The clients that we serve today are under all types of pressures when it comes to business stability and growth. Our job in sales is to help our clients improve their position; to make their business life easier and more fruitful. When you understand that fact and feed it into your sales pitch the whole thing gets a lot easier and more logical. The client can then see why they need your services above that provided by others.
If you make a lot of presentations on a regular basis you cannot help but improve your skills and communication strategies. The whole thing can however be fast tracked with personal practice and role playing.
Here are some facts to feed into your presentational processes:
- Understand your market and where it is headed over the coming months and years
- Understand your clients business and the pressures that they operate under
- Provide comprehensive information on your service and product
- Show results that are proven and have relevance to your client
- Use pictures and graphs as part of attracting the clients attention
- Have a selection of ‘success stories’ that can be used to strengthen your presentation
- Use your database to build your personal brand and relevance to your prospects and clients
- Be clear about prices, supply chain, and supply times
- Don’t make your proposal too complex or detailed (keep it simple)
- Understand beforehand if others will be involved in the meeting or presentation and just who they are in the decision process
- Offer discounts if they are of benefit and relevance to the client today
- If possible choose a location for the presentation that gives you some control of the situation
- Find out what the timing of decisions are likely to be
- Understand the competition and how they may approach the client with a counter pitch
- Know where the client is at when it comes to purchase urgency and choice
- Ask questions to fill in the gaps with the clients knowledge and understanding of options available
When you really understand these facts, you can improve your conversions from presentations. Use your prospecting efforts to get to know more business people and prospects in your market. Your options will soon open up and the sales can grow for you.