Posted in: Client Relations
Studies show most people’s No. 2 fear is death. What’s No. 1? Speaking in public!
Even experienced presenters will feel nervous before presenting in front of a new prospect. After all, that first meet-and-greet can land or sink a business relationship.
Here are seven keys for making a successful presentation to a new prospect:
1. Prepare carefully. Find out as much as possible about a prospect.
2. Review your research before the call.
3. Focus on the prospect’s business needs and/or problems at the opening.
4. Use clear language. Speak simply and a little slower than you do with colleagues.
5. Show passion for your services.
6. Prepare for objections. You should know obvious questions and concerns before the call.
7. Keep the presentation as short as possible. Don’t overdo the details.
(Adapted from the newsletter “The Selling Advantage.”)