Sure, business can be done through strong relationships, but ultimately it’s what value you bring to your potential client that is going to get you a “Yes!”. Presentations become effective when they focus on connecting with the audience or potential client. A fancy, animated slideshow is a bonus, but it shouldn’t be the main attraction. Here are some things to keep in mind to help you ace that next presentation.
By: Ng Lin-Li
1) Present passion, not a powerpoint.
A good indicator of being passionate about a subject matter is the ability to talk about it systematically and enthusiastically even without a slideshow. We’re not suggesting that you do without technology, but don’t eclipse your capabilities by just reading off the screen, or letting a slideshow hide your passion and knowledge. You also don’t want to be rendered helpless if a technical glitch occurs. Besides a useful product or service, potential clients are interested in the kind of person (and business partner) you will make, and whether you are really an expert in your field.
2) Meet the needs of the potential client.
Be quick to listen and discover what their needs, expectations and hopes are. Don’t be afraid to ask if you are not sure, then tailor your presentation according to what they are most interested in. Don’t cut off questions with, “Let me go through all the slides first.” You might miss out on valuable information that may help you cinch the deal.
Most people don’t want to wait till the end of the presentation to discover what kind of solutions or partnerships your business can offer them. The priority is not to show off the hours you put into the slideshow, but to see how your business might help your audience, and to demonstrate that you understand the needs and characteristics of their business.
3) Be concise and impactful.
We have all been in presentations that are too long and too bland. Know what the main selling points and strengths of your business are, and put it across in a powerful way that can interest, and even fascinate, your audience. If you think your business is boring, your audience will too.
Avoid jargon in your explanations, while keeping statements clear and logical. If you must use statistics, choose significant ones and present them in terms of their benefits. Most people gloss over statistics if they don’t see the direct benefit to themselves.
Add variety to the presentation by asking questions and varying the pace of the presentation. Are you planning to speed through slides full of bullet points and paragraphs of chunky text? Consider using more visuals and fewer slides in your presentation – ones that will help viewers remember what your presentation was about, so that they can keep you in mind even if you don’t sign a contract that day. Additional notes can go into a handout. Your busy audience will appreciate the brevity.
4) Relate with respect.
Don’t be too aggressive or too mild, but respect your audience as equals. When discussing the future, being over-protective of your ideas may make your audience think you have nothing to offer, or worse still, that you are stingy and hard to work with. Paint a picture of the business solutions you can offer, in line with their specific needs. Discuss how you can help them succeed in meeting their business goals and get a buy-in by inspiring confidence. Your presentation is an opportunity to connect with your potential client, learn more about them (as they learn more about you) and be better able to serve their business needs.
Have some great presentation tips and tricks to share? Leave a comment!
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