5 + 5 for Effective Sales Presentations

Sales presentations can be challenging, unless you are used to speaking in public. That said, I’m a professional speaker and consultant, and wouldn’t do anything else! It’s important that those in sales be effective and compelling communicators. Further, any type of speaking is great way to draw attention to what you do; it can be a great marketing strategy.

In order to have your best shot at getting the business you want to get, here is a list of things that I’ve put together with a little help from my friends!

5 Things To Do

1. Speak as often as you can. Practice, practice, practice! Speak, speak, and speak! Get the experience you need. Toastmasters is a great venue – the “Off Broadway” of speaking. Go there, get experience and feedback. You can find a group where you live by visiting www.Toastmasters.org.

2. If you’re really serious, visit a National Speakers Association chapter near you. Check out their programming. If they have one coming up on presentation skills, go! It’s a great resource and everyone there will be welcoming.

3. Know your product or service. Develop a positioning statement™ so you can communicate what it is to others. You must be able to communicate in a clear and concise way what it is that that you are selling. (I do a lot of work in this area.)

4. Be on time when you have appointments with clients. This applies whether in person, or a phone appointment. Not being on time is not only rude, but it tells your prospect that they may not be able to count on you.

5. Keep your promises! Do what you say you’ll do. If you are to send a sample, do it. If you are to follow up by phone, do it. If you make the sale, deliver in a timely manner. By the way, this is often the #1 complaint from buyers. Can you believe it? If you do what you say you are going to do, you will have a significant advantage over your competitors. (How sad is that?)

5 Things To Not Do

1. Make sure you are familiar with your prospect’s business. Know what they do and how you fit in.

2. Don’t waste their time! See #4 above. Do your homework.3. Do not spend tons of money on marketing materials and preview videos. 4. Don’t expect bureaus and agents to knock on your door. It will take time

before they have an interest in you.

5. Never hire anyone to help you with any of the above unless you check references. This will insure your money is well spent, and you are on the right track.

Speaking is a great business! It’s also a challenging one. If you pay attention to the above “do’s and don’ts” you’ll have a much better chance of not only succeeding in this business, but also enjoying the journey.

Good luck!

© Lois Creamer, 2005. Book More Business. Lois works with professional speakers and small business owners who want to book more business and make more money. She can be reached at 314-822-8225, or www.BookMoreBusiness.com, lois@bookmorebusiness.com.