Wha hat t to o keep i in n mind to c crea eate e buy uy-in - PowerPoint PPT Presentation

Wha hat t to o keep i in n mind to c crea eate e buy uy-in in for or you our pres esen entation Quinten Edward Williams

Buy-in... requires tailoring your presentation to your audience. *Buy-in means developing rapport with your audience, so that they accept your design solution.

Cond onduct an an au audience an anal alysis: Tailor oring y you our p presentation on to y o you our a audience req equires es y you to know y your audien ence, e, a and kno nowing ng wha hat t the hey ne need from y you.

Rapport is about motivating a person/group to accept your position. ● Walk stakeholder through findings before the presentation (to not be blindsided by objections). ○ Always be in contact with your stakeholders. Involve them in the process. ● Tailor your presentation to the specific audience. Make it relevant to the audience. ○ Adjust your content. ○ Adjust your style. ○ Adjust your structure. ● Create a connection with the audience. ○ Use illustrations, diagrams, demonstrations, mock-ups, models and prototypes. ○ Use metaphors and ground them with specific examples. ● Get to the point, and be specific. ○ Know the important points that need to be transferred. ○ Make sure the audience understands how the solution addresses their need. ○ Respond to objections, and incorporate feedback into improvements. ● Tie messages back to the site, and the value to the users. ○ You are presenting something that has a relevance to a specific part of the world. Robertson, K. (n.d.). 7 Tips for Creating an Unforgettable Sales Presentation . Retrieved March 11, 2019, from https://www.thebalancesmb.com/how-to-create-a-powerful-sales-presentation-2948462

Rapport is about motivating a person/group to accept your position. ● Be animated. ○ Show enthusiasm and dynamism, and be present. ○ Employ vocal variety, body gestures, and movement over the speaking area. ○ Remember the power of the pause. ● Use supporting material that bolsters the credibility of your work. ○ Stories and photographs/videos ○ Reference research and quotes ○ Statistics and case study examples ● Be prepared for questions in the form of a conversation after the presentation. ○ Invite questions, and use facts, stories, and examples to respond to the questions. ○ Tailor your answers to strengthen your position, but don’t argue with the audience. ○ Know the troublemakers in the audience ○ Listen, and identify root causes to objections. ● Have a second closing, after the questions. ○ Keep it brief, and summarise key message. ○ Be cognisant of the content of the Q&A conversation. Theriault, M. (2013). 9 Tips For More Powerful Business Presentations . Retrieved March 11, 2019, from https://www.forbes.com/sites/allbusiness/2013/11/04/9-tips-for-more-powerful-business-presentations/ How To Prepare an Executive-Level Product Roadmap Presentation. (2016, June 16). Retrieved March 11, 2019, from http://community.uservoice.com/blog/how-to-prepare-an-executive-level-product-roadmap-presentation/

Rapport is about motivating a person/group to accept your position. ● Present content at the right level. ○ How much detail is your audience wanting? ○ What is the key messages that they want to know? ○ What are they particularly interested in? ● Set an expectation in the audience. ○ Often it is useful to inform your audience know how the presentation will unfold. ● Understand the context in which you are presenting ○ What external factors may influence the uptake or concentration levels in the presentation? ○ How does the time and place of the presentation affect it? ● Dress appropriately, you are dressing to appeal to the audience. ○ Know your audience, what type of dress code is expected of you? ○ Dress one step up from the audience. ● Rehearse your presentation. ○ Present to a colleague and get feedback. ○ Is your message coming across? Duarte, N. (2012, October 4). How to Present to Senior Executives. Harvard Business Review. Retrieved from https://hbr.org/2012/10/how-to-present-to-senior-execu

Plan content, structure and delivery according to Aristotle’s rhetorical appeals meaganhearne. (2016, June 22). Analyzing Rhetoric with I Love Lucy. Retrieved February 17, 2019, from https://stretcheddimensions.wordpress.com/2016/06/22/analyzing-rhetoric-with-i-love-lucy/ Mrs Boswell. (n.d.). A Smart Move: Using Rhetorical Appeals. Retrieved from https://www.youtube.com/watch?v=x62D_FQApPQ&feature=youtu.be

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