To get more new clients, master the art of a quality presentation. For many professionals (consultants, designers, architects, etc.) this is a key aspect of the sales cycle that can’t be ignored. A successful presenter is one who comes across as confident, creative, and convincing.

Here are some key features of a winning presentation:

1. Be prepared: Know your subject intimately. Be ready to answer questions and describe the benefits to your client in detail. Well in advance, brainstorm your client’s potential objections and have a solution prepared.

2. Create rapport: Don’t be so focused on the presentation that you forget to nurture the relationship you are building with your clients. As you are presenting,  continue the conversation with them. Your clients want to know more about you. This helps sell your ideas as much - if not more - than the concepts themselves.

3. Present by objectives: With each component that you present, explain its advantages and how it will help your clients achieve their specific goals.

4. Show one concept at a time: Don’t place all your cards on the table. Each idea deserves special attention. If a client looks at work before it’s formally presented, he or she may form negative opinions before hearing its merits.

5. Describe, then show: It’s important to take it slow, giving your audience time to absorb each concept. Explain the details of each idea BEFORE you display it.

6. Let ‘em hold it: Once you put something in someone’s hands, they begin to feel ownership. Let your client get involved in your creative process. Encourage questions and discussions.

7. Keep it simple: Keep your description direct, clear, and concise. Don’t oversell with long-winded explanations. Good ideas don’t need to be pushed.

8. Leave informed: Make sure you are clear on how you will move forward. You may have to be the one to say, “So, what are our next steps?” Your client may not have a definitive answer, so be prepared to define what you mean by next steps. For example, you may suggest a specific date for a follow-up call or your next meeting.

Practice makes perfect. If you aren’t comfortable with making presentations, role-play with an associate or friend. You can also perform in front of a mirror. Observe your posture and mannerisms. Are you fidgeting? Do you maintain eye contact? Are you ready to persuade and make a call to action? Great body language and a positive tone of voice will help to sell your ideas.

ACTION ITEM: Examine your presentation style by asking for a second opinion from someone you trust. This can be an associate, a mentor, or a supportive friend. It isn’t easy to do, but if you use this feedback to improve your skills, you will reap the rewards in all of your future presentations.

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Will you help me?

I have a number of areas of expertise within the field of branding and marketing. I would like to develop 3 of these into new speaking topics to give via teleseminars. But, I am having trouble narrowing them down.

Can you tell me which are of the most interest to you (your top 3)?

To make it simple, I created a single question survey in Survey Monkey.

Click on this link for survey question.

Thanks so much for your help, Wendy

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Keep-in-touch marketing is a process that you incorporate into your business to stay in front of your prospects and customers. Develop a system to follow up with every prospect, every time. Be respectful that the time may not be right, but remember, you offer a quality product your prospect may eventually need to solve his or her problem. Gently persist with your prospects with regular calls to check back in with them.

Studies show that over 80% of sales take place after seven contacts. To be absolutely effective in your marketing, you need to plan on having at least seven contacts with your prospects. Too many people give up with prospects too early. And this is one of the reasons they have trouble keeping their pipeline full.

Remember, “Not right now” does not mean “no.” “We’re working with another company” does not mean “no.” Until you hear the word “No,” it’s not a “No.” In addition, these calls are building relationships with a person who might also be a referrer or COI (Center of Influence).

Remember the Dr. Seuss book, “Green Eggs and Ham”? Super salesman Sam-I-Am works on persuading his friend to try the not-so-appetizing meal of green eggs and ham. He is relentless regardless of his friend’s objections. He asks questions about various scenarios. Would you try them with a fox? Wearing socks? In a moat or a boat? Finally, the friend decides to taste the stuff only to discover he LOVES it! A prospect converted into a raving fan. I think Sam-I-Am would have made a lot of money as a sales training consultant, don’t you? Even though he is a cartoon character, Sam is still a great model for the power of persistence.

Often when we have a goal of making a sale, we try just once or twice and then give up. We say, “Well, I guess it’s just not going to happen.” To be truly successful, keep at it! Successful business owners are not at the top of their game because they are “naturals.” It’s because they don’t give up. When at first they don’t succeed, they try again and again and again until at last…they realize their goal.

Herbert True, a marketing specialist at Notre Dame University, did some amazing research on sales follow up and found the following:

• 44% of all salespeople quit trying after the first call
• 24% quit after the second call
• 14% quit after the third call
• 12% quit trying to sell their prospect after the fourth call

This means that 94% of all salespeople quit after the fourth call. But 60% of all sales are made after the fourth call. This revealing statistic shows that 94% of all salespeople don’t give themselves a chance at 60% of the prospective buyers. (from The Success Principles by Jack Canfield)

So, how are you currently keeping in touch with your prospects and customers on a regular and consistent basis? You must create an ongoing follow-up program to keep in touch with your prospects and customers so you stay on the top of their minds. To be effective, you must get in front of your prospects and referrers at least once a week and not less frequently than once every month.

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(There are only *50* charter memberships available to get coaching with me for *free* for two months. To find out how you can get in on this before it fills up, go to my info page right now.)

I spoke with many of you about what is holding you back. And what I discovered is that most of you are already enjoying some success and you are doing SOME marketing. But you often feel like your business is running you instead of the other way around. You are exhausted always trying to hustle up new work.

The biggest obstacle for most of you is not a lack of information - it’s a lack of putting strategies into action. You don’t have ongoing marketing and sales systems. You are struggling because you don’t have the support, time, and motivation that you need to reach the level of success you desire.

People get stuck because they don’t have a mentor to help get them unstuck. And they don’t have a group of like-minded, motivated peers to nudge them along. They lose momentum and get discouraged. Until now, I haven’t had a program to answer questions and provide support outside of my private coaching programs.

So I started to think, “how can I be available to answer questions for more people and provide guidance on an ongoing basis?” And I came up with a something fantastic! After months of planning, I have created exactly what you have been requesting…

And I want to give you 2 FULL months of membership…for *FREE*! But I can only accept a limited number of charter memberships. Would you like to be one of my charter members? You can test-drive the Maven Success Circle to see if it is a good fit for you. All of the mentoring calls, activities, and tutorials are specifically tailored to small business owners, entrepreneurs, and marketers.If you would like a spot, please don’t miss out. Go to my info page right now to get the full scoop. Since it is my “grand opening,” I am also including some fabulous bonuses for the charter memberships.

You can see all of the details, bonuses, and sign up here: http://www.gomarketingmaven.com/products/mavensuccesscircle.html

Here’s to your success,

Wendy

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