Timings Components Pipeline Stage 1: Prospecting Personal Company Product Use want not ‘power language’ – “I to…” “I’ve been asked to…” (Provide) +/- 5 mins Focus on the words, music and dance. Credibility Think through your: Tactics Tools Great questions Themes and trends Growth / decline (Show) Opportunities / threats Understanding +/- 10 mins Change driven by you / them, or that are – of the Market happening to you / them Dynamic tensions Recognition (not flattery) Common ground Evidence of research Understanding of their Pain points (Offer) Insights into +/- 10 mins Use their words, their language: the audience Case studies Questions and straw polls Be interested (Outline) 4 or 5 components that are relevant to them +/- 10 mins Your offering (driven by Section 3 above) in it for them? What’s 5a. Wrap up Next steps +/- 10 mins 5b. Q&A’s Note how the time is allocated in this example. Just 5 minutes has been given to Section 1. This is to keep the emphasis on the customer. The presentation is not about about them! you… it’s What structure to follow Value Proposition – For a 60 minute presentation, components and timings may be as follows:
Timings Components Pipeline Stage 1: Prospecting +/- 5 mins (Provide) Credibility Personal Company Product Use ‘power language’ – “I want to…” not “I’ve been asked to…” Focus on the words, music and dance. Think through your: Tactics Tools Great questions +/- 10 mins (Show) Understanding of the Market Themes and trends Growth / decline Opportunities / threats Change – driven by you / them, or that are happening to you / them Dynamic tensions Recognition (not flattery) +/- 10 mins (Offer) Insights into the audience Common ground Evidence of research Understanding of their Pain points Use their words, their language: Case studies Questions and straw polls Be interested +/- 10 mins (Outline) Your offering 4 or 5 components that are relevant to them (driven by Section 3 above) +/- 10 mins 5a. Wrap up What’s in it for them? Next steps 5b. Q&A’s Note how the time is allocated in this example. Just 5 minutes has been given to Section 1. This is to keep the emphasis on the customer. The presentation is not about you… it’s about them! What structure to follow – Value Proposition For a 60 minute presentation, components and timings may be as follows:
White%20Paper%20for%20Website%20-%20Re-assessing%20Presentations%20and%20the%20Use%20of%20PowerPoint.docx