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To get more new clients, master the art of a quality presentation. For many professionals (consultants, designers, architects, etc.) this is a key aspect of the sales cycle that can't be ignored. A successful presenter is one who comes across as confident, creative, and convincing. Here are some key features of a winning presentation:
  1. Be prepared: Know your subject intimately. Be ready to answer questions and describe the benefits to your client in detail.

  2. Present by objectives: With each component that you present, explain its advantages and how it will help achieve your client's specific goals.

  3. Show one concept: Don't place all your cards on the table. Each idea deserves special attention. If a client looks at work before it's formally presented, he or she may form negative opinions before hearing its merits.

  4. Describe, then show: It's important to take it slow, giving your audience time to absorb each concept. Explain the details of each idea BEFORE you display it.

  5. Let 'em hold it: Once you put something in someone's hands, they begin to feel ownership. Let your client get involved in your creative process. Encourage questions and discussions.

  6. Keep it simple: Keep your description direct, clear, and concise. Don't oversell with long-winded explanations. Good ideas don't need to be pushed.

Practice makes perfect. If you aren't comfortable with making presentations, role-play with your associates. You can also perform in front of a mirror. Observe your posture and mannerisms. Are you fidgeting? Do you maintain eye contact? Are you ready to persuade and make a call to action?

ACTION ITEM: Examine your presentation style by asking for a team member's opinion. This isn't easy to do, but if you use this feedback to improve your skills, you and your company will reap the rewards.

Wendy Maynard, Author
Kinesis Quickies
Kinesis helps clients capture attention and create new business through integrated design and marketing services. We create a wide range of promotional tools including logos, brochures, websites, newsletters, and more. Call us at (541) 482-3600 or email us at inquiry@kinesisinc.com.

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