Jitter Busters: Scaring Away Presentation Nerves With Skill and Success

By Cyndi Maxey, CSP and Kevin E. O’Connor, CSP

Abstract: “Jitter Busters: Scaring Away Presentation Nerves with Skill and Success”
This article outlines ten key areas for battling nervousness for pharmaceutical professionals who present one on one and to groups.  Readers will learn techniques that the pros know to set themselves up for calm, confident one on one or group presentations when inside they may be quaking.  These techniques focus on planning, preparation, practice, and presentation options.  The final points review how the ten jitter busters can work on behalf of the presenter.

The best presenters get nervous. The best singers, dancers, and actors all get nervous. Many worry when they are not nervous! Whether presenting one on one or to a group, normal nervousness is very, very normal—and very, very necessary. When you are gearing up to perform at your best, adrenalin kicks in—causing your temperature to rise, your breathing rate to increase, your hands to shake, your mouth to dry out, your words to stumble and your palms to sweat. While most professional salespeople, speakers and performers will admit to feeling these symptoms, few understand “what else” they can do when the normal jitters start to rock their world and feel oh, so not normal.

The not-so-normal kind is the worst of all and is often self-induced. We promote unnecessary nervousness when we aren’t confident. Arriving late, looking to locate audio-visual support, telling a joke that has been told by a prior speaker—a catastrophe of epic proportions based on one simple rule: prepare like crazy and you’ll rarely feel crazy. None of this is ever the fault of the audience, the audio-visual company, the limo driver, or the administrative assistant. It is always the presenter who is responsible. This gives the presenter who listens to its wisdom great power, freedom, and options.

The responsible presenter learns specific techniques that prove to be not only jitter-busters but also sales makers.  Here are ten techniques the pros use:

1. Check out your tools and territory. Get there early. For a sales presentation, allow enough time to scope out the lobby, the other residents, the reception area, and to fraternize with the front-line person. During these simple actions, you are allowing yourself cool-off and calm-down time as well as focusing on something—anything—other than you and what you will say. You can also achieve this cool-down time in a car riding to the call with your manager. Asking questions that are task related can engage in a natural skill: conversation. Questions such as, “What advice would you give me based on your knowledge of this group?” to more personal, casual questions such as, “How did you get involved with ABC Company?” Don’t be afraid to engage your manager on the ride along. It is likely that she is nervous also. Conversation, real conversation based on mutual interest relaxes.

For larger presentations, ask the maintenance person to open the room; if you are able, remove or relocate chairs that won’t be needed. They are energy leaks. The closer your audience is to one another without empty seats, the better the learning environment, the deeper the discussion, and the more laughs you’ll get from your humor. Check your projector and have a dry run. Color on your laptop is very different than color through many projectors. Depend on no one else for this dry run. If things don’t work the audience never thinks it is the audio-visual guy’s fault, only the presenter’s. This jitter buster gives you your sense of space.

2. Find out where you fit in. What will your audience or physician be doing before and after you present? Are you the fifth speaker, the third, or the last item before lunch? Often an administrative assistant can help you with this. For a one-on-one presentation, you can find out how many reps the physician usually sees on a Monday afternoon. Is the two minutes you’re given pretty standard? How many patients has he or she already seen? If you discover these things in advance, they won’t throw you and you’ll give those two minutes your best shot. Never regard anyone in the office as unimportant. They are your vital link to the doctor—and they may be his wife, or his future wife!
If you are presenting at a conference, it is vital to come early. Sit in on as much as you can prior to your part, eat with the participants, talk about their work challenges, see how they respond to the other presenters, notice the strengths of the presenters as well as their errors, and be aware of the energy in the room. This jitter buster lets you see how you are part of a much bigger picture.

3. Know your champions. For an office visit, call ahead and let the friendly charge nurse know you’re on your way with her favorite cookie. Get the positive aura going in advance. For a larger presentation, send an email to those who support you who will be present. Let them know your main points and ask their feedback in advance. Before you send them this email, however, ask them what they think should be highlighted with this simple question, “What do you think this audience needs to hear, know, and feel by the time I am finished with my presentation?” In this way they will give you valuable input and then you can craft your talk and send them a final email confirming your understanding. This jitter buster lets you know you’re not really alone. Pros do this consistently whether presenting to a large group or even a small task force, call them in advance and conduct a short telephone interview. You will learn a ton and they will be complimented in the process. Prepare like crazy and you’ll never go crazy.

4. Have varied versions. A pro has several versions of a 60-minute talk. Whether a short sales call or a longer boardroom advisory, most of the time you will be asked to shorten—not lengthen—your presentation. Know what slides you’ll leave out and what examples to keep. Never, ever, speed through slides by saying, “I only have five minutes and twenty slides left.” This is not only the mark of a rank amateur; it is a critical error for a sales presentation where building credibility and image is key. Do you have to shorten your talk? Then have a slide here and there where you could stop if you had to. The audience will never know how many slides you have left. What they will know is that you finished on time! That, as you may know, is very much appreciated by every audience. This jitter buster gives you on the spot options.

5. Practice like crazy …tonight. Know your opening cold. This is when you’re most nervous. Say it out loud three times in the car on the way there or as you shower in the morning. If you’re riding in the car with your manager, practice it with him or her. Say it out loud. Resist the temptation to memorize. When each practice is slightly different that is a good thing, it gives you more options. The first four minutes of your presentation are when the audience is deciding if you are worth listening to. It is also the time of most anxiety on your part. A rehearsed, never memorized, four minutes will help. This jitter buster conquers nerves where they are strongest.

6. Look into their eyes. The eyes of an audience don’t lie. They alert you what to do next. They will tell you whether they believe you…or not. And then you must adjust accordingly. On a sales call, look into the buyer’s eyes and pause; watch for agreement, doubt, boredom, distrust, or enthusiasm. Pause and then continue. In a large group, you may discover many types of reactions; some may be less friendly than others. Therefore, only look into sympathetic eyes! Steer clear of the tough audience member. Look for support, connection, and interest and you will find it. This jitter buster connects you and calms you with the windows to the soul.

7. Take questions as they occur. Nobody really likes a Q&A period after the fact; they want to ask as you go. If you can follow this free-form format, do so. But stay on topic. Keep your answers short and link them back to the content. If you don’t want the questioner to ask a follow-up question, just end your answer by looking at someone else, then go back to your talk. This jitter buster helps you be spontaneous and smart.

8. Begin with the beginning. Don’t fall into the trap of saying, “Thank you, I know you’re busy. This won’t take long. Sorry to be last…” or whatever excuse pops into your brain at the moment you stand up. Say a planned opening line, such as, “I’m proud to present the research we have for you.” Never say who you are, where you are, how the weather is, how you enjoyed or hated the flight, or any other common opening that audiences tolerate but hate. Go to your opening with good solid content, meat, and say it with conviction. Audiences love a speaker who is certain, even when they disagree. They devour speakers and salespeople who plead for acceptance. Therefore, throw “meat” to your audience in the form of a conclusion, a content question, or a story. Then tell them who you are if need be—never the reverse. This jitter buster gives you an interested listener right away—chewing on the meat you threw his or her way.

9. Close with a planned closing. Rehearse this also well in advance and allow time for a dignified, important closing that reflects back to your opener in some way. Never finish with the infamous “That’s all folks…” or you will sound and appear weak. Your close is as important as your opener.  This jitter buster concludes the experience for the audience and the customer and sets the stage for the next time.

10. Follow up immediately. Before the end of the day send handwritten thank you notes. Nobody does it this quickly and you will be distinguished by doing so. Offer ongoing help, send one more idea, and be ready to follow-up as needed. This jitter buster promotes a trusting, personal ongoing relationship with your audience.

Falling flat on your face is never an accident. Normal nerves caused by adrenalin are all right and can be managed. Self-induced nerves are your fault. Scare them away as quickly as you can.

Jitter Busters Scare Away the Nerves By Reminding You…

• You have space to work in …. Arrange it ahead of time.
• You are a part of a much bigger picture …. Know where you fit.
• You’re not really alone …. The audience wants you to succeed.
• You have on the spot options …. know them in advance by asking yourself “What would I do if…?”
• You can start strong and confidently …. Start with content, not fluff.
• You can connect with the windows to the soul …. Do it by leaning forward and looking into their eyes.
• You are spontaneous and smart …. Know they came to hear you, not look at your slides.
• You can have interested listeners right away…. Ensure it by starting with enthusiasm.
• You can set a confident stage for next time …. Use a strong rehearsed short conclusion that unifies all that you have said.
• You have a trusting relationship with your audience …. Trust that you prepared like crazy!