Stop putting your prospects and your coworkers to sleep! Presentations may be a critical component for business success, but studies show that 46 percent of individuals are doing something else during your presentation.
Presentations can take many forms. Whether you’re presenting a new idea in front of your colleagues, giving a presentation at a tradeshow, or video conferencing with a prospect, there are a few best practices to keep in mind. That’s why this week’s tip comes from Scott Bennett, the director of North America partner management at Barracuda MSP. In a Smarter MSP post, he shared this advice:
“Like any good marketing campaign, a sales presentation should include a call to action. What is your audience’s next step? Whether it’s following your MSP on Twitter, contacting you to learn more about a specific service, visiting your booth at a tradeshow, or scheduling a demo or a call to go over any unanswered questions, you should always give your audience a next step to take.”
To read more of Scott’s advice to help your next presentation go smoother, read the post here.
3 Ways to deliver a more compelling presentation
While you might think that a presentation is a one-way street, to truly be effective connecting with your audience, it should be a two-way conversation. This keeps them engaged and interested in what you have to say. Here are three ways to deliver a more compelling sales presentation:
- Build a presentation that’s all about your audience! The best way to communicate with your audience is to know who they are and what they care about. For example, if you were speaking at a tradeshow for dental providers, you might want to talk about how your MSP can help them protect patient’s PII. However, if you were presenting your managed services to the board of directors at local bank, you might want to talk about factors that are more relevant to them in terms of uptime and security. By talking about things they care about, you will make it easier to ask them questions and get them involved—even if you just ask them to raise their hands.
- Develop a presentation that has a clear focus. Think about what you’re trying to achieve with your presentation. For example, at a tradeshow you might want to identify prospects and educate them about your services. If you’re talking with a customer one-on-one, discuss the challenges they’re experiencing in their business and how your services can address those challenges. Keep your message simple, short, and concise. After the presentation is done, they should not only have a clear next step to take, but understand more about your business as a whole.
- Create a high-energy environment. The best way to hold an audience’s attention is to show enthusiasm for your services and what you’re sharing with them. Talking to them without inflection in your voice is an easy way to lose their attention. Excitement is contagious. Instead of standing in one spot, move around a bit! Body language is an extremely important component to giving an effective presentation. If you’re bored, how can you expect your audience to be excited?
While you might not have to present to prospective customers on a daily basis, using these three best practices can help you deliver your message more effectively when you do need to present.
Photo: Andrey_Popov / Shutterstock.