A presentation is a tool that can help us sell an innovative product or service, get a project approved or gain new clients for our company.
The act of presentation is the opportunity to differentiate ourselves from others, to differentiate an organization or a cause and to convince the audience that our idea or proposal is the best option. But not only that, it is our opportunity to create an irresistible need in the recipient that they need to have our product or service as soon as possible.
And the way ideas are most effectively conveyed is through stories . These grab our betting email database attention quickly and are easier to remember than a list of rules. There is a certain magic in the structure of a story that makes it absorbed and then remembered by the person receiving it.
The role of the presenter is to help the audience travel from a current situation (status quo) to a new, ideal, special one and that is the power of the story.
How should we prepare a presentation that helps us connect with our audience?
Every presentation should be made up of these 3 parts: Beginning, middle and end.
Start
At the beginning of each presentation we must pause to describe the current situation. How are we now? Highlighting the current shortcomings, weaknesses and needs in the most objective way possible (facts).
Next we will describe the future situation , the one we will achieve with the new product or with the completed project.
We will compare the two situations and highlight the difference so that it appears as big as possible. This gap represents the difference between a present and a future in which our product or service has been adopted.
This difference represents the value that our product or service will really provide.
How to make B2B presentations
Middle zone
The central part of the presentation should defend the promise we made at the beginning, going back and forth in a repeated manner, traveling between what is and what could be.
In this part, we aim to make the current situation uncomfortable, even unpleasant, and move the recipient towards the need for our new product or service.
The middle zone will also answer all the questions that the recipient has about our proposal, even before they have asked them:
What possible drawbacks could the product have?
How can I be sure that it will be delivered on time?
What guarantees do you offer me?
Do you have experience?
Do they inspire confidence in me?
End
Finally, the presentation should end by showing the ideal situation that will be achieved in the future, presenting the organization once the new product or service has been adopted. The recipient should visualize this new situation where the need created has already been satisfied and is enjoying the new product or service, thus achieving the desire for the new product and the willingness to buy.
At the same time, the presentation as a whole should be focused on telling our story, the story that has led us to develop this product or service, the story that should engage the recipient and make them remember us forever:
Who are we?
How do we discover the current market need?
What motivates our organization to meet this need?
How did we create the product (difficulties, anecdotes)?
What other products have we developed?
Who are our clients?
What are our plans for the future?
In conclusion, presentations are a great tool to help us communicate our projects or sell new products. Knowing the technique that helps us create presentations that are memorable and engaging for the audience will help us communicate better with our clients and ultimately, sell more.