One of the hardest presentations to give is the “standard” company presentation. You know the one I mean, the confidence-killer one that uses this guaranteed-cure-for-insomnia sequence: “Who the company is, Where they are located, How many clients they have, and What products/services they offer.
I recently coached a new hire in the construction industry who had to do one of these. His discomfort giving it was reflected in all the ums and uhs he used on each slide and on his choppy transitions between slides (“On the next slide you can see our clients” [snore]).
Lemons? Make Lemonade
Here are some phrases and transitions you can use to turn these deadly data slides into dazzling (well, at least
shinier), client relevant selling points that tell an engaging story.
(Who we are Slide) Clients like you appreciate that we are a leader in the field, having been in business for over 15 years, so we have seen and worked successfully many times with situations just like yours.
(Our Locations Slide) No matter where you expand to, you will always be able to get consistent service from us. We are in X locations, and the one that will service your area is right here in…
(Our Clients Slide) Just as in your business, a strong client list reflects your reputation, our client list reflect ours. We are proud to have worked with a broad range of clients, including clients as large/small/specialized/X like you. You will be in good company.
(Our Products/Services Slide) Another advantage of working with us is that you will be able to choose from a broad range of products/services everything from A-Z. Right now you are interested in X. You mentioned that down the road you might need Y. When you are ready for Y, you can be assured you will be able to get it from us as well.
See the Pattern?
The way to turn your dull data into a more dazzling persuasive experience is to tell a story with the slides that helps prospects see themselves working with you. I advised my new hire client to think how he could give “color” to every slide so that it builds a story that relates to his prospect with benefits or value to them. We worked on doing just that for each of his typical clients and because he turned dull to dazzling, he became a much more compelling, confident, and successful salesperson as well.
Turn corporate data dump slides into a story about the prospect and you will never have to worry about standard presentations again.
Anne Miller
Words Matter – Make What You Say Pay!
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