Are you ‘closing’ your business presentation or are you ‘ending’ it?

There is a difference between ‘Closing’ a presentation and ‘Ending’ a presentation. The difference is far more than the semantics. 

Over the years of teaching people on how to make winning presentations, I find one strange phenomenon. Presenters take a lot of effort to create a good opening for their presentation. But, they hardly take the effort to plan a good ‘close’ for their presentation. As a result, they end up wasting all their effort and end up losing potential business, which they almost had in their pocket. 

If you are a business presenter, here are two reasons why you must take that special effort to plan your close.

·         The aftertaste has a bearing on the decision making process:

The feeling that lingers after the presentation triggers more word of mouth than the feeling during the presentation. 

The reason is simple. When your audience feels good during the presentation, they do not have much chance to express that feeling apart from the odd claps here and there. But, the feeling they carry at the end of the presentation is usually discussed with friends and colleagues.  So, when you build a great argument during your presentation, but do not close it powerfully – you waste your effort.

·         Your Q and A session leaves the last impression on your audience:

Remember, it is not your last slide, but the question and answer session that follows your last slide, which leaves the last impression on your audience. 

Usually, question and answer sessions are a medley of opinions of your audience and you. You discuss everything, from the one off poor service someone received from your company, to the one extra product feature offered by your competition. These opinions stay back in the minds of your audience – unless you take the effort to contextualize those opinions in light of the bigger picture you wish to present. 

 So, what should you do to close your presentation?

·         Summarize after the Q and A session:

Don’t leave the last impression to chance. Summarize your key differentiators after the Q and A session. If possible, make a one page handout listing the top benefits and distribute them to your audience, at the end of your presentation. 

·         Remind them of the vision:

Make a slide that shows happy audience and your product shot. Leave this slide on - during the entire session of Q and A, instead of showing a blank slide.

Allow your audience to envision the ‘better scenario’ after using your product. These are the feelings you want them to leave the room with. 

·         Show them where they can reach you:

Include your contact details – including your email, website and mobile number on the last slide. Allow them time to take it down.

These simple tips will make a winning difference in your next presentation. Try them.

Happy presenting!

The 5 types of typical presenters

As an audience when we look at presenter, we start classifying the presenter in our mind. Have you seen these types of presenters? Which one do you prefer?

THE DATABASE:

 

To be found at: This type of presenter is usually someone from the numbers department like MIS. 

Belief: S/he believes that presentations are made to transfer information quickly and in great quantities. 

Impact on audience:  Table after table and graph after graph quickly rolls in front of the dazed audience eyes. Thankfully, this type of presenter usually he also believes that presentations should be short. 

THE RELATIONSHIP BUILDER:

 

To be found at: Typically these presenters are found in the sales department. 

Belief: They feel presentations should not be boring and should bring a smile on their audience faces. With this in mind, they are friendly, crack all kinds of jokes and ignore what is written on the slides and tell their own stories. 

Impact on audience:  At the end of the presentation, audience is happy, but have a hazy recollection of what the presenter actually wanted.

THE DRONE: 

To be found at: Really lower levels or really higher levels of companies

Belief: These presenters are of 2 types. One, who is so low in the system, that they feel scared to say anything with any degree of confidence. So they mutter, mumble and stumble their way through the presentation. The second type, is usually right at the top and feels that people should listen to what they say, because they are saying it.

Impact on audience:  Either way, this type of presenter doesn’t bother to make anything interesting. They stick to what is written on slides and the audience feels like there is a sleeping gas leak in the boardroom.

THE MOVIE STAR: 

To be found at: Any reasonably senior position

Belief: They have made it this high in the organizations hierarchy. They are important and are sure they have many important things to say. They dress with great style with gold cuff links and expensive ties. They are very conscious about having a slick looking presentation template.

Impact on audience:  The audience have nothing to do but listen as their questions are handled with gentle disdain.  When the presenter finishes there is a clear need to stand up and whistle with appreciation or throw bouquets irrespective of the nonsense the presenter spouted. Those in the audience who get impressed by style do enjoy the show.

THE LECTURER: 

To be found at: Any technical position

Belief: People in the audience surely know less than them, so they feel the need to educate the audience with their superior wisdom. They typically use presentation templates with blocks of florescent color.

Impact on audience:  The audience is treated like kids on a voyage of learning. Many times when the audience does know less than this presenter, they do listen. But in a business presentation, this type of presenter does not make a good impression, as audience do not like being talked down to.

We have missed the 6^th type, the rare breed: The Superior Presenters. They have great visual slides, they can engage audience with questions, they can provide technical facts when required, they dress reasonably well and speak with confidence. At the end of the presentation, the audience feels they are ready to take the action that the presenter clearly required. 

Are there other presenter types you have found, not covered in any of these categories?

5 ways to sell yourself in a business presentation

In a business presentation, YOU are the package that carries Your message- the content of your presentation. When YOU show nervousness on stage, it reflects on the quality of your content.  So, how to make the right impression on your audience even if you are nervous? 

How do you make your audience feel at ease, even if your knees are shaking? Read on to find the answers.

·          

Fake it till you make it:

•  A business presentation is not the easiest thing to do. Your nervousness is completely understandable. But, the fastest way to control your nerves is to fake confidence. 

•  Smile, even if you don’t feel like smiling. Shift your eyes from the screen to your audience – even if it feels intimidating. These signals reassure your audience, and they begin to reciprocate your warmth. Soon, you start feeling better and you show even more confidence. The spiral continues. 

·         Walk towards your audience: 

• Don’t stand rooted to one place if you want to connect with your audience. Slowly walk towards them as you make your point. 

• As you move closer to them physically, you reduce the mental distance between you and your audience. When you look at the screen standing close to them, you give a subtle signal that you are ‘with them’ in trying to find the right solution to their concerns. When they connect to you, they start connecting to your message too.

·         Raise your voice to reflect your conviction: 

• Have you noticed that, when you say something you ‘believe in’ strongly, you automatically raise your voice? That is an invaluable cue to convey confidence in your presentation. 

• When you are nervous, your vocal chords get stiff and you sound ‘weak’. Take the effort to raise your voice consciously. Raise it to the point that it reflects the conviction in your product. You will start seeing a new sense of energy flowing in the room.

·         Occupy space on stage:

• Do you know, the space you occupy reflects your ego? That is why, you see footballers running all around the ground, with their hands spread like wings when they score a goal. 

• The freedom of your movement is seen as your comfort with your audience. So, move around stage. Unfold your hands and use them to reinforce your ideas. 

·         Make your audience a part of your presentation:

• A presentation is not about you. It is about your audience. The more they are involved, the more are your chances of winning them over. 

• A simple way to involve them is – to ask polling questions. Ask simple questions that would invite them to raise their hands or share their opinion. Build on those answers. 

• Plan the questions you would ask in your presentation, instead of just planning the text that you would rattle off for each slide. 

These simple tips make your audience LIKE YOU as a presenter. When they like YOU, they start liking your product too. 

Happy presenting!

The pressure cooker method of asking for business

The other day, I happened to see a sales presenter in action.

He made a 42 slides presentation, and after every few slides he kept asking if the audience would be interested in placing an order right away to avail of a ‘once in a lifetime discount’. 

Interestingly, people kept leaving each time he asked the question – and that seemed to have no effect on the presenter. 

When the presentation got over (prematurely of course), I asked him the reason for his action. He said, “Ram! I am not here to educate them or entertain them. I am here to get their business. So, every time I see people getting interested in what I have to say, I ask for their business. Isn’t that what sales gurus always advocate?”  

His method of selling is like pulling up the plant from the ground every day, to check if it has taken roots. This method of putting pressure on the customers all the time yields no results.

What is the right time to ask for business?

I think the best way to answer this, is by giving you an analogy. 

Imagine that you are washed ashore in a lonely island – like it happens in the movie ‘Cast away’. You want to cook a juicy crab you caught in the beach. You start a fire by rubbing sticks together. As soon as you see some sparks generated will you throw the crab on it to cook? 

Of course, not. It will kill the fire. 

You will feed the fire and let it grow, till it is big enough to cook your crab.

The same way, when you see the interest in your customer’s eyes – don’t ask for the business and kill your chances. Feed the fire by showcasing proof, warranties etc. till they are informed enough to make a decision. Remove all their fear, by assuring them of your continued support. 

Remember, your purpose is not to close a sale, but to start a relationship. 

Happy selling!

Are you using the mosquito method of selling?

Go through this conversation between a sales person and a customer:

Customer: I am a salaried person…

Sales person: That is great Ma’am! We have some wonderful insurance plans to suit the requirements of salaried people. Let me show you the ‘Life protect Plus policy’ and…

Customer: But, I am going to take a break to look after my child…

Sales person: That is good! Our child plans will protect your child. Let me share with you the ‘Life protect Junior’. The features are…

Customer: Our immediate need is to cover our home loan…

Sales person: Even better! We have ‘Life protect Homeowners’ which is a term policy with decreasing coverage…

Customer: It is my husband you need to talk to. He is the one who takes care of all finance related matters

Does this sound familiar? What kind of impression did the sales person leave on you?

I call this method of selling– the ‘Mosquito method’

What is mosquito method of selling?

Ever heard the buzz of a persistent mosquito when you only have a short blanket to cover yourself?  When you cover your legs, the mosquito bites you in the arms. When you cover the arms, you get bitten on your face. 

The above conversation reminds me of that frustration.

When you approach selling like a boxing match, you keep throwing punches, and hope that one of the punches lands and knocks down the customer; you not only frustrate the customer, but also frustrate yourself.  

A good sales person approaches his profession like a Doctor. He carefully listens to the customers before he suggests the right solution.

Just as you would you never trust a doctor who prescribes medicines before he learns about your problem thoroughly, a customer never trusts a sales person who does not understand his problems. 

Take a moment to check if you follow the mosquito method inadvertently. 

Happy selling!