The client conducts virtual presentations and interviews with prospects and existing clients. They research specific future markets and opportunities; present them for business development opportunities. Presently the conversion of presentations to work is very low. The client wishes to address the issue of presentations; their effectiveness and ways to engage the audience so the conversion rate improves.
What we did:
Prior to the training, we had detailed meetings with the client to establish what outcomes they wanted from the work. We looked at the existing presentations, including slides. We recognised that the length of the presentations (90 minutes) was too long and the slides had too much information on them. As a result, the actual content of the presentations was far too much detail. The presentations are delivered virtually and this is a particular challenge, since attendees’ focus wanders. We delivered the following
- Pre-training learning, with a video and pre-learning to prepare the attendees
- Appreciating there is a difference between face to face and virtual presentations for both the presenter and the audience. And why it is important to avoid too much detail in these presentations
- Considering ‘What is in for the people you are speaking to’ – these are busy executives who will disengage
- Speaking more briefly and at “Headline Level” in order to really engage and keep the attention of the attendees
- How to use stories and case studies instead of going into too much detail, resulting in the audiences remembering the content
- Technical considerations: many of the attendees did not have good lighting or sound – this reduces the impact
- The use of summaries to avoid overwhelming the audience with too much information
- One to one coaching with every attendee to work on specific challenges
The organisation reported that all of the attendees felt more confident about presenting virtually after the session. In particular, they noted that there were strategies for delivering information at a ‘Highlight level’ rather than overwhelming clients and prospects with too much information. We discussed answering questions, and as a result, the organisation has in place a procedure for managing and answering questions during a presentation. In particular, they have addressed the presenter lines ups to ensure there is at least one senior person on the presentation who has been directly involved in the research. A number of less experienced attendees particularly appreciated the individual coaching, where we could discuss managing fear and practical solutions. The company has found the presentations are being delivered in a more effective, confident way, resulting in more interest in their work with prospects and a higher conversion rate.
What the client said:
Susan provided some of the best third-party training I have experienced in my career. She practices what she preaches with regard to communication and her interactions with trainees are fun, educational, and relevant. She offers an environment for leaders to be vulnerable and be able to leave having gained self-confidence in their skills or develop skills she might have spotted in a training session.
SuperStar Communicator delivers a range of virtual and face to face workshops on Virtual and real life presentation skills. If you would like to discuss your training requirements, please book a call.