5tipsforpresentingtoexecutives 120813124313-phpapp02
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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 THE SIMON COWELL* OF THE BUSINESS WORLD You make me want to projectile vomit. * Grumpy judge on American Idol See >>
- 3. IMPATIENT I think the word youre searching CRITICAL for is HONEST. CAUSTIC ULTIMATE JUDGE OF TALENT
- 5. BUT REMEMBER (and this is very important)
- 6. EXECS ARE ALWAYS LOOKING FOR TALENT I would sayyou have SOME potential. in fact MOST OF AN EXECS WORK GETS DONE THROUGH THE PEOPLE THEY HIRE
- 7. AN EXECS SUCCESS DEPENDS ON SURROUNDING THEMSELVES WITH PEOPLE THEY CAN TRUST PEOPLE WHO WILL HIT DEADLINES PEOPLE WHO CAN AVOID MAJOR PROBLEMS
- 8. AND THEY JUDGE YOU BY HOW YOU PRESENT CAN YOU HANDLE PRESSURE? DO YOU KNOW YOUR BUSINESS? ARE YOU AUTHORITATIVE? ARE YOU CREDIBLE? ARE YOU TRUSTWORTHY?
- 9. IF YOURE THAT KIND OF PERSON, I could see you in the recording studio TOMORROW! YOU CAN COUNT ON THE EXECS FULL SUPPORT
- 10. HERES 5 TIPS TO HELP YOU NAIL YOUR NEXT EXECUTIVE PRESENTATION Lets see what youve got. When youre ready
- 11. #1 GET TO THE POINT IN ONE MINUTE
- 12. EXECUTIVES ARE BUSY TIME IS THEIR MOST PRECIOUS ASSET I have 3 emergencies that need my attention right now.
- 13. DONT WASTE IT ARRIVE ON TIME AVOID LENGTHY OPENINGS GET TO YOUR POINT IN THE FIRST MINUTE
- 14. Im here to present our marketing plan. We want to spend $1 million on channel incentives. Okay. Why?
- 15. IF YOU DONT THEYLL INTERRUPT YOU AND START ASKING QUESTIONS
- 16. Im here to present 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, HERES AN IDEA FOR YOU AFTER YOUVE SPOKEN FOR A FEW MINUTES, STOP AND ASK THEM A QUESTION
- 18. Im here to present our marketing plan. With this plan, well increase sales by 15% over the next 4 quarters
- 19. Im here to present our marketing plan. With this plan, well increase sales by 15% over the next 4 quarters Do you think were being aggressive enough? Actually, I was just going to suggest
- 20. Im here to present our marketing plan. With this plan, well increase sales by 15% over the next 4 quarters Do you think were being aggressive enough? Actually, I was just going to suggest
- 21. QUESTIONS YOU MIGHT ASK Is this how youd define success? How important is this market to our long term strategy? Do you agree weve prioritized our opportunities correctly?
- 22. #2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE
- 23. EXECUTIVES LIVE IN A DIFFERENT TIME ZONE THE FUTURE How can we turn this multi- million dollar company into a multi-BILLION dollar company?
- 24. THEY ARE ALWAYS THINKING 3 YEARS AHEAD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 25. THEY ARE ALWAYS THINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 26. THEY ARE ALWAYS THINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
- 27. SO DONT FOCUS ON PROBLEMS AFFECTING YOU TODAY Customer satisfaction is down about 3% this quarter. Teds team is supposed to be working on that.
- 28. FOCUS ON PROBLEMS THAT WILL AFFECT THEM OVER THE NEXT THREE YEARS AND HOW THEYLL WIN IN THE MARKETPLACE Customer satisfaction is down about 3% this quarter. If were 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 YOU GOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITORS CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS?
- 30. HOW ARE YOU GOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITORS CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS? NOT JUST SOLVE TODAYS PROBLEMS
- 31. #3 SELL A VISION BEFORE DISCUSSING THE DETAILS
- 32. NEW PRESENTERS MAKE A 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? Thats a lot of money.
- 33. EXECS ARE BIG PICTURE PEOPLE THEY WANT TO KNOW WHY BEFORE GETTING TO THE DETAILS Yes. Shudder Chapstick is the agency of record. They arent cheap. What about WBBC? Theyd probably do it for half.
- 34. INSTEAD, FOCUS ON GETTING THE EXEC NODDING AT THE VISION THEN MOVE INTO THE DETAILS
- 35. The press is ripping us apart. Our sales guys say its 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. Weve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks.
- 36. NOW THE EXEC IS READY TO MOVE INTO THE DETAILS Weve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks. DO IT! GO!
- 37. #4 LEAD WITH STORIES, NOT DATA
- 38. EXECS ARE SMART PEOPLE THEY RESPECT DATA You have the most votes
- 39. EXECS ARE SMART PEOPLE THEY RESPECT DATA BUT THEY TRUST THEIR GUT But I think weve learned that having the most votes does NOT guarantee a big career.
- 40. THEY KNOW DATA IS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS
- 41. THEY KNOW DATA IS 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 DATA IS 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 DATA IS 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 WITH STORIES THAT APPEAL TO GUT INSTINCTS Our biggest partner is getting into this space. I know Al. Hes a smart guy.
- 45. SO LEAD WITH STORIES THAT APPEAL TO GUT INSTINCTS Our biggest partner is getting into this space. I know Al. Hes 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 DONT BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
- 47. ITS COMMON TO BE AFRAID OF EXECS Im not MEAN, Im just HONEST. THERES EVEN A TERM FOR IT: EXECUPHOBIA
- 48. BUT DONT LET EXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION
- 49. BUT DONT LET EXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION INSTEAD, BE AFRAID FOR THEM
- 50. BUT DONT LET EXECS 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 OR NOT 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, ITS EASY TO BE AFRAID OF EXECS
- 53. YES, ITS EASY TO BE AFRAID OF EXECS BUT KEEP THEIR FEARS TOP OF MIND AND SHOW HOW YOUR PROJECT WILL HELP TAKE THOSE FEARS AWAY
- 54. YES, ITS EASY TO 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 LETS RECAP tips for presenting to EXECUTIVES
- 56. SUMMARY 5 TIPS FOR PRESENTING 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 DONT BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
- 57. NOW GO NAIL YOUR NEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES
- 58. NOW GO NAIL YOUR NEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES That was ABSOLUTELY STUNNING!
- 59. BRUCE GABRIELLE AUTHOR, Speaking PowerPoint TRAINING COACHING CONSULTING www.speakingppt.com CLICK TO VISIT >>