Billy Booe joined Bluegrass Promotional Marketing as SeniorAccount Executive and VP of Business Development in 2008.With o...
Creating a Great PRESENTATIONTHE SET UP After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually ...
Creating a Great PRESENTATIONTHE AGENDA             >   How did we get here             >   Getting Prepared             >...
Creating a Great PRESENTATIONTHE SET UP                   TIME OUT
Creating a Great PRESENTATIONA QUICK REVIEWHow did we GET HERE?  > Prospecting, organizing and focus on the process - work...
Creating a Great PRESENTATIONTHE SET UP After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually ...
Creating a Great PRESENTATIONTHE SET UP             NOW WHAT?!!
Creating a Great PRESENTATION
Creating a Great PRESENTATIONPRESENTATION BASICS             BE PREPARED
Creating a Great PRESENTATIONPRESENTATION BASICSGetting Prepared  > Well before YOUR PRESENTATION (NOW – 7 days)          ...
Creating a Great PRESENTATIONPRESENTATION CONTENT     WITH KNOWLEDGE    COMES CONFIDENCE
Creating a Great PRESENTATIONPRESENTATION CONTENTThe Power BEHIND YOUR PITCH  > Lack of RESEARCH is the most common reason...
Creating a Great PRESENTATIONPRESENTATION TOOLS   GET AWAY FROM THE      JUNK TRUNK…
Creating a Great PRESENTATIONPRESENTATION TOOLS
Creating a Great PRESENTATIONPRESENTATION TOOLSGetting Beyond the TRUNK O’ SAMPLES  > Don’t make GENERIC PRODUCT the FOCUS...
Creating a Great PRESENTATIONPRESENTATION TOOLSGetting Beyond the TRUNK O’ SAMPLES  > Get PROFESSIONAL HELP         - if y...
Creating a Great PRESENTATIONPRESENTING UNIQUE     WOW, I DIDNT   KNOW YOU DID THAT
Creating a Great PRESENTATIONPRESENTING UNIQUEThink DIFFERENT  > What is your company’s UNIQUE SELLING POINT?           - ...
Creating a Great PRESENTATION               REAL WORLD                EXAMPLES
Creating a Great PRESENTATIONTYPICAL SALES PERSON PRESENTATION:    Take notes regarding product or needs information    Pr...
Creating a Great PRESENTATIONOUR PROCESS FOR PRODUCT BASED PRESENTATIONS:   Ask numerous questions about the product, oppo...
Creating a Great PRESENTATIONOUR PROCESS FOR PRODUCT BASED PRESENTATIONS:   Call Supplier Partners to discuss project, ran...
Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
Creating a Great PRESENTATIONREAL WORLD EXAMPLESBluegrass DOORBUSTERS  > The MEDIUM is the MESSAGE          - we use CUSTO...
2011 ASI SPIRIT AWARD WINNERSBLUEBRASS DOORBUSTERS
Creating a Great PRESENTATIONREAL WORLD EXAMPLESBluegrass CREATIVE SAMPLE KITS  > SOPHISTICATED and CREATIVE          - cu...
CREATIVE SAMPLE KITS
Creating a Great PRESENTATIONRFP OPPORTUNITIES – The Typical Distributor Once RFP comes in, let sit on desk for a minimum ...
Creating a Great PRESENTATIONRFP OPPORTUNITIES – The Typical Distributor          SUBMIT YOUR        RESPONSE AT 4:59     ...
Creating a Great PRESENTATIONRFP OPPORTUNITIES – Bluegrass Process         > RFP is received, timeline is reviewed, dates ...
Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
Creating a Great PRESENTATION - REMINGTONBLUEGRASS Remington Presentation > Gun Parts – Owned by Remington and Fulfilled b...
Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
LET’S PLAYSPIN the WHEEL! http://bisigimpact.com/leads/
William M. Booe, M.A.S.Bluegrass Promotional Marketing    Vice President of Business            DevelopmentToll Free: 800-...
Presentation Skills Thrill V5 Final
Presentation Skills Thrill V5 Final
Presentation Skills Thrill V5 Final
Presentation Skills Thrill V5 Final
Upcoming SlideShare
Loading in...5
×

Presentation Skills Thrill V5 Final

450
-1

Published on

Published in: Education, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
450
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
8
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Presentation Skills Thrill V5 Final

  1. 1. Billy Booe joined Bluegrass Promotional Marketing as SeniorAccount Executive and VP of Business Development in 2008.With over 20 years of experience in the promotional productsindustry, Billy is a true sales wonder having sold over $1 millionwith an average gross profit margin of 43% every year since1992. His tenure has also included executive level positions suchas Vice President at Goldman Promotions and President andCEO of The Wentworth Company. Billy was also a professionalgolfer from 1983 through 1986.
  2. 2. Creating a Great PRESENTATIONTHE SET UP After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually picked up the phone and has 20 minutes tomorrow for you to present.
  3. 3. Creating a Great PRESENTATIONTHE AGENDA > How did we get here > Getting Prepared > The Power Behind Your Pitch > Get Away from Junk in the Trunk > Think Differently > Product Based Presentations > Bluegrass Communication Pieces, Door Busters, Case Studies Sample Kits > RFP’s > Kraft, US Bank > Remington > Spin the Wheel Game
  4. 4. Creating a Great PRESENTATIONTHE SET UP TIME OUT
  5. 5. Creating a Great PRESENTATIONA QUICK REVIEWHow did we GET HERE? > Prospecting, organizing and focus on the process - working YOUR LIST - dedication, new sales is NOT an after thought – it is an active daily process - quality not quantity - keep track with a CRM strategy (simple list, outlook / Excel, or integrated CRM software) > Communication - Self Promotion and DOORBUSTERS - unique size and shape gets noticed, techie, sports nut, eco champion - the medium is the message: great presentation makes the product - stock is good, personalized is better: BE CREATIVE > Follow UP and BE PREPARED - know what you want BEFORE you call. List of 10 Questions . - multi channels: phone , e-mail: don’t forget to input into CRM - When it’s not a yes, why NO is a great answer
  6. 6. Creating a Great PRESENTATIONTHE SET UP After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually picked up the phone and has 20 minutes tomorrow for you to present.
  7. 7. Creating a Great PRESENTATIONTHE SET UP NOW WHAT?!!
  8. 8. Creating a Great PRESENTATION
  9. 9. Creating a Great PRESENTATIONPRESENTATION BASICS BE PREPARED
  10. 10. Creating a Great PRESENTATIONPRESENTATION BASICSGetting Prepared > Well before YOUR PRESENTATION (NOW – 7 days) - Research, research, research (corporate site, corporate Facebook, Linkedin) - find samples that align with the prospects’ pain, spec samples (get your suppliers involved) - have the right presentation tools (Virtuals, PPT, portfolio, spec samples?) > Right before YOUR PRESENTATION (1 – 2 days) - finalize presentation, samples and tools - confirm meeting, especially timeframe and invitee list (identify your strengths) - practice ENTIRE presentation (really, don’t blow this off) > Day of YOUR PRESENTATION (it’s show time) - be brilliant at the basics (dress, preparation, timeliness, ask for the business) - it’s all about THEM, keep the presentation focused on the target (not YOU or your company) - agree on next steps and follow up (not just thank-you, THANK YOU PLUS)
  11. 11. Creating a Great PRESENTATIONPRESENTATION CONTENT WITH KNOWLEDGE COMES CONFIDENCE
  12. 12. Creating a Great PRESENTATIONPRESENTATION CONTENTThe Power BEHIND YOUR PITCH > Lack of RESEARCH is the most common reason presentations fail to impress clients - what caused the engagement in the first place (dissatisfaction, sample, pure sales charisma?) - what are the marketing priorities, key upcoming events, anniversaries, cause marketing - what are key industry issues (i.e. going green, product competition, economic crisis) > GAME CHANGING opportunities: new thinking in PROMO - NOT TRINKETS & TRASH: Highlight new products, packaging and decorating techniques - TECHNOLOGY: web stores, promo through social marketing, e-commerce and retail - EDUCATE: trends in 1 to 1 marketing, corporate communications, sponsorship activation - SOCIAL CHANNELS: have a strategy, position, know your message and your market > How will you REALLY BE DIFFERENT - not just samples, STRATEGIES AND CASE STUDIES - not a commodity supplier, connect channels, deliver HIGH VALUE - ask for a seat at the BRAINSTORMING TABLE
  13. 13. Creating a Great PRESENTATIONPRESENTATION TOOLS GET AWAY FROM THE JUNK TRUNK…
  14. 14. Creating a Great PRESENTATIONPRESENTATION TOOLS
  15. 15. Creating a Great PRESENTATIONPRESENTATION TOOLSGetting Beyond the TRUNK O’ SAMPLES > Don’t make GENERIC PRODUCT the FOCUS - a main cause of value drain in the industry: GENERIC ITEM = COMMODITY - research helps you understand the pain, objective, market and channels - build solutions that utilize products that meet those needs > A case for CASE STUDIES - case studies conveys the REAL VALUE of a promotional campaign - the WHO, WHAT, WHERE and HOW EFFECTIVE, and HOW MUCH - opens STRATEGIC discussions regarding the items > Conquer fear of the LAPTOP / TABLET- technology can set you apart - do you have tech fright? PRACTICE with technology - consider your OWN PROJECTOR to eliminate connectivity stress (price has dropped) - become comfortable CUSTOMIZING PPT decks - electric versions (PDFs) of case studies deliver real flexibility
  16. 16. Creating a Great PRESENTATIONPRESENTATION TOOLSGetting Beyond the TRUNK O’ SAMPLES > Get PROFESSIONAL HELP - if you don’t have internal presentation expertise, use a high-quality corporate communication firm to design TEMPLATES, then become comfortable versioning additional case studies and presentations. - remember to get KEY CASE STUDY INFORMATION on effectiveness as you complete projects. - consider using case study content to power social media sites, add to RFQ’s and as follow-ups to clients post-presentation.
  17. 17. Creating a Great PRESENTATIONPRESENTING UNIQUE WOW, I DIDNT KNOW YOU DID THAT
  18. 18. Creating a Great PRESENTATIONPRESENTING UNIQUEThink DIFFERENT > What is your company’s UNIQUE SELLING POINT? - find a unique niche or service that creates CLEAR SEPARATION - work with your company to innovate and extend that capability - vertical marketing expertise is always a great place to start (i.e. medical, financial, consumer) > Create a PARTNERSHIP with a supplier / vender - design and creative services with an DESIGN FIRM / MARKETING AGENCY - event planning and CAUSE MARKETING - next gen webstore development with a INTERACTIVE company > Consider LOGISTICS from clients perspective - can you actually manage fulfillment PROGRAMS? - expertise in IMPORTING and CUSTOM PRODUCT DEVELOPMENT - INVENTORY financing services - CREATIVE, STRATEGIC, others?
  19. 19. Creating a Great PRESENTATION REAL WORLD EXAMPLES
  20. 20. Creating a Great PRESENTATIONTYPICAL SALES PERSON PRESENTATION: Take notes regarding product or needs information Provide an ESP Product Quote or Centerstage Preso May provide a virtual sample May even call supplier to get a quote…but probably will not check inventory (LOL) Call to setup a follow up appointment Show up with the quotes, copy of virtual, maybe a random sample, and… 50 catalogs from other suppliers in case the client goes another direction
  21. 21. Creating a Great PRESENTATIONOUR PROCESS FOR PRODUCT BASED PRESENTATIONS: Ask numerous questions about the product, opportunity, event, market, recipients, objectives, messaging, branding, distribution, environments, potential pitfalls, etc… Get as much peripheral information as possible Discuss the specifics of packaging, distribution, freight and delivery needs, resources, logistics, etc… Once we acquire the right data, we can then start building resources to create a proposal Discuss with creative team, start to build strategy and presentation outline
  22. 22. Creating a Great PRESENTATIONOUR PROCESS FOR PRODUCT BASED PRESENTATIONS: Call Supplier Partners to discuss project, random and spec samples, packaging, distribution needs. Allow time for them to put together a proposal and give them the latitude to think outside of the basic box Send prospect/client example of various communication pieces… As you build more value into the solution, you reduce the possibility of the project becoming a purchasing directed commodity buy and reduce the number of competitors Setup appointment for presentation Show up with printed and digital presentations which include creative, strategic, program, product information, price quotes, digital product representations, speculative samples if provided, online store samples, catalogs, examples of packaging options, distribution and fulfillment logistics… and… at least 3 additional fully developed concepts ready to go… What are the next steps?
  23. 23. Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
  24. 24. Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
  25. 25. Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
  26. 26. Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
  27. 27. Creating a Great PRESENTATIONBLUEGRASS COMMUNICATION PIECES
  28. 28. Creating a Great PRESENTATIONREAL WORLD EXAMPLESBluegrass DOORBUSTERS > The MEDIUM is the MESSAGE - we use CUSTOM PACKAGING AND MESSAGING to surround and multiply the item - a great example of NOT making the item the focus or the star - because we use these for OUR MARKETING clients witness us practicing what we preach > Can be TARGETED - products chosen with typical TARGETS’ DEMOGRAPHICS in mind: the golfer, the environmentalist, the techie, the sports nut. - message also has a strong CALL TO ACTION which helps set the presentation > Can be PERSONALIZED - each doorbuster has REP CARD HOLDERS engineered in - custom follow-up E-MAIL AND DIRECT MAIL being developed in Q4 2011
  29. 29. 2011 ASI SPIRIT AWARD WINNERSBLUEBRASS DOORBUSTERS
  30. 30. Creating a Great PRESENTATIONREAL WORLD EXAMPLESBluegrass CREATIVE SAMPLE KITS > SOPHISTICATED and CREATIVE - custom BLUEGRASS PORTFOLIO that presents case studies - huge WOW factor, super slim FOOTPRINT - available at a MOMENT’S NOTICE > The WHOLE STORY - professional photography, and copywriting - results “cheat sheet” and effectiveness statistics on each page - can show webstore before and after designs without intranet connectivity hassles > Easily UPDATED and EDITED - additional pages are inserted as projects are complete and go live - older case studies can be retired - the sequence can easily changed to meet target’s priority
  31. 31. CREATIVE SAMPLE KITS
  32. 32. Creating a Great PRESENTATIONRFP OPPORTUNITIES – The Typical Distributor Once RFP comes in, let sit on desk for a minimum of 10 days Start to review RFP as time permits Call client to confirm product and graphic information Sit in on RFP Vendor phone call with 30 other competitors asking the same questions Start to build responses Finish your first read of the original RFP to find out it is due this Friday Get out your yellow pad, answer as many questions as possible, and start typing the final response
  33. 33. Creating a Great PRESENTATIONRFP OPPORTUNITIES – The Typical Distributor SUBMIT YOUR RESPONSE AT 4:59 FRIDAY
  34. 34. Creating a Great PRESENTATIONRFP OPPORTUNITIES – Bluegrass Process > RFP is received, timeline is reviewed, dates are established > RFP Team meets to review opportunity > RFP Team sets benchmarks > Structure of Response > RFP Body > Logistics > Creative > Merchandise Layouts > Media Pieces – Catalog, Online Store, Social Channels > Final Presentation > RFP Team confirms presentation date > RFP Team consists of: Bluegrass CEO, VP of Sales, AE, Agency CEO, Fulfillment CEO, Technology Partner, Vendor Partner > Confirm next steps and follow up date
  35. 35. Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
  36. 36. Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
  37. 37. Creating a Great PRESENTATION - REMINGTONBLUEGRASS Remington Presentation > Gun Parts – Owned by Remington and Fulfilled by Bluegrass with Consignment Fee > Retail Promotional Products for Country Store – Owned and Fulfilled by Bluegrass with Royalty to Remington > Dealer Program – Special Dealer Cost Promotional Items Sold Through Co-op Program – Royalty to Remington > Literature Program – Combination of Items Owned by Remington and Distributed by Bluegrass (Consignment Fee) and Some Items Produced and Owned/Distributed by Bluegrass – Royalty to Remington
  38. 38. Creating a Great PRESENTATIONBLUEGRASS RFQ PIECES
  39. 39. LET’S PLAYSPIN the WHEEL! http://bisigimpact.com/leads/
  40. 40. William M. Booe, M.A.S.Bluegrass Promotional Marketing Vice President of Business DevelopmentToll Free: 800-520-2583, Ext 1220 billy.booe@bluegrassltd.com www.linkedin.com/in/billybooe Bluegrass Promotional Marketing13325 South Point Blvd., Suite 100 Charlotte, NC 28273 www.bluegrassistheanswer.com www.bluegrassltd.com
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×