Presentation Mastery Beyond Information to Insight Everyone in this room has a plethora of information at their disposal. When you put your presentation together, the question shouldn’t be, “What information does my audience need?” but rather, “What insight do they need?” Beyond Information to Insight Speaking Group Workshop # 14

Anyone can get access to information.

“Whoa – way too much information!” And just like this fellow, we often wish we didn’t have it. Let audience read for a moment. “Whoa – way too much information!”

So how do you go beyond information to insight?

Be the Consultant when you talk Add your … Examples Opinions Thinking Stories Observations Experiences Approach Philosophy Be the Consultant when you talk The answer is be the Consultant when you talk. Whether your role is inside a company or on the outside, those in your audience are looking for you to provide insight regarding your information. Sharing insight means adding your: CLICK Observations Experiences Approach Philosophy Examples Opinions Thinking Stories When you speak like a consultant , you will be using insight statements like these…

Insight Statements “The bottom line is…” “My main point is…” “The one thing I want you to focus on is…” “What this means to you is…” “In my experience when…” “Let me give you an example…” “One observation I have made is…” Facilitator – call on 10 people in your group to say these insight statements out loud. There are 10 statements – 10 clicks “I’d like to call out…” “What I find interesting to note is…” “From my perspective…”

Insight Statements “The bottom line is…” “My main point is…” “The one thing I want you to focus on is…” “What this means to you is…” “In my experience when…” “Let me give you an example…” “One observation I have made is…” What do you notice when you look at all these statements? Facilitator – get feedback. Looking for comments like: Most of the statements are first person, “I…” The word “you” is used often The statements often narrow the focus “I’d like to call out…” “What I find interesting to note is…” “From my perspective…”

Let’s go through some examples of going beyond information to insight by being a consultant when you talk

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities Here’s a slide that the Executive Director of a Foundation is using in her presentation to the Sr. Management Team. As you can see in the title this slide is about the Foundation Giving Model

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities Our Foundation Model Starts with Resources and Inputs. There are three sources: Corporate Giving – our largest group Volunteerism In-Kind When the Executive Director gets up to speak she addresses the first item on the list by saying: “Our Foundation Model Starts with Resources and Inputs. There are three sources: Corporate Giving – our largest group Volunteerism In-Kind”

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities Next are our activities. We view these based on five values. The first value is centrality – how closely aligned is the proposed activity to our corporate mission. The second is… She then moves on to the second item and says: “Next are our activities. We view these based on five values. The first value is centrality – how closely aligned is the proposed activity to our corporate mission. The second is…” and she continues to read the list.

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities Where is the Insight? Where is the insight? Facilitator – take a moment for feedback

What Does this Mean to Us? Be the Consultant when you talk Examples Opinions Thinking Stories Observations Experiences Approach Philosophy What we really want to know from the Executive Director is what does this mean to us? Here is another way she could speak to the slide.

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities Instead of reviewing every item in the Foundation Giving Model…

Too Much Information! which is too much information…

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example… She could instead say, “There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example…” If she said this – we would hear useful verbal insight.

The Foundation Giving Model Resources/Inputs Corporate Giving Volunteerism In-kind Activities Centrality – how closely aligned to corporate mission Specificity – Focus on corporate alignment Proactivity – taking the lead Volunteerism – personal involvement Visibility –Awareness of actions and outcomes Outputs Grants, programs, volunteer time Outcomes Measurable and non-measurable 5. Impact Employee Engagement Customer Loyalty Company Reputation Business Innovation/Growth Opportunities Healthy Communities How can the slide provide more visual insight? Let me ask you, how can this slide provide more visual insight to support her verbal insight? Facilitator get feedback from group. Looking for comments like: Change the headline to the key point Reduce the amount of words Put the steps into a process

Foundation Aligned with Corporate Mission Process for Creating Outcomes and Making an Impact Resources Inputs Activities Outputs Outcomes Impact Corporate Giving Volunteers In-Kind Donations Events Volunteerism Meetings Planning Managing Built a Home Read to a Child Cleaned up Debris Taught English Safe Place to Live Able to Get a Job Proud of Community Graduate from H.S. Engaged Employees Loyal Customers Positive Company Reputation Innovative Business Healthy Communities Here’s how we revised the slide to have more insight. We applied these techniques: Changed the headline to the key point Reduced the amount of words Put the steps into a process

There are a lot of steps to our “Giving Model There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example… Now when the Executive Director shares her verbal insight, she has visual insight to match it.

Before After Here’s the before and after slides

Let me give you one more example of going beyond information to insight by being a consultant when you talk

Director, Website Development Ron Schmidt Director, Website Development Ron Schmidt is the Director of Web Development for his company. He is giving an update to the management team on website activities and opportunities

Social Media Plugins Add “share with friends” icon to our website Customers refer friends to our site We obtain new customers Low cost method of new business Popular Social Media Sites Here’s the slide that Ron presents to the team. I’ll give you a minute to look at the slide. Facebook Twitter Google Plus MySpace Blogger YouTube Digg Tumblr Pinterest

Social Media Plugins are an excellent way to get more customers to our website. Listed here are the most popular sites. By adding a “share with friends” icon on our website we can increase the number of referrals back to our page. Ron says to the management team:   “Social Media Plugins are an excellent way to get more customers to our website. Listed here are the most popular sites. By adding a ‘share with friends’ icon on our website we can increase the number of referrals back to our page.” Let me ask you how well did you understand Ron’s information? By a show of hands – put your hand up 100% if you understood it 100%, put your hand up 75% if you understood it 75%, 50% if understood it 50% and put your hand up just 25% if you barely understood it. Trainer note vote and results

Be the Consultant when you talk Examples Opinions Thinking Stories Observations Experiences Approach Philosophy Now let’s have Ron be the consultant.

Obtaining New Customers Using Social Media as a Low Cost Referral Source These are “Social Media Plugins” Add “share with others” to our site Generates referrals Referrals become customers This time Ron puts up this slide. Let me give you a minute to review the slide. What are a couple of things you notice that are different about this slide? Facilititor get feedback Will get comments like: Benefit is in the title Visuals that are familiar Step by step process

We are always looking for new ways to obtain customers We are always looking for new ways to obtain customers. I have observed that our competitors are using social media to do this. How? Let me share an example from Amazon. Their pages include “Share with a friend.” I clicked on the Facebook icon and shared a book with my friends. Then, friends who were interested in the book clicked the link and arrived at the Amazon page to buy. These are called Social Media Plugins and I think we should consider implementing this process. And this is what Ron says regarding the slide: “We are always looking for new ways to obtain customers. I have observed that our competitors are using social media to do this. How? Let me share an example from Amazon. Their pages include ‘Share with a friend.’ I clicked on the facebook icon and shared a book with my friends. Then, friends who were interested in the book clicked the link and arrived at the Amazon page to buy. These are called Social Media Plugins and I think we should consider implementing this process.”   Let’s do the same poll again. How well did you understand this? By a show of hands 100%, 75%, 50%, 25%?

Before After Here’s the before and after

So the bottom line today is go beyond information to Insight By Being a Consultant when you talk.

Questions? Discussion?