5 Tips for Presenting to Executives

“This better be
worth my time!”

5 TIPS FOR
PRESENTING TO
EXECUTIVES

EXECUTIVES ARE THE SIMON COWELL*
OF THE BUSINESS WORLD

“You make me want to
projectile vomit.”

* Grumpy judge on American Idol See >>

IMPATIENT “I think the word
you’re searching
CRITICAL for is HONEST.”

CAUSTIC
ULTIMATE JUDGE OF TALENT

IMPATIENT
CRITICAL
CAUSTIC
ULTIMATE JUDGE OF TALENT

BUT REMEMBER
(and this is very important)

EXECS ARE ALWAYS LOOKING FOR TALENT

“I would say…you have
SOME potential.”

in fact

MOST OF AN EXEC’S WORK
GETS DONE THROUGH
THE PEOPLE THEY HIRE

AN EXEC’S SUCCESS DEPENDS ON
SURROUNDING THEMSELVES WITH

PEOPLE THEY CAN TRUST

PEOPLE WHO WILL HIT DEADLINES

PEOPLE WHO CAN AVOID MAJOR PROBLEMS

AND THEY JUDGE YOU BY
HOW YOU PRESENT

CAN YOU HANDLE PRESSURE?
DO YOU KNOW YOUR BUSINESS?
ARE YOU AUTHORITATIVE?
ARE YOU CREDIBLE?
ARE YOU TRUSTWORTHY?

IF YOU’RE THAT KIND OF PERSON,

“I could see you in the
recording studio
TOMORROW!”

YOU CAN COUNT ON THE
EXEC’S FULL SUPPORT

HERE’S 5 TIPS
TO HELP YOU NAIL YOUR NEXT
EXECUTIVE PRESENTATION

“Let’s see what you’ve got.
When you’re ready…”

#1 GET TO THE POINT IN ONE MINUTE

EXECUTIVES ARE BUSY

TIME IS THEIR MOST PRECIOUS ASSET

“I have 3 emergencies that
need my attention right
now.”

DON’T WASTE IT

ARRIVE ON TIME
AVOID LENGTHY OPENINGS
GET TO YOUR POINT IN THE FIRST MINUTE

“I’m here to present our
marketing plan. We want to spend
$1 million on channel incentives.”

“Okay. Why?”

IF YOU DON’T

THEY’LL INTERRUPT YOU AND START
ASKING QUESTIONS

marketing plan. Now, as you can
see from this SWOT Analysis, our
strengths are in technical support
and integration with existing
infrastructure. Our weaknesses are
in perceived cost and perceived
technology lock-in.

Next slide please.

Awareness is trending up over the
past four quarters, but…

“STOP!”

IN FACT, HERE’S AN IDEA FOR YOU

AFTER YOU’VE SPOKEN FOR A FEW MINUTES,
STOP AND ASK THEM A QUESTION

marketing plan. With this plan,
we’ll increase sales by 15% over
the next 4 quarters…”

marketing plan. With this plan,
we’ll increase sales by 15% over
the next 4 quarters…”

“Do you think we’re being
aggressive enough?”

“Actually, I was just going to
suggest…”

QUESTIONS YOU MIGHT ASK

“Is this how you’d define success?”

“How important is this market to
our long term strategy?”

“Do you agree we’ve prioritized
our opportunities correctly?”

#2 TALK ABOUT PROBLEMS WINNING IN
THE MARKETPLACE

EXECUTIVES LIVE IN A DIFFERENT TIME ZONE

THE FUTURE

“How can we turn this multi-
million dollar company into a
multi-BILLION dollar company?”

THEY ARE ALWAYS THINKING
3 YEARS AHEAD

HOW DO WE GROW?

HOW DO WE BEAT COMPETITORS?

HOW DO WE DEFEND PREMIUM MARGINS?

THEY ARE ALWAYS THINKING
ABOUT 3 YEARS FORWARD

HOW DO WE GROW?

HOW DO WE BEAT COMPETITORS?

HOW DO WE DEFEND PREMIUM MARGINS?

SO DON’T FOCUS ON
PROBLEMS AFFECTING YOU TODAY

“Customer satisfaction is down
about 3% this quarter.”

“Ted’s team is supposed to be
working on that.”

FOCUS ON PROBLEMS THAT WILL AFFECT
THEM OVER THE NEXT THREE YEARS

AND HOW THEY’LL WIN IN THE MARKETPLACE

“Customer satisfaction is down
about 3% this quarter.”

“If we’re going to grow 15% over
the next three years, we need to
hold onto our existing customers.”

“I agree. What do you
recommend?”

HOW ARE YOU GOING TO HELP THEM

SELL FASTER?
RETAIN EXISTING CUSTOMERS?
CAPTURE NEW CUSTOMERS?
INCREASE CUSTOMER SATISFACTION?
REACH NEW MARKETS?
DEFEND HIGHER MARGINS?
TAKE THE COMPETITOR’S CUSTOMERS?
FIND NEW DISTRIBUTORS?
CREATE DIFFERENTIATED PRODUCTS?

HOW ARE YOU GOING TO HELP THEM

SELL FASTER?
RETAIN EXISTING CUSTOMERS?
CAPTURE NEW CUSTOMERS?
INCREASE CUSTOMER SATISFACTION?
REACH NEW MARKETS?
DEFEND HIGHER MARGINS?
TAKE THE COMPETITOR’S CUSTOMERS?
FIND NEW DISTRIBUTORS?
CREATE DIFFERENTIATED PRODUCTS?
NOT JUST SOLVE TODAY’S PROBLEMS

#3 SELL A VISION BEFORE DISCUSSING
THE DETAILS

NEW PRESENTERS MAKE A BIG MISTAKE

THEY ARE IN A HURRY TO TALK ABOUT WHAT
THEY WANT TO DO BEFORE THE EXEC IS
BOUGHT INTO THE VISION

“We need to invest $1 million in a
big public relations push.”

“One million?
That’s a lot of money.”

EXECS ARE BIG PICTURE PEOPLE

THEY WANT TO KNOW WHY BEFORE
GETTING TO THE DETAILS

“Yes. Shudder Chapstick is the
agency of record. They aren’t
cheap.”

“What about WBBC? They’d
probably do it for half.”

INSTEAD, FOCUS ON GETTING THE EXEC
NODDING AT THE VISION

THEN MOVE INTO THE DETAILS

“The press is ripping us apart. Our
sales guys say it’s really slowing
the sales cycle.”

“So what are we going to
do about it?”
“We need to get some of the key
papers on our side. Like the Wall
Street Journal and USA Today.”

“Good thought.”

“We’ve found an agency with
good contacts at both papers. We
can probably have features
printed within 4 weeks.”

NOW THE EXEC IS READY TO
MOVE INTO THE DETAILS

“We’ve found an agency with
good contacts at both papers. We
can probably have features
printed within 4 weeks.”
“DO IT! GO!”

#4 LEAD WITH STORIES, NOT DATA

EXECS ARE SMART PEOPLE

THEY RESPECT DATA

“You have the most votes…”

EXECS ARE SMART PEOPLE

THEY RESPECT DATA

BUT THEY TRUST THEIR GUT

“But I think we’ve learned that
having the most votes does NOT
guarantee a big career.”

THEY KNOW DATA IS OFTEN INCORRECT,
INCOMPLETE OR EVEN BIASED

SO THEY LISTEN TO THEIR OWN INSTINCTS
WHEN MAKING BIG STRATEGIC DECISIONS



“What are CUSTOMERS saying?”




“What are COMPETITORS doing?”




“What are COMPETITORS doing?”

“What do our LARGEST PARTNERS think?”

SO LEAD WITH STORIES THAT
APPEAL TO GUT INSTINCTS

“Our biggest partner is getting
into this space.”

“I know Al. He’s a smart guy.”

SO LEAD WITH STORIES THAT
APPEAL TO GUT INSTINCTS

“Our biggest partner is getting
into this space.”

“I know Al. He’s a smart guy.”

USE DATA TO BACK IT UP

“This study shows customer
interest is increasing.”

“Maybe we need to be
doing something here.”

#5 DON’T BE AFRAID OF EXECUTIVES.
BE AFRAID FOR THEM

IT’S COMMON TO BE
AFRAID OF EXECS

“I’m not MEAN,
I’m just HONEST.”

THERE’S EVEN A TERM
FOR IT: EXECUPHOBIA

BUT DON’T LET EXECS INTIMIDATE YOU
AND RATTLE YOUR PRESENTATION


INSTEAD, BE AFRAID FOR THEM


INSTEAD, BE AFRAID FOR THEM

AND SHOW HOW YOUR
PROJECT CAN PROTECT THEM
FROM THE THINGS THEY FEAR

BELIEVE IT OR NOT
EXECS HAVE A LOT TO FEAR

FEAR OF FAILURE
FEAR OF DEMOTION
FEAR OF LEGAL ACTION
FEAR OF EMBARASSMENT
FEAR OF EMPLOYEE LEAKS
FEAR OF BAD INVESTMENTS
FEAR OF LOSS OF REPUTATION
FEAR OF A TEAM MEMBER SCREWING UP

YES, IT’S EASY TO BE AFRAID OF EXECS


BUT KEEP THEIR FEARS TOP OF MIND
AND SHOW HOW YOUR PROJECT WILL
HELP TAKE THOSE FEARS AWAY


BUT KEEP THEIR FEARS TOP OF MIND
AND SHOW HOW YOUR PROJECT WILL
HELP TAKE THOSE FEARS AWAY

THIS MINDSET WILL
REDUCE YOUR OWN ANXIETY

SO LET’S RECAP

tips for presenting to
EXECUTIVES

SUMMARY
5 TIPS FOR PRESENTING TO EXECUTIVES

#1 GET TO THE POINT IN ONE MINUTE

#2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE

#3 SELL A VISION BEFORE DISCUSSING THE DETAILS

#4 LEAD WITH STORIES, NOT DATA

EXECUTIVES
#5 DON’T BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM

NOW…
GO NAIL YOUR NEXT EXEC PRESENTATION!

EXECUTIVES

NOW…
GO NAIL YOUR NEXT EXEC PRESENTATION!

EXECUTIVES
“That was
ABSOLUTELY STUNNING!”

BRUCE GABRIELLE
AUTHOR, Speaking PowerPoint

TRAINING
COACHING
CONSULTING

www.speakingppt.com
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5 Tips for Presenting to Executives

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