Presenting a business idea and selling it effectively are difficult and challenging tasks. Where to start, what approach to use with the client and what sentence to start with? By knowing the recipient, carefully packaging a presentation and illustrating the proposal with the right confidence, you can make a successful sale and cultivate a healthy relationship with your customers.
Steps
Part 1 of 5: Knowing the Recipient
Step 1. Do a search on the recipient
Make sure you know everything you can about the company or person who will hear your business presentation.
Find out what the specific needs of the company are and how they relate to the product or service. What will he gain from working with you?
Step 2. Make the proposal to the right person
The individual who should hear your presentation is the one who has the power to decide whether to use your product or service. You need to know who is responsible, who has the power to decide on the purchase of inventory or the use of services in the company.
Step 3. Make an appointment with the customer
Once you have identified the right person to submit your proposal to, make an appointment with her. Try to figure out what is the most suitable time to see it.
Make sure you consider the length of the replenishment cycle that is relevant to your product, or when your services are particularly useful. For example, if you are selling a specific item for the holiday season, you shouldn't wait until early December to submit your business proposal
Step 4. Find out about the amount of time you are given for the presentation
Once you've made an appointment with the client, confirm the length of your meeting. Suggest that the meeting last at least 30 minutes. Your presentation won't take up the whole half hour - you need time to discuss it after you're done talking.
Part 2 of 5: Packaging the Presentation
Step 1. Know your product or service well
Before you even start preparing your presentation, make sure you understand all the facets of the product or service, and how it can benefit different types of consumers. What are the common problems that might be encountered and how do you solve those difficulties?
Step 2. Avoid making a prepackaged presentation
Such a proposal is generic and does not take the customer into consideration. Instead, make the presentation unique, personalized for the recipient.
Step 3. Insert a story into your presentation
Add a personal anecdote or story about your product or service. Use it as a hook to leverage the client's emotions.
Step 4. Use plain language
Try to be clear and easily understood. Avoid disseminating jargon in your presentation unless it is common in your industry to use certain terminology. Don't assume your buyer automatically knows what you're talking about, so using plain language is preferable.
Step 5. Don't dwell on it
You need to be able to illustrate the highlights within the first minute. After this point, if buyers have already decided not to buy your product, they may start to lose interest. Your presentation will likely be well over 60 seconds. Depending on the product or service, you may have at least 15-30 minutes. Spend a fair amount of time building a conversation. However, be sure to introduce the main points immediately. They include:
- The name of the company (or your name if you work individually).
- The products or services you provide.
- The explanation of its advantage. The buyer should know what he will get from purchasing the product.
Step 6. Describe the benefits the buyer will derive from the product
This is one of the main factors in making a good business presentation. A customer isn't always interested in the avalanche of prizes you've won, or the amount of stores you sell your goods in. He wants to know why your product or service will improve his business and make his life easier.
Step 7. Stand out from the competition
Describe why your product or service differs from similar ones offered by competitors. Focus on why the product is unique or the guarantee of personalized service.
Step 8. Treat the presentation as a conversation
An important feature of the proposal is the establishment of bilateral communication with the recipient. Since you've done your research, you probably already know its needs. However, you should give him the opportunity to tell his story and describe the factors that make his situation unique.
If you still don't feel comfortable enough to engage the recipient during the presentation, schedule a question-and-answer session at the end of the talk. This will give attendees a chance to ask questions and get more information
Step 9. Prepare answers for objections
Your customer may find reasons to decline your business proposal. Be prepared to respond to such opposition. Make a list of the top 10 reasons someone might say they don't need your product or don't want it. Make up responses for each of these oppositions.
Step 10. Use visual aids carefully
Some find that visual tools, such as PowerPoint slides, are useful for staying on track when presenting, demonstrating or visualizing certain aspects of a product's benefits or features. But visual support can be a distraction, especially for you. You may start to lose focus just to read the slides instead of conversing with the audience.
Step 11. Demonstrate how the product works
If you can illustrate how the product works (for example, you can prove that your knives are sharp by cutting a string or prove that your stain remover is foolproof on ink stains), include this proof in your presentation.
Step 12. Refine your presentation
Once you have written the proposal, try to eliminate unnecessary words, clarify definitions and make the flow of sentences more dynamic. Remove the parts that don't fit the particular customer you want to convince.
Part 3 of 5: Prepare to Make the Presentation
Step 1. Test the presentation you wrote
Practice repeating the suggestion to a colleague or friend. Ask him which points make sense and which points are unclear. Review the corrected version of the text with this person to see if they have actually improved.
Step 2. Confirm the time and seat
A day or two before the presentation, send an email or call the client to confirm the appointment. Make sure he can still spend some time on your proposal.
Also, confirm who will attend the presentation. Will the CEO of the company be present? Will you assist an employee from another department of the company?
Step 3. The night before your presentation, sleep well
You may feel nervous about the idea of the meeting, but getting adequate rest the night before guarantees you an undoubtedly energetic and focused performance.
Step 4. Dress elegantly
Project a professional image to the client. The physical appearance makes them immediately understand that you are responsible and that you will deliver the product or service on time. It is ideal to wear a suit appropriate for the occasion.
Consider the rules of the industry you will be presenting in, not yours. Let's take an example. You usually work outside and get dirty, but in this case you have to introduce yourself to a person who works in an office. Consequently, dress appropriately for the business environment
Step 5. Get there early
Get out early and give yourself enough time to get to the place where you need to make the presentation. This will give you the opportunity to check your appearance, drink some water and calm down before the meeting starts.
Part 4 of 5: Making the Presentation
Step 1. Don't show signs of nervousness
Giving a presentation can definitely be a nerve-wracking experience, especially if it's your first time or it's a pretty big deal. However, your goal is to project confidence, so remember to breathe deeply and take your time.
Step 2. Try to have positive body language
Maintain good posture and strive to minimize any movements that indicate anxiety. You need to be as relaxed as possible. Speak with enthusiasm and authority, but in a friendly manner.
Step 3. Make good eye contact
Looking someone in the eye is the most effective way to keep their attention alive. By the way, you'll make him feel like you're really focusing on him and the reaction he shows to what you say. Maintain friendly eye contact throughout the conversation with your customer.
Step 4. Proceed at an appropriate pace
During the presentation, involve the client. You don't have to just make the proposal and then walk away. Be prepared to listen to your interlocutor as you speak, pausing to answer questions.
Step 5. Ask questions
As you present your business proposal, it must be absolutely clear to the customer that your product or service can help them. Ask him questions during the presentation so you can better understand his needs. Be prepared to offer valid explanations after listening to his doubts. Your words should encourage him to choose your product or service without hesitation.
Consult with the customer and ask them questions about their interests, as well as their past experience with similar products
Part 5 of 5: Close the Presentation
Step 1. Define the next steps to complete the transaction
You have explained your proposal and answered the client's questions. Now, you need to give him some guidance on the next steps. You may decide to arrange a second meeting, thus allowing him to reflect on your words in the meantime. You could offer them a trial period to test the product. Most importantly, keep working on the relationship and don't suddenly go off the radar.
For example, if you have an advertising agency, you could end your presentation like this: "Mr. Bianchi, as you said, your company is looking for new customers and greater brand awareness. Our marketing solutions allow her to renew her perception of the brand. If she gave me the opportunity to do so, I could guide her through the procedure and help her advertise with our agency. " It is a simple and indirect way to ask: "Are you interested?"
Step 2. Negotiate with the client
It may be necessary to open negotiations with the buyer. If he initially declined your product or service, thanks to bargaining you can encourage him to say yes or even hint "maybe". You could offer them a sample or trial period to test your product. Alternatively, if you intend to sell them a service, offer them a free or discounted trial period.
Step 3. Politely accept a rejection
If the customer declines your product or service, and doesn't change their mind even after a negotiation, then respect their decision. Elegantly welcome the no and thank them for giving you the time.
Step 4. Ask him to recommend you to other people
If this customer is a good representative of the industry, they probably have good contacts, and you should know them because they are potential buyers. This will grow your commercial network and allow you to make a name for yourself in the industry.
