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Top 10 Tips for Project Management Vendor Presentations
Tip #1: Avoid unclear thinking. If you can't describe the goal of your presentation in one sentence, then you might be trying to present too much. You will overload and confuse your listener and that will not advance your sales initiative whether a complex PPM application or just a point tool. Plan what you want to achieve and prepare in advance for the possible outcomes and next steps. Clear thinking will not only help you communicate your value proposition effectively, but it will help your customer better understand and communicate amongst themselves what you have to offer.
Tip #2: Avoid lack of structure. Don't make it difficult for people to understand what you are trying to say. Whether a formal presentation or informal discussion, people will remember what you say much better if they understand it. Outline your objectives in advance and make your presentation points clearly and succinctly. If you ramble or wander, you will lose your listeners.
Tip #3: Don’t use too many words. Most salespeople use too many words. They use too many words when talking, when presenting, when answering a question, and even when leaving a voicemail or sending an email. The trick to an exchange of information is to view it as a two way interaction. What you give is half of the interaction; what your client receives is the other half. Too many words, most of the time, lessens the full potential of the interaction.
Tip #4: Use an initial benefit statement. Your audience will not remember everything that you say, but they will remember things that stand out, both good and bad. Always use a strong and vivid initial benefit statement so that your audience can see in their mind's eye the message that your words are trying to convey. The initial benefit statement is what captivates your audience and establishes the purpose of, and interest in, the rest of your presentation.
Tip #5: Use customer testimonials. Substantiate your initial benefit statements with customer references and testimonials. For each initial benefit statement that you make, provide real business use case examples that confirm your claim. This will add credibility to your presentation and help to make a solid connection to your audience.
Tip #6: Get on the same wavelength. Are you providing big picture generalities when your audience is hungry for facts? Or, are you drowning them in details when they need an overview? Get on the same wavelength with your prospects and don't discuss details that your audience has no interest in.
Tip #7: Don’t forget the pauses. Most presenters do not have enough pauses. After an important point, they rush right in to the next important point. Give your audience a chance to digest what you have just told them. Your pauses will allow your audience to think and understand.
Tip #8: Find you $100 phrase. A hundred dollar phrase is a phrase that gets the client excited about your product. Often, it is a common way of describing a benefit that is hard to articulate. The $100 phrase is, in essence, how would you describe your product to your mother or your grandmother? For example, a software salesperson with a security solution might say, “Our software is like a security guard that keeps the bad guys out and lets the good guys through.”
Tip #9: Have a strong opening and closing. Much can go on during a presentation. You might need to make adjustments in response to feedback and body language, both positive and negative. And, you might have a number of questions from your audience that may slight change your approach in certain parts of your presentation. However, always have a well prepared and thought out opening and closing. This will keep your audience in tune to your message and call to action. A weak opening and closing can confuse your audience and leave them unsure of whether or not your product would be of value to them.
Tip #10: Don’t misuse technology. Far too often, sales and marketing professionals rely too much on PowerPoint and not enough on the emotional connection that you make with you audience. Also, sometimes your audience, for example the decision maker, gets the point and wants to have a deeper exchange and dialog. Don’t let your PowerPoint slides get in the way. Don’t hesitate to stop the slide show to pursue audience interest and desire. This also demonstrates your ability to think on your feet and your knowledge and skill of both your product and how it may be of benefit to your customer. Technology is there to help, but don’t let it get in the way.
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