(This blog is a 8th 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.)
More often than not the first thing we see salespeople do when they go to a client’s office is ask for a power socket and whereabouts of the projector if it’s not immediately visible.
As salespeople, we’re way too worried about our laptops running out of battery in the middle of a great presentation or forgetting the laptop-to-projector connector at the office or even worse finding out that the projector is not working. More often than not we would prepare well for the content of the presentation, our notes and even our attire but forget that taking care of the technology issues is not your client’s job. If you’ve prepared a great presentation by putting in some 40 hours of hard work but have spent absolutely zero time in making and going through a check-list of all technology equipments or devices which need to work flawlessly in order for you to make an impression, then it is the salesperson’s fault. Nothing should stop you from making that sale. Don’t say, “it’s not my problem” because if the sale doesn’t happen, it is definitely your problem.
Before any critical sales presentation, make sure you do the following as a ritual:
- Ensure you have copies of your presentation in all basic formats: ppt/pptx, pdf and keynote at a very minimum. You never know when a need arises to present from someone else’s computer due to whatever reasons. At that time you don’t want not to be able to present just because the client’s computer did not have a compatible software to open your file.
- Make multiple backups of your presentation file and all supporting collaterals including images, videos, documents, spreadsheet files etc. Try to also compress these files and store them in the various cloud services. [You can also use Salespatron.com to upload and store your presentation file and generate a link to access the presentation anywhere through the browser. Disclaimer: I’m the Founder of Salespatron.com]
- Make sure your laptop is charged. Also consider having a backup fully charged up laptop of a colleague with the presentation open which can be switched to instantly without any loss of flow.
- Make sure you have all the accessories like the connectors, the clickers, power cables, adaptors or anything else you may need to give your presentation. Even consider carrying mobile data cards which can give you internet connection on the go, just in case you need internet on your way to the client’s office/venue or if the internet decides not to work at the venue.
- Call your client’s office/venue in advance and speak to their concerned person on the availability of the projector, laptop or connectors or if anything else is required during the presentation. You don’t want any surprises.
- Test drive all your equipments.
- Finally make sure your attire for the next day is clean and ready to wear in the cupboard and all your travel arrangements (flights, taxis) are booked and confirmed and you’re on time (set an alarm/reminder if you have to).
Hopefully this should help with avoiding any technical issues from ruining your presentation.