You’ve rehearsed your presentation a hundred times. Okay, maybe two or three hundred times. You can rattle it off in your sleep. You know it cold. The thing is, your potential customer doesn’t. He or she hasn’t heard it before. They have questions. If they’re an introvert they need to process those questions in their heads, not by talking to you about them. Extroverts, on the other hand, need to hash out every detail verbally. They think things through by talking things through. Either way, you may know your presentation, but do you know who you’re presenting to? Ask yourself:
- At what point during this presentation is the prospect likely to want more information?
- Where can I stop and check in to make sure the prospect understands?
- Are there samples or props I can use (maybe the actual product itself) when giving the presentation?
Go out of your way to discover the best pace for customers or clients who have never heard about you, your company or your product. You may think a 30-minute presentation isn’t enough time. They may think you could have wrapped it up in 5-minutes. So test out your presentation on friends. Ask them to tell you what they think about your pitch, your tone of voice, your presentation, and your approach. The more you give a presentation, the less likely it is to sound natural and unscripted during future presentations. Find a way to personalize every presentation you make. Tie it into the person you’re giving it to. Find ways to connect, ways to personalize it, ways to liven it up. When you and your customer both feel like you’re exploring the solution together, then you’re probably sounding more like an expert than a recording. And that’s a good thing.
“Give them quality. That’s the best kind of advertising.” ~ Milton Hershey