Perk Up Your Presentations

Question: I've never been great at making business presentations. But if I hope to make any sales at all for my new small business, I'll have to get in front of as many groups and prospects as possible. I could use a few tips and resources to avoid coming off like a total dud!

Answer: If you are starting or growing a business, you may have to sell your products, services, business concept, ideas - or maybe just yourself - in front of group. So honing your presentation skills can be a vital part of achieving business success.

Appearing polished is nice, but being persuasive is even more important. Some entrepreneurs are adept at developing ideas, creating business plans and recruiting people, but are totally flummoxed when it comes to verbal communication. And that can spell disaster.

Whether it's a 60-second "elevator pitch" to a potential investor, or a full-blown dog-and-pony show to a group of potential clients, your presentation's success depends on delivering a confident, persuasive performance.

Even many business owners who consider themselves tech- and media-savvy still cower at the prospect of making presentations. If you are among them, take heart. Delivering strong presentations is something almost anyone can do with a little time and effort.

Here are some steps you can take, and traps you should avoid.

1. Be different. Create parts of your presentation that people will not have anticipated. Be unpredictable. Everyone uses PowerPoint or other computer visuals. Try something else. Start with a story they would never expect. Draw from your personal experience - the things you are most passionate about. And when you speak, don't just report facts; try to add texture and value.
   
   
2. Prepare like crazy. "When you try to wing it, your presentation can hop all over the place. There's no logical flow, and you'll likely leave out important facts or anecdotes," says Terri Sjodin, a full-time professional speaker and sales trainer. Your pitch will likely be too long and prospects will find it hard to follow. Take time to prepare and practice.
   
   
3. Avoid information overkill. Trying to deliver too much information, and not enough persuasion, can be deadly. It's not your job to "teach." What you really want to do is sell, and that's totally different. "Build a presentation that creates needs rather than one that's just analysis," says Sjodin. Anticipate objections and use your presentation to overcome them before they become reasons to say "no."
   
   
4. Don't rely excessively on visual aids. Visuals won't sell your company. Only you can do that. Slides and handouts can become a crutch that you don't need. They give you a false sense of security. "You are the star and the visual is the bit player," says Sjodin. Strategically place visual aids in your presentation to spark major points, but don't let them take over.
   
   
5. Master the language of your customer. "Nothing will hurt you more with an audience than failing to understand their work or their situation," say Cyndi Maxey and Kevin O'Connor, authors of "Present Like a Pro" (St. Martin's Press, 2006).
   
   
6. Don't be boring. Endless facts, a dull, monotone delivery and heard-it-before stories will sink your ship before you ever get underway. Your success depends on holding their attention. So even if you've done a presentation a million times, don't go on autopilot. Put some energy into it and adjust your material to the audience.