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Written Presentations

Submitted by Mitch Seigel on Tues, 4/21/2015

All too often we take written presentations for granted, when in reality, they may be the most important part of the sales process. Unless you are selling an extremely low price point product or service, the decision maker will review your materials and make a decision at a later date. Having the key information in front of that person in a written format will allow for a complete analysis toward a sound decision.

The key elements in the proposal should be around the needs of the client. Who are they targeting? What residual effect do they want to have from their experience with your company’s product? Will there be a way to see ROI with ease?

Written presentations are essentially taking the information you learned in a needs assessment and running it by the client, intertwining your product and/or service throughout. This is where you can show how your company’s product is in line with their company’s needs.

Once this is done, it is so important on a written presentation to ask for the order. You want them to feel you in the room when they are reviewing the proposal and/or their team is reviewing it. Put yourself in their shoes at all times and you will create a wining presentation. Remember, it’s all about them!

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

I don't think there is enough room for my comment here.

Submitted by Anonymous on Tue, 04/21/2015 - 23:02.

You've pretty much said it all. When you see the presentation from the view of the client it should provide an easier and clearer path to developing the written presentation. Great topic and post.