PPB November 2019

The best client presentations meet the speaker’s specific goals and leave the listener wanting to hear more. First in a two-part series by Leigh Canavan The Art Of The Presentation T he opportunity for formal presentations to prospective or current clients is invaluable. You can solidify a relationship, gain a new client or even expand your business with an existing client. Promotional products salespeople, both distributor and supplier reps, are experts at sales calls. These kinds of calls are typically with established clients or more casual contacts, and the purpose is to work on current projects or perhaps start on a new one. A formal client presentation is different. These presentations are designed to introduce your company to the client and to establish a working relationship. For distributors, these meetings may be the final stage of a Request for Proposal or another long- sales-cycle process. The lead salesperson will determine if a formal presentation is the appropriate way to proceed for an upcoming client meeting. Preparing for presentations is time-consuming but without a plan, you may miss crucial information. Equally important is to avoid wasting time with tedious information that the audience already knows or is not interested in. There is a fine line between showcasing and delving into a detailed and complicated history that is irrelevant to the audience. 14 | NOVEMBER 2019 | INNOVATE