I’ve been running a business and actively involved in the training industry for the past 15 years now, and the most important area that I came across to survive in entrepreneurship is the sales pitch. Frankly, without a good sales pitch, it will be difficult for anyone to conclude any sales opportunity and secure referrals. The customers may find it hard to remember you too, let alone to trigger what you’re selling, products or services and your company’s name too. Worst, they can’t even recall your name.
Below are the key areas I personally discovered, practised throughout my adult life and experienced a drastic change and growth in my own sales numbers first-hand.
Energetic presentation. Always showcase the energetic side of you when presenting. Showcase to the audience that the substance of the presentation is coming from the heart. Stop being sluggish. If you do, it will definitely create a negative impact towards your own professional image to the audience and this is not good. The easiest way to demonstrate the energy in your presentation is always be presenting like a rockstar. Imagine yourself as the subject matter experts and understand the importance on how to control the situation. The last thing you want is to let the situation to control you.
Be unique and memorable. Next, be unique. Make your presence there memorable. If you wish to create an impactful presentation, you need to leave behind a good impression so that the situation will work towards your advantage. Identify your unique selling point and work on it. One way to do this is to become a storyteller, craft it to suit the emotional angle of the audience, make it relatable to your USP and swing their decision to get the buy-in.
Practice, practise and practise. The best and the easiest way to practice your presentation is by standing in front of a mirror. Display the best version of you prior to practising. Never ever memorise scripts, instead visualise your success while on it. Let yourself go and be natural. Your presentation must be kept short but sweet. 30 seconds or less should be good. All your messages to the audience must be precise too. Hey did you know that Dr Maxwell Maltz, the author of The Magic Powers of the Self-Image and The Creator of Psycho-Cybernetics books once said that many people ‘see themselves’ inaccurately, their perceptions distorted by unchallenged and often erroneous beliefs embedded in the subconscious mind? Ouch.
Know what you want. Whenever you are presenting your sales pitch to someone, you need to know what you’re after. Be it wanting to secure the deal or asking for referrals, you need to understand what you’re after, when to ask about it, why they should consider giving it to you and how to do it. One great method to do it is to look natural, and to look natural you need to use humour and lots of it. You see, people will definitely remember individuals with great humour.