Even blood and guts rugby players get butterflies so why wouldn’t presenters? Ask any salesperson if they are nervous before making a big presentation and they’ll say “Absolutely”. Here are 9 tips to overcome your nerves and make a brilliant presentation.

1. Practice like a maniac.
2. Anticipate objections and questions. Prepare your responses. Knowing you have all the bases covered will calm your nerves.
3. Make small talk. If you don’t know everyone in your audience already, make sure you introduce yourself and find out their roles. You can better direct your value proposition if you know what they care about.
4. Remind yourself that people want to see you succeed. Your sponsors recommended that you be invited to present. They are pulling for you.
5. Memorize the trouble spots. If you practice you’ll know where you have trouble. Memorize key elements of your trouble spots so they will flow smoothly on the big day.
6. Take 3 deep breaths. 10 minutes before you speak. Slowly breath out for as long as you can. Pull back your shoulders and let your body naturally pull in a deep breath.Two more like this, and you will be more relaxed an ready to wow them.
7. Stand up tall and hold your head high. Show confidence in your posture and make eye contact with the customer’s team
8. Speak slowly and clearly while enunciating your words. Nerves can make you talk fast. Slowing your speech can calm you.
9. Accept the fear, don’t fight it. The worst thing you can do when you’re nervous is to notice your own anxiety and start worrying about that too. Just accept any nervousness you feel just as you would accept that the carpet is blue or the walls are white. Trying to force yourself to calm down or hide signs of nervousness can backfire and make your problem worse.

Just as rugby is played by a team, most sales presentations are made by teams. Practice together. Know which of you will talk about each area to be covered. Confidence in your team, your plan and lots of practice will turn your fear into courage. Draw a few deep breaths and take the pitch.

When you are new to the world of presentations you are a student seeking tips, tricks and ideas to polish your skills. There are certain things all the experts recommend – know the audience, know the room, don’t use a podium.  As you gain more experience, you will find your own style and you will probably start breaking a few rules.

Then, When You’re Really Good – You Can Break Them

Frank Abagnale is really good. More than 40 years ago, he was one of the world’s most famous confidence men. Between the ages of 16 and 21, he successfully posed as an airline pilot, an attorney, a college professor and a pediatrician, in addition to cashing $2.5 million in fraudulent checks. He served time in the French, Swedish and U. S. prison systems. His riveting story provided the inspiration for Steven Spielberg’s 2002 film, Catch Me if You Can, starring Leonardo DiCaprio as Abagnale and Tom Hanks as the cop fast on his heels. Today Mr. Abagnale is a highly sought-after and provocative keynote speaker. Frank has been working on the right side of the law for over 30 years now.

But, as a presenter, he breaks a few rules.  When I was focused on the document security business, Mr. Abagnale went on tour for my company to promote awareness of the massive threat of fraud. The financial institutions we worked with had event planners and PR professionals who helped with the event. When they would enter the room on the day of the presentation, they would invariably say things like; the lights are wrong, he shouldn’t stand behind a podium, people can’t see him. When we did a sound check they would try to turn the mikes up because he speaks softly. I would always have to assure them that “He knows what he’s doing. Don’t worry he will be a big hit.”

Mr. Abagnale is not a high maintenance keynote speaker. He doesn’t care what color M&M’s are in the dressing room or demand constant attention. Frank does follow many of the rules of presentation. He dresses very well. He arrives early to check the room and his equipment. He has the timing down to the minute. He adds regional business names and studies recent local news stories to personalize the speech.

However, there are some rules he ignores. He prefers to stand at the podium. He doesn’t move around or use gestures. The room is nearly dark. He talks in a hushed tone. Yet, he can have an audience absolutely riveted for more than 3 hours.

How does he get away with it?

Mr. Abagnale’s presentation is a funny and poignant journey of his time as a criminal being pursued, and his personal transformation. He tells the stories of the fraud he’s thwarted since his transformation with bits of humor. Frank does speak softly and his delivery is fast, very fast. You aren’t even cognitive of it, but the low volume and speed make you listen attentively. The whole room is quiet, hanging on every word. Even though the lights are low there is no chance anyone is nodding off. Frank does use well-designed slides. He never reads from the screen. There really isn’t much to read. His slides are full of graphics to support his talk but they are not loaded with indecipherable tables and charts. Mr. Abagnale’s style makes the story to be the focus. The way he breaks the rules works.

Catch Your Style

As you deliver more presentations, following all the guidelines experts give, you may find a way to differentiate yourself from the crowd. Experiment a little to find your unique style. You may never have an incredible story like Frank Abagnale’s to tell, but you might find that you can break a rule or two.