“Good presentations have a persuasive opening and a killer closing. In the middle, you find a body supported by powerful stories, facts, exercises and quotes.”
— Lorri Vaughter Allen
As a speaker, it is imperative to follow a certain set of standards to stay on top of my game. These same standards helped me when I was making client presentations. Learn these guidelines and continue to hone them, and you will see amazing success.
Know Your Audience Knowing to whom you will be presenting is critical, so getting to know the players will help when making connections on an emotional level. You may for instance find some commonality in things they like that may be similar to yours. If the person or persons have a particular hobby, such as golf or fishing, that may be an interesting talking point with which to break the ice. The more you know the better equipped you will be. This doesn’t mean that everything you know you lay on the table but it certainly gives you great opportunities for talking points.
Know Your Material Research and preparation of every detail cannot be overemphasized. Your prospect or client immediately will see through the veil of being ill prepared, and it will mean your certain demise. Have a plan, create a list of possible frequently asked questions with answers prepared in the event you are asked any of them. Know all the details regarding the process, implementation and delivery of your proposal. Take the time to read the information provided by your suppliers, such as copy area and dimensions, color limitations, process in which it will be decorated, production times, rush charges, plates and set-ups, etc. This knowledge base will prove to be an asset in establishing you as a credible source.
Practice, Practice, Practice never go into a meeting without reviewing and practicing what you are going to share and how you plan to present your materials. If you are demonstrating a product or a campaign, make sure that it is readily accessible so you are not fumbling around trying to find it during the presentation.
Know the Room In the event you are making a presentation to a larger group, say a committee, it may be important for you to use a projector to demonstrate your capabilities. Ask in advance if they have the needed equipment and space and ensure that your equipment is compatible. Also, know all of the folks that will be in on your presentation, their role and how they play into the decision-making process.
Relax Before you begin, take a moment to relax and shake out the tension, maintain good posture whether you’re standing or sitting and smile. This part will start off the presentation on a strong footing.
Visualize Yourself Giving the Presentation Before I present, I visualize myself giving the presentation—where I will be standing or sitting, what my opening line will be and how I will engage the audience. The first few minutes are the most tense. They are part of the felling out process, but when you’re relaxed and can see yourself giving an amazing pitch, it does make a difference.
Never Apologize There is no need to apologize for your nervousness, and I must say that if you follow the first few guidelines, then this uncomfortable feeling is generally replaced by positive nervous jitters, and you want these. They give you the energy to create a memorable client presentation.
Concentrate on Your Message Don’t get to off course. It is important for you to entertain any questions your client may have but it is your job to keep the presentation on track. Do not allow the presentation to be derailed.
Believe! And Exude Confidence You must believe that the information you are delivering, the ideas you are presenting are viable solutions for the client. If you don’t believe it and deliver your presentation with confidence and excitement, the client will still not believe in it!
Making a great client presentation, one that’s believable is no different than making a speech or presentation to a client or prospect. I take each point of these guidelines into consideration when preparing and delivering my presentations. If you heed this advice and embrace these principals, it will work all the time—every time. You will see amazing results. I hope you do!
