What's Your Biggest Public Speaking Fear?

Almost everyone gets anxious when they make a presentation. That’s why Mike Keller wrote the book I'd Rather Die Than Give A Speech! But not all of us are equally anxious in different situation. Speakers most often fear speaking in front of large groups. So, we thought we'd focus on techniques to handle these fears.

Why is speaking in small groups easier?

1. We're used to speaking one-on-one and in small groups, at home, in the office, at community functions, etc. We harness our normal conversational "comfort zone" when making such presentations. And that is the way it should be: a presentation really is nothing more than a focused (and hopefully rehearsed) conversation in which you can use visuals to complement what you say.
2. All our lives, we’ve learned how to "read" other people and use their body language and verbal feedback to determine whether we’re "connecting". Indeed, we often look for such feedback (eyes connecting, heads shaking, smiles approving, etc.) to encourage us through a presentation.

1. We lose the ability to harness the "conversational" comfort zone, because our brain thinks of this as something different a "scary presentation"
2. We’re insecure about the quality of the presentation: do I really know the content?; is the message succinct or longwinded? is it compelling or just another boring presentation? will my presentation make me proud or embarrass me?
3. We're not able to get feedback, especially if the audience of 50-1000 is in a darkened room

1. Do your homework and be competent about your presentation topic, structure and design.
2. Identify a few people in the audience before the event to speak to and put them in the first few rows. Alternatively, at the beginning of the presentation, use eye contact to connect to a few people scattered through the front rows until a few subconsciously give you feedback (e.g., shake their head, smile, etc.).
3. Tap into your "conversational comfort zone" by talking to these people and use their feedback to reinforce you. Since they are scattered throughout the audience, everyone near them will think you are talking to them – and many will start giving you feedback, further making you feel more comfortable presenting.
4. Remember, a presentation is simply a focused conversation.

The "Two Presentation" Solution

Too much information can sink a powerful presentation. The key is to focus on the goal: what does the prospect need to know now, and what can be presented later.

For instance, many of our investment bankers and hedge fund managers want to provide prospects with a compelling presentation: why invest in their new fund. They have to establish their USP - Unique Sales Proposition - and give the prospect a reason to trust them (especially in today's market). The USP may focus on the team's extensive network to identify great opportunities, expertise in picking "winning" companies, and competence in assisting these portfolio companies through growth. Trust and confidence are created by demonstrating the experience of the team, especially its track record.

What many companies then do is include a detailed analysis of the many portfolio companies they've invested in and provide a detailed analysis of them. Unfortunately, this detracts from the initial presentation, because the initial decision doesn't involve detailed due diligence but concluding that this opportunity, if supported by the details, is the best option available.

For this reason, we often recommend that companies create two presentations. The first, often presented using the laptop, focuses on getting the commitment within 20 minutes plus time for Q&A. The second, in booklet format, provides the details for due diligence by the prospect's specialist on such matters.

So if you’re a financial, software or other service/product company, consider using the "two presentation" approach to increase your close rate!