"Customers buy for their reasons, not yours."
Orvel Ray Wilson
PLIMAD: Plan, Imagine,
Plan your presentation focusing on
benefits to the audience. What are your objectives? What do you want to
say, to whom and
how? Who is your presentation aimed at? What would be the best
content of the presentation for the given objectives and audience? How
to deliver that content? You must approach your audience with confidence
and curiosity. Plan an interactive opening using questions. For
instance, you can start by asking participants to write down their
burning questions or to confirm the benefits that are important to them.
You can format your presentation like a story with a
tell a story to illustrate certain points, and ask listeners to guess
certain facts or data. Enliven your slides with pictures of people,
actions, products, or locations. Provide application opportunities.
Imagine people’s likely reactions to what
you say and how you say it.
Adjust your presentation to your audience
Understand EGA of Your
Audience: Expectations, Goals, Assumptions
To understand expectations of your
audience better, ask yourself:
What sort of aims would the audience
have in attending my presentation?
Would they be more interested in
short- or long-term implications?
Why would these people be interested
listening to me?
Focus on Emotional Drivers
What benefits would they expect to
gain from my presentation?
Would the audience like to be engaged
and involved? What would be the best engagement strategy? What
engagement techniques the audience appreciate most? What if I ask
listeners to discuss concerns or topics with one another or at
tables? What if I set up a demonstration that audience members
participate in? What if I engage them physically by asking them to
raise hands, clap, stand, etc.?
The understand the goals of your audience,
To figure out assumptions of your
audience, ask yourself:
Communication is a two-way street. Before you
begin your workshop or presentation, be sure your participants know what to
expect. They will arrive with some preconceived ideas. Your advance
communication about your presentation needs to be clear to set the
perceptions right so there is
no confusion or disappointment.
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