Make A Solid Presentation
You have 2 days to prepare for a presentation and you are not ready. Now what?
We have all been there at one time or another. The boss walk in to your office and tells you that the company has a major client coming in. You need to come up with a presentation that will build trust, further education the buyer, have them understand what’s in it for them, inspire them to purchase and potentially get some referral in the future.
As professional business person either in sales or not, you need to present to the customer. This maybe one on one, to a few people or more than 10.
Your client might be the buyer or the company, the VP even the CEO. Sometimes it will be multiple buyer or owners of the company at the same time.
How you prepare will be vital to your success and the company’s ability to gain new customers and business partners.
There are three steps to have the best presentation possible. You will need to communicate effectively. Every professional must learn the techniques to give the most effective presentation, speak with confidence and create an effective presentation.
Year after year we hear studies that say public speaking ranks number one on the list of people’s fears.
Two reason the is still true. One, because this is what we are told so many of us believe it. Second, most people do no learn how to give a presentation so they remain in their fear.
Many of us learn the skill in college or university. Most of time we do not use the skills and forget what we learn. Many of us have an internal fear to look bad in front of others. So we hide in the back and hope we never have to do a presentation.
When preparing for the presentation do you just get started or do you take a few minutes to understand what you are looking to accomplish? Ask yourself, what is the goal of the presentation? What is the expected outcome? What questions am I trying to answer? When and what action, emotion or response do I want the customer to experience?
You already know, the more prepared you are, the better your outcome will be. So do not be like the people who procrastinate when it comes to writing the presentation out.
You can write it out word by word or you can write it out bullet point. You have to judge what is best for your speaking style.
When you start putting together the presentation you must know your audience. The better you know your audience the better you will choose the words you will say during your talk.
Most likely the presentation will be in your office, at location of the buyer or at a third party location. If you can, do your best to have the presentation take place where you can control the environment.
Once you know our audience and the place, start to gather the necessary information that the client will need to know. Organize your ideas so that they flow logically. A presentation is like a play. You control the flow and the information you want the customer to know.
If you are going to be using a slide show make sure you have an IT person available to help you with the technology regardless of how well you know computers. Your goal is to sell, not fix computers if something were to happen.
Know The Outcome
The more you prepare, the more familiar and comfortable you will be with the material. The more you practice, the better change you look and feel confident in front of the buyer.
Do you know what you want to achieve? Your outcome should cause the buyer to want to do business with you. It should answer any unanswered questions that have held them back on making the final purchasing decision.
A key reason in your talk will be knowing your goals. Tell the audience your goal. Go about answering each question that bring you to a positive result, as it pertains to your goal.
How Do I Know The Goal?
You may consider working with a team on your presentation or working closely with the manager of the project to understand what they are hoping to accomplish. Not just in the short-term but long-term.
You work for your company and hopefully you believe in everything they do. Do you believe in the products or services? Then your message must convey that.
That is your goal. One of your goals is to have them believe that your product is better than any product a competitor can offer.
Should I Use Multi-Media?
This is something that you will have to decide based your style and audience. Look at the length of your presentation and understand your audience. Know that some people learn through auditory senses and other through visual. While a percentage of the audience like a combination.
You should consider the size of the room and decide if you need a microphone or will your voice carry. This is one reason to know the size of your audience.
If you or someone else at the company has presented previously, review or talk to them. Find out if there was anything they would change to make the previous presentation more effective.
Gathering Material For The Presentation
With so much information that can be convey to the listener, it is important to know the goal. Based on that goal prepare the information you need.
Look at what information you have available through your company’s resources.
It is also important to understand your competition. Present the value your product or service provides. Education the buyer how your product is better without talking negative about your competitor or their products.
Once you have the information for your presentation, make sure you can fit all the important information in the giving time. Know that after 20-25 minutes the listeners mind may start to wonder. So know how you will deal with that.
The goal of your talk is to inform, educate, inspire, cause a change in the mind of the buyer and cause them to take action on your presentations message.
You might be aware that the speech as three parts. The introduction, the body and the conclusion.
Many people have found that it help to prepare the body of your speech first. When you know exactly what the focus of the presentation is, you can build a strong opening and closing to your speech.
The body of the presentation is what you want your listener to remember and take action on. The information here should all be relevant. Depending on your audience and the complexity of the product try to develop no more than three or four ideas.
Each point you make in the presentation should be supported by the product or service, quotes or testimonials, examples and/or statistics.
The most effective speakers enhance their ideas and build credibility by using a variety of supporting materials.
Something to consider is handing out material to a small group. It might be ok but in a larger group wait till the end. The hand out can cause and interruption in your presentation, which will only affect your potential to do a great job.
Testimonial can be effective if you use them correctly. We all want to know we are not the first to use the product or service. The client wants to make sure their decision lines up with other people’s buying decisions.
The opening of your presentation will be key. You want to capture the attention of your audience right away.
The more you know about your audience the better the opening statement will be at grabbing their attention.
With so many ways to begin a presentation one of the most effective can be a quote. If you are selling to small group, using a quote from a past buyer, with permission of course, can give the buyer a reason to listen more intently.
In a larger group this can also work. I have found it is best to use a quote from someone who everyone can resonate with.
You can start the speech by asking a question to the audience. Do not ask anyone to answer the question. It should be for each person to consider. The question can be apart of the goal you’re hoping to achieve in the body of your presentation.
After the conclusion of the presentation, leave time to answer questions the client has.
If you feel a joke is a good ice breaker, it can be but to some people it may come off different that you expected. So know your audience.
Now you have their attention. Your second step is to tell the goal of your presentation. The focus or the reason they are there to listen to you speak. Every sentence you speak should be positive and build rapport with the decision maker.
No this does not mean you need to kiss anyone backside. You have to be effective.
Whatever you want your listening audience to experience tell them at the beginning. The better they understand how you will solve their problem the better chance you have at a successful presentation and gain new business.
Depending on the length of your presentation your audience may not remember the beginning of your speech. They may not even remember some of the points you stressed. What they will remember is how you made them feel.
The Closing Of The Presentation
You will need to have a strong closing. A weak ending to a presentation may cause the listener to wonder why they waisted their time.
What if you tell your listener that the ending of the presentation is near? This can be an effective step as the listener will listen to what you have to say as they understand the end is near.
It is time to take advantage and focus on the main goal of your speech. Leave them with a lasting and memorable statement that causes them to take action. The action you want them to take.
Bringing It Altogether
You have presented your information and are getting to the end. Make sure you summarize the top three or four points you wanted them to understand. This could be the last time you speak to this potential buyer. Without offending anyone do what you think is necessary to make the presentation memorable.
Using the same technique from the beginning of the meeting can work at the conclusion of your speech.
Depending on the audience you present to, issuing a challenge can be a good idea. But before you do this read the body language of the buyer and see if they are open or closed to this idea.
The goal of your presentation is to convey the message, stir up emotion and have the buyer make a decision. They are there meeting with you. Take advantage of the moment.
Now its your turn to make a difference. Share the solution people are looking for on your favourite social media platform. It’s easy to do and a proven fact your inner circle wants to know what you know.
Leave a comment below. What part of this article did you enjoy. How did you last presentation go based on with you learnt here?
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Don’t just imagine a good presentation. You have to prepare. Start selling and making more money for yourself and the company by preparing.