Welcome to the webcast! The video presentation has been

1. Welcome to the webcast! The video presentation has been pre-recorded, but the question and answer session will be live. So please send in your questions after the recording.

2. How to Build Effective Marketing Presentations for Webinars Ken Molay President, Webinar Success

3. Nobody In Your Company Cares AboutYour Marketing Presentation Content

4. Everybody Cares About Your Results # of registrations # of sales

5. Everybody Cares About Your Results # of registrations # of sales

6. Everybody Cares About Your Results # of registrations # of sales Willingness to enter the sales cycle

7. There Are Many Types Of Marketing Presentations

8. 5 Universal Presentation Tips 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

9. Concentrating On The Audience 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

10. An Inconvenient Truth About Presenting

11. An Inconvenient Truth About Presenting “Being Interested In” is not the same as “Caring About”

12. You Must Appeal To Audience Self Interest

13. Think Like Gillette

14. Think Like Gillette

15. Meeting Audience Expectations 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

16. Description Almost Always Precedes Content

17. Make Promises, Fulfill Promises

18. Make Promises, Fulfill Promises

19. Make Promises, Fulfill Promises • In this 45-minute webcast you’ll: • Find out the way to hook an audience quickly and make them want to pay attention • Learn the commonly used presentation technique that actually works against you in a webinar/webcast • Get examples of proper structure and flow for a marketing webinar/webcast • Hear lots of practical advice on building engaging online presentations

20. Giving Value 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

21. The Who Was Talking About Your Webcast Audience:“Won’t Get Fooled Again”

22. The Classic Presentation Structure Background & History Pain Points Products&Services

23. Did People Sign Up To Learn About Your Company? • Founded in 1903 • Headquarters in Toad Suck, Arkansas • APAC office in WoopWoop, Australia • EMEA office in Boggy Bottom, England • Growing revenues • 2010 Actual: $15 bazillion • 2011 Target: $69 gajillion • Privately held • No debt (or auditors) • Profitable (see above) • 9,000,002 employees

24. Don’t Preach To The Choir

25. Key Deliverables Go First MAIN POINT SupportingInformation Background& History

26. Telling A Story 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

27. Create A Scenario To Make The Audience Care + =

28. Data Needs Stories Too ~APU without results ~Readmissions ~Preventable Complx ~Regional Variation ~Fraud & abuse ~Fragmented care $630BB over 10 years $630 BB Over 10 yrs

29. A Story About US Health Spending Switzerland Canada Per Capita $ Austria France Iceland Germany Denmark Portugal Spain Finland SouthKorea CzechRepublic Poland Per Capita GDP

30. A Story About US Health Spending Switzerland Canada Per Capita $ Austria France Iceland Germany Denmark Portugal Spain Finland SouthKorea CzechRepublic Poland Per Capita GDP

31. A Story About US Health Spending Switzerland Canada Per Capita $ Austria France Iceland Germany Denmark Portugal Spain Finland SouthKorea CzechRepublic Poland Per Capita GDP USAGDP

32. A Story About US Health Spending USA Switzerland Canada Per Capita $ Austria France Iceland Germany Denmark Portugal Spain Finland SouthKorea CzechRepublic Poland Per Capita GDP USAGDP

33. A Story About US Health Spending USA $$$ Switzerland Canada Per Capita $ Austria France Iceland Germany Denmark Portugal Spain Finland SouthKorea CzechRepublic Poland Per Capita GDP USAGDP

34. Where Can The US Save Money?

35. Where Can The US Save Money? APU without results Readmissions Preventable complications Regional variation Fraud & abuse Fragmented care

36. Where Can The US Save Money? APU without results Readmissions Preventable complications Regional variation Fraud & abuse Fragmented care $630,000,000,000 over 10 years!

37. Slides As A Presentation Aid 1) Make the presentation about your audience 2) Set and meet audience expectations 3) Give value quickly 4) Tell an engaging story 5) Use slides to support speech, not replace it

38. Slides Are Not A Teleprompter Script

39. Add Photos For Visual Interest

40. Let’s Move From Tips To Tactics

41. How To Structure Your Presentation • 1-2 slides relating content directly to audience’s self interests • Appeal to fear, greed, or vanity • Say how they will benefit (what they will get) by paying attention • Give them value • Tell them something they need to know. Answer the big question. Make your main point. • Fill in details. Present facts, supporting data. • Intersperse background material in the context of stories and anecdotes • Relate main points to subordinate points, information, resources • Bring in more background or history if necessary • Reinforce benefits to audience now that they have listened to you • Circle back to your initial setup and show resolution • Give audience an action item • What should they do, believe, know?

42. Make An Explicit Call To Action

43. Attacking The “Blank Screen Syndrome”

44. Creation Methodologies – Pick Your Favorite Text outline Full script Slide titles Image ideas

45. A Good Marketing PresentationOpens The Door To The Sales Process

46. Thank you Ken Molay President, Webinar Success kmolay@wsuccess.com www.wsuccess.com