Powerful
Presenters Close More Sales
by: Wendy Maynard
For many professionals (consultants, designers, architects, etc.),
presentations are a key aspect of the sales cycle that can't be
ignored. Let's face it, you've got a lot riding on how you look, what
you say, and the way you answer questions. In order to get more new
clients, you must become a master of the art of a quality
presentation.
A successful presenter is one who comes across as confident,
creative, and convincing. Here are some key features of a winning
presentation:
1. Be prepared: Know your subject intimately. Be ready to answer
questions and describe the benefits to your client in detail. Well in
advance, brainstorm your client's potential objections and have a
solution prepared.
2. Create rapport: Don't be so focused on the presentation that you
forget to nurture the relationship you are building with your clients.
They want to know what type of person you are.
3. Present by objectives: With each component that you present,
explain its advantages and how it will help your client achieve their
specific goals.
4. Show one concept at a time: Don't place all your cards on the
table. Each idea deserves special attention. If a client looks at work
before it's formally presented, he or she may form negative opinions
before hearing its merits. 5. Describe, then show: It's important to
take it slow, giving your audience time to absorb each concept.
Explain the details of each idea BEFORE you display it.
6. Let 'em hold it: Once you put something in someone's hands, they
begin to feel ownership. Let your client get involved in your creative
process. Encourage questions and discussions.
7. Keep it simple: Keep your description direct, clear, and concise.
Don't oversell with long-winded explanations. Good ideas don't need to
be pushed.
8. Leave informed: Make sure you are clear on how you will move
forward. You may have to be the one to say, "So, what are our next
steps?" Your client may not have a definitive answer, so be prepared
to define this. For example, you may suggest a specific date for a
follow-up call or meeting.
Practice makes perfect. If you aren't comfortable with making
presentations, role-play with an associate or friend. You can also
perform in front of a mirror. Observe your posture and mannerisms. Are
you fidgeting? Do you maintain eye contact? Are you ready to persuade
and make a call to action?
ACTION ITEM: Examine your presentation style by asking for a second
opinion from someone you trust. This isn't easy to do, but if you use
this feedback to improve your skills, you will reap the rewards.
Copyright 2006 Marketing Maven
About The Author
Wendy Maynard, your friendly Marketing Maven, publishes REMARKABLE
MARKETING, a weekly marketing ezine for business owners, freelancers,
and entrepreneurs. If you're ready to skyrocket your sales, easily
attract customers, and have
more fun, subscribe now at http://www.gomarketingmaven.com"
target="_blank">http://www.gomarketingmaven.com.
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