It Doesn’t Matter What You’re “Selling” … Prep Before You Present Your Pitch

Professor Dan Brody (yes, he is a relative!) is teaching an entrepreneurial course at the University of Virginia’s School of Engineering.

He had a few entrepreneurs speak as guest lecturers, and he asked me to do the same. My topic was “10 Reasons Presentations Fail & How to Avoid Them.”

You might wonder – why is information regarding presentation skills critical in a class of would be engineering entrepreneurs?

In fact, in my first career, as a college professor of presentation skills and interpersonal communication skills, students often told me, “I don’t need to speak – I am going to be an engineer, accountant, researcher, architect …” – you name it, they said it.

Surprise!

These students entered the job market, and soon realized that no matter how good their ideas were, they needed to be able to sell themselves along with these bright ideas.

This recent group of talented students at UVA are giving group presentations as part of a contest. The winner will get some seed money to actually start building the business that they propose.

In case you are wondering what my top 10 list is, go to my website to read more about “Why Every Professional Needs to Master Presentation Skills” -- to learn why presentations fail and more, and also take the free quiz there to test your presentation skills knowledge.

On the surface, when it comes to presentation skills, things seem to be very basic. However, it is the little things that make the biggest difference.

Here’s a recent example that proves how true this is …

I was flying home last week from Tampa. My seat partner was the ex-superintendant of the Philadelphia School District. She has since spent time teaching and leading at Harvard and now at the University of Pennsylvania: She is on the board of the Philadelphia Art Museum. She told me about the wonderful presentation delivered by the architects who won the Barnes Museum contract.

What made this presentation so good?

The architects told a good story, enjoyed working together, used simple visuals and believed in the project.

How simple is that!?!

Of course, simple isn’t always easy to implement. That is where coaching/training can help.

Do you, or members of your team, need help in preparing your pitch?

If so, you know where to get help!

New BRODY Professional Site Up and Running, Check It Out!

Good things are worth waiting for!

Those of you who have worked with web designers know how frustrating the process can be. Granted, we live in an environment of instant gratification, and I wanted it done at least three months ago!

But, at last, it is “finished” – the new and improved home for my company, BRODY Professional Development -- www.BrodyPro.com.

I say “finished,” because there are still some modifications being made, including shopping cart “tweaks” -- and then working specifically on updating the Marjorie Brody part of the site, so it coordinates with the new design of the BRODY Professional Development pages.

That being said, for those of you who want to download some “free information” – invaluable tips and articles – please check out the new site. Again, www.BrodyPro.com.

On an unrelated note, this week, I head to Scottsdale, Arizona -- you may be asking, “Why on Earth would anyone go to Scottsdale in the middle of July?” My answer: To attend the board meeting and annual conference of National Speakers Association.

I always learn something by attending this annual event – and next week, I’ll blog about some of these learnings, so you, too, can benefit!

Design a Program That Creates Interaction

This past weekend, a BRODY Professional Development team was in Texas, facilitating a “Physician Speaker Training” program.

During the morning session, what struck me the most was how engaged the physicians were with a simple creative design.

The room was arranged in circles, allowing the doctors to have discussions. The presenters were very interactive and facilitative, and funny.

The slides were easy to read, but didn’t drive the presentations.

The MC, Amy Glass from BRODY Professional Development, moved the program along with grace and humor.

In the afternoon, the large group was then broken into 9 smaller groups, each led by a BRODY facilitator – including me.

Our goal was to teach the smaller groups the steps to prepare, when given a slide deck to present.

We then used the client slides and had the participants (physicians) practice handling difficult audience member questions.

I realized how easy it would be to incorporate this design into corporate presentations and any type of team meeting.

If you want to know how to do it, get back to me: marjorie@brodypro.com.

“Without Promotion, Something Terrible Happens: Nothing” – PT Barnum

For years, I have worked with many clients in the pharmaceutical industry, and thought that the companies – and the industry as a whole – needed to communicate more effectively in promoting the great work they do.

Do they make a profit? Let’s hope so!

After all, that helps to develop new drugs, which can cure diseases, and help with chronic illness, etc.

In my family alone, we benefit from their drug development in the areas of high blood pressure, diabetes, cancer, arthritis, allergies, a host of infections, the flu, and, of course, the common cold.

I personally am grateful for drug development.

Do they make a profit? Yes.

I know I already said that, but it’s worth repeating – because making a profit helps the economy.

They pay taxes, and they have people who buy goods and services, and, therefore, pay taxes in turn. I believe this is a way to stimulate the economy.

America is a capitalist country – there is nothing wrong with making a profit.

The goal is to do good, and do well.

20 years ago, I used to say to my pharmaceutical clients that they needed to promote their industry differently -- in terms of the good that they do in the world, the lives that are saved and have been changed as a result of their efforts and products.

Somehow, the message has been lost on the public.

Why am I on a rant about this today?

I spent this past weekend in Texas, with eight other BRODY facilitators, presenting/facilitating at a Physician Speaker Training program.

I was impressed with the client’s commitment to drug development, clinical education, and patient care.

I understand and support rules, regulations, and compliance regarding promotion in the pharmaceutical industry. But, let’s not get so restrictive that education stops, and we, the public (and patients), suffer.

What’s the bottom line here?

Don’t assume that anyone knows the good that you do. It’s up to you to make sure that your message is widespread.