How to Scope Out and Warm Up a Mixed Personality Group for a Innovative Presentation - dummies

How to Scope Out and Warm Up a Mixed Personality Group for a Innovative Presentation

By Ray Anthony, Barbara Boyd

Let’s face it; it’s relatively easy presenting innovative presentations to just one type of personality because you can develop a straightforward strategy to effectively customize your communication. But what if you have to give a business or technical presentation to an audience comprised of all four personality types?

Let’s help you devise an all-inclusive presentation using a sample scenario: Suppose your boss asks you to give a presentation (within the next two days) to tell a potential customer about a new, radically advanced robotic assembly tool the customer is interested in buying from your company.

The only thing you know is that there will be several department heads and their staff from the customer’s human resources, purchasing, operations, and engineering groups. Unfortunately, time doesn’t permit a thorough audience analysis.

You have given detailed aspects of this presentation before to other prospects, but you only have 30 minutes now to present a high-level overview to get them excited and motivated to learn more about how the robot can improve their manufacturing metrics.

How to scope out the crowd for an innovative presentation

With your laptop or tablet connected to an LCD projector, you show up early, test the equipment, grab some coffee, and return to the room before your scheduled presentation to observe the following people:

  • A serious-looking woman walking in. With a very upright posture, she’s talking on the phone, speaking directly, decisively, and giving directions to someone on the other end. She looks at her watch, sits down at the end of the table, and begins reviewing some paperwork she brought with her. You determine she is likely a Director personality and is probably the head person and decision maker in the group.

  • Sitting on the sides of the table are three people working diligently on their iPads, not looking up or talking to anyone. Next to them are marketing brochures and technical flyers about your robotic product. You believe these are Thinkers.

  • Standing up and engaged in a lively conversation are a man and two women who smile and gesture enthusiastically as they converse. Two are laughing about something the other said. These are Energizers, you feel.

  • Lastly, you notice a woman reading a business magazine published by a major consulting company. The cover story says, “Nurturing Your Engineering Teams on the Job.” That’s likely a dead giveaway that she is an Affable type.

How to warm up the room for an innovative presentation

Over the next 30 minutes, your strategy and actions appeal to all four diverse types of personalities: Prior to beginning, you go around the meeting room to establish rapport and personally introduce yourself to everyone, starting with the Director female.

With a firm handshake, a confident tone, and direct eye contact, you mention to her that you will be talking about the impressive financial and operational results that your robots will deliver for her company.

You meet the two Thinkers and say, pointing to the brochures about your robot, “Impressive. Looks as though you have already done some effective research and homework about our machines. I look forward to answering any detailed technical or operational questions you have about them. I appreciate your reading up about our systems already!”

You greet the cheery Energizers, give them a big smile, thank them for their attendance, and say, “Your company prides itself on being innovative. I’m sure you’ll be interested in hearing about the four ultra-advanced features of the robot that put it light-years ahead of any other types out there. Glad to have all of you here today and please jump in with your ideas and comments during my talk!”

Finally, you display a big smile at the Affable and welcome her with a similarly friendly approach. After initial chit-chat, you state how much easier and more pleasant working conditions will be when the robot makes obsolete the dull, repetitive, and difficult fabrication work currently done by people and frees them up to do more creative work in building better products for their company.