Ever deliver a sales presentation and feel like it is your one shot to get all the information to your prospect? That generally is not the case. Your role is to create an appetite for more discussion to lead along the sales path. In other words – leave them hungry!
Utilize these three success tips:
1) Research your prospect – Understand their pain points from publicly available information such as LinkedIn, corporate reports, trade publications and their web site. If the information is sparse, look for trends in their industry.
2) Prepare your content – Less is more. Some studies have suggested that you have 30-60 seconds for an audience to decide if they will actively listen to your presentation. You need to tell them what’s in it for them and map the journey. Tell them what you are going to tell them, tell them, and tell them again! Use interesting examples and demonstrations but not complex visuals and small fonts.
3) 3 B’s of Presenting – “Be Brief. Be Bright. Be Gone.” The point from this anonymous quote is to create an appetite and not over sell. Ever hear of someone selling past the close and losing a deal? Leave them hungry with a call to action for follow up. Know when to stop talking!
Do not jam 2 hours of content into a 45-minute slot. Better to prepare 30 minutes and allow for questions. Worst case – you give time back and allow for informal discussion. In the spirit of this article – being brief! Create the appetite resulting in a “pull” from them to ask for more of your time and information.
Leave them hungry – unless you own a restaurant – in that case – sell them dessert! Small business – keep them hungry!
About the Author:
Gregory Woloszczuk is an entrepreneur and experienced tech executive that helps small business owners grow their top and bottom line. Gregory believes in straight talk and helping others see things they need to see but may not want to with a focus on taking responsibly for one’s own business. He and his wife, Maureen, started GMW Carolina in 2006.