People who speak well are more interesting visually, even if what they are saying is not necessarily interesting. This is the art of public speaking.
Who doesn’t love Erwin Parengkuan and Becky Tumewu? Both are famous Indonesian TV personalities admired for their bubbly character, mostly because of their talent in public speaking. In 2007, both established TALKInc, an educational institution focusing on communication skills development that has attracted over 100 companies as clients. The list includes state-owned corporations as well as private and multinational companies.
TALKInc has become the answer to a major problem faced by many Indonesian professionals out there – that is, the lack of speaking skills. People from various professional backgrounds, including politicians, come to TALKInc and attend classes. Our famous – and rather controversial – lieutenant governor, Ahok, is also a student here.
In the business world, having to make business presentations requires communication skills to win the deal. We called TALKInc and interviewed Erwin Parengkuan to discuss why some people can pull off a business presentation while others stutter and fumble. Is it because of communication problems? If it is, how do we fix it?
Inclover : Who needs presen-tation skills?
Erwin: It could be anyone who needs to present his or her ideas to someone else. Our corporate clients have made us coach their employees, from front liners such as security guards and customer service officers, to middle management professionals and the bosses at top-level management. Presentation skills are needed right from the first time an engagement emerges between two parties. These skills comprise the ability to deliver messages correctly, to analyze whether or not the messages have been correctly received, to be able to do follow-ups and many more.
How do we know if a business presentation is effective?
It’s effective if it meets the client’s needs, assuming the person who gives the presentation is someone who’s trying to offer his idea, product or service. Sometimes communication fails because the person who does the presentation doesn’t understand the needs of the person he or she is talking to.
So what is needed in order to make an effective business presentation?
First and foremost is research about the target company. Find the core values of that company and create your program or service accordingly. For example, TALKInc gave coaching for the flight attendants of a certain airline company. The company’s core value is modern. That means the programs that we propose to said airline should have modern content. Most people miss this. They focus on the “selling” activity without trying to understand what’s really needed by their market. It won’t work. Meanwhile, clients would love to work with you if you really understand their characteristics and needs. Every company is different and requires a different approach.
How do we make a business presentation interesting?
You have to speak using the same language as the client, by knowing what’s expected from you and every aspect of your client. And there are steps of presentation. The opening section comprises an introduction, greeting, ice breaking, appreciation, and settling down before you elaborate the body content. The body content is where the core message lies: our big idea and solution to the client’s needs. After that, a time for discussion, in which we give clients the opportunity to ask questions. This is when your reasoning and persuasion skills would come in handy. In the end, it’s up to the client to decide whether or not they want us.
Ideally, how long should a business presentation be?
If the objective is only to introduce a program or service, 20 minutes is effective. We need to consider that people can’t concentrate for more than seven minutes. So the presentation needs to be general which means giving knowledge and not details. Besides, if clients love our presentation, there would be a second meeting where you can present your plan in detail. This is when you can be more technical, providing mockups and samples. Meanwhile, the negotiation and the closing process [are] done in the last meeting.
What should we do if the audience looks bored?
Do ice breaking. At a time like this, the parameter is the gesture of our audience. When they show signs they are no longer listening, we could let them have a break so they can be refreshed, show them videos or give them a quiz. As if we are going to a war, we should be ready with this “equipments”.
What is the ideal posture when giving a presentation?
What’s more important is a positive mental state. We keep telling our clients to always give inspiration and encouragement during a presentation. Avoid negative sentences such as “This is too risky and too difficult.” Communication should always be positively delivered 100 percent.
Do you think it would be better to move around during a presentation and be active than to just stand still?
It depends on the meeting space. If it’s a small three square meter-room with only a roundtable inside, you get an intimate presentation session. It’s better to just sit down. If it’s a big room with a long table for 24 people, you have to choose a standing position which is equally visible to everyone inside the room. This is called blocking. Then consider which is more effective: is it your movement or your intense eye contact with the audience? In my opinion, in a room filled with only 24 people, you don’t need to move a lot. To be active, moving your hands and body is enough. It’s a different case if we talk about a workshop or seminar with a large number of participants with seating likein a theatre. In this case, we need to move. You can’t just stand or sit down as it will be boring.
TALKInc
Jl. Wijaya I No. 73, 2nd Floor
Kebayoran Baru, South Jakarta
T: +62-21 7202719, 80777779
www.talk-incorporation.com
