I wanted to take a few moments and share a few ideas with you on making presentations to clients. This is especially important if you are going after a local market with your services, but even if you’re working entirely remote some clients will want to learn more and get a feeling for what it will be like working with you and they may request a proposal or short presentation before signing up to do a project.
Presentations and proposals are always an opportunity. Giving your client a great presentation can result in a lifelong business relationship. Let’s dive into some tips and ideas…
Prepare for the Client Presentation
This is perhaps the single most important step in making a good presentation. It’s also where many mistakes can be made.
Your preparation involves two important things:
* Your client’s problem(s)
* How you can solve your client’s problem(s)
In order to understand how you can offer value you want to research your client thoroughly. Research their target audience, their organization, their purpose, mission and vision and research their wants and needs.
Once you have a thorough understanding about your client, you can begin to prepare a presentation that speaks directly to their needs. Remember, your client wants to know what’s in it for them. If your presentation addresses the benefits and value you can offer, you’re off to a great start.
Remember to Be Personable
It’s easy to get into presentation mode and to forget that you’re talking to real, live people. They’re likely not expecting to be entertained, but the more personable you are, the more they’re going to feel connected to you.
Feel free to share personal stories during your presentation. Tell a lighthearted joke. Show gratitude for the opportunity to give a presentation. Ask questions to get them involved in the presentation and focus on putting your client at ease.
It’s Okay. Relax, Don’t Stress
I know, easier said than done. It’s totally understandable if you’re nervous about giving the presentation. However the more tense you are the more tense your client is going to be. Relax. Take a deep breath. Try to enjoy giving your client a presentation.
If you’re feeling particularly anxious, try the “what’s the worst thing that could happen?” game. The answer is usually not so bad and can set your mind at ease.
Additionally, understand that your client probably doesn’t care if you make mistakes. We all make mistakes now and then, it’s human and it’s not the end of the world. They might not even notice what you think are mistakes. They will notice, however, if you’re shaking in your shoes.
Use Images and Visuals
When appropriate, use images or visuals in your client presentation to help make a point. Bullet point notes on slides can be useful to highlight details, but images and visuals will help break up a presentation and make it more interesting. However, make sure the image has a point and offers value.
Include a Call to Action
You want your client to walk away knowing what the next step is. Make sure you end the presentation with some course of action for them to take. This puts the ball in their court and it helps move the relationship forward.
Giving a good client presentation is 90% preparation. Know what you’re going to say and why you’re going to say it. Relax, listen to your customer, remember to breathe, and enjoy the opportunity to build a lasting business relationship.
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