Delivering ideas and making sales effectively can be daunting and overwhelming. Where to start? How to approach the prospect? What should I say first? By knowing your audience, putting together a presentation, and then delivering it with confidence, you can make sales and build good customer relationships.
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Part 1 of 6: Getting to Know Your Audience
Step 1. Study your audience
Make sure you know as much as possible about the company or individual that will be the audience for your sales presentation.
Find out exactly what the audience's business needs and how it relates to the product or service you are about to offer. What are the benefits of working with you?
Step 2. Meet the right people
The people who can decide to use your product or service are the people who should hear your presentation. Find out who decides whether to procure inventory or use services at the company.
Step 3. Arrange appointments with your customers
When you have determined who is the most appropriate person to hear your presentation, then arrange an appointment with him. Find a time that is most convenient for the person.
Also take into account the ordering time it takes customers to get your product, or when they need your services. Example: if you sell products related to the holidays, there is no need to wait for the beginning of December to start selling
Step 4. Know how long you can make your presentation
If you have successfully made an appointment, also confirm how long the meeting will be. Make it at least 30 minutes. Your presentation won't last that long either but you should make time for discussion afterwards.
Part 2 of 6: Crafting Your Presentation
Step 1. Get to know your products and services inside and out
Before putting together a presentation, make sure you know all the facts about the product or service that will be offered, and what it will do for potential customers. What are the common problems with your product and what are the solutions?
Step 2. Avoid generic presentations
A generic presentation means a presentation that is exactly uniform regardless of your audience. It's a good idea to have your presentation unique and right on target for the audience at that time.
Step 3. Use stories in your presentation
Maybe a joke or a personal experience. Use this to capture the emotions of the audience.
Step 4. Use simple language
Make sure you are clear and easy to understand. Eliminate all jargon from your presentation, except for terms that are familiar in your industry. Don't assume automatic buyers know what you're saying, because plain language is better.
Step 5. Keep it short
The most important points should be stated in the first minute. After this point the prospect may have lost interest if he or she has decided not to buy. Your presentation will indeed take more than a minute. Hopefully you can get 15-30 minutes, depending on the type of product or service; take enough time to have a conversation. But make sure you get to the key points below as soon as possible. These include:
- Your company name (or your name if you are self-employed)
- The product or service you provide
- The "What's in it for me?" factor: convey what buyers get when they buy your product.
Step 6. Explain how it benefits the buyer
This is one of the key factors in a good sales presentation. Customers are not necessarily interested in hearing how many awards your product has won, or how many stores you have. Customers want to know how your product or service can make their life better or their business better.
Step 7. Differentiate yourself from the competition
Explain how your product or service differs from others that are similar. Concentrate on the uniqueness of your product or your more personalized way of service.
Step 8. Stream the presentation like a conversation
The important thing in a presentation is to establish two-way communication with the audience. Maybe you already know what their needs are because you've done your research. But you still have to give them a chance to talk and explain what the difference is in their situation.
If you are not comfortable involving your audience in the middle of a presentation, then take the time to ask questions at the end of the presentation. This is an opportunity for the audience to ask questions and get more information
Step 9. Prepare answers to any objections
Your customers may give reasons to reject your presentation. You must be prepared to answer these objections. Make a list of the top 10 reasons a potential customer will reject or feel they don't need your product. Prepare an answer for each of these reasons.
Step 10. Be careful with visual aids
For some people, visual aids such as Power Point presentations are useful in order to focus more and so that there is a demonstration or visual demonstration to show the uses or certain features of the product. But visual aids can also break concentration, especially for the presenter. You might even be just reading the writing on the presentation sheet without conversing with the audience.
Step 11. Display your product
If your product can be demonstrated, such as a sharp knife that can cut string or a smudge remover that can clean ink stains, then demonstrate it during the presentation.
Step 12. Perfect your presentation
After writing your presentation, try editing it to make it shorter, make the point clear, and make the wording more dynamic. Eliminate parts that are not relevant to the audience you are currently targeting.
Part 3 of 6: Preparing to Give a Presentation
Step 1. Practice your presentation
Practice your presentation to a friend or coworker. Ask what is obvious and what is not. Refine your presentation and then try again to see if there is any progress.
Step 2. Confirm the time and location
A day or two before the day of the meeting call or email your customer to confirm your appointment. Make sure they still have time to really listen to your presentation.
Also confirm who is attending. Was the CEO of the company also present? Are there people from other divisions too?
Step 3. Get enough sleep the night before
You may be nervous about giving a presentation, but with enough sleep you can perform with full energy and concentration.
Step 4. Dress professionally
Give your customers a professional impression. Your appearance can ensure that you are responsible and can provide products or services in a timely manner. A work coat is the most appropriate attire.
Pay attention to the norms in the industry you are dealing with, not just your own. If you usually work in the field and are a bit dirty but you are going to present to people who usually work in an office, then dress like an office person
Step 5. Arrive early
Leave early so that there is enough time to find your way to the presentation location. This is also to ensure you have time to check your appearance, drink a glass of water, and cool off before giving your presentation.
Part 4 of 6: Delivering Your Presentation
Step 1. Don't look nervous
Giving a presentation can be stressful, especially if it's your first time, or maybe it's for a very important contract. But you need to display confidence, so take a deep breath and don't rush.
Step 2. Demonstrate positive body language
Watch your posture and don't fidget as much as you can. Just relax. Speak with enthusiasm and authority, but remain friendly.
Step 3. Maintain eye contact
You can keep people's attention on you if there is eye contact. It can also make people feel like you're really focused on them and their reactions to whatever you say. Look your customers in the eye in a friendly manner during a conversation.
Step 4. Deliver the presentation at the right tempo
Pay attention to your customers during the presentation. Don't just present and leave. Be prepared to listen to the customer during a presentation, or answer questions in the middle of a presentation.
Step 5. Ask questions
During a sales presentation, your customers may understand more about the use of your product or service. Ask questions during presentations so that you better understand customer needs. Prepare questions that also encourage customers to use your product or service.
Talk to customers, ask about their needs and experiences using similar products
Part 5 of 6: Closing Your Presentation
Step 1. Explain the next steps to the buyer
After finishing the presentation and answering customer questions, then you need to direct the next steps. Maybe you can make an appointment to follow up after the customer has considered it. Can also provide a free trial period. But the most important thing is to maintain the relationship and don't just lose it.
For example, if you offer advertising services, your closing presentation might be something like this: "As you said Mr. X, your company needs more brand recognition and new clients. Our marketing solutions can make your brand more recognizable. the procedure for advertising through our company…” This is a simple way to indirectly ask, "Are you interested?"
Step 2. Negotiation with customers
Maybe you need to negotiate with the customer. If the customer initially rejects your product or service, you can try to get a "Yes" or "Maybe" through negotiation. Consider providing a free sample or trial period. Or if you offer a service, try offering free or discounted service during the trial period.
Step 3. Accept rejection gracefully
If a customer rejects your product or service, and they don't change their mind after negotiating, respect their decision. Accept rejection gracefully and be grateful for the time that has been given.
Step 4. Ask for referrals / referrals
If you choose the right prospective customer who is representative of his industry, then he will most likely have acquaintances who can be tried to become potential customers as well. This will develop your network and reputation.
Part 6 of 6: Follow Up Presentation
Step 1. Send a follow-up email to the customer within 24 hours
Thank them for taking the time to see you, whatever the outcome. If you are making future plans, include in this email, for example, signing an NDA, requesting a referral, or scheduling a follow-up meeting. If you offer to send more information, be sure to include that as well.
Step 2. Customize your offer
Remember what works and what doesn't, and adapt your presentation or style.
