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LGFP QLD Persuasive Presenting!

Top tips from Michelle Bowden's 1.5 hour closing keynote at the Annual LGFP QLD Conference.

22 things you need to know to present brilliantly in business!

1. We persuade and influence our family members, friends, clients, colleagues and managers every day of our life. Our days and filled with negotiating, finding compromise, updating, advising, selling, influencing and persuading.

2. Most people forget that we are actually influencing people all the time. So they treat their communication scenarios like informal conversations and don’t analyse their audience, prepare their message, and they definitely don’t take the time to rehearse. They are likely to ‘wing it’!

3. Expert communicators analyse their stakeholder, prepare their messages and even rehearse the delivery so they increase their chances of success.

4. Expert communicators get into their stakeholder’s shoes and build strong rapport so they can present meaningful, needs based solutions. Expert communicators know how to design, persuasive, powerful, memorable messages and as a result expert communicators hear the word ‘yes’ more often in their life.

5. There are 3 phases to a persuasive presenting in business: Analysis; Design; Delivery.

6. The 5 Step Analysis is as follows: Topic; Goal; Purpose; Leading Statement; Think/Feel/Do.

7. Without some thorough analysis it’s possible you won’t be clear about what you really want to achieve.

8. You can communicate with stakeholders from three ‘positions’. 1st position is where you are in your own shoes – completely self indulgent and all you care about is yourself. 2nd position is where you are completely and utterly in your stakeholder’s shoes. 3rd Position is the helicopter view. From up in 3rd Position you can see your needs (1st Position) and you can see their needs (2nd Position) so from 3rd Position you can make some very good decisions about what is best for you and what is best for your stakeholder.

9. Spend more time in 2nd and 3rd position than you currently do!

10. Your leading statement is your key message, it’s often contentious and it must be reasonable. Your leading statement is the thing you are asking your stakeholder for. You don’t have permission to lead an audience without first pacing them.

11. “It’s not about me, it’s all about the audience”. It’s not about what you want to say or the way you want to say it, it’s not about how you want to stand, sit or move your body, and it’s definitely not about the PowerPoint slides you want to show. It’s all about your stakeholder and what they need to hear from you in order to understand your message and change their behaviour accordingly. Understand this and you’ll never be ‘nervous’ or lacking confidence as a communicator again.

12. 4Mat is the model for crafting a message so it sticks in your audience’s mind and they are compelled to take the action you require.

13. 4Mat addresses the 4 x virtual questions in your audiences’ mind: Why? What? How? What if?/What else?

14. There are three main types of objections: content, personal and logistics.

15. It’s best to manage most objections BEFORE they are raised. We manage objections with the POO technique. POO stands for: Pacing Out Objections.

16. There are 5 steps to the POO technique: state the objection; say ‘and’, ‘so’ or pause and say nothing, then say ‘actually’ or ‘in fact’, lead to a solution, and finally use the clever word ‘because’ with a meaningful reason.

17. Be careful of saying ‘But’, ‘However’, ‘Alternatively’, ‘Although’ because they all negate what you have just said and activate the fight/flight response in the stakeholder and incite them to fight you! Choose to say “and”, “so”, or just pause and say nothing.

18. As you can’t always foresee every single objection that could be raised, you can also use the POO technique for managing objections when they are raised.

19. When you gesture in a live meeting remember: air under your armpits and fedoobedars wobbling!

20. When you gesture in a virtual meeting put your hadns where people get the impact of the gesture.

21. Remember to look right into the camera for the WHOLE meeting unless they are talking or they are typing in the chat.

22. STOP SHARE! Please!  Bring the view back to the faces on the screen as often as possible and connect with the humans!

 

I know you know this, it’s not rocket science, so take the time to plan your meetings in advance, analyse your performance at the conclusion of every meeting and continuously strive to be an expert communicator who masters the craft of persuasive communication.

Happy presenting!  Mx

What did the gorgeous delegates say about Michelle?

©2023 MICHELLE BOWDEN CSP is an authority on persuasive presenting in business. She’s run her Persuasive Presentation Skills Masterclass over 990 times for more than 13,000 people over the past 24 years and her name is a synonym for ‘presentation skills’ in Australia. She’s a multi-million-dollar pitch coach to her client list that reads like a who’s who of international business: banking and finance, IT, pharmaceutical, retail, telecommunications plus many more. Michelle is the creator of the Persuasion Smart Profile®, a world-first psychological assessment tool that reports on your persuasive strengths and weaknesses at work, the best-selling internationally published author of How to Present: the ultimate guide to presenting live and online (Wiley) and her new book is called How to Persuade: the skills you need to get what you want (Wiley)

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