PPB November 2019

provide ROI to your clients. If you excel with employee reward programs, find quotes about the importance of satisfied employees. You want to leave no doubt that you are the best match for this client. Summarize At the conclusion of your presentation, summarize your key points. A chart listing your strengths against the prospect’s needs or a comprehensive list of your capabilities compared to their current spending categories or other pictorial will reinforce that you are the best partner tomeet their needs. You want the prospect to remember these things about you: • What you say you can do for them • What you proved you can do • Why they liked you Read Part 2, how to create a presentation to pitch an existing client on a new opportunity , in the December issue. Leigh Canavan, a marketing director who has both given and observed numerous presentations, wrote this article for Tango Partners, a consultancy specializing in the promotional products industry. Clients utilize Tango’s experience and support with their Request for Proposal (RFP) process. Formed in 2005 and located in Atlanta, Georgia, Tango works with distributors in new business development, marketing and promotion. www.tangopartners.net or 404-846-1900. Email mlonde@tangopartners.net. Tango’s No. 1 tip for an effective presentation is to be “in the moment.” When presenting to a client, whether for information, product selection or as part of the Request for Proposal process, you are the presentation, so be engaged in the moment . Let your energy, interest, knowledge and expertise show. To be in the moment, pay attention to : The presentation content: • Make it pertinent to the client’s needs • Make it engaging, energetic and worth the client’s time • Make it brief The details: • What will you leave behind that speaks to your creativity, organization skills and fun nature? • What’s appropriate attire for this client? • What message should they take away when you’re finished? The client: • Make a connection with as many people in the room as you can • Make eye contact, ask personal questions, offer a solid handshake and smile Focus on client reactions. Are they paying attention, taking notes, asking questions? Do they seem uncertain of a point you’re making? Why Being ‘In The Moment’ Counts Toward Success Sales continued from page 16 | NOVEMBER 2019 | 19 INNOVATE