Using Presentations and Information

People spend a lot of time and money developing fancy power point presentations, glossy brochures and creative PDF’s. Sometimes, they even customize each presentation in preparation for a 1st meeting with a new prospect.

Here are some tips and techniques on how to properly use (or not use) your information:

Presentations:

Ask ourselves … what is more effective:

A presentation about who you are and what you can do; OR

A discussion about their specific needs and a presentation on how you can solve them.

If a prospect asks you to do a presentation, suggest a “discovery” discussion first.

Present in this format:

Little Touches:

Your audience can far more easily absorb a half page, bullet pointed PDF over an 8 page glossy brochure.

Who do you know that has time to read 8 pages?

Not only will they likely read what you have sent, but now you have additional information you can trickle to them over time rather than give them all the information at once.

Direct Their Eyes:

While this is covered in another module, it’s worth re-stating it.

If you are going to send out an attachment with more than 1-2 pages, be sure to tell your audience in the email, what you have sent, why and where they can find the pertinent information.

Example: If you send someone a 6 page PDF, if you tell them in the email to focus their attention at the bottom of pages 2 and 3, where do you think they will immediately flip to?

Don’t Hide Behind Information:

As stated numerous times throughout this workbook, for most industries, people still like to buy from people. If they hardly know you, why would a fancy brochure fill their “trust” gap?

Also, everyone knows it’s easy to hire a marketing company to make professional presentations, attractive PDF’s and a slick website. What’s NOT easy is making them trust and value you as a solution provider to their pain.