Giving a presentation, in theory, is easy. However, presenting a solution in a way that clients want to hear it, is not always easy.
I am going to let you in on my secrets – the method that I follow when building a presentation.
First, I have what I will call my "master "vault" of information for certain companies – information about them and the way that they do business that will help me in my process. This may take some time to you develop fully, but as your experience grows, so will your "vault".
Next, I will remove any offerings that the customer is not interested in, or that doesn't pertain to this particular deal.
The third thing that I do when preparing a presentation is a pretty important one – I will remove all of the things that a competitor might say – anything that says that it's a "me too" slide. Really make an effort to know your competition – what they are saying – how they are saying it – so that you can be sure not to repeat these same phrases.
Never – in any presentation – do you want to say the same thing as your competitors.
The fastest way to show your value during your presentation to a prospect is by understanding the FULL EXTENT OF THE PROBLEM. If you do not FULLY understand their problems, concerns, needs – don't bother going any further. Start by discovering what your client actually needs and wants. Make sure that you ask the right questions.
Remember this: you need to understand the needs of your client before you do anything else. Selling is a two-way conversation – not a pitch.
Once you get your arms around their problem, you now have to figure out what is your philosophy in the problem. How do you, or your company, solve this problem or problems? Where have you done similar work?
Also, always keep in mind any cultural differences that you should be aware of – what may or not be offensive – when presenting to other cultures and overseas. Doing your homework will never be a waste of time. The more you know about the company and/or the person you will be meeting with, the easier you and your presentation will be received.
In the next blog we will talk about how to "follow-up" on the presentation.