by: Jan Loyola
First, you have to prove yourself worthy of the gatekeeper’s time so that they will listen to you, next you have to prove yourself again to successfully set appointments with the decision makers of your target niche. After that, you have to prove once again that your products and services are the solution to their problems. These are the reasons it comes as no surprise why b2b appointment setting is a very challenging job, and one which professional appointment setters should be proud of. Now, how can your sales people make the best use of these precious business appointments? Here are 4 tips to help you and your sales people clinch that business deal with your first presentation:
- Use the first few seconds to grab your leads’ attention. A combination of attractive, relevant slides and a powerful yet concise introductory speech will provide the impact that you need to get your business sales leads’ attention right at the start of your presentation.
- Resist the urge to crack a joke. Things may get extremely awkward if people fail to get your jokes. Remember that you are dealing with business people who are pressed for time, and they have so generously granted you an audience despite their tight schedules. So instead of wasting both your time cracking jokes, use it instead to explain why your product is their best solution.
- Use Guy Kawasaki’s 10-20-30 rule as a guideline when creating presentations. The 10-20-30 rule means that you should prepare 10 slides for a 20-minute speech using 30-point fonts. I say use it as a guideline because not every presentation you do will be the same. You may still be presenting to business people, but these business sales leads will be from various industries. You may need to add a few more slides, or you may require more time for your speech (but generally, you need to use a large font size to make everything readable). The point of this guideline is that you should only include the important aspects of your business and products whenever you do a presentation so as not to bore your business sales leads. When you make it as short as possible, you have a better chance of explaining your solutions while you still have the full attention of your prospective leads.
- Practice like crazy. Even Steve Jobs, the phenomenal marketer, was known to practice before he stood and said anything on stage. He knew that he only had a few minutes to capture the attention of his audience, and he never wasted it. It will prove highly beneficial for your business if you require your sales people to practice their presentations repeatedly before coming to a set appointment and your b2b telemarketers to continuously practice their telemarketing spiels until they sound natural and not scripted.
These presentation tips will surely help your sales people make the most of business appointments and successfully close business deals.