How to make a winning presentation
Contracting is a tough business. We’re building roofs over others’ heads so we can keep one over our self. No matter how good you are at your job, you need to be able to pitch yourself and sell your business if you want to keep your numbers in the black for the foreseeable future. Use these tactics the next time you pitch a client, and you will be well on your way presentation success
Immediately establish yourself as an expert in your field. No one likes to sell themselves, but putting your clients at ease by letting them know you’re the best around at what you’re doing goes a long way toward closing that deal and signing that contract. No credentials are going to do this—-you need to be ready to identify the client’s problem prior to them needing to tell you. Once the client sees that you know what you’re talking about, you will establish some credence and conﬁdence with them.
Be ready to listen to what they need—-and have answers for them. Back your answers up. Even if you are an expert in your ﬁeld, quoting others with ﬁrm establishment of your expertise will only further reinforce what you’re saying. Prospects are looking for power, assertiveness, efﬁciency, effectiveness, and cost in your presentation. With the ease of access to information the Internet provides, you need to be ready to give solid answers without fluff.
Don’t underestimate the wealth of information the client has at her ﬁngertips, and be ready with solid answers to difﬁcult questions. Take these difﬁcult questions in stride; they’re indicative that what you have sold the client already seems solid. Now they are putting you to the ﬁnal test to make sure that you can pass her exacting standards. When you can ﬁre off quick and solid answers to those questions, you can be sure you’re going to leave a lasting impression and be well on your way to making that sale so you can get back to work.