Tag: presentation follow up

Sales Presentation Follow-Up: Keeping the Momentum Alive

following up after a presentation

presentation follow up

sales presentation

Jul 25, 2014

After delivering a sales presentation, the follow-up is critical to keeping the momentum alive and increasing the chances of converting leads into actual clients. Here are key strategies to maintain engagement and build on the positive connection from your presentation:

1. Send a Timely and Personalized Follow-Up

  • Why it works: Reaching out soon after the presentation ensures your message is still fresh in the client’s mind. Personalizing the follow-up shows that you value their specific needs and that the presentation wasn’t just a generic pitch.
  • How to apply: Within 24 hours, send a personalized email thanking them for their time. Reiterate key points from the presentation that are relevant to their business. Include a clear call to action (CTA), such as scheduling a follow-up meeting or providing additional materials, like case studies or testimonials.
  • Example: “Thank you for attending the presentation today. Based on our discussion, it seems our solution could help streamline your operations and reduce costs by 15%. Let’s schedule a time next week to dive deeper into how we can tailor this solution for your company.”

2. Provide Additional Value

  • Why it works: Offering valuable content after the presentation keeps you top of mind while demonstrating your expertise and continued interest in solving their problem.
  • How to apply: Share relevant insights, such as whitepapers, blog articles, or case studies related to the presentation topic. Offer something that answers any questions raised or addresses specific pain points mentioned by the prospect.
  • Example: “I thought you might find this article on optimizing supply chain management useful, especially given our discussion on logistics challenges.”

3. Keep the Communication Open and Consistent

  • Why it works: Regular touchpoints show persistence without being pushy. By keeping the conversation alive, you help guide the prospect through the decision-making process.
  • How to apply: Establish a follow-up schedule that includes consistent, but spaced-out, communication. Use a mix of emails, phone calls, and potentially a LinkedIn message to keep the interaction natural. Adjust the frequency based on the client’s level of interest and buying timeline.
  • Example: After an initial follow-up email, schedule a check-in after one week if you haven’t received a response. Ask if there are any additional questions or if they need further clarification on your offer.

4. Address Unanswered Questions or Objections

  • Why it works: Addressing concerns proactively shows that you are attentive and dedicated to solving potential issues. It also positions you as a problem-solver rather than a salesperson.
  • How to apply: If any questions were left unanswered during the presentation, address them in your follow-up. You can also ask if there were any new questions that came to mind after the presentation.
  • Example: “I wanted to follow up on your question about how our solution integrates with your existing system. I’ve attached a detailed breakdown of the process, and I’d be happy to explain this further.”

5. Offer a Next Step or Incentive

  • Why it works: Providing a clear next step helps move the conversation forward and demonstrates that you’re eager to work with the prospect. Offering an incentive, such as a trial period or discount, can also create a sense of urgency.
  • How to apply: Encourage them to take action by offering something tangible—whether that’s a product demo, a trial, or a special discount if they make a decision by a certain date.
  • Example: “I’d like to offer you a 30-day free trial to test the solution with your team. Let me know if this would be helpful, and we can get you started right away.”

By executing a well-planned follow-up strategy, you can build on the connection you made during the presentation, address any concerns, and lead the conversation toward a successful sale. These techniques help you maintain momentum and foster a relationship that goes beyond just a sales pitch.

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Networking Tips: What to Do After Your Presentation

networking

presentation follow up

Jul 02, 2014

There’s still an opportunity to connect with your audience even after you step down the podium. Start networking at the end of your presentations. You can solidify your core message and start to build meaningful relationships with potential clients and partners.How do you go about it? We’ve compiled these networking tips to help you work the room:

1. Think Ahead

Don’t just stick around after your presentation and wait for people to approach you with their questions. You have to be pro-active in your networking.Open an avenue for conversation. Let your audience know that you’re willing to talk at the end of your presentation. You can include this in your closing spiel.

2. Make it About Them

Body language and physical cues are important in conveying that you’re present and available during conversations. Don’t repeatedly check your watch or phone. Don’t let your eyes stray around the room. Instead, show warmth and enthusiasm in the tone of your voice.Maintain eye contact throughout the conversation and end it with a firm handshake. According to the Young Entrepreneur Council‘s Andrew Vest, being sincere and genuinely interested in meeting new people, rather than with a hidden agenda in mind, is more effective in establishing lasting relationships with your network.

3. Relax and Be Yourself

In relation to the previous point, being true to yourself is essential in gaining people’s trust. Tensing up because you feel the need to expand your network after a presentation might actually drive people away.One way to make this process easier is by allowing the other person to share their thoughts about what you presented. Let them ask questions or give feedback. When you listen attentively to what they have to say, you’ll easily figure out how to work the conversation.

4. Find Common Ground

Exchanging contact details is probably the most crucial of all networking tips. Lasting business relationships aren’t built from a few minutes of chatting in an auditorium or boardroom. The real work begins with connecting and following up with the people you met.To maintain your connection with previously established relationships, make sure to find common ground from the get-go. This doesn’t just mean you’re both in the same industry or have the same work. You can find interests you share on a personal level, like your inspiration to venture into the field, etc. You can also put people at ease by offering a mutual benefit to them.

The Takeaway: Invest in Networks

Thankfully, today’s technology also makes this step more convenient. Write them an email or connect via social sites like LinkedIn.Re-introduce yourself briefly and bring up the points you talked about. For this part, it’s important that you take note of individual conversations so your messages can have a more personal feel.You can also include a link to your uploaded PowerPoint deck, especially if you’re connecting with someone who was particularly interested in your presentation.Keep these networking tips in mind to maintain engagement even after your presentation is over. Your core message won’t get lost if you take the time to converse and build relationships.As with most things in life, a business thrives in communication and interaction. 

Reference

Vest, Andrew. “How To Network The Right Way: Eight Tips.” Forbes. Accessed July 01, 2014.Featured Image: VFS Digital Design via Flickr