If we want to convince a specific person with the power to decide on the purchase of a significant number of our products or to sign a service contract, we need to work on more persuasive presentations. What do we need? Tips and tools that allow us to overcome objections to excite the audience so much with our proposal that they want to say “yes” from the beginning.
For this task, the basic recommendations , such as making a short presentation or avoiding reading the text of the slides, are no longer sufficient. Let’s see what it is about and what are the most important points to consider.
☐ 1. Start with the problem you want to solve
Don’t make a common mistake: Focus early on on the benefits of your products and services , instead of the problem and context your customers are dealing with. be empathetic
☐ 2. Highlight your achievements
You can have a master’s degree or have worked in the best corporations in your sector; But what your potential customers are most interested in is knowing what problems you were able to solve for others or how you helped them grow their business. If your company is new, then talk about the development of your proposal. For example, in the case of a technological application, with specific data from all the tests that were carried out to ensure that it does not generate errors.
☐ 3. Answer the big question: why now?
If your potential customers have a problem; but they have been able to survive for a long time without fixing it, you have to give them a valid argument so that they want to get rid of it right now . Make clear the cost of not taking action after missing out on great opportunities.
☐ 4. Simplify the structure
To facilitate the understanding of the information, use lists and processes of no more than five steps or stages. This will lower people’s anxiety level when it comes to understanding how a solution works and making a decision.
☐ 5. Tell a story
Harness the power of storytelling to excite your audience with a story in which the hero is the customer, so you will become their most important ally in overcoming a crisis or achieving a goal. Don’t just focus on data and statistics, as they can be boring.
☐ 6. Don’t forget to include a call to action
Although it may seem obvious to you, always end with a sentence that invites your audience to contact you by email , to request a quote or to ask you directly to sign a contract. If you did your job right, they will be more than ready to do it.
☐ 7. Give your proposal an expiration date
Finally, reinforce the call to action with a clear warning: your clients have a limited time to take advantage of your proposal . If, due to the nature of your business, you do not want to offer a discount, include extra products or services, such as free training or more user licences.
