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ENEWS > SUMMER 2008
Your Business in Mind
Present Yourself: How to Create a Successful Presentation to “Wow” Your Prospects
You finally got your foot in the door with a meeting to pitch your product or service. It’s your big opportunity! You can ace it, or you can let it slip through your fingers.
To create and carry out a successful presentation:
- Do your research. What problems, challenges, industry developments, etc., impact your prospect? How does your product or service address those issues? Tailor the information about your solution to that particular business and industry.
- Make it relevant. Paint a detailed picture of how your prospect will be served by your product or solution. The presentation isn’t about you; it’s about them. Avoid industry or product-specific jargon unless your audience also speaks it. If it’s part of their normal workday language, and you also understand it, then go ahead and use industry terms. You may even impress your audience with your knowledge!
- Be professional. Create an attractive presentation that includes graphics and takeaways. Graphics are easier to understand at a glance than a long paragraph of text. A summary sheet or brochure helps your prospect remember key facts later, perhaps when making a pitch to executives who must approve the deal. If you don’t have the expertise to do this yourself, then pay someone else to do it. If your presentation looks sloppy, your product or service may be perceived as low quality.
- Come prepared. Remember to practice, practice, practice – and make sure you’re ready to answer any questions that could come up. If you’re prepared and confident, and you present relevant information, then your prospects are more likely to trust you.
- Engage your audience. When appropriate, ask questions that enable your audience to interact with you and see you as a problem-solver. The more involved they are, the more they will remember what you’ve said and feel invested in your product or service.
- Always ask for something. Every presentation should have an objective, a request, a next step. Give the prospect a compelling reason to take the next step now.
By following these simple steps, you will ”wow” your prospects and generate excitement about your proposal.
Joyce Ethridge
Sage Software
Did you find this article useful? Let us know: ines.newby@sage.com
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