Presentation “DOs”

During the recent SAMA (Strategic Account Management Association – www.strategicaccounts.org) Annual Conference, we conducted a poll of a couple of hundred Strategic Account Managers and sales leaders about the things that presenters do that set themselves up for success or doom them to failure.

In the last Tip of the Month (Presentation “DON’Ts” – May, 2007), we reviewed a list of most commonly mentioned mistakes presenters can make. Here is a list of the most commonly mentioned things that presenters can do to make a powerful impression on their audience:

• Be prepared and organized
• Do effective research prior to the presentation and understand the issues of the audience
• Customize the presentation to the specific audience
• Rehearse the presentation thoroughly
• Eliminate signs of nervousness
• Use the presentation to tell a story and avoid reading the slides
• Display enthusiasm and a high energy level
• Be friendly and likeable (use people’s names and smile)
• Vary the tone and volume of your voice
• Keep the presentation crisp and concise

Although nothing on this list is surprising, these ideas, especially when combined with last month’s list of “DON’Ts”, can provide an excellent reminder of the things we need to consider as we prepare for different presentation opportunities.