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 Covich
How to prepare a formal business presentation
A formal business presentation starts with a clear goal. Decide what you want the listener to understand and do by the end of the meeting, then organize your pages in the order that leads there. A binder is a practical format, as the article suggests, because it is easy to update, easy to hand across a table, and a welcome change from yet another screen.
Include only material you can support. Use clear descriptions of your product or service, relevant references, and any figures you can document. Practice the flow until you can guide the discussion without reading every page, and leave a copy behind so the client or buyer can review it later.
Professional presentation shows respect for the other person’s time. When you take the trouble to prepare a formal business presentation, you signal that you will bring the same care to the work itself.
Related reading
- Business Opportunity Guides: Every SmartBizOpps Article in One Place
- Business Opportunity Marketplace: The Earn From Anywhere Guide
- SCORE free business mentoring
Helpful outside resources: Wikipedia: Presentation and Cornell University.
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