Whenever possible, show, rather than tell. Translate words into information graphics, like tables, charts, and graphs, to emphasize: •Comparisons, i.e. before and after revenues or expenditures of time and money. •Trends, i.e. growing market share.

Add photographs to personalize and reinforce case studies and testimonials. Use logos, rather than words, to emphasize case studies and satisfied clients.

Step 5: Contingency visuals

Next, prepare to respond to objections that prospects may bring up during your calls.

Start by identifying possible objections that prospects might come up. Determine how to respond to each one. Then, prepare visuals that will only be used if your prospect brings specific objection up.

Typical objections concern price, competitive features, ease of use, and economic uncertainty.

Step 6: Upload and rehearse

After reviewing your work, use your presentation program’s Save as... command to save your presentation in appropriate online format.

Then, upload your presentation to server where you and your prospects can access it online during calls.

Rehearse your presentation, until you can comfortably proceed from point to point, and easily access contingency visuals, (if needed).

Consider your web-based presentations a “work in progress” that you continually update and refine. Prepare additional visuals as new objections come up. And prepare personalized slide titles and visuals for specific clients and prospects.