Traps
- Failure to plan agenda
- Lack of conversational style
- Teamwork not evidenced
- Objections not sought
- No vitality/confidence
Presentation Tips
- Rehearse with all participants in the presentation
- Appoint in advance the person who will respond to questions in each “weak” area
- Make certain no one from the firm will give the impression this is the first time he or she had heard any of this
- Critique each other
- Think of all possible client questions and objections and prepare credible responses
- Be enthusiastic but not overwhelming
- Keep the background/overview section of the presentation brief
- Use common, small words
- Stress the firm’s successes
- Be calm, not aloof
- Encourage client feedback and participation
- Describe actions steps you will take
- Be concise and clear; cut the jargon
- Following the last question, repeat your big point and your “call to action”
- Thank the client in person and in writing
Successful Presentations Checklist
If your presentation is…
- Late afternoon: Keep it short and interactive (allow conversation)
- Early morning: You can lecture more and have less interaction
- After lunch: Vital to be snappy, energetic and attention getting (use vocal dynamics)
- Friday (Monday early): These are bad times for selling - see if you can reschedule
- Monday morning: Review some of the written highlights to re-orient your audience (if you have sent them advance material)
- Wednesday (or midweek): Don’t rehash the history - go straight to the presentation
- First presenter: Focus on distinctive, superior criteria
- Middle presenter: You only have to defeat your predecessor(s)
- Last presenter: Decrease presentation time and increase Q&A time
- They unexpectedly shorten your presentation time: Go prepared with droppable pieces or units planned ahead of time
- They are seated on the opposite side of the table: Don’t sit in the sequence of presentation (L to R or R to L)
