have 3 emergencies that need my attention right now.”
- 13. DON’T WASTE IT ARRIVEON TIME AVOID LENGTHY OPENINGS GET TO YOUR POINT IN THE FIRST MINUTE
- 14. “I’m here topresent our marketing plan. We want to spend $1 million on channel incentives.” “Okay. Why?”
- 15. IF YOU DON’T THEY’LLINTERRUPT YOU AND START ASKING QUESTIONS
- 16. “I’m here topresent our marketing plan. Now, as you can see from this SWOT Analysis, our strengths are in technical support and integration with existing infrastructure. Our weaknesses are in perceived cost and perceived technology lock-in. Next slide please. Awareness is trending up over the past four quarters, but… “STOP!”
- 17. IN FACT, HERE’SAN IDEA FOR YOU AFTER YOU’VE SPOKEN FOR A FEW MINUTES, STOP AND ASK THEM A QUESTION
- 18. “I’m here topresent our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…”
- 19. “I’m here topresent our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…” “Do you think we’re being aggressive enough?” “Actually, I was just going to suggest…”
- 20. “I’m here topresent our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…” “Do you think we’re being aggressive enough?” “Actually, I was just going to suggest…”
- 21. QUESTIONS YOU MIGHTASK “Is this how you’d define success?” “How important is this market to our long term strategy?” “Do you agree we’ve prioritized our opportunities correctly?”
- 22. #2 TALK ABOUTPROBLEMS WINNING IN THE MARKETPLACE
- 23. EXECUTIVES LIVE INA DIFFERENT TIME ZONE THE FUTURE “How can we turn this multi- million dollar company into a multi-BILLION dollar company?”
- 24. THEY ARE ALWAYSTHINKING 3 YEARS AHEAD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 25. THEY ARE ALWAYSTHINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 26. THEY ARE ALWAYSTHINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 27. SO DON’T FOCUSON PROBLEMS AFFECTING YOU TODAY “Customer satisfaction is down about 3% this quarter.” “Ted’s team is supposed to be working on that.”
- 28. FOCUS ON PROBLEMSTHAT WILL AFFECT THEM OVER THE NEXT THREE YEARS AND HOW THEY’LL WIN IN THE MARKETPLACE “Customer satisfaction is down about 3% this quarter.” “If we’re going to grow 15% over the next three years, we need to hold onto our existing customers.” “I agree. What do you recommend?”
- 29. HOW ARE YOUGOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITOR’S CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS?
- 30. HOW ARE YOUGOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITOR’S CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS? NOT JUST SOLVE TODAY’S PROBLEMS
- 31. #3 SELL AVISION BEFORE DISCUSSING THE DETAILS
- 32. NEW PRESENTERS MAKEA BIG MISTAKE THEY ARE IN A HURRY TO TALK ABOUT WHAT THEY WANT TO DO BEFORE THE EXEC IS BOUGHT INTO THE VISION “We need to invest $1 million in a big public relations push.” “One million? That’s a lot of money.”
- 33. EXECS ARE BIGPICTURE PEOPLE THEY WANT TO KNOW WHY BEFORE GETTING TO THE DETAILS “Yes. Shudder Chapstick is the agency of record. They aren’t cheap.” “What about WBBC? They’d probably do it for half.”
- 34. INSTEAD, FOCUS ONGETTING THE EXEC NODDING AT THE VISION THEN MOVE INTO THE DETAILS
- 35. “The press isripping us apart. Our sales guys say it’s really slowing the sales cycle.” “So what are we going to do about it?” “We need to get some of the key papers on our side. Like the Wall Street Journal and USA Today.” “Good thought.” “We’ve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks.”
- 36. NOW THE EXECIS READY TO MOVE INTO THE DETAILS “We’ve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks.” “DO IT! GO!”
- 37. #4 LEAD WITHSTORIES, NOT DATA
- 38. EXECS ARE SMARTPEOPLE THEY RESPECT DATA “You have the most votes…”
- 39. EXECS ARE SMARTPEOPLE THEY RESPECT DATA BUT THEY TRUST THEIR GUT “But I think we’ve learned that having the most votes does NOT guarantee a big career.”
- 40. THEY KNOW DATAIS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS
- 41. THEY KNOW DATAIS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?”
- 42. THEY KNOW DATAIS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?” “What are COMPETITORS doing?”
- 43. THEY KNOW DATAIS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?” “What are COMPETITORS doing?” “What do our LARGEST PARTNERS think?”
- 44. SO LEAD WITHSTORIES THAT APPEAL TO GUT INSTINCTS “Our biggest partner is getting into this space.” “I know Al. He’s a smart guy.”
- 45. SO LEAD WITHSTORIES THAT APPEAL TO GUT INSTINCTS “Our biggest partner is getting into this space.” “I know Al. He’s a smart guy.” USE DATA TO BACK IT UP “This study shows customer interest is increasing.” “Maybe we need to be doing something here.”
- 46. #5 DON’T BEAFRAID OF EXECUTIVES. BE AFRAID FOR THEM
- 47. IT’S COMMON TOBE AFRAID OF EXECS “I’m not MEAN, I’m just HONEST.” THERE’S EVEN A TERM FOR IT: EXECUPHOBIA
- 48. BUT DON’T LETEXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION
- 49. BUT DON’T LETEXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION INSTEAD, BE AFRAID FOR THEM
- 50. BUT DON’T LETEXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION INSTEAD, BE AFRAID FOR THEM AND SHOW HOW YOUR PROJECT CAN PROTECT THEM FROM THE THINGS THEY FEAR
- 51. BELIEVE IT ORNOT EXECS HAVE A LOT TO FEAR FEAR OF FAILURE FEAR OF DEMOTION FEAR OF LEGAL ACTION FEAR OF EMBARASSMENT FEAR OF EMPLOYEE LEAKS FEAR OF BAD INVESTMENTS FEAR OF LOSS OF REPUTATION FEAR OF A TEAM MEMBER SCREWING UP
- 52. YES, IT’S EASYTO BE AFRAID OF EXECS
- 53. YES, IT’S EASYTO BE AFRAID OF EXECS BUT KEEP THEIR FEARS TOP OF MIND AND SHOW HOW YOUR PROJECT WILL HELP TAKE THOSE FEARS AWAY
- 54. YES, IT’S EASYTO BE AFRAID OF EXECS BUT KEEP THEIR FEARS TOP OF MIND AND SHOW HOW YOUR PROJECT WILL HELP TAKE THOSE FEARS AWAY THIS MINDSET WILL REDUCE YOUR OWN ANXIETY
- 55. SO LET’S RECAP tips for presenting to EXECUTIVES
- 56. SUMMARY 5 TIPS FORPRESENTING TO EXECUTIVES #1 GET TO THE POINT IN ONE MINUTE #2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE #3 SELL A VISION BEFORE DISCUSSING THE DETAILS tips for presenting to #4 LEAD WITH STORIES, NOT DATA EXECUTIVES #5 DON’T BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
- 57. NOW… GO NAIL YOURNEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES
- 58. NOW… GO NAIL YOURNEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES “That was ABSOLUTELY STUNNING!”
- 59. BRUCE GABRIELLE AUTHOR, SpeakingPowerPoint TRAINING COACHING CONSULTING www.speakingppt.com CLICK TO VISIT >>