Taking your Presentation Skills to the Next Level

1. Taking your Presentation Skills to the Next Level Laurie Mercier, Northeast Area Director

2. Glossophia? • Fear of public speaking is a very common phobia and one that is believed to affect up to 75% of the population. Some individuals may feel a slight nervousness at the very thought of public speaking, while others experience full-on panic and fear. Glossophobia

3. CREDENTIAL YOURSELFLaurie Mercier, Director – NE Allergan Practice Consultants 25 years in Medical Sales, Practice Management, Sales Training Areas of FocusProfitability, ROI, Marketing, Staff Training, and Sales Skills Training 18 years with Allergan, 1 Eye care, 5 BDM, 7 APC, 5 Dir TrainingDevelopment and training of NE APC team PresentationHigh focus on external customer, internal customer, and society podium presentations

4. Effective Presentation Examples: ? What makes an effective presenter? What makes an ineffective presenter?

5. Effective Presentation Examples: Let’s evaluate Lori Greiner from Shark Tank What did she do well? What did she miss?

6. Session Outline Connecting with your audience Preparing for your presentation “Owning” the room “It’s show time!” Elements of effective presentation What’s the point?

7. Connecting with your Audience What are they like? Why are they here? What do you need to know about your audience? What motivates them? How can you help solve their problem? What do you want them to do? How might they resist? How can you best reach them?

8. Connecting with your Audience What are the like? Homogenous Varying degree of experience All present as key part of the job All want to be together

9. Connecting with your Audience Why are they here? To learn how to be a more effective presenter Fear of not being an engaging presenter What makes them anxious? Balancing work/life issues Think you know the content but realize it could have gone better My focus becomes, how can I help you be your best presenter and understand the importance

10. Connecting with your Audience • How can you best reach them – to inspire and motivate? Make the message relevant Deliver the message clearly Get the audience engaged Make the experience fun and enjoyable Be the Teacher

11. Connecting with your Audience: Video

12. Connecting with your Audience • Remember… it’s all about your audience • (not about you)! You are the voice that helps to bring clarity, wisdom, and direction to their journey.

13. Preparing for your presentation Believe it or not, preparation is a better determinant of presentation success than knowledge, experience, or even talent. Source: Presentation Skill: Top 7 Tips for Making the Most of Your Presentation Practice, byDebbie Bailey http://top7business.com.

14. There is no Substitute for Practice Practice in front of a mirror Practice with real people If possible, use a similar venue Rehearse from the beginning to the end Use the tools you plan to use Practice “out-loud”

15. Preparation: Power Posing Video

16. Owning the Room • What does it mean to you to “own” the room?

17. “Owning” the room • Walk the room to gauge line of sight and sound. • Remember to use your props, clicker, white board, text • Where appropriate, “check in” with the audience. • Be aware of and respectful of time allocation Show up (very) early to make sure everything works. Meet and greet attendees. Gauge the mood of the attendees Practice using the available technology

18. Things to Bring with You Projector Clicker: it’s ok to be a clicker- snob  HDMI Cords Speaker Markers Screen White Board

19. It’s Show Time!

20. It’s Go Time! Some degree of nerves is normal – use it as energy! Start with a POW, fact, figure, statistic, example, demo, etc Breathe through it. Notice your start time and pace yourself accordingly. Take pauses instead of “um” or “uh”. Use the silence The best recipe for settling nerves is to know your materials cold.

21. It’s Show Time! Make appropriate eye contact (3 second rule). Large audiences: Broad, sweeping method Smaller groups: Individual eye contact Understand what you see… Heads nodding: Keep going Arms crossed, brows furrowed: Change direction Voice inflection: Speak at the right pitch, clearly, and at a good pace. Body language: Maintain proper posture and use normal motion or gestures. Use the room, move around if possible and appropriate.

22. It’s Show Time! Use guideposts to maintain clarity of direction Planned movements vs pacing Project your voice vary when needed Show some emotion Remember to put a “bow on the package” Tell your story

23. Guidepost

24. Effective Presentation Examples: Pay attention to customer service during your social time You will see both good and bad examples Take note of this and use in presentation Panera Bread Example Zappos Chick-Fil-A Be thoughtful and authentic This is where your audience really seems engaged Work with another APC who has delivered and listen to their story Think about your own experiences and how you can connect the dots

25. Props • Clicker is the best prop you have • Power of the black screen • Notes • According to “Charlie Shepard” • White Board • Use participants to scribe • Audience is a great prop • Read slides • “Raise your hand if…”

26. Audience Participation Ask people to “raise your hand” instead of asking a question Watch for connections Check for head nodding Check for people that are not engaged Use participation as clue to whether to speed up or slow down Silence is a great way to get attention of audience Ask each person to summarize what they learned

27. Remember… the listener shapes the speaker Read your audience to determine your pace, tone, volume, timing, etc.

28. Elements of an Effective Presentation

29. Effective Presentations Satisfies two criteria: • Understood • Remembered Tailored to fit the background and needs of group. • Who is your audience? Medical, aesthetic, front desk, RN’s, etc. Effective introduction, body and closing All key points link back to goal / central pillar* * Concept from “You’re On!”, Eagle’s Flight, Creative Training Excellence Inc.

30. Central Pillar* A key take-away message, what you want them to remember. Audiences typically remember 10% of what is discussed so you need a clear message. Example: Customer Service is the way to differentiate a practice The purpose of your presentation! One key thought you want to be understood and remembered. What is the benefit to them? * Concept from “You’re On!”, Eagle’s Flight, Creative Training Excellence Inc.

31. Focus on the Central Pillar* State the 10% you want them to remember up front. Be clear on what you want your audience to remember. State the purpose or overarching objective. • Link each point back to the central pillar * Concept from “You’re On!”, Eagle’s Flight, Creative Training Excellence Inc.

32. Central Pillar* • 4 Simple Steps to Plan • a Successful Party * Concept from “You’re On!”, Eagle’s Flight, Creative Training Excellence Inc.

33. Step 1: Keep it Simple - Link • Free email invitation • Can send reminders, maps, updates • Guests can send messages, RSVP • You can post party pictures • Have friends bring appetizers • Cater dinner and have a theme cake • Pick a theme: surprise party, birthday, Happy Anniversary, etc. • Pick 2 to 3 colors, buy matching table cloths, balloons, paper products Evite Catering Decorations

34. Step 2: Ambiance - Link Candles Party Gifts Lanterns with sand in bottom are easy to carry. Place outside, on steps, and on tables. Have some fun and buy party gifts: Cool stir-sticks, suckers, light up glasses, buttons, etc. iPod or DJ Tambourine • Music is a must! • For those that love to dance and pretend they are in a band!

35. Step 3: Organization - Link • Paper everything. • Use water pitchers instead of water bottles. Set-Up • Place garbage cans in all locations . • Add extra bags in the bottom for easy changing. Clean-Up • Call all friends / family and ask for help • Now is time to get return favors Favors

36. Wear flip flops Make sure to enjoy Step 4: Enjoy - Link You did all the work so at least have fun. • Your feet will be in pain by the end so put on a pair ½ way through the party. Worry about the mess tomorrow…

37. Summary: Close Keep it simple. Don’t make it overcomplicated. Create memorable ambiance Candles, party gifts Stay organized. Have a designated place for food, drinks, and garbage Enjoy yourself! Create memories and have fun.

38. All Links to Central Pillar* • 4 Simple Steps to Plan a Successful Party Create memorable ambiance Keep it Simple Successful Party Stay Organized Enjoy Yourself * Concept from “You’re On!”, Eagle’s Flight, Creative Training Excellence Inc.

39. Balloon Exercise

40. At your table - Workshop You’re on a hot air balloon and need to get off immediately and land on an island – only 1 person can stay Choose a profession and make a case for why you should stay on the island State the central pillar • Use 4 supporting points

41. Choose a Profession Lawyer Athlete Computer Programmer Professor Carpenter Artist Judge Musician Plumber

42. Presentation Pitfalls

43. Watch outs • Reading your slides or prepared notes. • Putting your hands in your pockets. • Not speaking loudly enough • Pacing instead of planned standing. • Ineffective transitions. • Sticking too closely to slide content and seeming “canned”.

44. Handling Presentation Obstacles Audience not paying attention or talking amongst themselves • Ask colleague to monitor • Walk over to noisy section • Turn off slides • Use silence Lack of audience participation • Ask questions that require a show of hands versus questions that require verbal responses Running behind schedule or time gets cut short • Be adaptable

45. Handling Audience Questions Have a plan for handling questions. Listen and focus. Use the “that’s a good question” technique. Repeat or re-state the question as necessary. Don’t be afraid to say “I don’t know”. Don’t be argumentative with the questioner. Don’t allow one audience member to dominate.

46. What’s the Point?

47. Making Your Trainings Impactful Be careful not to fall into trap of doing staff trainings just to do them Start with diagnosing a need Do a diagnostic – PE.net, F&E/ILEAD, PCA, TMSP Familiarize yourself with our offerings Pick a couple trainings under each category and get good Consider your audience Tenure, engagement, education Understand time and logistical constraints LIAC or Insights at lunch – NO No space – in an exam room 30 minutes given for a 1 hour presentation Dr not involved

48. Customizing Staff Trainings Which PEP’s lead to staff training? Which staff training should you recommend? How do you handle an OM that says they want training but just picks off “sushi menu”? How often should you offer staff training? Any pre-work that can be assigned? What is good follow up after staff training?

49. Staff Training Offerings Location: APC Resource Center  APC Deliverables & Resources  Customer Training  Staff Training Presentation Library

50. Compliance Guidelines No creating own content No adding decks or removing slides No changing background Financial presentations for APC only No off label product discussions