Presentations. Love them or hate them, at some point we’ll all have to do them. So here are our top 10 tips for successful presentations.

Related posts:

1. Presentation; Preparation, or Panic?
2. Laugh? I nearly did. Using humour in presentations
3. Are you winning enough pitches?

When I first became a freelance trainer, it was a very lonely life. I’d been a trainer within a national training company, visited at some time every single office we had, and had a semblance of a social life. Alongside that, there was also a strong network of trainers to call on for advice or to learn new skills.

Sadly, this company went into administration and we were all set adrift. Some trainers got jobs in other companies, while many of us turned to the freelance life. It was good for a while, we stayed in contact, but there was a shift in attitude. We were now competitors and all trying to win the same few jobs being offered out by associate agencies. The network dwindled and trainers became isolated from one another and even when we did meet up, often reluctant to talk about their work. It wasn’t uncommon to turn up to a site to train to find an old friend there; and while it was always a nice surprise, that was the problem. It was a surprise.

Fast forwarding to where we are now, there’s been a definite attitude shift. A very welcome one.

We all know that the training market is never easy. This is something Sharon Gaskin spotted when she set up The Trainers Training Company. She recognised that despite being competitors, we’re also peers and that has to be worth something.

I’ve been a twitter user for some time (@paula6thlevel if you want to follow me) and discovered a fantastic network of trainers on there, and they’re all really keen on the C word….Collaboration. Where had twitter been all my life, while I was sitting twiddling my thumbs and desperate for someone to talk to? On twitter, this network of trainers understands the value of friendships and business relationships with other trainers.

I’ve always believed that trainers are each others’ best resources and forms of support. My husband is a trainer, and we ping each other for ideas and help all the time. Today I met with Sheena from Lightning Training (@lightningtrain), Shelley from the Training Surgery (@ShelleyFishel) and Glen from Efficient Training Services (@efficientts) so we could have a get together, a chat, swap stories and see if we can help each other. Are we competitors? Yes. Does it hurt us to help each other? NO! Did we come up with some good ideas? You better believe it. Do we trust each other? Well, we’re friends as well as competitors, so we really ought to.

Collaboration works for trainers. If you don’t believe me, just get in touch. It’s one of the things we do best.

Related posts:

1. So you want to be a trainer?
2. A to Z of being a trainer: A is for Attitude
3. Trainer networking teleseminar

Lack of soft skills training for technical staff appears to be a bit of a problem. It seems that areas of training that deal with emotional intelligence are often bypassed for pure technical training.

In the dim and distant past when I used to train Network + I often used to throw in a few human elements, little bits on customer service and dealing with people on a helpdesk; and was once told by a delegate that he wished more training involved this. “I mean, come on Paula, you’ve seen what I’m like,” he told me. And to be truthful, he had a point.

It’s not always easy to incorporate these things into a technical course; there’s a curriculum to teach and exams to pass. But I have worked with helpdesk teams who have had training that reached no further than how to correctly answer the phone, and which checklists to run through.

Training in assertiveness, customer care, time management and so on are so important; just because we have the benefit of speech doesn’t always mean these skills come naturally to us all.

No related posts.

If you saw my highly scientific mindmap from a few days ago, you may have gathered that I’m a big fan of social networking.

Social networking and media are so useful for trainers and freelance trainers in particular, as the various networks keep us in touch with the outside world when we’re working from home. But despite the various media being available for some time now, it seems that there are still some people out there who just don’t get it.

So, what’s the point?

Well, networking to start with. A trainer’s best resource is other trainers. On twitter there is a fantastic support network of trainers and it’s a huge community. We support each other, swap ideas, chat, arrange to meet up. What’s not to like? If you can’t get to external networking groups then twitter is a good substitute.

Marketing yourself and your training services online is becoming simpler. Linking your web site with twitter, a Facebook page and LinkedIn gets exposure that could cost thousands through traditional media. Joining LinkedIn groups (or creating your own) is an effective way of meeting more like minded people. Without these options, I would never have made some of the friends that I have or been able to cultivate some of the very effective working partnerships I enjoy.

Social media has a massive reach. We really shouldn’t underestimate it.

And if you’re on twitter, come and connect. I’m @paula6thlevel. The purple one, apparently.

Related posts:

1. Social Media for trainers…as Sixth Level see it.
2. Trainer networking teleseminar
3. A to Z of being a trainer – C is for Collaboration

Click the image to view full size.

Related posts:

1. Social networking for trainers: Part 2
2. Welcome to all new Sixth Level site
3. Sixth Level Training Manifesto

Sit.

Lie down.

Roll over.

How would you feel if you attended a training session where the level of trainer/learner interaction amounted to this?

I’ve been on sessions like this. On one memorable occasion, the trainer merrily informed us, “You don’t know how to do this, but I do. Follow me carefully.” I followed, but spent the rest of the day seething. Good dog, have a biscuit.

This is pretty much what Behaviourist training adds up to. There are good arguments for learning some things in this fashion, but training really ought to be a mixture of styles that take into account our learners’ preferences and styles; it’s really not difficult to pick up on what those might be (and this will be covered in a later post). But Behaviourism is conditioning and this is training in only one version of reality, that perceived by the trainer who only chooses the one style.

Let’s take your dog as an example. Is a sleepy dog likely to learn to fetch? Maybe it’s best to wait until doggy has had her nap before we try any conditioning behaviour. Taking into account emotional and physical states is essential in aiding knowledge transfer, and this is just as relevant in the classroom. If we introduce complicated concepts and expect our learners to absorb these purely by interacting with their environment…just at the time when their stomachs are starting to rumble…then we may well be fighting a losing battle.

Pavlov trained his dogs through Classical conditioning, with a series of stimulus-response exercises. If you’re a fan of Eddie Izzard, then you’ll know that he had no luck with training cats. If we use Behaviourism,” just do this, you’re in a classroom for goodness’ sake”, and don’t combine this with anything else, then you may as well try this technique in cat training. Believe me, the cat will get fed up a long time after you’ve failed. And will probably steal your car keys.

Behaviourist training has strengths but is not enough for a rounded, interactive training day. Take your learners into account and use the information they’re subconsciously (or otherwise!) giving you for a successful and enjoyable day for both you and for them.

Related posts:

1. A to Z of being a trainer: A is for Attitude

I have, somewhat ambitiously, decided to run an A to Z series on being a trainer. Bear with it, and we’ll see how it goes.

A is for Attitude.

To be a successful trainer, we need to concentrate on our attitude to various elements surrounding our role. Attitude towards learners; after all, it’s about them and not us. Our attitude towards lifelong learning; if that’s not your style then being a trainer may not be for you; and our approach in how we see ourselves in the classroom.

Our Learners

I trained two courses recently where the same delegate was an attendee on both. She told me that for the first course, she was so terrified of what might happen that she couldn’t sleep the night before, but for the second, she was excited that I was coming back to train her. She had an attitude shift because I was careful in my attitude and approach with her. You see, I think we have a duty of care to our learners. We are not trainers to that we can stand in front of a classroom and wield power, while dazzling learners with our wisdom. We’re there to help make behavioural changes, to aid knowledge transfer, and to build up the confidence and efficiency of the people who come to us for help.

It’s all about them, not about us. Of course, it’s natural that we want to do a good job and get great feedback for our own personal satisfaction and development, but first and foremost, we’re there to help our learners.

Lifelong learning

I love to learn new things, don’t you? If not then perhaps being a trainer is not for you. Trainers work in the lifelong learning sector, guiding people who are taking steps for their continued professional development. If you don’t enjoy learning, then I would suggest that this makes credibility as a trainer a little hard to swallow. If you don’t want to learn, then it’s not something we can expect of the people on our courses.

I don’t believe trainers really fall into the category of those who don’t care about learning.

Our role

How do you see yourself in your training role? If all the emphasis is on yourself then it’s time for a rethink. This goes back to the first point that our courses are about our learners and not ourselves. Professional pride is great; it keeps our standards high and helps us to do a great job in training. However, it’s not a performance. Make your delegates laugh, be funny, enjoy yourself. But ensure that the objectives of the delegate are met along the way, because a course isn’t the opportunity to bring out the frustrated stand up comedian in front of a captive audience.

Finally, if you love what you do, then that’s the best attitude of all and it will shine through in every course you train. We all have off days but if you can genuinely say that your attitude in terms of love of your job comes through then your training events will be successful. Have fun.

Related posts:

1. A to Z of being a trainer: B is for Behaviour(ism)
2. So you want to be a trainer?
3. PTTLS

Another guest blog from Heather Townsend.

A 60 second pitch at a networking event can be nervewracking, but if we know we only have 60 seconds to speak, why are so many of us getting it wrong? Heather explains.

One business owner I spoke to recently talked about being absolutely terrified when she delivered her 1^st 60 second at a BNI meeting. The 60 second pitch seems to have become the stable component of any networking event you attend. But, this is what I can’t understand, if attendees at networking events know they will need to deliver a 60 second pitch, why, so many people make one or more of these classic mistakes when delivering their 60 second pitch?

1. Too long

60 seconds is a precise amount of time – and very easy to go over your allotted time limit. I’ve known of one Athena leader who timed people’s 60 seconds, and a beeper went off when you had had your 60 second. A somewhat draconian way to keep people to time, but definitely effective.

2. Lack of practice

To gain referrals at networking events you need to appear confident in your product, your ability to deliver and what you are asking the group for.  A car crash of a 60 second will limit your ability to win the trust and confidence of the people around you.

3. Reading from a script

People still buy from people. Even if you are the 15^th person to go at the event, people still want to engage with you. So that means you need to make eye contact and be passionate about your product. Reading through a dry case study or changes to rules and regulations is not going incentivise people to become your unpaid sales force.

4. Forget to ask for what they want

You have the potential to convert every single person at the networking event to be your unpaid sales person. These are the people who can get you that appointment which may lead to a massive business opportunity. If you forget to ask for what you want, you lose out on a major opportunity to recruit this sales force.

5. Talk about features rather than benefits

How many times have you listened to the following statement, or something similar…

“I’m an accountant and I work with small business owners…”

“For my sins, I’m a lawyer…”

You get the picture, people don’t want to hear about the features of your profession, but what value you bring to your client base.

Related posts:

1. Are you winning enough pitches?
2. What is “good cpd”?
3. Online event: Time Management with Outlook

I am very happy to be hosting this guest blog from Heather Townsend, aka The Efficiency Coach.

I’ve spent yesterday delivering the first part of a programme for partners and senior associates within a law firm. So, what was the programme about? Well, my client had found that over a period of twelve months instead of winning 1 in 3 pitches they had slipped to winning 1 in 7 pitches. There were all sorts of cultural and economic reasons why their conversion ratio had slipped. I had been hired to help them with their presentation skills, and how they came across to the client, once they got to the pitch stage.

This got me thinking, your pitch conversion rate is a good key indicator of how efficient your business is. So, here are our top eleven tips on how can you achieve more with your pitches – and make sure you are winning more than you are losing.

1. Avoid getting into a competitive tender

If you can avoid the need for a competitive tender then you can save yourself huge amounts of time, energy and money. Easy to say, less easy to do! Don’t get complacent with existing clients – ask them regularly, how are we doing? Keep your relationship warm with existing prospects. You never know, they may not be considering anyone else for the work…

1. Pick your battles

Sometimes you just know you are not going to be in a chance of winning. Perhaps the previous incumbent is very well entrenched and the company is only re-tendering because they have a policy to retender after a certain amount of years. Is it worth you spending your time, energy and money on this tender?

I heard yesterday how some of the public sector procurement teams are asking 30 or 40 suppliers to tender for a contract. Unless you really want (or need) this contract, how likely are you to win?

1. Make the call

Unless you are in a closed tender process, such as for the public sector, then pick up the phone and speak to the person running the tender. Find out what is really important to them, and what is nice to have. Explore how the tender came about, who are the decision makers, what is the top 3 (or 5) buying criteria, who else has been asked to tender, who will be on the panel for the pitch…. You will be amazed how much people will share if you just ask the question. You can then focus your proposal and pitch document on what’s really important for the client and your key differentiators from the competition.

1. Bring the team

Most people are reasonably clued up that the business development director, partner or business owner (unless you are a very small firm) are unlikely to be the day-to-day person that they will be working with. Make sure you bring along key members of the team, which will be servicing the account, to the pitch.

1. Ask yourself ‘so what’

Time and time again when I work with clients helping them with a pitch presentation I hear a very smooth rendition of the client’s capabilities and key services. If you are going to say, we have a national presence – great – but what is the benefit for the client? When writing your pitch presentation put yourself in the client’s shoes and make sure that every capability or feature described has a benefit attached.

1. Prioritise

You live and breathe your business 24/7. It is what makes you, you. I’m sorry to be the bearer of bad news, but your potential client or customer is not as interested as you are in your business. When you are writing your pitch make sure you focus on how you propose to solve your client’s problems, and how your business will (succinctly) add value to the potential client’s business.

1. Don’t lecture your client

Potential clients don’t like to be told what they do or don’t need. It’s simple, really. So, when you are pitching use phrases like – ‘in our experience’, ‘you have told us’, ‘one potential solution is..’, ‘may we suggest’, ‘in our research’…. One of my delegates yesterday said, when tying up a presentation, told the panel – ‘you need a partner’. It didn’t go down too well with the panel…

1. Questions, questions, questions

Leave a good half to two thirds of your allocated time slot for questions. Your pitch presentation should be succinct and to the point. Your objective at a pitch is to show that you truly understand the client’s needs (and can meet them), and to engage with the client. Answering questions is another opportunity to increase your credibility with the client AND increase engagement. After all, when I was the other side of the table, I was asking myself – do I want to work with these people, and are they able to meet my needs?

1. Practice, practice, practice

If your first run through is on the morning of the pitch, in the car at the client’s premises ,or in the back of a taxi on the way to a pitch – this is too late! In our experience, people who have run through their pitch presentation a couple of times will come across significantly better to the client. After all, in a pitch a client is looking to see who has taken the time to prepare.

1. Ditch the slides

Unless specifically asked for slides, ditch them. Your objective is to engage fully with the client. Slides, handouts, talk booklets all divert attention away from you and what you are saying. I’m not saying don’t prepare a talk book, brochure or pitch presentation booklet – just give a copy to the client after you have finished the presentation.

1. Follow up afterwards

It’s an unfortunate fact of life for every pitch winner there must be a loser. Whether you win or lose the pitch always get feedback on why you were or weren’t chosen. Use this information to inform how you go about pitches in the future.

Related posts:

1. 5 Classic mistakes people make with their 60 second pitch
2. Presentation; Preparation, or Panic?
3. Laugh? I nearly did. Using humour in presentations

“I never prepare for presentations, I just wing it.”

I often hear this said about presentations and I’m not entirely sure I believe this statement. At least, not about successful presentations.

As for those who are clearly flailing, then perhaps all preparation has been forgotten in favour of nerves. But only the supremely confident will make the statement above, and even then there must have been some elements of preparation, if only being sure that prior experience combined with good industry and audience knowledge are enough.

How do you prepare?

Do you panic?

Do you rehash your last presentation? What if it didn’t work the last time? Is it simply a case of fingers crossed and hope for the best?

Do you write some PowerPoint slides around your subject and then plan out what you’ll say afterwards?

These methods are a bit like playing Pin the Tail on the Donkey. You might hit the spot, but you might not. Your audience will certainly let you know that you haven’t if you fail to prepare properly. It’s also unfair to lead them on a mystery tour if you’re rambling through PowerPoint slides with no clear path.

The key to preparation is to know beforehand what you want to achieve from your presentation.

What do you want your final outcome to be? More signups to courses? Knowledge transfer? Whatever this goal is, write it in big letters, stick it on a wall where you can easily see it and ensure every aspect of your presentation can be justified by that goal. Just as all projects need a business case, so do your presentations.

You also need to be able to gauge your success criteria for your presentation and this also requires preparation. Do you want quantifiable or qualified results? How will you measure your success? Can you relate it all to your desired results easily?

If you prepare carefully for a presentation and think carefully about the results you want to achieve with the audience you have then your presentation should be successful and fun. If you simply wing it; then prepare for your credibility to fly out of the window…

Related posts:

1. Top 10 Presentations Skills Tips
2. Well formed outcomes
3. Are you winning enough pitches?