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It's also a good idea to print out some of
slides from any presentation you give personally, so that you can leave
slide copies with
client after
meeting. (Note: don't hand out copies before
meeting. You need to make sure that everyone is paying attention to your presentation.)
==> Control your nerves: rehearsal is everything
Many people hate public speaking. However, if you prepare yourself, you'll be just fine, and each presentation you give will enhance your confidence.
Write your speech out completely. Ask someone else to read it and help you brainstorm ideas. Then leave
speech for a week for a gestation period. You'll find that other ideas will come to you, and you can incorporate these.
As you prepare your speech, you can also prepare
slides in PowerPoint. Use photographs and other graphics, to bring your presentation to life.
When you're happy with
speech, learn it. Practise giving
speech in front of a mirror, then practise giving it as you click through
slides in PowerPoint.
If you don't have a notebook computer to take with you, take your PowerPoint file along on a disk or CD. You may be able to borrow a computer. If you can't, then give
presentation without
file, but leave
presentation CD and notes with
decision maker.
==> Who will be at
meeting? Pitching to decision makers
Before you set a date and time for
meeting, ask who will be attending
meeting. You need to be sure that you'll be making your presentation to a decision-maker in
company. If you can't get an assurance that
decision maker will attend, postpone
meeting until she can attend.
==> Get an agreement before you leave
meeting
You've given your presentation. You've made your proposal. Now what?
Now you get an agreement.
This is
"close" in sales-speak. It's
most important part of your presentation, aside from
WIIFM aspect. Many otherwise competent people skimp on
close, because it makes them nervous. However, no matter how nervous you are, you must ask for
sale.
So, in our scenario, as you wind up your presentation, you would ask to become a sub-contractor for
agency. This will lead to discussion, but unless you get an immediate agreement to sign you up, make sure that you attempt to close at least three more times before you leave.
In
best of all possible outcomes, you won't leave
business before you have a check in your hand. This is your aim. So when
decision-maker says: "Yes, that sounds fine, we'd like to put you on our books as a sub-contractor", you say: "Great, can we make a deal now? I'd like a retainer, and _______ (mention
terms of your services agreement). A deposit of $X would be fine."
Good luck with your presentations. They're a sure-fire way to build your business in a hurry.
***Resource box: if using, please include***
Veteran multi-published author and copywriter Angela Booth crafts words for your business --- words to sell, educate or persuade. E-books and e-courses on Web site. FREE ezines for writers and small biz: http://www.digital-e.biz/
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Writer, author and journalist Angela Booth has been writing successfully for print and online venues for 25 years. She also writes for business.