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Present Like A Pro

by Tom Marcoux, America's Communication Coach

(includes highlights from the book Present Like a Pro)

Present like a pro, and you can make a sale, convince a team that your solution is ideal, and make more money. When I teach presentation skills to my students at Cogswell Polytechnical College, I help them develop confidence for speaking in front of a group. I have great empathy for those who feel nervous or terrified to speak before others. As a painfully shy boy, I shook with terror while playing the piano for seniors at a retirement center. From such a beginning, I learned the skills to become America's Communication Coach, a member of the National Speakers Association, and a presenter in venues including Stanford University and the National Association of Broadcasters Conference (2000-2003).

We use the acrostic: "P.R.E.S.E.N.T."

P - pick PowerPoint strategies
R - reach through balance
E - expect and compensate
S - seek connection
E - end powerfully
N - navigate in-the-moment
T - target one-to-one

1. Pick PowerPoint strategies
Here are quick tips:
  • Avoid annoying repetitive sounds like: a typing sound or an automobile-roaring by sound.
  • Avoid slow transitions like a slow fade up of words or slow dissolves between images.
  • Avoid showing all of words of a step-by-step process. (You need to avoid the audience getting ahead of you.)
  • Avoid "throwing in the kitchen sink" - that is, do not put in so many different sounds and transitions that it is overwhelming or annoying to the audience. When people get a new desktop graphics program, they often use too many different fonts. Avoid this mistake when it comes to your fonts, sounds, and transitions.
2. Reach through balance
Reach the "Accountant type" audience members by using an acrostic like "P.R.E.S.E.N.T." These audience members will appreciate the methodical approach. Also, appeal to the "Relater type" audience members by asking, "What are you hoping or expecting that I will be talking about today?" Then, write down their topics/questions. Then say, "We will get to as many of these details during our time together - as we can." You can appeal to the "Director or bottom-line type" audience members, by checking off the topics/questions as you go through them.

3. Expect and compensate
Expect challenges and compensate for them. With a PowerPoint presentation, bring 2 laptops, 2 CDs, and 2 floppy disks. Make sure there is an overhead projector in the room, and bring 10 transparencies that mirror your PowerPoint file. Use a Transparencies Frame, which is a presentation folder that stands up. Use small hooks so that you have the transparencies ready to go - with each transparency title visible. In this way you can avoid flipping through transparencies.

4. Seek connection
Since people have individual input styles, use multiple ways to connect with your audience. Your PowerPoint presentation helps those people who prefer to learn visually. Repeating selected phrases supports learners who prefer audio. For example, I use a phrase: "Keep score and achieve more." Movement helps learners who naturally remember through touch.

5. End powerfully
Avoid ending with a Question and Answer period. It dissipates the energy you have created. Instead, use these phrases:

"We're coming to the end of our time together. In a moment, I'll be working with you with Questions and Answers. After that, I'll summarize what we've talked about. And then, bring us to the conclusion of this talk."

6. Navigate in-the-moment
Audiences don't like to feel that they are receiving a "canned" speech. Use a pre-speech questionnaire, and prepare for typical questions. During the speech, ask for questions with the phrase: "Who has the first question?" Hold your hand up so it is easy for audience members to mimic you. If you need to give the audience time to think, say, "I have a question" and use one of your prepared answers for the typical questions.

7. Target one-to-one
With my speech-coaching clients, I find the "One-to-One Process" eliminates a lot of nervous symptoms. My clients say, "I'm comfortable talking with one person at a time." The idea is to give a speech with a "series of one-to-one conversations." The target is to create "friendly eyes" in the audience. Here are the steps:

  1. Greet members of your audience before the speech.
  2. Say, "I'm your speaker today. I'm [your name]. I was wondering...Is there a particular question - something you'd like me to focus on?"
  3. Write down the audience members' pre-speech comments.
  4. Say, "My name is _____. And your name is ___?"
  5. During your speech, say, "I spoke with a number of you before this talk. And you told me what's important to you. I heard _____. In fact, John told me that _____."

Preparation

When I am asked about practice and rehearsal strategies that lead to success in a variety of presentation scenarios, I provide a very intuitive framework. As a motion picture director, I direct actors to their best performances. As a speech coach, I use the following unique strategies to help clients get mentally prepared for presenting. Everyone is familiar with movies and DVDs. We use the acrostic: "F.I.L.M.S."

F - focus on your "movie title"
I - identify your "hero moment"
L - locate recurring images/sounds
M - market-test
S - select your "quick saves"

1. Focus on your "movie title"
Movie titles give us an emotional experience - for example: "Superman" or "Star Trek." My clients choose a title like:

  • "Jack Convinces Team to Use Software XY"
  • "Susan Wows AB Team!"
  • "Tina Wins a Raise"
  • "Sam Lands the MN Account"
These titles form an emotional link to what the speaker wants to happen. Reducing your vague ideas to one clear objective helps create an organized, effective speech.

2. Identify your "hero moment"
In every movie, the hero succeeds in some clear way. A loved one looks on the person with admiration, or the hero is awarded something. My clients identify how they will know their objective has been accomplished. Some clients specify that they will see smiles and nodding heads. Other clients visualize a standing ovation. In preparing for your "hero moment" use the "Quick Outline":

Quick Outline for Your Presentation
  • First line
  • Point #1 with linked story
  • Point #2 with linked story
  • Point #3 with linked story
  • Call to action (repeat this during the speech)
  • "In summary..."
  • Final line
3. Locate recurring images/sounds
When I teach communication skills and filmmaking skills at Academy of Art College, San Francisco, I emphasize two methods: a) echo and b) bookends. An echo is a recurring image or line of dialogue. For example, in TITANIC, we hear the words: "You jump, I jump, remember?" In a speech, use a verbal phrase and have the audience repeat it with you. For example, I use: "You can lead a horse to water, but you can't make him drink - unless you salt his oats first." You can use music or pre-recorded phrases to emphasize certain points.

Bookends are an image, which begins a film and a similar image, which ends the film. For example, I use a prop called The Leverage Triangle. I begin and end the speech with the prop in my hand.

4. Market-test
To develop confidence in your stories, practice them with friends. Express two different stories per point. Use what I call Choice Market Testing. Ask, "Which story did you prefer? What about the [second] story worked for you?"

5. Select your quick-saves
Every speaker runs into a "speed bump" during a talk. When you rehearse quick-save methods, your confidence increases. For example:
  • If you lose your place: "Oh, my train of thought just derailed. I'll get the crane, and I'll be back on track in just a minute."
  • If you stumble over your words: "That's not what I meant to say...what I meant to say was..."
  • If you mispronounce something: "I'll get it. The [second] time's the charm."
  • If you need to add some humor: "How many of us have ever procrastinated on something, sometime in your life? Those slow to raise your hands, are procrastinating on raising your hands."
FINAL TIPS:

For an informative presentation, remember to connect with methodical people by using an acrostic like "P.R.E.S.E.N.T." - and to connect with "relaters" by asking questions at the beginning of your speech like: "What were you hoping or expecting us to talk about today?"

For a persuasive presentation, use a "word picture." Here is an example of the "word picture" process: "When I'm waiting for you, I feel like a puppy on raft in the middle of the Atlantic Ocean. And I don't know if any ship will come along and rescue me."

To allocate and maximize prep time, use a Self-Leadership Line-Graph. For example, if you will be giving a speech seven days out, use the Self-Leadership Line-Graph to log how many minutes each day you rehearse. Just seeing "Monday - 10 minutes," "Tuesday - 20 minutes" can inspire you to devote more efforts. Identify your goals like:

  • Rehearse 30 minutes a day - with a tape recorder
  • Attach a small reward to each rehearsal
  • Practice 15 minute sections of the speech with four different friends
  • Practice the whole speech once a day
CONCLUSION:
Using the methods in this article, you will improve how you feel when preparing your speech. You will increase your audience's "buy-in." You will become so persuasive that you move your audience to action. When you Present Like a Pro, you can close the sale, convince a team to flow your way, and gain the success you desire. The best to you,
Tom Marcoux

Present Like A Pro: Your Power Path to Persuade and Move the Audience to Action

  • Make Rehearsal A Shorter More Valuable Process
  • Create Rapport with Your Audience through Their Input Styles
  • Use PowerPoint and other Audio/Visual Items to Your Advantage
  • Inspire Your Audience to Action
Available as an Audio program - includes a Bonus Pocket Reminder Card
SPECIAL WEB DISCOUNT $15.00 (regular price $24.99).
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Copyright 2003 Tom Marcoux Family Ltd. Partnership.

A Speaker for Your Company, Association or Conference:
Tom Marcoux, America's Communication Coach is the author of Communicate to Win: Influence Your Way to Success and Happiness; Free Yourself for Success; How to Heal When Life's Too Much. Tom is a nationally known, award-winning speaker-author (Speaker of the Year, Success Builders International and BusinessAcademy.com). Tom is a sales coach and personal/professional coach. He is a faculty lecturer at Academy of Art College, San Francisco (whose graduates often work for George Lucas' companies). Tom is a member of the National Speakers Association. He speaks for the National Association of Broadcasters Conference, Las Vegas, Nevada (click here for his NAB presentation). He is a guest lecturer in venues California State University - Los Angeles, Stanford University, and De Anza College. His book "Communicate to Win" is a required textbook at Cogswell Polytechnical College, Silicon Valley and in the Cogswell Time Capsule. His private workshops and public seminars have benefited professionals from IBM, The Gap, Charles Schwab, Bank of America, Wells Fargo, Lucent Technologies, Circuit City, The Olive Garden, and many other firms. He authored 10 books which are available on-line at http://www.businessacademy.com Tom is a faculty lecturer on technical communication and digital filmmaking at Cogswell Polytechnical College. Tom is a TV/Radio guest and he has been written about in San Francisco Examiner and the magazines: Streaming, Radio World, National Association of Broadcasters Daily, Millimeter, and Sharing Ideas - The Premiere Speaking Industry Magazine. Tom is featured in the documentary "Perfect Ending."

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For your media project: engage Tom Marcoux, Media Specialist/Motion Picture Director-Producer-Writer-Actor:
Tom directed a previous motion picture that went to the Cannes Film Festival. He is currently directing "LIVING, the Motion Picture" -- which includes the beautiful Crystal Pegasus. He is the president of TomMarcoux.com, Inc. and Marcoux Media, and his team is preparing the science fiction trilogy of motion pictures entitled "TIMEPULSE."(www.TimePulse.com) Tom is the author of the novel TIMEPULSE. Tom won a special award at the EMMY AWARDS after earning a degree in psychology and television production. Tom is the author of 101 Acting Secrets: A Director's Tips for Your Acting, Auditions, Movie Roles, and Self-Promotion. He conducts acting workshops and workshops on "Self-Promotion for Actors"

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