Presentation Training by Olivia Hornsmann
Business Plan Seminar - Get to know yourself as an Entrepreneur!
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Structure
Structure your presentation!
1. Get the attention of your audience by…
…telling a personal story, an anecdote etc.
…addressing a topic of current interest,
…starting with a question or an estimation.
2. Present yourself! You can also do it at the end.
…Who am I?
…Why am I presenting
3. Introduce your project, proposal, offer!
…What do I have to offer?
…What is the presentation about?
4. Illustrate and argument why your target group will benefit
from your product/service.
…Example: Increase in profits by access to a larger
target group
…Example: Gain in prestige by supporting environmental
issues.
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5. Closing request: Give a short conclusion and tell your
audience what to do after the presentation!
…Announce you will get back to them
…Is there something members of the audience can sign
right away?
…Prepare them for documents you plan to send.
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Six key questions
UnternehmerTUM recommends to answer the following key questions
Who is the customer?
What is the problem?
What is the customer’s benefit and how can it be measured?
What is the size of the market potential?
What makes your product better than comparable alternatives?
How do you capitalize profit from your product?
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Rapport
Get in contact with the audience!
The audience is the reason why we´re presenting.
We´d like to informe them, to convince them or to make
them take decisions.
Here are some options to involve the audience:
Find a hook for the beginning (personal story, an
anecdote, recent event).
 Get in eye contact with them (longer then one second).
 Ask them questions.
 Show a model or prototype of your idea.
 Tell a story (example: Mr. Meyer is using our solution.
We´d like to show you, how he will save money and
time by using it).
 Don´t show all your details at once. Show one by one.
 At the end of your presentation you should stay in your
audience‘s mind. Think about a good closing request.

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Bodylanguage
Be authentic!
1. Gestures
Show your openness through opening gestures (Showing of
palms, hands relaxed in front of belly, hands and arms
uncrossed).
2. Facial Expressions
„A smile is the shortest distance between two people“.
Smiles create relationships. But don´t force it! 
3. Posture
Concentrate on confidently standing upright, both
feet planted securely on the ground.
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Voice & Pauses
Control your voice and your pauses!
1. Your voice reveals your mood.
…Vary your rate of speech and the pitch of your voice. That
makes your language vivid.
…Ahs, uhms, and the like are fillers - and a plague. Ideally
you will avoid them.
…Yawn with relish before you step on “stage”. Yawning
relaxes your vocal cords.
2. Exercise before presenting:
Drum both hands right and left of your breastbone and
intonate „aaaeeeiiiooouuu“ until the tone jumps. This
activates your voice.
A pause…
…gives the audience a chance to think about what
you have said.
…gives you a chance to breath.
A pause…
…is a tool. “Silence is an excellent exclamation
point.” A slightly extended pause adds emphasis
to a key point in your presentation.
“All presenters pause naturally, but the best presenters plan
their pauses for maximum impact!”
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Stage Fright
Don´t worry! Stage Fright…
… is absolutely normal. Actors, too, experience stage fright
- even after years on stage.
… increases your tension. It also provides the alertness you
need for your presentation.
… fades, when you drink water. Water reduces the amount
of adrenaline in your body.
Drink nonsparkling water - sparkling water may have
unpleasant consequences while speaking.
… Stress reliever during presentation: Feel your feet on the
ground and breath.
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Team Performance
Plan your team presentation!
Presenting in a team is much more difficult.
Your team impact depends on how you stage your
performance. There are a few things you have to bear in
mind when your team steps on “stage”. Ideally, you have
practiced your performance at least once, so every team
member knows what to do and when. This gives your
presentation a professional looking lead-up.
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Five things to check before you present:
1. What media you want to use? (e. g. flip chart, beamer,
overhead projector, illustrative material) and does it work?
2. What is the best position for each team member?
3. Who is the first to speak?
4. Who will take questions from the audience?
5. What is our last sentence before leaving?
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Please contact me if you have further questions!
Olivia Hornsmann, M.A. Päd.
Project Leader | Entrepreneurship Education
Tel. 089-32 46 24-285
[email protected]
UnternehmerTUM
Lichtenbergstraße 8
85748 Garching
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Tel. +49 (0)89-32 46 24-0
Fax +49 (0)89-32 46 24-100
[email protected]
www.unternehmertum.de
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