15 Minute

Guide
to Winning
Presentations

Simple tips
and techniques
to boost the
effectiveness
of your
presentations.
 Table of Contents
TABLE OF CONTENTS

PAGE

Introducing the “Power of Wow”. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Focus on the needs of your audience . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

Direct the message . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Build on a proven success tool . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Employ your personal advantage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Incorporate result-getting techniques . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Test your visual aid needs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Enhance the impact of your visuals . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Consider visual aid options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Eliminate audio-visual distractions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Is a multimedia projector right for you? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Want more tips? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

Introducing the

INTRODUCTION
“Power of Wow.”
Congratulations! By requesting this guide, you’ve shown yourself
to be a presenter committed to the “Power of Wow.” That’s the
confidence to walk into a room and quickly have the audience in the
palm of your hand.

This mini-guide was prepared to help you continue to build that

confidence. It covers winning techniques designed to add the
“Power of Wow” to the content, delivery and visuals of your
presentations.

Whether you’re a beginner, or highly experienced presenter, we’re

confident you’ll find a tip or two in this guide to make your presentations
more impressive and effective. It’s a quick refresher course you can
complete in 15 minutes or less.

This guide has been prepared and provided by InFocus with our
compliments. As an industry leader, InFocus offers an extensive line
of multimedia projectors created to enhance your effectiveness as a
presenter. We are committed to serving the presentation market in any
way we can. This guide and our Presenters University Web Site
discussed on Page 13 are part of that commitment.

Recommended by Presenters University.

1
 Focus on the needs of
CONTENT

your audience.
Whatever the subject of your presentation, it’s important to understand what
your audience wants to gain from attending. The key to winning over an audience
is to make their needs and desires the prominent part of your message.

Selling goods and/or services

To capture attention, tell listeners what rewards they will personally enjoy
using your product or service. Even if you are selling complex technology, your
audience wants to know how it can save time, make money, reduce effort, or
make them more successful.

Training employees or customers

While you cover the “how to” steps, be sure to interject the personal advantages
each customer or employee will gain by having these abilities. The advantages
may include working faster, reducing stress and effort, and many others.

Producing investor support

Why your company wants investor money is important. Support can be better
built, however, by focusing on the benefits to the investor. These are usually
financial, but can also be such things as satisfaction of contributing to an
important advancement or being part of historical innovations.

Informing stockholders
The usual goal of this type of presentation, good news or bad, is to reduce
investor concerns, or sell stock. If you make these presentations, you are probably
already emphasizing your investors’ needs. We suggest you review your material
to be sure you haven’t missed an opportunity to say “you” instead of “we.”

Informing the community

Community presentations usually concern something your company has done,
or plans to do. To make the work acceptable, be sure to cover the benefits the
community (your listeners) will enjoy from the work. Then prove what you say
by listing the actions that will create these benefits.

2
Direct the message.

CONTENT
Employ this essential practice at every presentation. Mentally put yourself in the
audience. Imagine their attitude. Are you glad to be there? Are you comfortable?
Understanding how your audience feels gives you the information you need to
make an essential connection with them.

Attitude
Is your audience happy to be there, or did you have to convince them to come?
As you prepare and present, include a statement showing you understand and
share their enthusiasm, or that you’re confident you can make them glad they
attended — then do so.

Timetable
Is your audience taking a break from work to be with you? Once they start looking
at their watches you’ve lost them. Start and end at a pre-established time. If
circumstances cause you to start late, assure your audience you understand the
value of their time and that the presentation will end on time. Then speed up, or
edit your talk accordingly.

Comfort
Is the room cool, hot, noisy, crowded or uncomfortable in any way? If you have
control over making it better, do it. If not, mention the mutual discomfort early in
the presentation. It will help your audience relax and create a personal
connection with them.

Age
Younger audiences require more visual stimulation. Older audiences may have
difficulty hearing or seeing small images. Remember who your audience is, and
adjust the presentation if their age requires it.

Education
The Wall Street Journal is written to a tenth-grade education level. When
preparing, choose language easily understood by the person in the room with
the least education and knowledge. By doing so, everyone can understand
what you present, and you won’t be talking down to the highly educated.

3
 Build on a proven success tool.
CONTENT

Are you selling a product? Prospects want to know “what will it do for me?” Are
you presenting to stockholders? Investors want to know how the news will affect
their pocketbooks. Are you training employees and customers? They need to
know how to accomplish a task, but also what advantages will come from the
knowledge. The proven tool salespeople have been using for years is to focus the
presentation on benefits. Then cover the facts or features that bring those
benefits about.

Benefits are fulfilling basic human desires. These include:

• Make money • Be admired
• Save time • Be an individual
• Save money • Have beautiful possessions
• Save effort • Emulate others
• Gain comfort • Take advantage of opportunities
• Be appreciated • Keep possessions
• Enjoy pleasure • Avoid criticism
• Be in style • Avoid pain
• Be praised • Avoid loss of reputation
• Feel secure • Avoid loss of money
• Be successful • Avoid trouble
• Look smart • Avoid effort

Here are examples of focusing on benefits and supporting them with features:
Benefit: Save time giving branch offices weekly updates. (save time and effort)
Feature: The auto-dial feature can connect up to 25 numbers in 3 minutes.

Benefit: Your dividends will increase by 5% next quarter. (make money)

Feature: Company profits met first quarter projected growth figures.

Benefit: Look like a hero at your next managers meeting. (be praised and
appreciated)
Feature: Hit Command-F3 to produce a profit and loss statement, automatically.

Benefit: Use these techniques with confidence. (feel secure, be successful)

Feature: Each technique has been used successfully by experienced
presenters nationwide.

Remember the above tool when organizing and presenting your message.

4
Employ your personal
advantage.
As the speaker, you are the center of the presentation. Your visuals and hand-outs
are there only to support you. It’s important to look and sound comfortable and
appear honest and believable. The surest way to do this is to build your
presentation around your own personality and style. It’s an old adage, but “be
yourself” is the secret to success.

Voice
Are you a strong, dynamic speaker? Use your own voice to provide the attention-
getting drama and emphasis needed to make important points. Then support them
with visuals.

Presence
If you have a strong presence, or are agile and limber, take advantage of who you
are. Move around during the presentation. Do live demonstrations, be animated

DELIVERY
when talking, and use movement to accentuate major issues.

Style
Attempting to be strong and dynamic when you are basically a warm, soft-spoken
person works against your believability. Write and present your talk from your
heart. When you are not in front of an audience, how do you communicate? Use
that style in your presentation.

Humor
An amusing anecdote, quote or funny story at the beginning of a presentation puts
your audience at ease. Humor is entertaining and keeps audience attention. If you
are good at telling humorous stories, use this to your advantage. But make sure
the stories relate to the subject and don’t offend anyone in the room. If you are not
known as a good storyteller, don’t attempt humor. If your comedic timing is not
good, humor can detract more than it adds to your presentation.

Background
Business audiences respect experience and past success. If you have this
advantage, use it to establish believability. Then promise your audience that
learning through your experience saves them from making the same mistakes in
the future.

5
 Incorporate result-getting
techniques.
Here are a few techniques guaranteed to add strength and power to your
presentations.

One-on-one contact
Eye contact is the best way to build trust and acceptance with your audience.
Treat each person as if you are presenting to him or her personally. Depending on
the size of the group, make eye contact with everyone at least once, if not multiple
times. If this is not natural to you, it’s an important skill to practice and perfect.

Strong, accurate language

Studies have found that delivery has the largest impact on presentations and words
a relatively small influence. However, review what you have written and look for the
following style errors that weaken what you say.
AVOID USE
DELIVERY

Passive Voice Active Voice

Later it was decided to… Later we decided…
Negative Form Positive Form
Did not have confidence in Mistrusted
Redundant Correct
New breakthrough Breakthrough
Current status Status

Interactive devices
Including audience participation in your presentation commands attention, boosts
learning, and builds interest in your subject.
Ask questions of the audience — Build a relationship with your audience by
immediately asking questions about their backgrounds or areas of interest. Then, if
you can, adjust your message based on those answers.
Integrate questions into the talk — Pose questions during the presentation. Ask
such things as “what do you think happened next?” “Does anyone know the
outcome?” “What is the next step?” Ask whatever is appropriate to your subject.
Then call on the audience for answers.
Ask for questions from the audience — If you’re a flexible speaker, tell your
listeners they can ask questions during the presentation. If not, invite questions at
the end. The first option will be more stimulating for the audience.

6
Test your visual aid needs.
Most presentations will be more successful with the addition of visuals. Studies
show that different people rely on different senses to absorb information. Some
respond better to audio, while others must see something visually before
understanding it. You’ll be guaranteed to reach everyone in your audience if you
present your material both ways. How important are visuals in your presentation?
Take this quick quiz and find out.

■ Your product is visual or creates visuals.

■ You have more than two or three major points to make.

■ Your message is controversial or could be misunderstood.

■ You are training and the “how to” involves multiple steps.

■ Your subject is basically dry and needs to be made more exciting.

■ Numbers and/or mathematics are part of your presentation.

■ You are presenting language, terms and other material your audience may
not be familiar with.

■ The age or interest level of your audience requires visuals to maintain attention.

■ You are not a strong speaker and need visuals to enliven your message.

■ You want to add powerful emphasis to your major points.

■ Your product is complicated or the material is complex.

If you checked any of the above items, some type of visual support is essential to
make your message understood. If you checked many items, your presentation may
require dynamic visuals, motion or even sound.
VISUALS

7
 Enhance the impact of
your visuals.
Here are some tips on making sure your visuals properly support your message.

Use color to influence mood and emotion.

The colors for type, illustrations and backgrounds influence the way they are
perceived. Here is a basic guide to using color in your business presentations.
Red – excitement, alert Green – growth
Yellow – confidence, warmth, wisdom Purple – dignity, sophistication
White – professionalism, new, innocence Blue – truth, trust, justice
Black – authority, strength Orange – action, optimism
Brown – friendliness, warmth Grey – integrity, maturity

Apply appropriate typestyles for readability.

For hand-outs or take-home material print the paragraph copy in a serif typestyle.
This style has been proven to be 30% easier to read. Type that is projected on a
screen, using a slide, overhead or multimedia projector, should be in sans serif
type. That’s because in the projection process letters lose some of their
sharpness, and serif type can look muddy when projected.

This is “Times Roman.” It is a serif type. Notice the tiny

scrollwork on the ends of each letter.
This is “Helvetica.” It is a sans serif type. It does not have the tiny
scrollwork on the ends of each letter.

Include photographs to inject realism.

The more true to life you make the issue you are presenting, the better your
audience will understand and identify with it. Remember the impact you can add
by using photos or video of people on location, using products or talking to the
audience.
VISUALS

Insert illustrations to clarify or emphasize.

If your product is complex, an illustration lets you simplify the way it looks. Call-
outs can be added to point out major features. Also, illustrations allow you to
show exploded views or views normally not seen, such as product interiors.

8
Add motion, sound or music when necessary.
Just because you can, doesn’t mean you should. Add animation, sound effects or
music to enliven your presentation when it’s appropriate. Animation is valuable
when you need to attract attention, demonstrate how something works, or tell a
story without words. Animation without purpose detracts from your message.

Keep charts and graphs simple.

Charts and graphs that are used to support a point should be simple and instantly
understood. Audiences are confused by complex visuals. Here are examples of
the wrong and right ways to design charts and graphs.

Big Kahuna Surf Shops Big Kahuna Surf Shops

Product Sales Product Sales

35 Apparel 35 Apparel
Snowboards Snowboards
30 30
Street Gear Street Gear
Sales (in millions)

Sales (in millions)

25 Surf Gear 25 Surf Gear

20 Total Sales 20

15 15

10 10

5 5

0 0
1993 1994 1995 1996 1997 1998 1993 1994 1995 1996 1997 1998
year year

WRONG: Multiple graphic elements RIGHT: Combining sales figures into

force the audience to study the a single graphic element makes the
chart in order to understand it. point instantly.

Big Kahuna Surf Shops Big Kahuna Surf Shops

1998 Sales By Store 1998 Sales By Store

14 14
Pacific Beach Pacific Beach
12 La Jolla 12 La Jolla
Sales (in millions)

Sales (in millions)

10 Mission Beach 10 Mission Beach

Imperial Beach Imperial Beach
8 Laguna Beach 8 Laguna Beach
Malibu Malibu
6 6
Total Sales
4 4

2 2

0 0
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
year year

WRONG: Using both lines and bars RIGHT: Charts can dramatically
VISUALS

in the same chart make it busy and support your point when complex
confusing, and muddy your message. information is visually simplified.

9
 Consider visual aid options.
Here are the primary advantages and disadvantages of most common visual aids.

Flip charts
Advantages
The simplicity eliminates the possibility of mechanical problems. Requires only an
easel, which is available in most settings. Using a marker, you can draw or write
on the pages during the presentation and make it interactive. A darkened room is
not required.
Disadvantages
Creating images is time-consuming as visuals must be drawn on paper, or drawn
and mounted on boards. Too small to be effective with a large audience.

Overhead transparencies
Advantages
Easy to create and revise images with a computer and laser printer. Can be marked
on with a grease pencil during the presentation for emphasis.
Disadvantages
The projector is too large to carry on the road and may not be available in offices
or small conference rooms.

Slides
Advantages
Excellent for photographic images and other art. It’s now easy to make attractive
slides of charts, graphs and other material on a computer. The projector is
portable enough to travel.
Disadvantages
Slides require a longer lead time for production and are not intimate enough for
small conference rooms or office settings.

PC-based multimedia projection

Covered in more detail on page 12.
Advantages
VISUALS

Presentations can be easily written, revised, and personalized to each audience

as you travel. By allowing the use of sound and movement you can make your
visuals alive and dynamic.
Disadvantages
Requires computer knowledge and experience.

10
Eliminate audio-visual
distractions.
Annoying distractions can irritate your audience and reduce the effectiveness of
your message. Try to avoid these common problems.

Poor advance work

Check the facility and equipment thoroughly before your audience arrives. Set up
your equipment, then make sure your visuals can be seen clearly from any seat in
the room. Find light switches and know in advance how they should be set while
visuals are being shown.

Awkward room layout

Determine where you will stand or walk while the visuals are being viewed. Will
you be in the way? Do you plan to use pointers or slide changers? If so, where will
you be when using these? Don’t be your own audio-visual distraction.

Distracting equipment
Be sure you carry backup parts necessary to make your equipment work — extra
light bulbs for projectors, batteries for computers, markers for boards, or grease
pencils for overhead cells. Bring a long extension cord in case outlets are far
away. Equipment difficulties make you look unprepared.

Overusing visuals
Visuals should support and emphasize important points; they should not be the
presentation. “You” are the heart of the communication. Relying on visuals too
much prevents you from connecting with your audience.

Under-using visuals
An old adage states “tell me once, tell me twice, tell me three times, then maybe
I’ll believe you.” No matter what your subject, your purpose is to affect the
attitude of your audience. If you underuse visuals, you miss an excellent
opportunity to repeat your important points.
VISUALS

11
 Is a multimedia projector
right for you?
Today’s business audiences have grown up with television. The livelier your
visuals, the better your chance of capturing their attention. A multimedia projector
and PC give you more options than other support media. This technology is
effective in large auditoriums and small conference rooms. PC-based
presentations are easy to write, revise and enhance. Use this list to see if it’s a
good choice for you. Check any that apply.

■ You travel to make presentations.

■ Your presentations are given in a wide variety of settings, from office

conference rooms to auditoriums.

■ The needs of your audiences vary, so you must adjust the message for each
group.

■ You show financial or other changing information that must be current.

■ Your presentation is interactive. You ask the audience to provide data you plug
into formulas or calculations.

■ Your story requires a demonstration.

■ Your message is complex or highly technical.

■ You make presentations at trade shows.

■ You need to overcome language or cultural barriers.

■ You want to play audio statements from your company president, customers,
or other influencers.

■ You want to incorporate VCR-based video footage into your message.

■ Animation or motion is an essential part of your story.

■ You represent a small company that wants to look big.

VISUALS

If any of the above statements apply to you, you should investigate how this
technology can work for you.

12
Want more tips?
Are you new to making business presentations? Want more details on how to
write, structure and support an effective message? Here are a few of the many
excellent publications covering the topic in more depth. Order any of these books
online from InFocus’ free web site, www.presentersuniversity.com (see below).

High-Impact Presentations: Do Not Go Naked into Your

A Multimedia Approach Next Presentation
Jo Robbins Ron Hoff
Creating Cool Powerpoint 97 Purpose, Movement, Color:
Presentations A Strategy for Effective
Glenn E. Weadock, Presentations
Emily Sherrill Weadock Tom Mucciolo,
Rich Mucciolo
A Funny Thing Happened on the
Way to the Podium: The Speaker’s 101 Secrets of Highly Effective
Complete Guide to Great Jokes, Speakers: Controlling Fear,
Anecdotes, and Stories Commanding Attention
Herbert Victor Prochnow (Preface) Caryl Rae Krannich
Loud and Clear: How to Prepare Speaking Globally: Effective
and Deliver Effective Business and Presentations Across International
Technical Presentations and Cultural Boundaries
George L. Morrisey, et al Elizabeth Urech

Already using a
multimedia projector?
For valuable hints, tips and techniques on how to make the best use of this
versatile technology, visit our Presenters University web site.

Presenters University Web Site

VISUALS

www.presentersuniversity.com

13
Want to know more
about multimedia
projectors?
InFocus is a pioneer and one of the country’s leading providers
of multimedia projectors. If you’re ready to find out more about
the versatility and flexibility of multimedia projection, we’re
ready to help.

Call toll-free
to ask questions and get more information.

800-660-0024
Visit our web site
for a look at our exciting, feature-packed line of
multimedia projectors.

www.infocusdirect.com
Request a free demo
to see the advantages of an InFocus multimedia projector first
hand, call today. We’ll have a reseller in your area contact you
to set up a free demonstration at your convenience.

800-660-0024

27700B SW Parkway Avenue • Wilsonville, OR 97070-9215

(619) 457-5400, FAX (619) 457-9647

©2001 InFocus Corporation. All rights reserved.

11/01