Small Business Tip: Present Everything!
There are plenty of small business tips to go around, but being able to deliver good presentations is critical one.. In Mark Mullins book, Street Smart Disciplines of Successful People, the €presentation€ discipline may be the most important.
We have to make presentations to customers, prospects, stockholders, bankers, CPA's, our own employees, and sometimes to venture capitalists. Isn't it time we quit €winging it€? Here's what Mark suggests in his book:
There are four key steps to a successful presentation:
Preparation: Before we make any presentation we have to prepare. If it is a financial presentation, and we use power point, make the most important numbers jump out on the screen. Put circles around them, or color code them. If your inventory levels are critical to the business, make sure they stand out. If cash flow is the name of the game, make it stand out in a bold black. Use circles and square €cut-outs€ to highlight what you want to convey.
Practice: Sounds like a no-brainer, but most people don't do it. Many salesmen don't practice their presentation, even in front of a mirror. The salesmen who practices and yes, role-plays with their peers, or even a significant other, are the ones who succeed.
Even with the above power point financial presentation, its development is only 25% of the equation. Once the visuals are complete, the most important ingredient is practicing the presentation. People, especially executives, are woefully lacking in presentation skills. We shouldn't project numbers on the wall and drearily present them. We have to tell a story around the PowerPoint, and do it with effectiveness, and yes, even humor.
At Mark Mullins former company they even practiced their telephone sales calls, and they had their elevator pitch down to a science. In 15 seconds they could tell an inquirer what their company is all about. Practice does make perfect!
Present: The first few minutes of your presentation are the key. As they say, you only get one chance to make a good first impression. Make yourself credible to your audience. It's as easy as a genuine smile and a firm handshake. Make sure your opening lines are attention grabbing. And as Mark Mullins says, the first 20 words you say are more important than the last 5,000.
Connect with your audience by using their names, and making eye contact. And whatever you do, watch your time. Make sure your presentation is within allowable time limits. There is nothing more boring than a speaker who drones on and on.
Your Conclusion: Spend some time summarizing your points, and answer any clarifying questions. Now is the time to delicately ask for the sale, or for support. Closure is the key here.
If all small business owners and entrepreneurs follow these four guidelines, success is more assured.
We have to make presentations to customers, prospects, stockholders, bankers, CPA's, our own employees, and sometimes to venture capitalists. Isn't it time we quit €winging it€? Here's what Mark suggests in his book:
There are four key steps to a successful presentation:
Preparation: Before we make any presentation we have to prepare. If it is a financial presentation, and we use power point, make the most important numbers jump out on the screen. Put circles around them, or color code them. If your inventory levels are critical to the business, make sure they stand out. If cash flow is the name of the game, make it stand out in a bold black. Use circles and square €cut-outs€ to highlight what you want to convey.
Practice: Sounds like a no-brainer, but most people don't do it. Many salesmen don't practice their presentation, even in front of a mirror. The salesmen who practices and yes, role-plays with their peers, or even a significant other, are the ones who succeed.
Even with the above power point financial presentation, its development is only 25% of the equation. Once the visuals are complete, the most important ingredient is practicing the presentation. People, especially executives, are woefully lacking in presentation skills. We shouldn't project numbers on the wall and drearily present them. We have to tell a story around the PowerPoint, and do it with effectiveness, and yes, even humor.
At Mark Mullins former company they even practiced their telephone sales calls, and they had their elevator pitch down to a science. In 15 seconds they could tell an inquirer what their company is all about. Practice does make perfect!
Present: The first few minutes of your presentation are the key. As they say, you only get one chance to make a good first impression. Make yourself credible to your audience. It's as easy as a genuine smile and a firm handshake. Make sure your opening lines are attention grabbing. And as Mark Mullins says, the first 20 words you say are more important than the last 5,000.
Connect with your audience by using their names, and making eye contact. And whatever you do, watch your time. Make sure your presentation is within allowable time limits. There is nothing more boring than a speaker who drones on and on.
Your Conclusion: Spend some time summarizing your points, and answer any clarifying questions. Now is the time to delicately ask for the sale, or for support. Closure is the key here.
If all small business owners and entrepreneurs follow these four guidelines, success is more assured.