Presentations That Reflect Your Client

With the availability of the internet today, as well as connections through social media, there is no excuse for not knowing about your prospective client. The next step is taking what you learn through these channels, as well as from a direct needs assessment with the client, and building a proper presentation.

Even if you know most of the information prior to your first meeting with the client, it is advisable that you still go through the step of a needs assessment. Not only will you increase credibility with your prospect, you may also learn additional information that may get you closer to the sale.

Generally salespeople want to skip over the needs assessment as well as presenting the knowledge they know about the client when they make the presentation. If you skip over these steps your company might as well have computers in place to send out bids. If you want to differentiate from the competition, take the extra steps.

Your presentation should be developed in three parts; the beginning, the middle and the end. Like a book! Tell them what you’re going to tell them, tell them, and tell them what you told them. Everything about what you offer your prospect should be tied to their needs, their challenges, with a solution for each.

The written presentation should also reflect your personality. Imagine if your prospect is reading it when you are not around. Does it make them think of you? If not, it should. Help guide them through your thoughts and how their needs match well with you products or services.

Once you start doing your presentations in this manner you will be able to repeat the process over and over and over again.

What are your challenges when it comes to developing presentations that reflect your client ? I look forward to hearing your comments. Until next time…