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5 Sales Presentation Tricks from Advertising Agency Gurus

Advertising agencies and presenters both sell products and services using effective messages, be it in the conference room, a lecture hall, a television, or a webinar.

The problem is that the regular customer or client is subjected to several messages from different companies, each trying to get their products ahead of the competition.

You have to go beyond offering what your competition can’t, because almost all competing companies employ the same strategy.

The Challenge

People construct several standards before making purchase-related decisions. This is what renowned author, Jim Aitchison, calls a personal cage.

A personal cage is composed of all the experiences, knowledge, morals, and ethics we gain as we grow.

These standards affect how we see and interpret every message we encounter, especially advertisements and sales pitches.

Building your personal cage happens throughout your whole life.

If the bars of the cage act as filters, find relevant messages that pass through these and sell your sales presentation ideas.

The Five Tricks

The Signpost

Signpost messages signify changes in certain kinds of behavior.

As Aitchison cites in his book, Cutting Edge Advertising, the Pepsi vs. Coca-Cola story is a classic marketing example.

When Michael Jackson became Pepsi’s new icon, they positioned themselves as the drink of the next generation. This led to many Coke drinkers permitting themselves to change those standards.

When Steve Jobs unveiled the iPhone’s third quarter market share in 2008, he signified that times were changing for the US smartphone market.

Within the first 90 days of its shipment, he showed the iPhone as a potential investment for customers and business partners alike.

A Newsflash

Introducing a new product or service in an ad pitch is challenging for any startup company, especially product launch advertisements.

Position your message as a piece of news, like how Jobs introduced the iPhone in 2007.

First, he built interest by announcing that Apple reinvented a new product type.

Then, he briefly explained the current competition’s weaknesses: fixed keypads and limited functions.

It was only after all this that he introduced what made the iPhone different and showed the actual product with its full touchscreen capabilities.

This generates strong interest in your offer and highlights what makes you different and more appealing from other brands.

A Message of Support

People always look for something to rationalize an emotional need.

Will people buy an expensive sports car to enhance their personal image?

Will a company invest in a health insurance program to let employees feel that their well-being matters?

Make clients feel that they’re understood. This matches their behavior (in this case, investing in your proposal) with their desires and attitudes.

An Existing Standard of the Client

Since your message is consistent with what your audience already believes in, they’re more likely to respond if you give something that reinforces their beliefs.

Citing CreditUnion’s correspondence with Kraft CEO, Robert K. Deromedi, Demand Media’s Vanessa Cross discusses the mechanics of values-based marketing, particularly its customer-centric nature.

Kraft wanted to reach out to parents who believed in giving their kids a proper meal, so the company pulled out their junk food advertising to establish credibility with their intended customers.

Shared Experiences

Like the way TED Talk speakers relate their presentations to personal experiences, offering another person’s perspective sells your message.

Some experiences mirror your own, even at a conceptual level. This includes being plagued with restrictive problems then solving it intuitively.

Look into your company’s product or service history. Did someone have a eureka moment after a long observation? Did someone experience something that led to developing what you sell?

Everything has an interesting story behind it. Your sales pitch is no exception.

Everyone has something to dream about: a new house, a better car, a more luxurious lifestyle, etc.

Everyone wants something, especially your clients. Make your sales pitch interesting enough to pass through your clients’ standards.

Want to know more about using these five tricks more effectively? Hire SlideGenius, your presentation partner, to help you out.

References

5 TED Talk Secrets for Persuasive PowerPoint Presentations.” SlideGenius, Inc. 2015. Accessed June 5, 2015.
Aitchison, Jim. Cutting Edge Advertising: How to Create the World’s Best Print for Brands in the 21st Century. Singapore; New York: Prentice Hall, 2004.
Cross, Vanessa. “The Goals of Values-Based Marketing.” Chron. Accessed June 5, 2015.

Sales Presentation Tips: How to Leave Your Clients Inspired

A sales presentation is the proverbial last mile. The opportunity to come face-to-face with a prospect is your last bet to make sure the sales process goes in your favor. Because of this, the stakes are high and there’s a lot of pressure to perform. It’s not enough that you’ve made sure to present your product or service in the best light. You also need a good story to share.

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Salespeople tend to focus on the particulars of what they’re offering. While it’s important to introduce the details of your product or service, it’s also important to answer a crucial question. As TED speaker Simon Sinek puts it, “people don’t buy what you do, they buy why you do it.”

Following this line of thinking, here are a few ways to make sure your story stands out and leaves prospects inspired:

Follow a compelling structure

Do without the blatant matter-of-fact way tone sales presentations typically have. This traditional technique doesn’t particularly inspire prospects to engage with you.

If you want to add an edge to your own sales pitch, follow the dramatic arc of ancient Greek plays. Scientific research has proven that narratives following this specific structure can trigger powerful emotional responses. This is exactly what you need if you’re looking to create a stronger connection between you and your audience.

Identify the challenges your prospect is facing

The conflict is perhaps the most important part of a story. In a movie, this is the point where all the tension and suspense start to build up. While you’re not looking to scare people off their seats, it’s important to create a similar feeling in your presentation.

Build a rapport by identifying the challenges that your prospects want to solve. Let them see that you’re aware of their current situation and you understand where they’re coming from. Describe to them a scenario that addresses the challenges they face to make your pitch more relatable.

Detail a solution particular to their issues

Obviously, it isn’t enough that you identify the problems your prospects want to solve. Challenges need to be solved. If you really want to leave them inspired, balance your story out by offering your own solution.

This is the part where you can bring out the details of your product or service. Delve into the features that are particularly helpful for the challenges you just presented. Make sure these solutions are specific to give your sales presentation a more personalized feeling.

Urge audience to action with a definitive statement

When you finish covering all the important points, don’t forget to end your sales presentation with a bang. Urge the audience one last time by providing them a Call to Action statement that’s simple and straight to the point.

Summarize the purpose of your pitch in one bold statement that will get prospects to commit. This final, definitive statement is your last chance to make sure the audience doesn’t forget your story and message, so make it memorable and convincing.

Make sure the visuals highlight your brand

All these tips could fall flat if you don’t have visuals that help highlight and elevate your story. Part of that story is making sure your brand is well-represented.

By creating a PowerPoint deck that mirrors your brand, you can make sure that your sales presentation is more distinguishable and unique. Best of all, it also helps remind your audience that you’re the best choice from a range of competitors.

The best way to go about this is by incorporating your logo in the colors you use. Take a look at these sample slides for more inspiration.

A sales presentation doesn’t have to be an uphill battle. Following the right techniques, it can be an easy sprint to the finish line. Follow these tips to make sure you leave prospect clients inspired and ready to get on board.

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Reference

End Your Presentation with a Call to Action Slide.” SlideGenius, Inc. July 14, 2014. Accessed January 26, 2015.
How great leaders inspire action. Simon Sinek. TED, 2009.
The Science of Effective Storytelling in Presentations.” SlideGenius, Inc. September 28, 2014. Accessed January 26, 2015.

Featured Image: PicJumbo.com

Sales Presentation Follow-Up: Keeping the Momentum Alive

You finished your sales presentation to a warm round of applause. After addressing a few questions, your prospects seem pleased. Your sales presentation was a success, but you’ll be wrong to assume that this is where the hard work ends. You still have one more thing to do to ensure that action happens and deals are sealed: the follow-up.

Despite the positive response, you can’t assume that your prospects will immediately act on your presentation. The people in your audience, especially the key decision makers, lead busy lives. Even if they were initially impressed by your sales presentation, other priorities might end up pulling them away. Without a follow-up, the proverbial pendulum stops swinging. Your presentation loses the momentum it initially gained.

Why Following Up is Important

In his book “Brain Rules,” Dr. John Medina points out that people remember information better if they’re re-exposed to it. A strong follow-up contains more than just a simple thank you note. It should re-expose your prospects to your key points and end goal. To make sure your sales presentation gets the best results, you have to include your follow-up plans as part of your preparation.

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These are just some techniques you can consider:

1. Express your gratitude

While a follow-up is more than just a quick thank you, it’s important that you express your gratitude to those who took the time to listen to your sales presentation. If you were able to do a bit of networking, integrate the points you discussed during your brief conversations. It’s important to make your letter feel personal.

Take note of the things you talked about with different people, even if most of it was just small talk.

2. Expound on questions and offer additional resources

To make sure that your follow-up says more than just a few pleasantries, use your message as an opportunity to expound on the questions you answered during the presentation. Ask a member of your team to take note of details during the Q&A, so you won’t have to worry about memorizing who said what.

Relay the questions you were asked, your answers, and expound on the points you had to cut out due to time restraints. If you have additional resources that you can share, include them in your message.

This will demonstrate a positive impression to your prospects. It shows that you’re not only focused on your own concerns, but you’re also willing to dialogue based on the comments they brought up.

3. Link to a scrolling web pitch

Visuals are important to making an impact on an audience, so include your PowerPoint deck in your follow-up. Your deck was strategically designed to make sure your prospects retain information better, and it won’t hurt if they get to see it again. But attaching your PowerPoint deck to an email and asking them to download it might a bit too cumbersome.

Try a scrolling web pitch instead. Schedule a free consultation and we can help you convert your slides into an interactive web experience.

4. End with another Call to Action

Your follow-up is a great way to reiterate your message, so don’t end it without a strong CTA. Don’t recycle the same CTA you used for your presentation, but you can tailor it to fit the flow of the message you composed. You can say something like “We very much look forward to working with you on this project, we will achieve the results that we discussed and presented, and we ask you to give us the opportunity to be part of your team.

Start making follow-ups a few days after your sales presentation. Definitely, you shouldn’t pester your prospects by following up constantly every single day. Wait for a response after your initial contact. If you don’t receive it, try again after a couple of days. This is where it can get a bit tricky. You can’t wait too long nor can you make constant contact.

Conclusion

Despite the success of your sales presentation, you should never assume that your prospects will immediately take action.

Your presentation is only one side of the conversation, and they still need to time to ponder on your message and make up their minds. Make sure your message doesn’t get cold and follow-up as soon as you can.

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Reference

How to Say Thank You After Your Big Sales Presentation.” The Sales Blog. 2010. Accessed July 25, 2014.

 

Featured Image: Evonne via Flickr

Why Sales Presentations Turn Into Failures of Epic Proportions

After countless cold calls and follow-ups, you’re finally given an opportunity to visit a prospect and do a sales presentation in person.

But as luck would have it, you flubbed and the presentation was unsuccessful. When sales presentations fail, it’s likely that the presenter committed one of these mistakes:

Sharing too much information

Why it’s a mistake: We now live in a society where almost everyone is compelled to share what’s on their mind (through tweets and status updates). In spite of that, it still pays to show some restraint. When doing a presentation, sales people tend to share so much information in hopes of creating rapport with the audience.

That’s a valid point, sure. Prospective customers, however, are more interested in learning about the benefit of using your product than its history or the materials used to assemble it. This means that your solution slide should clearly how you intend to solve your market’s particular problem.

What you should do: List three value propositions that appeal to your prospects and relevant to your solution. Emphasize the unique value of your solution.

From your slides, your audience should be able to understand that your company alone can deliver the best (perhaps, only) solution. Remember to use simple texts and visual examples.

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Failing to set yourself apart from the competition

Why it’s a mistake: Choosing between brands can be hard. If you fail to differentiate yourself from your competitors, you are missing the opportunity to make things easier for your prospects. The goal of your presentation is to make people decide in your favor – not to confuse them even further.

What you should do: Design a slide that summarizes the things that you do better than your rivals. Point out the problems that only you can solve. You may support your claim by using testimonials that focus on how your solution works.

Using the wrong point of view

Why it’s a mistake: By WRONG point of view, we mean YOURS. Don’t make the presentation all about you or your business. No matter how long you’ve been in business or how many office locations you have around the world, the only thing that your prospects have in mind is, “What’s in it for ME?

What you should do: Put yourself in your audience’s shoes. Present from their point of view by being aware of their needs and wants.

This would involve doing a bit of research about their background and interests, which, we assume, you’ve already done during the planning stage.

Making a sales presentation can be very challenging. Not a few stories have been told about presentation disasters and dejected presenters. Mistakes could happen, but this doesn’t mean they are impossible to overcome. Knowing these mistakes is half the battle.

 

Reference

Conducting Market Research.” Entrepreneur. 2010. Accessed June 02, 2014.

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Featured image by Steve Snodgrass from flickr.com

Jazz Up Your Sales Presentation With a Label Tag Created in PowerPoint

Using images to represent ideas is one of the best ways to enhance PowerPoint presentations. A product label tag, for example, is great in designing your deck during a sales presentation. According to Entrepreneur, in such presentations, it’s essential to establish your identity and address your customers’ needs.

If ever you need a tag to back up your points and differentiate yourself from the competition, you can always search for custom images of these tags on the Internet and tweak them to your advantage.

Or better yet, create one that you can easily customize using the Shape functionality in PowerPoint. This tutorial will show you how to do it using the Shape and Text tools in PowerPoint 2010.

Drawing the Frame

First, assuming that your PowerPoint is already open, create a new, blank slide. Then, draw the label using the Rectangular shape with a rounded border. You can find this in the Insert tab under Shapes.

label tag

After this, select the Oval shape from the Shapes option to create a small circular shape. Put this near the top portion of the rectangle to serve as the label’s tag hole.

Filling with Color

Fill the circle with the same color as that of the slide background. Do this by right-clicking on the shape and selecting the Format Shape option. Click Fill and then select Slide background fill.

label tag2

To give the label some depth, you may want to fill it with gradient color. To do this, click Fill from the Format Shape option and select Gradient fill. Depending on your preference, you may adjust the Gradient type, direction, color, brightness, and other qualities.

label tag3

Final Details

To create the label’s string, select the curve line from the Shapes option. Draw a line from the small circle and then click twice until you reach the label’s border. You may manipulate the string to give it a more natural look. Simply click on it and drag any of the visible points accordingly.

label tag6

Lastly, you’ll have to group all the shapes in a single label. Select all the elements and then right click on the label. Next, click on Group (and the other Group option that will appear) and

Next, click on Group (and the other Group option that will appear) and Voila! You now have your very own product label tag that you can use for your sales presentation. For added impact, think about adding some text inside the tags.

label tag7

Conclusion

An impressive deck is often eye-catching and unique, but more importantly, it should always be there to support you when you need to pitch to the crowd. Experiment with PowerPoint and add a tag to your slides. It’s simple and interesting. With just a few clicks using the Shapes tool, you’ll already have a tag-shaped image that you can spice up with text or gradients for depth.

Having trouble with your deck design? Our SlideGenius experts are always ready to help. Contact us today for a free quote!

Reference

Making Sales Presentations.” Entrepreneur. February 24, 2013. Accessed May 15, 2014.

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