You're watching this probably
because you have a presentation coming up.
Maybe it's a big one
or maybe a small one at your office.
Doesn't really matter.
You're here to knock it out of the park,
and we're gonna help you do that today.
We're gonna talk about three things you can do
before you present that are gonna help you,
and three things while you're presenting.
So make sure you stick around because today
we've got my good friend Mike Pacchione in the house.
What's up Mike, how are you man?
- Hey buddy, I'm good.
- Thanks for being here. - Thank you.
- Time out.
So, you're not gonna know this,
but I wanted to tell you while Mike is frozen here,
Mike is one of the most gracious people
when it comes to helping people with their presentations.
He works with Nancy Duarte.
He helped me in 2012
create a presentation that really changed my life
and helped me in my speaking career.
but he's pretty awesome.
So we'll just pick up right back up where we left off.
Time in.
So I'm glad you're here today
'cause we've got a lot of people who are watching right now
who need some help.
And if you have a presentation tomorrow, stick around,
'cause at the end we're gonna give you some advice
for, if this is like the crunch time for you,
we're gonna help you out, but let's get into it, so--
- Yeah.
- You help a lot of speakers,
you talk about this quite a bit.
What are some things we can do to best prepare ourselves
before we get there and we have to present
to help us position ourselves for a win?
- Yeah totally.
So, here's the deal.
If you're getting asked to present somewhere,
it's probably not material that you don't know.
You're probably pretty good at it.
You probably know a lot about it already.
When you're presenting, what was that?
It was FREE.
- It was a presentation about
how to use FREE in your business.
- Yeah, you knew everything about that already.
- That's what I was known for.
- So the hardest thing in the world
is figuring out how to edit that down.
What am I supposed to say?
I could talk about this,
I could talk about this,
I could talk about this.
The thing that you need to go back to
is who is in your audience?
What you're actually doing is serving your audience.
At Duarte we say that the audience is the hero.
The audience is the Luke Skywalker,
the Jerry Maguire, the Katniss Everdeen, whomever.
The audience is the hero.
So I'm gonna do everything in deference to them,
which means we need to obsess about them,
think about what their pain points are.
Think about what they're excited about.
Think about the stuff that depresses them.
Think about whether they're ideas people
or if they're execution people.
When we start thinking through things like that
then we can start filtering our material accordingly.
- Okay, so we're not even thinking about
what we're gonna say first,
we wanna understand who we're gonna say things to first.
What if you're in a small office setting,
you know instead of a large stage,
and it's like you're cohorts, your friends at work,
how do you position yourself to think about them
for and related to the content you're gonna talk about?
- Yeah, totally.
So that can be tricky
because a lot of times we fall into that trap of like
this is my personality at work
and I must be like that all the time.
But, again, when you're getting on stage or, in this case,
stage is maybe like a boardroom or something,
you're the one in charge.
So, you need to really think through, what do these,
I mean, one of the great things,
if you're doing it with coworkers,
presumably you know what's hard for them.
You go to the water cooler with them.
You get coffee with them.
You hear the stuff they complain about.
You hear the stuff where, like, gosh,
I wish I had more time.
Those things, if you can catalog those things and say, okay,
well, what's Pat stressed out about right now?
If I can just position it as like
Pat's stressed out about this,
let me meet him here, win.
That's the whole point.
- Yeah.
So, okay, that's great.
In that setting you can think of the individuals.
- Yeah.
- Which is great, and when you're in a larger setting
you can likely think of the group as a whole.
They're at a conference for a specific reason.
You wanna teach them those things.
Okay, so understanding the audience, that's number one--
- Let me add, can I add something to that?
- Yeah, yeah.
- Conferences can be tricky because
sometimes people go, 'cause they're like,
I wanna hear Pat Flynn talk.
Other times it's like, I don't know who Pat Flynn is.
There are three people at this time.
He's got the shortest name.
I'll go to his.
You know what I mean?
- Yeah.
- So they're not necessarily a fan of yours.
They might not know the topic.
So this is where it can get tricky.
One of the things you can do is subdivide the audience.
So, think through,
I'm going back to 2012 right here,
but you're talking about FREE.
And it's like put,
think through someone who knows about the idea already
and talk to them at some point.
And you might actually say that out loud.
So, for those of you who are using this already,
here are some ideas.
- Cool.
- For those of you who have never thought about
giving something away for free,
here's some things you can do.
If you actually subdivide the audience that way,
and announce, I am talking to you right now,
ooh, that's a win.
- I like that, I like that a lot.
Okay, so that goes a little bit into like,
what are you gonna say, exactly?
Do you have any advice for the content in this presentation,
how can I structure it in a way that
is gonna be useful and entertaining
and not bore people to death?
I think people are scared of just boring people.
- There are a few mistakes that people make a lot.
One of the big ones is giving a how presentation
instead of why presentation.
Your audience, even if your presentation is called
something like How to Monetize Your Marketing.
Like, it literally starts with the word how.
You need to begin by giving the audience why that matters.
- Why is that important?
- Yes, so tell a story of the marketer
who is putting too much time into their work
because they haven't figured out
how to use a certain website well.
Start off with the why.
Start off with the pain point.
Why this matters to you, audience.
Do that, and then get into the how.
- Okay, so when preparing for a presentation,
number one, who's in that audience?
But, number two, why are they there?
Why do they need to listen to this?
What's gonna be the transformation at the end?
Like what do you get outta this?
You had started to talk about like, okay, look,
talk about an example and this is something you taught me
which was, use stories.
I think a lot of people worry about, okay,
they know the information, but just, how do I start?
What's the first thing I should say?
How do you recommend they do--
- Yeah, this is my favorite thing.
I took journalism class,
did you do journalism?
- I did not.
- Okay, so journalism school,
if it still exists, journalism school,
they taught you the lead is the most important thing.
There's a great Abe Lincoln quote.
I'm gonna get it slight wrong right now,
but it's something like,
"If I had eight hours to chop down a tree,
"I spend the first seven sharpening my ax."
- Yup. - Something like that, right?
- Yeah.
- Obsess about how you start.
So many people get nervous when they get on stage.
If your beginning's awesome, that propels everything.
You look out at the crowd and they're enraptured.
They're like whoa, wow, what's he talking about?
If you start well it gives you confidence.
So, obsess about the way that you start.
I love beginning with a story,
a story that's related to the topic.
Great thing to do is to
start with something that you screwed up,
and then show the transformation
throughout the course of the talk.
The first line, I think is essential.
And so many of us start with,
oh, hey, it's really nice to be here today, I'm uh,
you know, I came all the way down from Portland, Oregon,
da da da da.
I get it.
I've done that before.
I get why people do that.
I don't think it's bad to say your name or anything,
but the power of just starting is incredible.
I gave a talk last year.
I was really proud of how I started it.
The first line, so, I get introduced, walk out on stage,
and I had to give myself a big pep talk in order to do this,
but, walk out on stage, and as soon as I hit the middle,
just deliver the first line, and the first line,
It's a humbling moment in life
when you realize you've turned into an a-hole.
Can I say that?
- Yeah, you can say that, you can say that.
- It's a humbling moment, I don't know,
I'm like not even cursing, I'm like, can I say that?
(both laughing)
- Can I censor the censor?
(both laughing)
- Yeah, it's a humbling moment when you got,
when you realize in life, that you've turned into an a-hole.
Ooh, and the audience is like going--
- Now I'm like, what are you talking about?--
- Yeah, what are you talking about?
- So, I'm in. - And then I drop you
into the middle of the story.
So, stories are great.
Great first line.
It could be other things too.
The DeLorean certainly falls in that category.
- [Pat] Yeah, I mean, I kinda went all out with that,
and that was maybe more of just me
trying to live out my childhood dream.
- But what about, like, we talked before.
Once upon a time you were gonna do magic.
- Yeah.
- I don't know if you, like you started a speech that way.
- We did magic to close a presentation once,
which was interesting.
I got training from a musici, uh, not a musician
to teach me magic.
A magician to teach me magic, and it was a lotta fun.
I learned from you to just be creative
and try different things.
I've kind of maybe taken that a little bit too far
but that's become a part of who I am
from tripping on stage on purpose
to bringing out the DeLorean at one point,
to, at certain events,
I know that there's a crowd of people who dance, and, so,
hey, I'm gonna go out and dance too.
- Right, right.
Interact with the whole audience.
- Now I'm in, right? - Yeah.
- So the start is key.
I a hundred percent agree.
When I rehearse, I rehearse the beginning more than anything
'cause, like you said, once you get going,
I'm kind of on autopilot at that point after.
So even the first minute or two,
just rehearing that part, is huge.
So we talked a little bit about the before.
What about while on stage?
What are some things that we can do to
better kind of set ourselves up for a win there?
- Yeah, yeah, yeah.
So, a lotta people get nervous, and that's okay.
And, actually, I would say it was good.
In most parts of life, I don't know,
when things matter, you're nervous about them.
- Yeah, that's a great way to frame it.
- Yeah, if things matter, you're nervous about them.
When I asked my wife out for the first time,
if I had just been like, I don't really care,
like that's giving myself permission
to just not put my heart into it.
Anybody who's listening, and they're like,
oh, I get really nervous, okay,
but let's talk about how to quell that.
One of the issues that comes up sometimes, or,
it happens a lot, really, is, because you're nervous,
you talk and talk and talk and talk and talk and talk,
and you don't take a breath,
and that just makes you more nervous.
It's pretty crazy.
You can actually sometimes hear people exhale.
One of the things that you can try to do
is to talk in shorter sentences.
Even if it's not a sentence,
even if you literally had a sentence
that if you typed it out it was like 14 words long,
you would probably wanna take a breath
in the middle of that sentence.
- Really? - Yeah.
It's not that you should ever be ever talking and counting,
like that was one word, that was the second,
that was the third, but,
you wanna shoot for taking a breath every seven to 10 words.
- And the purpose of this is to ...
- Just it gets rid of the nervousness in you.
It allows you to project your voice more.
- Oh, okay, so it's almost training yourself to slow down
in a sense. - Yeah, totally, yeah.
- Yeah, I've noticed that too.
I used to do that.
I watched some of my earlier presentations
and I ramble and I'm going on and on and on,
and I'm pacing back and forth
and it's just like,
I remember showing you one of my earlier presentations
where I had this like five foot--
- Yeah, like a triangle that you were--
- Oh, yeah, it's just, the whole time, for no reason.
And you taught me a lot about how to move on stage too.
Perhaps you have a tip related to movement,
which I think is a big problem,
especially people when they get nervous.
- Yeah, you have the whole stage.
You have an entire stage.
Or, even in like an office building,
you're not just lodged into one square.
It's not like you're, like standing on a land mine
and if you leave it (laughs)
You know what I mean?
- Question, what if you have a podium,
and that's where everybody else spoke at.
- Yeah, yeah, yeah, get away from the podium.
- Get away from the podium.
- Yeah, I mean, if it's possible, get away from the podium.
The podium is a big sign
that just puts distance between you and your audience.
That's what it is.
- It's a literal thing that you're putting between them.
- Yeah, yeah, yeah.
And you wanna make it more interactive.
Again, you're like serving your audience.
When the heck in life does that happen,
where there's a podium?
It's crazy, I go to companies all the time.
I walk in. Big podium.
All the way to the side.
Think about how weird that is.
You're all the way
to the side. - It's not even in the middle.
- It's not even in the middle.
They're like, well, here's where you set up.
I'm like, okay, can I move this?
If I can't, I literally set the computer up
and I do the best I can to balance it
so I can be in the center.
'cause I wanna be helping my audience out.
That's the point.
- I've been to ones where there's a clear podium.
- What? - So you can see through it,
and your stand, like, I see people standing there,
and it just, from the back of the room,
it just looks like they're standing on the edge of the stage
not moving at all 'cause they're at the po,
I don't know, it's so--
- Wait, what?
- It's like a modern looking podium, right?
It's just clear and there's like,
From the outside it looks like
the papers are floating in mid-air.
It's just so
- Oh, there, this is like one of those futuristic things
that would like show some, something like Jodie Foster's
President of the United States and that's her podium.
Yeah, like that. - Right and
there's like a tiny mic that's kind of coming out of that.
Okay, so, those were a couple tips.
Maybe one other tip for when you're up there on stage
to help engage with the audience.
- This is like my biggest thing overall
and this is where I feel like I'm proudest of you,
is having fun.
Your audience doesn't know what you're supposed to say.
You maybe wrote a script or you created an outline,
but your audience doesn't know what you're supposed to say.
The only person in the world
who would judge you against the outline
is yourself. - Yourself, yeah.
- So, a lot of us are sitting there, like,
what did I write down
on that piece of paper three weeks ago?
- Really, I forgot to say that one thing.
- Right, I forgot to say that one thing.
But nobody, I think you're the only one who's
judging yourself against that.
The more that you free yourself from that
and have fun with it,
that's when the magic happens.
Here's the deal.
The audience will follow whatever emotions
that you put out there.
If you say you're nervous, the audience will be nervous.
If you appear to be having fun,
the audience will be having fun.
If you're funny, the audience will laugh.
So, we wanna leave the audience that way.
I think the mentality for most of us is the opposite.
The audience will laugh
and then that gives me permission to have a personality.
No, uh-uh.
Have your personality first.
And, when you put all these things together,
something that's really cool that happens is
you start finding ways to put your personality
into the talk.
I think when most of us start, we try to be somebody else
We try to be somebody who's perfect.
Shouldn't do that.
Be yourself.
If you're fun, be fun.
If you're a data geek,
find a way to put data in the presenta,
like, it has to be fun.
But find a way to put data in the presentation.
One of my favorite TED Talks,
this woman Amy Webb, total data geek.
She talks about computer dating
and she walks you through the data journey she went on.
She figure out a way to do that.
So, the more that you can put your personality in there,
those are the speeches that people love.
There's a guy named A.J. Jacobs.
I don't know if you know him or not.
- Mm-mm.
He's one of the goofiest guys.
So he read the entire Encyclopedia Britannica
and gave a book report on it.
He read the whole thing.
Anyway, A.J. Jacobs, point is, total nerd.
Total nerd.
He gets up on stage, he's a nerd.
But he's like an endearing nerd.
He does all the stuff that, structurally,
I would be like, well, you know, you say um too much,
or like your hands are too T-Rexy.
But he does it.
But he's in character.
That's who he is.
The audience gravitates towards that.
- That's him.
I think that's the biggest tip is just, be yourself
and be comfortable with who you are and,
sure, there may be people who are just like,
you know, I don't like that style,
but why would you want people
to like people other than you, right?
- Right, right, right.
- So that's great, so, do you think--
- And like, you know what?
Here's a more concise way of saying it.
Be the you you are at a cocktail party.
Maximum one drink.
(both laugh)
- So, let loose a little bit, but don't go overboard.
- Yeah, not like,
'cause sometimes when I've told people that,
they're like, I get wasted.
I'm like, okay, well that's not what we want.
Like a drink, like a drink.
That's the you we want there.
- I like that.
No, that's awesome.
Mike, thank you so much.
- Wait, can I do one more?
- Yeah, let's do another one.
- Yeah, 'cause that would be seven
- Is that like-- - and this is like in between.
- So this is another tip like over-delivering--
- Yeah, this is over-delivering.
(both laughing)
Okay, this is what,
I talked about like,
you should get nervous sometimes in life.
I got married about three years ago.
The weeks leading up to the wedding, I wasn't that nervous.
Everybody was like, are you nervous, are you nervous?
You're making a big commitment.
I wasn't that nervous.
And then we did the walkthrough the day before.
So we got married May 24th.
- The rehearsal. - Yeah, the rehearsal.
So I got married on May 24th,
and May 23rd, and like
when we're about to walk down the aisle,
that's when I got the like, oh my God.
It's happening. - It's gonna happen, yeah.
- Remember I took a picture, put it on Instagram,
looked at it later that night.
I was like, oh my God, I'm getting married tomorrow.
But then I had another thought,
because I'm a presentation nerd,
this is what I was thinking about.
I'm like, you know,
lotta people I work with,
we go through a thousand iterations of the speech
and obsess about the slides and this and that,
and then never rehearse.
And yet, and these are presentations that matter.
Could be a pitch where there's like--
- And by rehearse, you mean actually
going through the motions and--
- Yeah, yeah, yeah, yeah.
Like speaking it out loud.
Maybe into a mirror, maybe amongst colleagues,
but actually speaking it out loud.
I'm like, hmm, you know,
there are million dollar deals that are on the table,
and people don't rehearse.
And, today, I rehearsed,
'cause rehearsing for your wedding where you're rehearsing,
I rehearsed walking (laughs), standing, kissing.
And I did it like five times!
(both laughing)
Why in the world?
And like there's no way for that to go wrong.
What would be the worst that could happen?
Like I'd walk to the wrong spot.
There's no way for it to go wrong
and we've run through it like five times
'cause we know it matters.
And then we get to presentations.
And these things matter.
It could be career-defining and then we're like,
oh, I'll just be okay when I get out there.
I have an outline.
Why in the world would you do that?
Do not let the first time the words escape your mouth,
do not let that be on stage.
- So, rehearse.
- Rehearse, rehearse, rehearse.
- And, that is something that I can speak from experience,
that helps a lot.
- Yeah.
- Thank you, Mike.
- My pleasure. - Appreciate it.
Hey working people, follow up with you?
I think you have some stuff that you wanna show people
if they wanna get sort of more inspiration on speaking.
- Yeah, totally.
So, Twitter, I'm mpacc, @mpacc, M-P-A-C-C.
Company I work for is Duarte, D-U-A-R-T-E.
And then, mikepacchione.com.
- Sweet, we'll have all the links in the description below.
Thanks again for watching this.
Good luck on your presentation.
Thanks again, Mike.
- Thanks Pat.
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