(This blog is a 4th in a 15 part series titled ‘Definitive Guide to Making Killer Sales Presentations’. Sign-up now to be the first to receive the full-fledged guide.)
At Google, I used to go for several client meetings where we used to pitch how effective Youtube was in reaching out to their target audience to build their brand compared to TV.
Our standard slide deck had slides on how youtube was able to pinpoint the target audience of the brand and how watchtime was going through the roof. I can distinctly recall few occasions where the client was just too fed up of those slides and asked us to skip those slides and move to the next as they had just seen them way too often.
Lesson: Don’t bore your clients with the same information over and over again.
Michael, from popular science channel Vsauce has an interesting video on this very topic investigating what makes us feel boring. Watch it below.
Often people use humour to ease tension in a room and to get a point across. We’ll read more about it in an upcoming blogpost.
Your content should be structured in a way that it clearly brings out the USP or value proposition of you/your company.
Today’s customers demand value from the company and from the salesperson in every interaction. Whether it is a website, blog post, email, or a sales presentation, buyers don’t want golf, they to be more productive. There’s a short story which goes like this. Once a company floated a tender which was applied to by 3 companies: A, B and C. A few weeks later, all 3 of them were invited by the board to present their plans.
A focused on the technical aspects on the project flaunting their expertise on technology and how it could help them cut down costs, B focused on how their expansive manufacturing capability and understanding of the supply chain could help achieve scale with minimal effort on the company’s part. C on the other hand started their presentation with their understanding of the top 3 business problems the company was facing and asked if they were on the right path. The company responded with a pain level for each of the problems. C then went on to show the mock solutions which they had thought of to solve those problems. Needless to say, C got the contract. It was not just the fundamental thing they did right while selling i.e. to ask questions and let the client lead you to the solution but also added the value BEFORE getting the contract. Most successful sales presentations add value during the pitch process.
Aim for nothing less than an applause from your audience.