Imagine that this is your first time to make a sales presentation as an entrepreneur and that you are now in front of a sales prospect. What will be your sales pitch? And how will you sustain the interest of your audience all throughout the presentation?
1. The key to making a quality presentation—and the only way to banish the butterflies in your stomach—is adequate preparation. To start with, you have to be very clear about your purpose in making the sales pitch. Is it to introduce a product? Is it to demonstrate how to use a particular device? Are you out to make a sale or do you simply want to get your audience to try whatever it is that you are offering?
2. Remember that depending on what you intend to achieve, your presentation approach and techniques can vary greatly. If your objective is to teach, for instance, you will need to use diagrams and charts. But if you want people to try your product or service, you have to provide them with samples and testimonials from satisfied customers.
Assume that you want to present a new food-processing gadget that turns banana into instant, ready-to-serve desserts. You definitely would need to show bananas in both their unpeeled and peeled states, and those bananas would have to be of the correct variety as well (lakatan or saba, for instance). And then you would have to show how your processor works and you have to present actual samples of the desserts it can produce. Your emphasis, of course, will be on the ease and convenience in using the gadget.
3. For practically all sales presentations, you will need to prepare a definitive checklist that covers the following:
- The unique features and benefits of your product or service
- The profile of the audience that will be in attendance: How many are expected? What will they probably ask? What will hold their interest?
- A prior self-assessment: How do you size up your level of self-esteem and self-confidence? What would be your appropriate attire?
4. Once you have these three items covered, it pays to do a quick review of what you need to do and what to expect during your presentation. Remember that every sales pitch goes through the following stages:
- preliminary approach and prospecting
- questioning the audience
- doing the presentation proper
- entertaining questions from the audience, and
How you’d fare in each of these stages will depend on how well you have studied and analyzed your prospects, how well you have figured out the results you’d like to achieve, how well you have appraised the presentation situation, and how clearly you are delivering the message you’d like to convey.