The presentation of a business proposal is the culmination of a long sales process between you and your client. If you don't structure it properly or take the time to elaborate it carefully, you risk the client not accepting your solution.
When you meet the prospect in person, more factors come into play, such as an office tour and an introduction to colleagues. This can result in lost time. So make sure the visit goes according to plan and you can present your solution effectively.
Before the meeting, practice sharing your screen so that your notes are not visible. Be there at least 10 minutes early and use that time period to practice your introduction or go to the restroom. Keep your introductions brief. Avoid small talk if possible.
Start with valid reasons for the prospect to consider your offer. End with a specific request for the business: 1. Point out the prospect's challenge or opportunity. 2. Discuss the benefits you can offer. 3. Present your plan. 4. Introduce your company. 5. Ask for the business.
Don't mention yourself, your company, or your products. Emphasize the potential customer's challenges and pain points. They want to know how they can outperform their competitors, reach new customers, retain existing customers, and increase their profit margin.
After a few minutes of talking, pause and ask a question. This way you maintain control of the conversation and allow your prospect to engage in the presentation. Ask: "Have I summarized your challenges correctly? Is there anything I missed that you'd like to add?"
Customers value data, but they also understand what data can and cannot tell them. Introduce the stories first, then the data that backs them up. Bring in customer and competitor experiences, use a study to support your arguments, and lend credibility to your anecdote.
Use the deck to support your arguments. If you read directly from the slides, you'll bore your prospect and lose the impact of what you're saying. Keep your slides simple. If they're too complex, the prospect will lose focus and miss most of what you're saying.
After you've re-established the business challenge and addressed the potential customer's pain points, it's time to present your product or service.
Sell a vision in which the company has solved the problem. Will there be an increase in sales, streamlined processes or improved customer retention? And what'll it look like in a few years? Don't exaggerate, but emphasize the long-term benefits of using your product.
Tell your potential customer what'll happen after the presentation so there's no confusion about next steps. Set a date for a follow-up call and create a timeline for after the call. This schedule should be adjusted based on the prospect, length of the sales cycle, and
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