4. Problem 5. Solution 6.
Our Product 7. Summary 8. Why Us? 9. Call to Action Use a hook to get the attention of the client from the beginning. A hook can be an interesting fact or statistic,a short story or a question. It has to be relevant and interesting. Explain what the client will get from listening to your presentation. How will your talk help them make or save more money,work faster,or kill the competition? Show the client the ”map” of your presentation. Introduce the 3 pillars: The problem,the solution and the product. Follow the old formula: “Tell them what you’re going to tell them; tell them; tell them what you told them.” What’s the the specific problem faced by your client and why? Low sales,low productivity,declining market share or staff leaving? Illustrate the problem with a story,an example and/or data. Introduce the solution to the problem you just described. How will it help the client solve the problem? Support the solution with a story,an example and/or data. Present your product and be clear on the three main benefits. Include a story about another client you have helped. A story builds credibility and it inspires people to act. You have described the problem,the solution and the product in detail. Now tell them what you told them,and summarize the three pillars to make sure everybody is on the same page. How are you different from the competition? Many products are hard to tell apart. Instead a real differentiator might be how you do business (service, speed,quality),the team (special talent) and/or proprietary technology. Focus on max 3 key differentiators. Finish the talk with a call to action. What do you want the client to do now? Remember to always ask for the order or make another relevant call to action! If you don’t ask,you don’t get. 1. Hook 2. Objective 3. Roadmap