I have heard far too many salespeople tell prospects how long they have been in business, about the awards their company has won, or what makes them different.
But this approach does little to interest or engage the prospect because it does not address their key concerns. Here’s an example.
Your Due Diligence
Instead of thanking your prospect for taking the time to meet with you, highlight a current problem that the prospect is facing and the potential impact on their business.
This means that you MUST conduct due diligence BEFORE you meet with a new prospect.
Once you know their problems, you can offer your solution to this problem. Repeat this process as you continue your presentation.
Show, Don’t Tell
Whenever possible, use props in your presentation. Instead of telling your prospect the results you can help them achieve, show them what you do.
During the conference I mentioned at the beginning switzerland telegram data of this article, one sponsor showed an example of her work to help people connect what she was saying to an outcome.
As she said, “I can help you develop marketing materials,” she held up a brochure, a postcard, and a letter she crafted for a client.
Third party testimonials are one of the most powerful presentation tools you can use.
Consider the late- night infomercial. The proven formula consists of identifying the problem followed by several testimonials that state how much better life is since using that particular product.
You can use this approach, too, by showing your prospect a testimonial letter or video that outlines a key outcome that is similar to a situation they may be facing.
Focus on Your Prospect
Most salespeople fail to make the presentation about the other person and use a lot of “I” or “me” or “we” language.