It doesn’t matter whether you are a startup or a big organization, you need a presentation to close the sales deal with a client. Presentations till date play a magnanimous role in B2B sales. You might have a useful product and a potential client but, how you showcase your product and put forth your idea to client matters the most. Here, we provide you with 10 presentation strategies that can help you close the sales deal.
It is important to know your audience. Do some research about the client, their competitors, and their requirement before framing your presentation. It is significant for you to depict your knowledge of their company. It shows that you are aware of their needs.
Assess Your Leads
Not every sales call will turn into a potential lead. Qualify only prospective leads. Some clients may not need presentations in which case doing one might come off as a negative deed in the sales. So, be careful while choosing your client.
Knowing your competition is associated with the research phase. Analyse your competitors’ product thoroughly. Prepare your presentation that portrays the advantages of your product and showcases the expertise of your company in the industry. Try to pitch in the benefits of your product rather than its features.
Being repetitive breeds smugness. The minute you get complacent you lose the emotions while doing a presentation. It becomes monotonous and hence, will lose clients. In order to close the deal do a few changes to your presentation based on your client’s needs. Customize every presentation to make progress.
Try to be clear and upfront with your goal. Focus on what they expect and what you deliver. Your presentation should make an impact on the decision maker. Imagine yourself on her/his position and answer in prior to the questions that they might preferably ask.
Don’t sell the product
You might be there to make a sale or sign a deal but don’t be too hard on selling your product or company. You might have spent too much time on learning about the product that gives you a sense of attachment towards it but, the client shouldn’t think that you are overselling a product that might not be worth. So, stop selling and try to pitch in the solution to their problems. This also creates an interest among the audience.
Visuals are key to a presentation but it’s also tricky. Either you forget to add designs or add too many effects and transitions. Both the scenarios ruin the effect of a presentation. Designs, images, color theories matter the most in a presentation. Bombarding the presentation with texts are too boring to concentrate.
I have explained below the right usage of visuals in a presentation.
Add a sense of emotion
Though data and facts convince the client, an emotional story captivates the audience. Incorporating an emotional story is needed as much as presenting numbers and figures. A potential client always thinks about the mindset of a customer hence, if you could show them what the customers feel and back it up with data it would resolve their concern.
Not everyone will agree with you. And you should always be open to objections. You shall anticipate criticisms in advance and brace yourself with the answers but, at times you might be caught off-guard. Don’t get frustrated, take a minute to think and pose your answer in a clear and concise manner.
Don’t Check for close
“Stop strategizing for a close constantly,” says Geoffrey James the author and creator of an award-winning blog, Sales Source. He explains that the aim of trying to close the deal with drama is overwrought and outdated. Let the close emerge naturally after the discussion.
While creating a presentation
80% of the information registers through visuals and 20% through reading. Creating a presentation that the audience is able to decipher should be your main aim. How many times have you looked at slides filled with texts, colors, images, designs each overlapping the other? Thus, making your presentation visually appealing is essential. Here are some of the design and color protocols you can inherit before building a presentation.
Using contrasting background color and text color enhances the appearance of your text. Either use lighter background with darker texts and graphic or use darker background with lighter graphics and texts.
Subtle contrast colors
Projectors have a constraint in displaying colors hence, the colors that may look good on the screen may not be legible when projected. Moreover, low color contrast is a choice to opt with a print design and not for a presentation.
Black and white may be professional colors but, in a presentation, it looks monotonous and represents your lack of effort on the designing part. If black and white has become essential to try adding gradients to include depth.
Don’t add low resolution images at any cost. It will only deteriorate your standard among the clients. Spend time in selecting high quality images. Check whether the image is blurred while projected on a big screen.
Try adding incorporating more visuals and lesser text. Also, remember, don’t add images just for the sake of adding. Choose images that are relevant to your presentation. You can easily be agitated while searching stock images. Search by giving precise terms. Be clear about what you want.
Presenters who wish to add graphics or patterns to their background to create a more visually appealing effect should be cautious. A pattern or graphics background may have tones or gradient in them. If you select those backgrounds the text may not be visible at certain places. If you are using a logo as the background try the embossing effect so that it adds depth but doesn’t affect the shade.
In certain companies, there may be a ready-made template with the logo, name and style of fonts that are used as a default for a presentation. In such cases learn the basics of color theory to avoid unnecessary disturbance between the visuals and the background. Graphs, charts, images, should be unambiguous. Also, don’t use online templates for your presentations. It restricts your styling and designing.
Rule of Thirds
Employing this technique while placing an image into your presentation gives the idea that you might be a professional designer. It elevates the standard of your presence among the audience. Try imagining to divide your slide into nine equal pieces by two vertical and horizontal lines. Place the key part of the image on the intersecting points to make it more effective.
Colors to avoid
Green and Red – Both these colors are vivid and vibrant. Hence, it conflict one another. Moreover, people with color deficiency may find it really difficulty to interpret the difference.
Blue and Orange – these both are bold colors and extremely disturb the audience when combined together.
Blue and Red – They both are low contrasting colors and aren’t appealing when projected.
Emotions behind colors
Each color portrays different meaning and emotions under various circumstances. You need to use the right color to set the right mood. Try using colors that are relevant to your product and company. For example, if you are trying to sell a reusable product or organic product try using green background since, it can be associated with the environment.