Before a writer can write a novel, the person has to know what story they want to tell. The same holds true for presentations, since a presentation is nothing more than a story of some kind or another. Hopefully it's a compelling story that makes people WANT TO listen and ultimately buy into.

You should be able to articulate your story in a single line, which I refer to as your story outline. A story outline is simply the central theme of your presentation. This outline is not for your audience, it's only a tool to help you focus on the real story you want to communicate. Consider it a high level blueprint.

Suggestions: The central theme may reference the main issue affecting your audience, the opportunity you are sharing, what is unique about that opportunity and finally, it may include words that you know your audience wants to hear.

"This is a story about..."

In the first minute of your presentation, people will be asking themselves, "Is this important and worth my time?" There can only be one answer: Absolutely. If you don't capture someone's attention in the first minute you might not have an audience around for the rest of the show.

Don't ever assume your audience will listen. Control their desire to listen.

The opening minute must be carefully constructed word for word and then tested and perfected over time. Make your opening minute as relevant, compelling and engaging as possible. When completed, put it to the test using the Opening Minute Test below.

Opening Minute Test

Next: the Presentation Main Thoughts
Start: Sales Presentation Self-Assessment

For additional help refer to the best-selling book "So Your Foot's In The Door...Now What?"