Business Presentations: Making the Deal
The sale that is made time and time again in life is the selling of yourself. We need to sell ourselves as part of every attempt to make a deal, to get a loan, a job, a promotion or admission to graduate school. There are great differences between the various goals sought in a life but invariably reaching those individual goals will involve a Presentation. Every successful Presentation starts with the same activity. Preparation!
Preparation The tool that takes the talent to victory on any team is preparation. The activity that enables a great chef to serve a room full of diners with a memorable meal at each table is preparation. The preparation guides for putting together a presentation are similar to those a reporter uses in writing the report of a news incident.
1. Who
To whom are you going to make your presentation. Whatever the goal you are seeking it is important to present to a decision maker. Do the research to find out who will say yes or no to what you are proposing. It is a serious obstacle to success if you make your presentation to someone who then has to pitch to someone up the organizational ladder. It is a waste of time if you are asking for a loan that exceeds the limits of the loan officer to whom you are talking. (presenting) You may not always be able to get to the decision maker but it is important that the recipient has the status to seriously move your proposal along even if he or she does not have total decision making power.
2. What
What you are seeking must be reviewed in the context of the individual or organization to whom you are presenting. Research carefully where you or your idea or skill fits into the interests of those you are asking for support of an idea, loan or a job. When you are certain of a fit, spend time formatting a concise description of what you are seeking for insertion into an early part of your Presentation.
3. When
Part of the preparation that is often overlooked is the preparation of a time line for activities. I prepare a list of everything I can think of that needs to be done to prepare and make a successful presentation. Make sure you list items needing research, graphic materials, audio visual equipment if the presentation is pitching your product or a joint venture proposal. Obviously these are not needed for a personal loan or entry level job application but it doesn’t hurt to think about things not needed. The danger is that scheduling of a needed item or response preparation is left off the preparation time line.
4. Where
Most times you will not control the location of your presentation if it is a job interview or seeking a personal bank loan. If the presentation being prepared is to propose a deal concerning a joint venture, financing a product or anything that involves an audience of several people the “Where” of the presentation becomes important. It is always best if the location is one controlled by the presenter. Having comfort and familiarity with the location takes away an unneeded level of anxiety concerning, seating arrangements, lighting and where to plug any equipment needed. When I was scheduled to make a high level presentation in somebody else’s conference room I made every effort possible to see the room several days before the presentation. How do you do this? Simply call up and ask to see the room. If you have been doing your due diligence research on the company or organization you will have names and titles of those attending your presentation.
Call an administrative assistant or executive secretary and tell them you would like to see the room as part of your preparation for the presentation and you will only take a few moments. When would be a convenient time? You willalmost always get a time set up for a viewing. This visit was always important to me since on the day of the presentation I did not appear as a stranger. It is somewhat like the theme song from the old “Cheers” TV show; It is always comforting to go somewhere where people know your name.
5. Why
The presentation needs to clearly explain all the “whys” Involved in the need for the loan, job, deal, admission or whatever you are seeking and why you are you qualified for the job, loan etc. Outline why the organization will benefit by giving a yes to the proposal you are presenting. Prep for all possible “why should we” type questions. Try to think of every negative question that might be given after and during the presentation. Review your answer strategy for even silly questions. Prepare for dumb questions and make sure that you do not give answers that indicate that you think ‘that really is a dumb question”.
Some other preparation requirements.
Rehearsals-
Once your time line preparations are complete start organizing the presentation with rehearsals . Line up a friendly supportive audience to practice on. Your audience should take notes for you on items presented that are confusing or awkwardly stated.
Editing
Invariably the first cut of my presentation was too long and often too wordy. Cutting to the core of the message is essential. You don’t want people falling asleep or wandering from attentiveness.
Dress
Careful attention to dress is very important. Being colorful in attire usually is not smart for a presentation. Looking sharp always works. Shoes shined with everything pressed and matching. Get the opinion of a friend or partner with taste, as to the outfit to be worn.
What if the answer is NO! Pick yourself up and move immediately to your next candidate with all you have learned from the presentation that did not work. Dedication and Determination are the keys. Also remember that no is only no for now. Not forever.
I probably have gotten 10, sorry but no, for every yes in the early days of my business career. The yes answers increased dramatically as presentation skills improved.
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