Our communications division of Skills 4 Executives Limited
Tag: <span>achieve buy-in</span>

What leaders need, to achieve initial buy-in

transcript written by Wayne Brown

Highly effective presentations for every leader”

  • Video 1.01 – Preparing to present like a Pro
  • Video 1.02 – What leaders need, to achieve initial buy-in
  • Video 1.03 – Leaders that chunk, link, recall and review, win
  • Video 1.04 – Leaders need to learn how to close

Welcome back to “Highly effective presentations for every leader” – have you already complete episode # 1.01 – Preparing to present like a pro? 

As this is a series of 4 episodes, it will make it much easier to watch them in sequence. However, don’t despair; if time is short (and isn’t for everyone), we will start here with a summary of episode 1.01. 

So, it seems you’re about to get started with episode 1.02. 

Here we identify what leaders need to do during the crucial opening moments. 

In the final two episodes, 1.03 & 1.04, titled “Leaders that chunk, link, recall, and review, win” and “Leaders need to learn how to close,” respectively, we’ll investigate how to structure great presentations and then the methods for closing on a high.

5 key considerations from the previous episode – “Preparing to present like a Pro.”           

  • # 1: Know your audience
  • # 2: Structure your presentation
  • # 3: Create great visuals
  • # 4: Powerful questions & engaging activities
  • # 5: Prepare through practice

From episode 1.01 – Preparing to present like a Pro, we covered these 5 key considerations.

– and said to remember that preparation helps you to stay Participant Centred throughout the presentation. 

Let’s quickly recap on what we have covered so far.

#1 Know your audience 

  • meaning know who will be participating and how experienced they are on the subject 

#2 Structure your presentation 

  • by this, we mean actively chunk topics and create links or bridges between these topics, using the rule of 3 and incorporate stories.

#3 Create great visuals 

  • – remember simple is best, so they are easy to read and understand. 65% of adults have a visual learning preference. 

#4 Prepare powerful questions and engaging activities 

  • do some research on questioning techniques such as “funneling and develop simple activities.

#5 Prepare through practice 

  • experts say there are typically 3 presentation versions for every eventual delivery – Each individual needs to develop their own method which works best for them.

7 concepts of memory (listed in order of importance)

Primacy, Recency, chunking, linking, record & recall, review & revisit and outstandingness. 

# 1 in order of importance is Primacy – covered in this episode

# 2 in order of importance is Recency – covered in episode 1.04

# 3, 4, 5, 6 & 7 – covered in episodes 1.03 & 1.04.

Before jumping into episode 1.02, we would like to give you a short intro to the 7 concepts of memory (listed here in order of importance) – Primacy, Recency, Chunking, Linking, Record & Recall, Review & Revisit, and Outstandingness.

As stated, # 1 is Primacy – i.e., the thing our participants remember the most from your presentation is the opening (particularly if it stinks).

The second most important is how you close – i.e., Recency

– the last things we hear, do, or say before completing the presentation 

– we address this item in episode 4 of this series.

Whilst #’s 3, 4, 5, 6 & 7 (the remaining 5 concepts) we’ll cover in episodes 3 & 4.

So, it’s clearly important if we want people to retain the experience and learnings from our presentation that we turn our focus to these 7 concepts in the remaining 3 episodes.

Let’s now begin with episode 1.02.

Episode 1.02: What leaders need to achieve initial buy-in.”

Starting now with the 3 vital considerations specific to our second episode – “What leaders need, to achieve initial buy-in.”

– 1st captivate “From the very beginning.” 

– 2nd nailing those “opening comments.” 

– 3rd “Engage through Story.” 

Consideration # 1:            From the very beginning 

  • Dress to impress 
  • Communicate through body language 
  • Standstill – don’t rock or prowl

Consideration # 1:            First impressions are critical, so fromthe very moment you appear, the clock is running, and your audience is making their judgment about you and the likely presentation.

Therefore, make your actions and expressions purposeful 

  • approach the podium confidently, 
  • pause in silence, 
  • scan the room, 
  • raise your eyebrow 
  • and smile. 

People connect more with the top half of your face than the bottom, hence the eyebrow movement but smiling is infectious, so don’t miss it.  

Dress to impress – meaning neatly, regardless of dress code 

– if it’s stated that the dress code is smart casual on the smart side. If more formal, make sure you are clear on the requirements – NEVER underdress.

Use of body language for successful engagement 

> 50% of your communication occurs through your body language. 

  • Standstill – don’t prowl excessively – in the beginning, move more from the hips and plant your feet. 
  • Avoid rocking backward or forward or swaying. 
  • Keep hands visible in front of you. Use them to emphasize a point but don’t become the flag bearer waving wildly.

Consideration # 2:            Opening comments 

  • Remember the “WHY”   
  • Remember the “HOW” 
  • Voice control 
  • Graphic visual image

Consideration # 2:            Opening comments 

– use a powerful intro to give the subject substance & connect to the audience 

When we say “Remember the WHY,” – consider that we are all presenters at some stage in our career. 

The audience is there because they are wanting to hear and learn something new. Ensure your opening confirms their trust in you and reason for listening. 

“Remember the HOW” – by demonstrating through words your Honesty, Authenticity, Integrity, Love – or HAIL, as Julian Treasure refers to it in his 2013 TED Talk on “How to speak so that people want to listen.” 

Julian further defines HAIL “as to greet or acclaim enthusiastically.”

Additionally, lock the audience into you with your voice control 

  • don’t speak too fast or too speedily, 
  • ensure the right tone, 
  • volume and pitch. 

If you have a voice like me, use aids to assist you.

Introduce the subject using words that paint a graphic, visual image. 

  • Explore and express the subject in a way that the audience will connect with. 

Consideration # 3:            Engage through Story 

  • Use stories to link yourself
  • Be relatable
  • And have fun!

Consideration # 3:            Engage through Story 

  • and understand the difference between telling me and showing me a story. 

Learning to become a storyteller is one of your most powerful aids as a presenter. 

Discover how to unpack a story by taking the time to detail and explore details and living each moment.     

Where possible, link yourself into the subject through this story as a means of self-introduction and introducing your background.

Be careful to stay relatable – authentic by being yourself, relaxed, engaging, enthusiastic. If the story is too unbelievable, then more likely that it won’t be.

And finally, remember to have fun 

  • enjoy the moment regardless of whether the topic is serious and dry or humorous and comical.

Consolidation of the 3 key considerations

  • # 1 From the very beginning 
  • # 2 Opening comments
  • # 3 Engage through Story

So that covers the 3 key considerations in this episode # 2.  What leaders need to  achieve initial buy-in.”

Remember that the opening seconds/minutes set the scene for the success of your presentation. In this episode, the 3 key considerations we spoke about were.  

# 1 From the very beginning – we need to approach the podium confidently, pause in silence, scanning the room, raise our eyebrows, pause again, and then smile.

# 2 Opening comments – use a powerful intro to give the subject substance & connect to the audience. Paint a graphic picture through your words.

# 3 Engage through story – and understand the difference between a “telling me & showing me” story.

Thank you for listening to this 2nd episode called “What leaders need, to achieve initial buy-in,” from our series “Highly effective presentations for every leader.” 

We look forward to you joining us as we continue our journey with episode #3 called Leaders that chunk, link, recall, and review, win”!