Hope you're having a great week.
In my role I get exposed to lots of
presentations and pitches, so I thought I'd offer you some
pointers for when you next present. Some of these tips seem obvious (but sadly
not practiced enough) and others less so. So, whether it's a one minute
presentation at a networking event, or a 1 hour pitch for a life-changing
contract, pick
out the ones that will help you achieve your personal sales success
Preparation
Prepare - and early! Never leave it
until the last minute. Never 'wing it' - it shows! Research your facts, stats,
case studies - anything that will help make your pitch more engaging and
informative.
Practice
When was the last time you
practised? Did you film yourself? How was your timing? Who do you respect that
could watch you? What habits should you eliminate? What should you do more of?
How can you make your style more engaging? Train your brain!
Get in state
Nerves are natural but you can take
steps to minimise them. Ask yourself...
How much value can I give today?
If you can, talk to the audience informally before the start of the
presentation - it will help you relax. Remind yourself you're there to give
them the benefit of your experience, knowledge and expertise. And remember -
although these might be hardened professionals, no-one will be thinking "I
hope this guy is rubbish". They may not buy from you, but they want you to
succeed on a personal level.
Non verbal communication
It's true that most of your
communication will not be with your words. Your audience will notice how you're
dressed. They will notice how your facial expressions reflect or not the words
you're speaking. They will notice your body language. So yes, no folded arms
and keep hands away from pockets! Use a range of voice tones to keep your
content fresh.
Content
A one way sales pitch is likely to
work less and less nowadays. It really is better if you're NOT doing most of
the talking - it's just not engaging enough. So, even if the meeting is billed
as a presentation by you, open up a two way dialogue early..."before I
start if it's alright with everyone I'd like to ask you a few questions, is
that OK?" The less they expect this, the more impact you will have -
providing you carefully craft those early open questions to give you exactly what
you need.
Structure
You'll need to manage the
presentation so that you include
the following...
1. Clarity - who you are and what
you do
2. Credibility - set out why you're
worth listening to ("you'll benefit from 18 years experience in the xyz
sector")
3. Their pains - home in on the
problems they have
4. Your solutions - what you are
bringing to the table
5. Pre-empt their objections
6. The next step - How do they want
to go forward
Be sure to talk in "You"
language - for example avoid "we do this", instead "you will
get"
Questions and answers
Many presenters ask for Q & A's
right before the end. This leaves them vulnerable as, if someone asks something
distracting or even damaging, this might be the lasting impression your
audience has. Put your Q & A's near to, but not at the end of the session -
then you can answer them and go on to conclude the presentation by hitting them
with your powerful closing message.
Hope this helps!
Until next time.
Leigh
PS; If you haven't already, check out our
4 X DVD Programme "The
Essential Sales System for Small Business"
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