How To Create Instant-Trust Using A Sales Presentation
How To Create Instant-Trust Using A Sales Presentation
You have the customers' attention… it's your time to shine. Unfortunately, it's at this moment where many professionals get tunnel vision, focusing on selling a product more than understanding the New Customer Persona.
Today's Millennial customer is approaching real estate investment with a much different perspective. To impress and capture this 25-35 year-old generation financial windfall is not enough. They are looking for investments that align with who they are as people and the beliefs they hold true.
When it comes to understanding how they think, connecting with millennials has proven to be a Monumental task. Today's sales people have to be a product aficionado, corporate evangelist, and thought leader.
"Today's sales people have to be a product aficionado,
corporate evangelist, and thought leader."
Millennials are exceptionally particular when it comes to Brand Trust.
They will follow your brand and its philosophy right up until it conflicts with their own. They will expect you to pivot, to realign with what they believe in. And if they find you wavering, they will abandon you without so much as a text message. So how do you keep connected?
Needless to say, there is no one right answer to this question. but, there is a silver lining. At least with the right tools and the right story you can start off on the right foot. Millennials, like the generations before them, are predictable when it comes to how they want to be engaged.
Millennials want to be visually and emotionally stimulated when it comes to your brand. They want to hear your story, and how your brand is affecting change in their world. This is where a great sales presentation comes in handy.
Key Elements To Great Sales Presentations.
- Tell them your startup story - There's no need to tell them about your childhood, but definitely share how and what drove you to become the professional you are today.
- Be educational - Most people will go overboard with this point - you don't have to. A recent poll showed that only 5% of the audience remember key statistics, where 63% retained the brand story that was shared - ultimately convey confidence without being a know-it-all.
- Be customer ready & real - Your presentation needs to be created (storyboarded) with the needs of the customer considered. I know this sounds like an obvious subject, but you'd be surprised how many sales people try to align people to products versus products to people. So do your homework!
- Brand your presentation - This is almost always skipped over by rookie sales people. Professionals know how important brand consistency is to a potential customer. This doesn't mean you have to be slick, but you definitely have to look like you spent the time and money to put your best foot forward visually speaking.
- Don't be a drone - Remember how TEDTalks used to be? The presenter was truly passionate about the stories they shared. Unfortunately, today they all sound ‘authentically rehearsed’. To avoid sharing an unmemorable experience: 1) storyboarding your presentation to sound natural, 2) Base it on a timeline, 3) Rehearse it to where you know it inside-out, 4) pepper it with facts, 5) make it visually engaging and exciting and finally, 6) make it about your customer, NOT you!
To get Customer Personas and a Sales Presentation working for you, give us a call.