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© 2007 Peter Masucci - Slide - 1January 26, 2007Effective Presentations Peter Masucci Adjunct Professor of Marketing University of New Hampshire Whittemore School of Business and Economics Effective Presentations January 26, 2007
© 2007 Peter Masucci - Slide - 2January 26, 2007Effective Presentations “Great speakers aren’t born, they are trained.” Presenting is a Skill… Developed through training and experience
© 2007 Peter Masucci - Slide - 3January 26, 2007Effective Presentations Agenda Introduction Planning your presentation The presentation sequence Creating effective visual aids Effective presentation techniques
© 2007 Peter Masucci - Slide - 4January 26, 2007Effective Presentations Peter Masucci – Teaching Experience UNH, Whittemore School of Business & Economics, Durham, NH –Undergraduate courses ADMN 651 – Principles of Marketing MGT 732 – Explorations in Entrepreneurial Management MGT 755 – International Management MKTG 752 – Marketing Research MKTG 757 – Advertising and Integrated Marketing Communications MKTG 762 – Marketing Workshop MKTG 763 – Market Opportunities Analysis MKTG 798 – Advertising Workshop –Graduate courses ADMN 852 – Marketing Research, MBA ADMN 898 – Advertising and Integrated Marketing Communications, MBA ADMN 898 – New Product Development, MBA ADMN 960 – Marketing Management, MBA MOT 898 – Market Research for Emerging Technologies, MS MOT MOT 941 – Product Development and Marketing, MS MOT Simmons College, Boston, MA –Graduate School, Master’s in Communications Management Program (MCM) MCM 442 – Emerging Communications Technologies MCM 451 – Advertising and Integrated Marketing Communications MCM 453 – Strategic Marketing Planning MCM 458 – Online Marketing
© 2007 Peter Masucci - Slide - 5January 26, 2007Effective Presentations Peter Masucci – Professional Experience Professional experience: 2001VX Management Group, Founding Partner Management and marketing consulting 1998Open Market/FutureTense, VP Business Development Internet content management and transaction processing software 1998Saradam Telemedicine Systems, Founder and CEO Remote medical services delivered via videoconferencing over the Internet 1996PictureTel, VP Marketing Videoconferencing equipment and services 1994Sequoia Systems, VP Marketing High-performance, fault-tolerant business computer systems 1986Alliant Computer Systems, VP International Operations High-performance, scientific supercomputer systems 1973Digital Equipment, various marketing management positions PCs, minicomputer systems, embedded real-time computers, semiconductors 1970Rockwell International Space Division, Project Engineer Apollo moon missions and Skylab space station programs 1967NASA – Electronics Research Center, Research Assistant Trajectory analysis planning for deep space probes Education: –Boston University, BS in Aerospace Engineering –Clark University, MBA with concentration in marketing
© 2007 Peter Masucci - Slide - 6January 26, 2007Effective Presentations Introduction
© 2007 Peter Masucci - Slide - 7January 26, 2007Effective Presentations Why Give A Presentation? Three Main Purposes 1. Inform 2. Persuade 3. Educate
© 2007 Peter Masucci - Slide - 8January 26, 2007Effective Presentations Definitions Presentation “Something set forth to an audience for the attention of the mind “ Effective “…producing a desired result”
© 2007 Peter Masucci - Slide - 9January 26, 2007Effective Presentations #1 Fear Feared more than death! THE FACTS: Shaky hands, blushing cheeks, memory loss, nausea, and knocking knees NORMAL!
© 2007 Peter Masucci - Slide - 10January 26, 2007Effective Presentations Causes of the Anxiety Fear of the unknown OR loss of control Fight or flight mode No backup plan No enthusiasm for subject Focus of attention
© 2007 Peter Masucci - Slide - 11January 26, 2007Effective Presentations Control anxiety – Don’t fight it Audience centered Accomplishes objective Fun for audience Fun for you Conducted within time frame
© 2007 Peter Masucci - Slide - 12January 26, 2007Effective Presentations Planning Your Presentation
© 2007 Peter Masucci - Slide - 13January 26, 2007Effective Presentations Planning Your Presentation 1. Determine purpose –What do you want to accomplish? 2. Know your audience !!! –Success depends on your ability to reach your audience –Size –Demographics –Knowledge level –Motivation –Why are they attending? –What do THEY expect?
© 2007 Peter Masucci - Slide - 14January 26, 2007Effective Presentations More Planning 3. Plan Space –Number of attendees and seats –Seating arrangement –Lighting, and lighting controls –Audio/Visual equipment –Distracters 4. What Day and Time? –Morning –Afternoon –Evening –Work day versus weekend –Any day!
© 2007 Peter Masucci - Slide - 15January 26, 2007Effective Presentations Still More Planning 5. Organization –Determine main points (1-5) –Evidence –Transitions –Prepare outline –Prepare a Storyboard 6. Rehearse…Rehearse…Rehearse!! –In the actual room if possible –Work to a script and time your presentation –Practice Q & A –Check equipment – load your slides in advance –Make contingency plans
© 2007 Peter Masucci - Slide - 16January 26, 2007Effective Presentations Organizing Your Presentation Organizational patterns Topical Chronological Problem/Solution Cause/Effect
© 2007 Peter Masucci - Slide - 17January 26, 2007Effective Presentations Presentation Outline Keyword reminders Conversational flow Flexibility More responsive to audience
© 2007 Peter Masucci - Slide - 18January 26, 2007Effective Presentations Storyboarding
© 2007 Peter Masucci - Slide - 19January 26, 2007Effective Presentations The Presentation Sequence
© 2007 Peter Masucci - Slide - 20January 26, 2007Effective Presentations #1: Build Rapport … relation marked by harmony or affinity –Audience members need to trust you and feel that you care about them Start before you begin –Mingle; learn names –Opportunity to reinforce or correct audience assessment –Good first impression People listen to people they like
© 2007 Peter Masucci - Slide - 21January 26, 2007Effective Presentations #2: Opening Your Presentation Introduce yourself –Why should they listen Get attention, build more rapport, introduce topic –Humor –Short story –Startling statistic –Make audience think –Invite participation Get audience response
© 2007 Peter Masucci - Slide - 22January 26, 2007Effective Presentations #2…Completing the Opening Clearly defining topic If informative… –Clear parameters for content within time If persuasive… –What’s the problem –Who cares –What’s the solution Overview
© 2007 Peter Masucci - Slide - 23January 26, 2007Effective Presentations #3: Presenting Main Points Make point-transition,…make point- transition,…make point-transition, etc… Supporting evidence Examples Feedback & questions from audience Attention to, and focus on, audience… are they listening?
© 2007 Peter Masucci - Slide - 24January 26, 2007Effective Presentations #4: Concluding Your Presentation Goal Inform audience that you’re about to close Summarize main points –“Tell ’em What You Told ‘em.” Something to remember, or call-to-action Answer questions
© 2007 Peter Masucci - Slide - 25January 26, 2007Effective Presentations Creating Effective Visual Aids
© 2007 Peter Masucci - Slide - 26January 26, 2007Effective Presentations Designing Good Slides Content –If it doesn’t add value, don’t say/use it Unveiling –Is drama useful or necessary? Color –Know your room and lighting Dark room – use light font on dark background Bright room – use dark font on light background Subliminal messages –Consider your audience and use carefully
© 2007 Peter Masucci - Slide - 27January 26, 2007Effective Presentations Content Purpose –Complement speaker –Talk ≠ technical report Density –7-10 lines/page –4-8 words/line –Test: Project a sample in the room, or in a room of approximately the same size as will be used in the real presentation
© 2007 Peter Masucci - Slide - 28January 26, 2007Effective Presentations Visual Aids To make, explain or identify a point To emphasize, clarify or reinforce a point To remind, summarize or review a point We remember – –10% of what we read –20% of what we hear –30% of what we see –50% of what we see and hear
© 2007 Peter Masucci - Slide - 29January 26, 2007Effective Presentations Visual Aids Enhance understanding Add variety Support claims Lasting impact Used poorly, however, they can be a distraction and lead to an ineffective presentation
© 2007 Peter Masucci - Slide - 30January 26, 2007Effective Presentations PowerPoint slides Overhead transparencies Graphs/charts Pictures Web links ( ) Films/video Flip charts Sketches Chalk or white board Visual Aids
© 2007 Peter Masucci - Slide - 31January 26, 2007Effective Presentations Visual Aids Should… Outline, explain, support main points Serve audience’s needs, not speaker’s Be simple and clear Supplement and support… NOT DOMINATE!... the presentation
© 2007 Peter Masucci - Slide - 32January 26, 2007Effective Presentations Be Visible Use Sans Serif fonts (fonts without feet) –e.g. Arial, Tahoma, Trebuchet, Verdana, etc. Titles should be pt. font size, BOLD Text should be as large as possible –First level pt font size –Second level pt font size –Etc. Use color wisely –Contrasting colors
© 2007 Peter Masucci - Slide - 33January 26, 2007Effective Presentations Red/Blue Conflict Red letters on blue background creates “flicker effect” Blue letters on red background just as bad
© 2007 Peter Masucci - Slide - 34January 26, 2007Effective Presentations Low Contrast White on yellowYellow on white Black on blueBlue on black
© 2007 Peter Masucci - Slide - 35January 26, 2007Effective Presentations “Fly-In” vs “Wipe” Less distracting Reduces eye movement Increases readability Could you read this? How about this one? Maybe the third time is the charm! Be CONSISTENT throughout presentation!
© 2007 Peter Masucci - Slide - 36January 26, 2007Effective Presentations Upper left Upper right Lower left Lower right Eye Movement The “Z” Rule
© 2007 Peter Masucci - Slide - 37January 26, 2007Effective Presentations Effective Presentation Techniques
© 2007 Peter Masucci - Slide - 38January 26, 2007Effective Presentations What Makes an Effective Speaker? Control of information The voice used The right words Use of body language Prompts, scripts and notes The right location Useful and meaningful visual aids
© 2007 Peter Masucci - Slide - 39January 26, 2007Effective Presentations Vocal Techniques Loudness – Will you be using a microphone? Pitch – Vary to make points Rate – Watch your audience Pause for effect – Allow time for message to “sink in” Deviate from the norm for emphasis
© 2007 Peter Masucci - Slide - 40January 26, 2007Effective Presentations The Voice C:Clear – the use of simple, easily understood words and phrases L:Loud (enough) – it is important that everyone can hear you A:Assertive – a bright and confident air born of knowledge of the subject and good preparation P:Pause – it is essential to allow the listeners time to digest what you have said
© 2007 Peter Masucci - Slide - 41January 26, 2007Effective Presentations Use the Rights Words What you say, and how you say it, is the key to a successful presentation: P – state your position or point R – explain your ideas E – use examples P – restate your position or point
© 2007 Peter Masucci - Slide - 42January 26, 2007Effective Presentations Use of Body Language Make eye contact Use your hands, but don’t go crazy If possible move around, but slowly! DON’T speak with your back to the audience
© 2007 Peter Masucci - Slide - 43January 26, 2007Effective Presentations Body Language Make eye contact,…but move focus around the audience Use your hands,…but don’t go crazy If possible move around,…but slowly! Maintain good posture Make sure everyone can see you DON’T speak with your back to the audience
© 2007 Peter Masucci - Slide - 44January 26, 2007Effective Presentations Scripts and Notes Learn and use a script for formal presentations to large groups Small note cards, or PPT notes page, can be used, but FIRST write a script Underline key words that will best remind you what you want to say Use one card for each slide or topic If possible, have someone else advance slides for you
© 2007 Peter Masucci - Slide - 45January 26, 2007Effective Presentations Speaker Reads Slides A speaker may put his entire presentation on his slides. He turns his back to the audience and reads the slides aloud. Perhaps he feels this approach guarantees all the information will get to the audience. This may be the most annoying way to give a presentation. Audience members feel insulted: they already know how to read! They wonder why the lecturer doesn’t simply hand out a copy of the slides. The visual presentation dominates the presenter. The presenter is not adding any value to what is on the slides. Psst! This slide is way too busy!
© 2007 Peter Masucci - Slide - 46January 26, 2007Effective Presentations Common Problems Verbal fillers –“Um”, “uh”, “like”, “you guys” –Any unrelated word or phrase Swaying, rocking, and pacing Hands in pockets Lip smacking Fidgeting Failure to be audience-centered
© 2007 Peter Masucci - Slide - 47January 26, 2007Effective Presentations Pauses Useful –Awaiting thought –Switching gaze –Reading slide –Reinforcing point Powerful Difficult
© 2007 Peter Masucci - Slide - 48January 26, 2007Effective Presentations Control of Information Know your subject well Know what you are talking about Practice More practice More rehearsals - in front of the mirror - in front of colleagues or friends - in front of family members Believe in yourself Know your opening by heart
© 2007 Peter Masucci - Slide - 49January 26, 2007Effective Presentations Closing Summary Audience is always attentive at the begining Somewhat less attentive in the middle Generally more attentive at the end Tell them what you are going to say Then say it At the end, say it again Allow time for questions
© 2007 Peter Masucci - Slide - 50January 26, 2007Effective Presentations Questions and Answers Opportunities Welcoming gestures Focusing gaze Body language Getting point Reinforcing message Including audience Pitfalls Hostile gestures Wandering gaze Body language Missing point Seeking approval Excluding audience
© 2007 Peter Masucci - Slide - 51January 26, 2007Effective Presentations 5 Presentation Tips 1. Smile 2. Breathe 3. Water 4. Notes 5. Finish on, or under time
© 2007 Peter Masucci - Slide - 52January 26, 2007Effective Presentations Summary Guide audience gently Design slides carefully Use pauses effectively Answer questions inclusively
© 2007 Peter Masucci - Slide - 53January 26, 2007Effective Presentations
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