Are you looking to create a successful and effective presentation for your product or service? If so, don’t convince your client to buy by repeating the same old clichés about yourself and your product. Instead, you should engage with them and explain how they will benefit from your product or service. The framework for this interaction is the “presentation” you will deliver.
Remember, you capture people’s interest first by what you talk about and second by how you talk about it. Never forget that success in any transaction lies in your communication skills and your ability to attract the other person or audience. The method that will help you achieve smart and successful engagement is your preparation, the questions you ask the client, the ideas you present to them, your communication skills, and your positive attitude and enthusiasm about what you do.
Key Elements of Successful Presentations
At some point, you will need to present something about your product, website, or service. This presentation could lead to the client completing the purchase or agreeing with you, or it could result in them not continuing with the transaction. However, before they make this decision, they must hear what you have to offer—they must hear your presentation. Here are the essential elements and conditions for establishing any presentation to a potential client:
1. Relevance
There must be something in common between you and your client. You need to be on their side and make them feel like you are talking directly to them. The presentation should meet their needs or at least try to address them.
2. Need
What makes them listen to you and try to understand what you offer? It’s their need for what you’re providing. You must tailor your presentation to suit their needs and expectations. “Don’t overwhelm them with everything you offer; instead, present what they need.”
3. Importance
What significance does the buyer or client see in your product? Is it a unique feature? A great advantage in dealing with you? A specific price that attracts them? Or a timeline that suits them?
4. Trust
It’s your ability to build credibility. Your capacity to erase all doubts. Your ability to gain a sense of comfort from the client, knowing that the risk of purchasing is outweighed by the benefit of ownership.
5. Perceived Value
This is your ability to make the potential buyer realize that they are getting the best value by purchasing your product or service and that you are the best person to buy from or deal with to get what they need.
6. Enthusiasm
Your belief, attitude, and passion in delivering your message make it compelling enough to elicit a response. Your enthusiasm for what you offer will be apparent, whether through an email or a face-to-face meeting.
In sales, if you attract the potential buyer with enthusiasm and value, you create an environment conducive to making a purchase. If the attraction continues until the end of the meeting or presentation, you will find the buyer eager to close the deal.
This blog post is a summarized adaptation of the book Little Platinum Book of Cha-Ching.