Sean D'Souza: Structure key to successful presentation

For a successful presentation go in prepared about what you want to say. Have notes and don't assume your audience understands all the information given since close to 80 per cent of what's presented will be missed. Photo / Thinkstock

Twas the night before the presentation. Fear filled the room.

What if I look like an idiot? What if I don't get the message across like I want to? What if, indeed!

Giving a presentation or a speech need not be intimidating. And contrary to what most people may tell you, structure is way more important than content.

Why? Because the right if wasted, is all information structure don't present with the you. Yes, that sentence was meant to confuse you. You were confused because of a lack of structure. It should have read: Because information is wasted, if you don't present it with the right structure.

Point made? So let's dive straight into structure.

Step One: Structuring the Topics

First, divide your presentation content into three main headings.

The curse of presenting is that you want to give lots of information. While you may think you're teaching a lot, the truth is that very few people learn when you dump a truckload of information on their heads.

The brain learns through repetition. And layering. You need to repeat what you've described as main topics and explain the points in great detail. Layer and repeat. Layer and repeat.

Step Two: Structuring The Important Questions

What do you cover under each topic?

1) What is the topic about?

2) Can you give me some examples?

3) Why is it important?

Of course, once you've got all that tidied up, you need to move to structuring your timing.

Step Three: Structuring the Timing

Each topic would take about 15 minutes. That's 3 x 15 minutes + introduction of topic (5 minutes) = 50 minutes. If you've got one hour, that's about 10 minutes for questions. If you've got more, you have the luxury of taking more questions. I always factor a presentation so I have time before and after. I speak to the audience before, and it warms them up.

And I speak to the audience after the session. Nothing is more painful than a presenter who shows up, does his thing and makes a quick exit. The customer wants to like you more. Don't be a doofus and scamper away like you've done something wrong.

And goodness gracious, don't ever be afraid to sell related products.

Step Four: Why You Should Upsell

In every case, a listener will have got scraps of your information. A little here, a little there. In fact, the listener will have missed close to 80 per cent of what you've said. If you don't offer a product/service which allows the listener to get more information, or further their information, you've done them a big disfavour. Not to speak of doing yourself an even bigger disfavour.

Make sure you have your products/services clearly stated on a sheet of paper, so you can read it off the sheet. No, don't depend on the computer screen. Things do go wrong, you know. And be sure to upsell, scared as you may be of selling to your customer.

Step Five: The summary

Always start with the main three points, cover them and then sum up what you said. This format is important. Don't ever, ever make the mistake of thinking the audience understands. The brain finds it hard to assimilate and "translate" new information. It's your duty to make sure that the assimilation is as complete as possible.

I make notes and that's how I deliver the seminar. It's probably just as easy to have slides on your computer that you click ahead. My notes are always on paper. Can't rely on the computer not crashing, or something weird happening.

And create your presentation based on time - the more time you have, the more you can cover.

Don't fall into the trap of trying to do it all. I've done the Brain Audit in workshops over one day. I've covered the same Brain Audit topic in 20 minutes, 45 minutes, 90 minutes and 60 minutes. Obviously a one day session encapsulates more. Touch on no more than three main points in a shorter presentation. That's all you need.

Because once you have the structure, combined with your no-doubt-marvellous content, only wild applause and increased sales can follow. Enjoy the spotlight. You've earned it!

Short and sweet

To experience an example of a short (10-minute) presentation, go to How to do a Knockout 60-Second Presentation. Keep your ears open for the structure. You'll see just how the presentation is structured in three parts.

Sean D'Souza is chief executive of Psychotactics and an international author and trainer. He is the author of The Brain Audit - Why Customers Buy (And Why They Don't).

www.psychotactics.com