In a rut? No clients on the horizon? If you are stuck in a business slump, now is the time to get new strategies to bring in business quick. Here are 5 tips so you can bring in business—fast.
Routinely presenting to clients isn’t going to build a rock-solid stream of business. If you want to guarantee growth, you must learn how to present ideas so everyone can understand. You must discover how to make any problem clearer—so your clients instantly understand.
How can you set up your presentation for success? Find out right now.
With a rocky economy, ongoing bad news, and spending cuts, more and more clients are expecting presentations that ‘knock my socks off.’ Most busy decision makers hate routine, dull and boring presentations. To uncover the special button that gets them to say “yes!” you have to go the extra mile.
Use these 5 tips to transform generic sales pitches into highly interactive conversations.
Tip 1. Stop Talking At
Nobody likes to be ‘talked at.’ This is why the #1 complaint about sales presenters is: ‘they talk too much.’
Tip 2. Start Listening More
The kissing cousin to Tip 1. Stop talking so much and start listening. This works wonders for busy clients who are bursting to tell you about their challenges and problems. Hint: do this before you meet in person, so you can build your whole presentation to address their specific needs.
In addition, listen early and often. The earlier you start listening, the sooner you can speak to their unique and pressing needs. Plus, the more often you listen, the more you’ll be able to check that your presentation is on track.
Tip 3. Show More Than Tell
In some sales training, many years ago, you may have learned the formula for sales presenting. It goes like this: “tell, tell, show, tell.” Sorry, but that just won’t cut it these days. When the majority of your time is spent telling…you are losing the 65-80% of visual thinkers who need to see what’s going on—before they make a decision.
A more accurate formula is: “show, show and tell, show and interact.” Adapt this formula to cure presentation blues and bring in more clients with less effort.
Tip 4. Show On The Spot
Ask any busy professional this question. “Do you want to see my 200 Power Points?” What do you think they will say?
Most people have had it ‘up to here’ with lengthy, dull sales presentations. They hate them. They don’t know what could possibly be so important that they have to devote their time and attention for 200 slides.
Requiring your clients to sit through a long and tedious presentation is unfair and disrespectful. What can you do instead?
Grab a marker. Run to the whiteboard. Show your story. Interact on the spot. Answer questions with quick sketches while the audience watches.
Then ask your clients again. “Do you want to discuss this option at the whiteboard?” What do you think they will say?
Tip 5. Make Your Audience Comfortable
A surprising number of presentations flop due to audience discomfort. The temperature is too hot. Or too cold. The food is inedible. The coffee is cold. The timing of the meeting is inconvenient. The location is difficult to find. Parking is impossible.
The list goes on and on. While many sales professionals are focusing on the content of their presentation, it’s easy to forget about creature comforts. What can you do instead? Make certain your audience is physically comfortable. Do everything in your power to treat them as welcome guests to your presentation.
When you stop talking at, start listening, show more than tell, whiteboard on the spot, and make people comfortable, guess what happens?
Busy people are a lot more willing to listen to what you have to offer. Ready to boost your presentation skills and bring in new business?
Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through Email Marketing skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/