Episode 43: Making the Presentation Connect with your Audience

Recently, Oliver Aust shared a post about the ten most common presentation mistakes. This inspired me to reflect on the key messages I had emphasised with my students during their presentations a few weeks ago, as well as the guidance I have provided to my case-solving teams regarding their presentations for the last two decades. While Oliver identified the mistakes, I will discuss my fixes. These fixes, combined with the quote below, have influenced how I coach my teams.

“If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time – a tremendous whack.” Winston Churchill

Mistake #1: Opening without a hook

You have 10 to 15 seconds to capture your audience’s attention. Start with a hook: this could be a powerful vision, a striking fact, or a question that needs answering. This hook is essential for establishing your credibility and engaging your audience. In presentations that focus on solving a problem, it’s important to provide a high-level overview of the solution and highlight the key benefits at the beginning. Aim to do this within the first 90 seconds. Doing so will help set the context for the presentation. Too often, presentations start with an unrelated story instead of hitting home with something like “Every day, your company bleeds hundreds of thousands of dollars — and you don’t know where it’s happening.”

As you prepare your presentation, remember its purpose. (This is Oliver’s bonus mistake.) Your goal is to inspire your audience to take action, not just to inform them. To achieve this, start by engaging your audience and getting them to listen attentively.

Mistake #2: Talking Too Fast

Mastering the power of the pause is essential. Speak less and choose your words carefully. Pausing after key ideas allows your audience to absorb and react. It gives them time to think and make the connections you want them to make. Remember, it’s not a contest about how much you can say; it’s about forging connections with your audience and helping them understand your solution and why it is superior to your competitors’ plans.

Mistake #3: Death by Bullet Points

One of the key points I emphasise to my teams and students is that your slide deck should act like wallpaper. It should enhance and support your message, not distract from it. Use your slides to cue your thoughts, rather than providing a script. Make your presentation visual and simple—eliminate the text.

Mistake #4: Using Weak Fillers

Eliminate fillers and be intentional with your language. I often see teams present using words like “hopefully,” “kind of,” “sort of,” and phrases such as “you could” or “you should.” These words undermine your confidence, authority, and credibility, suggesting hesitation in your belief in your solution. Instead of saying, “You should do this,” say, “You must do this.”

Additionally, I want to address another commonly used filler: “you guys.” Remember, you are not presenting in an informal setting; you are addressing senior management. Use their names, and ensure you’re using the appropriate pronouns, such as “you” and “we.”

Mistake #5: Too Much Data

I love what Oliver says: “Numbers don’t move hearts; stories do.” Too often, case-solvers focus too much on presenting standalone numbers, without connecting them to a narrative or real-life example. It’s important to identify the key numbers and understand how they enhance your story. Embed these facts and figures within your narratives, as they serve to support the overall message of your solution.

Mistake #6: Reading from Slides

Your audience is there to listen to you, not just to read your slides, which they could do on their own. You are the value added to the presentation, and your goal is to connect and engage with them. Remember, you are the star, not the slide deck. Make sure you know your message well enough to speak directly to your audience. In a short resolution competition, you might not have time to fully grasp what is coming next. In such cases, brief cues on your slides can be helpful, but there is no excuse for not knowing your message inside and out.

Mistake #7: Apologetic Language

You are the expert when it comes to your solution, don’t downplay this. Say everything with conviction and confidence. Downplaying with phrases like “I might be wrong” erodes your credibility and lets the audience ask the question: Why should we listen to you?

Mistake #8: Monotone Monologue

Monotone speaking leads to boredom, and that causes your audience to disengage. It’s essential to present with energy and use inflexion in your voice. Gesture purposefully, smile, and demonstrate that you are enjoying the presentation. Remember, you are performing on a stage or in front of a live stream audience, and it’s easy for them to change the channel if they lose interest. Listening is not just about hearing; it also involves responding to the speaker’s energy.

Mistake #9: Forgetting the Final Punch

To wrap up your presentation effectively, focus on clarity and energy. Leave your audience with a clear next step and outline the benefits of your plan. This is not a conclusion; it’s about looking forward and motivating your audience to take action. Instead of ending with the typical phrase, “We now open the floor to questions,” aim for a powerful call to action. Ensure you finish strong, leaving a lasting impression, while the moderator handles the move to the Q&A.