First, plan the structure of the presentation for your account. Design it so it will provoke a response, get your prospect engaged, and immediately attract their attention. Don’t turn them off with a boring monologue of how good you are, you don’t want them gazing out the window within five minutes. It is possible you will have invested a lot of time, money, and energy getting in front of them, don’t blow it through lack of thought.
Here are some pointers in the right direction:
– Open with a blinder, a question, statement that is going to knock their socks off. Customers want to be challenged.
– Discover their needs or at least clarify them at this stage.
– Make sure your presentation answers their questions.
– Build-in things that will start the process of them trusting you and gain your credibility quickly.
– Make the presentation engaging and interactive, ask questions, listen, get them to contribute to it. Avoid it being tedious like your life depended on it.
– Close your presentation with another blinder!
– Leave with an action, proposal, further information, even a sale.
The next step will be to close-the-sale”. Key sentences at this stage:
– ‘Can we go ahead?
– ‘If I can put together a proposal by Monday, can we sign up now?’
– ‘What specifications would you like it in?’
– ‘How many do you want?’
– ‘Do we have a deal?’
(“Converting Leads Into Sales” by Ann Holman)