How to Present Your Service to a Prospect

In our last post we talked about being nervous before you pitch your ESL teaching services to a prospect. We agreed it was good to be nervous as long as you used those horrible feelings to help you focus on your prospect, and not yourself! Remember?

Today, I want to share a blog post that changed the way I think about presentations, and transformed the way I built and gave them. I hope you can take a few minutes to check this article out – it could make a big difference for you:

The 10/20/30 Rule of PowerPoint by Guy Kawasaki. (I checked and as of today, September 17, 2015 the link is still good.)

How The 10/20/30 Rule of PowerPoint Applies to You!

  1. Keep your presentation short. 10 slides or 10 pages if you use paper based presentation tools.  Note: You get bonus points if you can explain the value you add, and how your service works with less than 10 pages!

Presentation Ingredients: 1. Your WHY: why are you doing this. What problem do you see in the ESL market that you are fixing? 2. How you solve THEIR problems with learning English? 3. Your Methodology. 4. Your Materials. 5. What you deliver (reports, evaluations, performance results etc.)  6. If you have teachers working with you, what professional requirements do you look for?  7. Prices.

2. Use Pictures to Reinforce Your Words. Don’t fill your page/slide with too many words. Use amazing pictures that help you tell your story. Try: Google Images   or Flickr (Be sure to use the search tools to get images you can reuse!)

Your goal: you should see your prospect look at your presentation, then immediately back at you because your presentation depends on YOU to tell the story, not a text laden slide.

3. Leave space for questions/conversation. Kawasaki’s point was huge for me when I first read it some 10 years ago. Your presentation should be used as an ENGAGEMENT TOOL, not a oneway commercial.

4. Be willing and able to NOT use your presentation. I’ve walked into a meeting and my prospect kindly told me: “I have 5 minutes to talk with you, my boss just called me for a meeting.”  Even 10 slide presentations are meaningless if your prospect doesn’t have time for it.  Are you able to roll without your slides? NEVER force feed your presentation to someone. That’s another reason why it’s important to use your nerves to help you focus on others – are they present? Yes, their body may be in front of you, but are they really there? Are they checking their phone? Distracted?  Shape your presentation to fit THEIR needs. Use your slides/pages if required.

Over to you: what tips would you suggest to make your next pitch rock?

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