In any new business venture, even if you are an experienced salesperson, the best way to make a lasting impression with a potential client or buyer is to develop and use a formal presentation.
When you get the opportunity to present your service or product, it’s likely because you’ve put in lots of effort, expense and time beforehand. Make the most of it.
I like using a binder because people get tired of looking at monitors, and it’s easy to update as necessary. You energize people and capture their attention when you ask them to look at your binder presentation. Control the flow of information by showing pages in a formal and organized way. Formality sets the tone and creates an environment of professionalism.
In all my years in business, I’ve learned that all deals and sales decisions follow an “incremental decision-making process.” It is up to you to guide a potential client through the process in such a way that it yields a positive outcome.
When you lead into signing that final agreement, never say “SIGN THIS!” Say instead “Let me show you what our agreement is.” Then read it with your customer, finishing with “Please approve if you agree.”
Present well and you will do well!
All the best, Frank Kovich
