This Wednesday: Pump Up Your Presentations.
This weeks useful tip :
For many professionals (consultants, designers, architects, etc.) presentation is a key aspect of the sales cycle that can't be ignored. A successful presenter is one who comes across as confident, creative, and convincing.
Here are some key features of a winning presentation:
1. Be prepared: Know your subject intimately. Be ready to answer questions and describe the benefits to your client in detail. Well in advance, brainstorm your client's potential objections and have a solution prepared.
2. Create rapport: Don't be so focused on the presentation that you forget to nurture the relationship you are building with your clients. As you are presenting, continue the conversation with them. Your clients want to know more about you. This helps sell your ideas as much - if not more - than the concepts themselves.
3. Present by objectives: With each component that you present, explain its advantages and how it will help your clients achieve their specific goals.
4. Show one concept at a time: Don't place all your cards on the table. Each idea deserves special attention. If a client looks at work before it's formally presented, he or she may form negative opinions before hearing its merits.
5. Describe, then show: It's important to take it slow, giving your audience time to absorb each concept. Explain the details of each idea BEFORE you display it.
6. Let 'em hold it: Once you put something in someone's hands, they begin to feel ownership. Let your client get involved in your creative process. Encourage questions and discussions.
7. Keep it simple: Keep your description direct, clear, and concise. Don't oversell with long-winded explanations. Good ideas don't need to be pushed.
8. Leave informed: Make sure you are clear on how you will move forward. You may have to be the one to say, "So, what are our next steps?" Your client may not have a definitive answer, so be prepared to define what you mean by next steps. For example, you may suggest a specific date for a follow-up call or your next meeting.
Practice makes perfect. If you aren't comfortable with making presentations, role-play with an associate or friend. You can also perform in front of a mirror. Observe your posture and mannerisms. Are you fidgeting? Do you maintain eye contact? Are you ready to persuade and make a call to action? Great body language and a positive tone of voice will help to sell your ideas.
Get more useful tips and tools visit DotSign Resources
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Henry Joshua
.DotSign
"Gateway To Your Web Identity"
www.dot-sign.com
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Excellent advice, Henry -
I would add one thing to your "be prepared" point - Don't Rely on Technology. Twice in the last year I have been in the audience when there were technical problems with the speaker's Powerpoint presentation. In both cases, the speaker was "lost" and stumbled awkwardly through their time because they weren't prepared to do it without the Powerpoint. Technology is wonderful and we love it - but we need to be ready to go on with the show when it is not available.
Good Point Linda.
Be prepared with alternatives: Technology is "cool" but some times technical problems makes them "painfully cool". If your presentation involves electronic slides, having multiple copies as back up electronically will help and in addition also have printed transparency sheets, in case of technical pitfalls.