How The Right Presentation Can Help You To Win Your Sale

So you’ve finally got your meeting with the buying team, and it has been a long road to get to this stage. A huge amount of time and effort has gone into this and all that remains is the face to face presentation.

Sadly, for most businesses this is often the stage where the sales process stops. The sale is not made and all the front end work is wasted. Face to face, buyers will find it much easier to gauge your professionalism, attention to detail, capability and credibility. The quality of your presentation says just as much about you as your personal appearance, so getting it right is vital.

So what’s the trick to creating the killer presentation to win the order?

Planning and preparation is the key. No two prospective clients or sales meetings are the same, and recognising this will help you to be more effective both in content preparation, style and delivery techniques.

Plan you presentation. Break it into neat sections and keep it brief. Get straight in to it, don’t waste time taking about yourself, deliver your messages in a way that directly answers the customer’s needs, and outlines the key benefits your product or service offers them.

Create dynamic compelling graphics that back up your messages, establishing, in prospects mind, your credibility and capability to work with them. Your slides should not get in the way of your story, time spent worrying about clicking through your slides, will be time spent not focussing on the client’s needs. Keep the slides simple and don’t allow them to become a distraction to you.

Deliver all your messages in a clear concise and compelling way. Nothing more frustrates customers than having to listen to endless waffle or trying to interpret confusing uninspiring slides.

Try to tailor your slides, to your customer. You could add their logo or a description, and with images, show how your product or service answers their needs or directly solves a specific problem. All of this will help to make a big impression.

Build flexibility into your presentation. There is no point in flogging a dead horse, if a part of your offering is not relevant, skip it, running through slides that have no value to your audience just wastes their time and when you do get to more relevant information you may already have lost them. There are several simple ways to build flexibility into your presentation making it more interactive and therefore more relevant.

Practice makes perfect. Once you have your presentation, don’t be tempted to wing it. Rehearse it out loud, and fine tune it. Think about different variations which will make your presentation more relevant to different customer types. Remember this sales pitch is as much about building trust with your potential client as showing the capabilities of your product or service. A confident well prepared pitch says professional and trustworthy like nothing else.

Stand out from the crowd. It’s likely you are going to be one of several presentations the client will receive. Try to do things differently, get yourself animated. Let them know that you really want to work with them, demonstrate real enthusiasm and energy, show that you believe in your product and are committed to your client, to working hard for them, and prepared to go the extra mile.

Interaction: The Key to Successful Presentations

You have an important presentation to make. How will you measure its success?

The goals for some presenters are misguided: “I just want to get through it” or “I don’t want to forget anything.” These goals miss the mark.

Success is best measured with audience-centric goals. “I want my audience to learn;” “I want my audience to be inspired;” “I want my audience to change.” In truth, the highest goal of any presentation is integration of information. A presentation is successful only if an audience both retains the information and applies it or integrates it into their lives.

Failed presentations are costly to organizations. Consider the billions of dollars that are lost every year because audiences fail to adopt a new approach or refuse to be persuaded. How much time and money are wasted delivering or repeating a failed presentation?

Considering what is at stake, presenters and adult-educators should familiarize themselves with the proven assumptions of adult-learning, also known as andragogy. Our presentations will succeed when we consistently craft our messages and delivery styles to fit how adults learn and integrate information. By using at least a few of the following proven assumptions of adult learning (andragogy) to create interaction in your next presentation or meeting, you can maximize attention, buy-in, and retention.

Malcolm Knowles has popularized the following andragogical assumptions[i]:

The Need to Know. Adult learners need to know why they need to learn something before undertaking to learn it.

Learner self-concept. Adults need to be responsible for their own learning decisions and to be treated as capable of self-direction.

Role of Learners’ experience. Adult learners have a variety of life experiences, which represent the richest resource for learning.

Readiness to learn. Adults are ready to learn those things they need to know in order to cope effectively with life situations.

Orientation to learning. Adults are motivated to learn to the extent that they will perceive it will help them perform tasks they confront in their life situations.

Learning and integration are more likely to occur when adult learners recognize the relevance of material and have the opportunity to discuss their experiences as they relate to the material. Consequently, successful presenters actively draw out the past, present, and future experiences of their audience. This type of interaction makes it easier to establish the relevance and applicability of new information or proposed actions.

This explains why audiences prefer discussion-based presentations that are highly interactive, as well as why they dread attending the didactic “show-up and throw-up” type presentation.

The bottom line is that integration occurs best through interaction.

[i] Knowles M S (1990) The Adult Learner: a Neglected Species (4th Edition) Houston: Gulf Publishing

How to choose the best corporate gifts in an organization in an efficient way

As a business owner, you should know that it’s important to stay on top of your business’s holiday gift-giving. Think about gifts that will stand out and make an employee feel like they are being recognized, or bring pride to the company as a whole. It’s also important to consider different budgets, departments (e.g. accounting, sales, etc.), and the number of people you will be giving to. The question is how do you choose the best corporate promotional gift, corporate gifts for your employees?

Here are a few things that you should keep in mind while buying gifts to communicate your appreciation to the team:

V Know what your budget is and stick to it.
When purchasing gifts for your employees, make sure you know your budget and stick to it. It’s not uncommon for a small business to have a tight budget during the holiday season; this tends to happen when a business is still recovering from year-end or they are trying to save up for the next year. When you’re on a strict budget, it’s important to pick out thoughtful and cost-efficient gifts.

V Consider a custom-made gift.
For those who have a larger budget, it’s best to consider purchasing custom-made gifts for your employees.

V Be timely
For every reason, be on time with your purchases. Not only because Christmas is a season of giving, but also because the office team needs to see their gifts at the right time, especially if it’s going to be a long looming holiday. If you’re still thinking about what to buy, it might be too late.

V Be original
Don’t go for the usual flowers and chocolates or custom mugs that are available everywhere for this holiday season. Instead, go for something that is a little more personal and creative. Your employees will appreciate the effort you put in to find a present that speaks to their interests and styles.

V Be meaningful
Just because you’re running a business does not mean that your employees don’t deserve to feel appreciated. In fact, it is even more important to show appreciation for a team that has not only put in their time and hard work, but also their interest and efforts in making the workplace better.

V Be thoughtful
When you get so caught up in planning holiday events and dinner parties, it’s easy to forget that the gift you are going to give should be something they actually like or will use.

How gifting can vary to each person in an organization:
If you’re looking to make a fantastic impression on your next client, employee, or business partner with a corporate gifts, it can be tough to know where to start. With so many choices available, it’s difficult to know what will be the most appreciated by each individual recipient. That’s why we’ve put together this guide for how to choose the best corporate gifts for each type of person on your list!

V Employees
Corporate gift options for employees can vary a lot by industry. If your company has an extensive product line, you might consider purchasing a corporate gift that showcases all of your products. You can also consider giving gifts like mementos from a recent trip or a promotional item from the company that was most useful to the recipient.

V Business Partners
When it comes to business partners, corporate gifts for people in business will often be those that reflect their professional accomplishments and experiences. Give a gift that showcases their achievements and provides a way for them to remember their work with your company. You can order personalized mugs, glasses, or books that contain photos and details of the work they’ve done.

V Clients
When it comes to corporate gifts for clients, you’ll want something that’s useful in their personal lives as well as in their professional lives. For example, purchasing a gift card is an excellent idea because they can use it for travel or entertainment that will help alleviate stress from the business. You can also consider giving a gift that reflects the company or industry they are in. For example, if they are in construction, you can buy a gift that showcases another construction project, such as a photo book of one of your completed projects.

Ending note:
In about a month, you’ll be scrambling to buy gifts for the hardworking team at your office. Instead of scrambling, In this blog, we recommended you do some prep work by considering some factors that will help make this year different from any other.