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Need Presentation Ideas [About To Close A Big Deal Offline]

by Eugene Celestine
23 replies
Good day Warriors,

Last week I was invited to submit a Proposal for A Website Design for a big Company. Now, I've been informed I should show up early next week for presentation with other developers that submitted their proposals.

The challenge is, I've never done a presentation before. Though I've been on the system for a while but none of my past clients have demanded I should show up for presentation. I'm a very confident person due to the amount of information I have about the internet, so no one should think I'm tense.

However, I just want those who've experience in this to let me know the procedures. I don't want to boot up my laptop and start pitching without following the right order. This is a war I want to win

Lastly, I think I'm the most qualified for this job because I'm a warrior and I have lot of Internet Marketing Experience other developers may not have. I want to use this as my USP and probably, may get me the job.

Note:- Though its not a must I win this, I'm actually glad I was invited for presentation, which shows my proposal was a bit convincing. Its a big project but I did not put all my mind on it. If I win, thank God, if I loose, Life continues. There are so many clients out there hungry for our services. NO NEED TO START PONDERING AND POSSIBLY GIVE UP.


LET THE IDEAS START FLOWING IN
#big #close #deal #ideas #offline #presentation
  • Profile picture of the author Voasi
    I think you answered your own question. You have internet marketing skills that most designers don't, so use that.

    That's one of the points I always make with prospects about my designs. I went to school for web design, but my profession is internet marketing. I've been doing internet marketing for over 10 years. Most designers will make you a website that looks pretty. I make a website that converts.

    That's what I say.

    Leading off that, you can give scenario's of what you'd like to do with their website. If you have time, I'd even do a rough mock-up (just framework) and detail your reasoning for putting an image there, color scheme thoughts and overall conversion and usability points.
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    • Profile picture of the author Eugene Celestine
      Originally Posted by Voasi View Post

      I think you answered your own question. You have internet marketing skills that most designers don't, so use that.

      That's one of the points I always make with prospects about my designs. I went to school for web design, but my profession is internet marketing. I've been doing internet marketing for over 10 years. Most designers will make you a website that looks pretty. I make a website that converts.

      That's what I say.

      Leading off that, you can give scenario's of what you'd like to do with their website. If you have time, I'd even do a rough mock-up (just framework) and detail your reasoning for putting an image there, color scheme thoughts and overall conversion and usability points.
      Good Idea. I will definitely work on it.
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  • Profile picture of the author TimD
    I ALWAYS start off by restating their project goals and tying the goals back to their company. I used to sell very large phone systems (100's of 000's$). And I started every presentation this way and it would make them pause. I remember a company president stopping me after I put up a slide or two about his company (they were the largest benefits administrators in the Northwest among other things). He looked around the table and said, you know, we don't stop often enough to consider what we've accomplished. (We won the deal.)
    So, I'd start off with:
    You asked me to talk to you today about a new website.
    You're asking for bids on a website that will accomplish this, that, and the other thing.
    It's an important project just at this time because you're experiencing these things as a company (increasing competition, outdated image, whatever).
    All this is leading up to a slide that describes what a successful vendor must bring to the table (this is where you (re)set their buying criteria).
    For example:
    You've said that you want a website because the economy is slowing and you want to take advantage of the potential for sales on the internet. DemandGen's most recent B2B survey revealed that:
    · 78% started with informal info gathering
    · 59% engaged with peers who addressed the challenge
    · 48% followed industry conversations on the topic
    · 44% conducted anonymous research of a select group of vendors
    · 41% followed discussions to learn more about topic
    · 37% posted questions on social networking sites looking for suggestions/feedback
    · More than 20% connected directly with potential solution providers via social networking channels
    So, to make your website really successful, you'll need a vendor who can:
    A. update the look of your website to make it current
    B. support your website with a social media campaign so your prospects find positive reviews for you when they go out to the social networks
    C. create compelling landing pages and optimize them so that you make the most of prospects that come to your site
    D. create follow up campaigns so you keep the attention of prospects as they go through their multistage process
    E. whatever you are strong in - you want to make YOUR qualifications seem critical and a logical and necessary conclusion given THEIR company profile and goals. Given how you are, if you want to achieve X you must choose someone that has this skill set and experience.

    Then, you give them a run down of your skills and experience and what do you know, you have what they need.

    Then you give them recommendations for how to stage the project. Do this, then this, then this, etc.

    And close.

    That kind of framework worked well for me. Good luck!
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    • Profile picture of the author Eugene Celestine
      Originally Posted by TimD View Post

      I ALWAYS start off by restating their project goals and tying the goals back to their company. I used to sell very large phone systems (100's of 000's$). And I started every presentation this way and it would make them pause. I remember a company president stopping me after I put up a slide or two about his company (they were the largest benefits administrators in the Northwest among other things). He looked around the table and said, you know, we don't stop often enough to consider what we've accomplished. (We won the deal.)
      So, I'd start off with:
      You asked me to talk to you today about a new website.
      You're asking for bids on a website that will accomplish this, that, and the other thing.
      It's an important project just at this time because you're experiencing these things as a company (increasing competition, outdated image, whatever).
      All this is leading up to a slide that describes what a successful vendor must bring to the table (this is where you (re)set their buying criteria).
      For example:
      You've said that you want a website because the economy is slowing and you want to take advantage of the potential for sales on the internet. DemandGen's most recent B2B survey revealed that:
      · 78% started with informal info gathering
      · 59% engaged with peers who addressed the challenge
      · 48% followed industry conversations on the topic
      · 44% conducted anonymous research of a select group of vendors
      · 41% followed discussions to learn more about topic
      · 37% posted questions on social networking sites looking for suggestions/feedback
      · More than 20% connected directly with potential solution providers via social networking channels
      So, to make your website really successful, you'll need a vendor who can:
      A. update the look of your website to make it current
      B. support your website with a social media campaign so your prospects find positive reviews for you when they go out to the social networks
      C. create compelling landing pages and optimize them so that you make the most of prospects that come to your site
      D. create follow up campaigns so you keep the attention of prospects as they go through their multistage process
      E. whatever you are strong in - you want to make YOUR qualifications seem critical and a logical and necessary conclusion given THEIR company profile and goals. Given how you are, if you want to achieve X you must choose someone that has this skill set and experience.

      Then, you give them a run down of your skills and experience and what do you know, you have what they need.

      Then you give them recommendations for how to stage the project. Do this, then this, then this, etc.

      And close.

      That kind of framework worked well for me. Good luck!
      You Nailed It. Got me thinking. 4 Days from I will be posting the outcome. Thanks, I appreciate your kind gesture.
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    • Profile picture of the author ewenmack
      Tim, it shows you have been in the trenches of big ticket sales.

      Really, how can a person say no to their own words and thoughts?

      There is setting the buying criteria,
      wildly successful method.

      Thanks for setting the framework.

      Best,
      Ewen

      Originally Posted by TimD View Post

      I ALWAYS start off by restating their project goals and tying the goals back to their company. I used to sell very large phone systems (100's of 000's$). And I started every presentation this way and it would make them pause. I remember a company president stopping me after I put up a slide or two about his company (they were the largest benefits administrators in the Northwest among other things). He looked around the table and said, you know, we don't stop often enough to consider what we've accomplished. (We won the deal.)
      So, I'd start off with:
      You asked me to talk to you today about a new website.
      You're asking for bids on a website that will accomplish this, that, and the other thing.
      It's an important project just at this time because you're experiencing these things as a company (increasing competition, outdated image, whatever).
      All this is leading up to a slide that describes what a successful vendor must bring to the table (this is where you (re)set their buying criteria).
      For example:
      You've said that you want a website because the economy is slowing and you want to take advantage of the potential for sales on the internet. DemandGen's most recent B2B survey revealed that:
      · 78% started with informal info gathering
      · 59% engaged with peers who addressed the challenge
      · 48% followed industry conversations on the topic
      · 44% conducted anonymous research of a select group of vendors
      · 41% followed discussions to learn more about topic
      · 37% posted questions on social networking sites looking for suggestions/feedback
      · More than 20% connected directly with potential solution providers via social networking channels
      So, to make your website really successful, you'll need a vendor who can:
      A. update the look of your website to make it current
      B. support your website with a social media campaign so your prospects find positive reviews for you when they go out to the social networks
      C. create compelling landing pages and optimize them so that you make the most of prospects that come to your site
      D. create follow up campaigns so you keep the attention of prospects as they go through their multistage process
      E. whatever you are strong in - you want to make YOUR qualifications seem critical and a logical and necessary conclusion given THEIR company profile and goals. Given how you are, if you want to achieve X you must choose someone that has this skill set and experience.

      Then, you give them a run down of your skills and experience and what do you know, you have what they need.

      Then you give them recommendations for how to stage the project. Do this, then this, then this, etc.

      And close.

      That kind of framework worked well for me. Good luck!
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  • Profile picture of the author Jason Kanigan
    Time to go contrarian.

    Everyone else they bring in is going to...

    ...dim the lights...

    ...start the powerpoint presentation...

    ...put the team right to sleep.

    So how are YOU going to be perceived as Different?

    Bring your white board or easel along.

    Set up and stand in front of the team.

    Pick someone at a corner of the table (power position), and ask:

    "From where you sit, what's the most important thing you want to see in (whatever it is they're bringing you in for)?"

    Write it down. Ask "Now why is that?" Write that down, too.

    Get the dialogue flowing. Get these people involved.

    At the end of the day, you'll be remembered for actually caring about what they want, and meeting their real needs, rather than a bland dog and pony show pushing features & benefits they probably don't care about.
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    • Profile picture of the author Eugene Celestine
      Originally Posted by Jason Kanigan View Post

      Time to go contrarian.

      Everyone else they bring in is going to...

      ...dim the lights...

      ...start the powerpoint presentation...

      ...put the team right to sleep.

      So how are YOU going to be perceived as Different?

      Bring your white board or easel along.

      Set up and stand in front of the team.

      Pick someone at a corner of the table (power position), and ask:

      "From where you sit, what's the most important thing you want to see in (whatever it is they're bringing you in for)?"

      Write it down. Ask "Now why is that?" Write that down, too.

      Get the dialogue flowing. Get these people involved.

      At the end of the day, you'll be remembered for actually caring about what they want, and meeting their real needs, rather than a bland dog and pony show pushing features & benefits they probably don't care about.
      I will definitely engage their IT Department for conversation during the presentation. Its a good Idea....
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    • Profile picture of the author TimD
      Originally Posted by Jason Kanigan View Post

      Bring your white board or easel along.

      Set up and stand in front of the team.

      Pick someone at a corner of the table (power position), and ask:

      "From where you sit, what's the most important thing you want to see in (whatever it is they're bringing you in for)?"

      Write it down. Ask "Now why is that?" Write that down, too.

      Get the dialogue flowing. Get these people involved.

      At the end of the day, you'll be remembered for actually caring about what they want, and meeting their real needs, rather than a bland dog and pony show pushing features & benefits they probably don't care about.
      I think this is excellent advice. And if it were a small account that you could close in one meeting (say, a $3-5,000 site) I would agree totally.

      If this account is larger, I would do this in a prep meeting, then parrot it back to them as I outlined above.

      Go get 'em!
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      • Profile picture of the author Freshmorning
        Bring your white board or easel along.

        Set up and stand in front of the team.

        Pick someone at a corner of the table (power position), and ask:

        "From where you sit, what's the most important thing you want to see in (whatever it is they're bringing you in for)?"

        Write it down. Ask "Now why is that?" Write that down, too.

        Get the dialogue flowing. Get these people involved.

        At the end of the day, you'll be remembered for actually caring about what they want, and meeting their real needs, rather than a bland dog and pony show pushing features & benefits they probably don't care about.
        Simply an excellent idea for a gorgeous outcome. This way you can easily put yourself in their mind buzzing them all round. Jason is indeed right , you can vent out their needs by doing this GD.

        Cheers!
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    • Profile picture of the author Michael Bucker
      Originally Posted by Jason Kanigan View Post

      Time to go contrarian.

      Everyone else they bring in is going to...

      ...dim the lights...

      ...start the powerpoint presentation...

      ...put the team right to sleep.

      So how are YOU going to be perceived as Different?

      Bring your white board or easel along.

      Set up and stand in front of the team.

      Pick someone at a corner of the table (power position), and ask:

      "From where you sit, what's the most important thing you want to see in (whatever it is they're bringing you in for)?"

      Write it down. Ask "Now why is that?" Write that down, too.

      Get the dialogue flowing. Get these people involved.

      At the end of the day, you'll be remembered for actually caring about what they want, and meeting their real needs, rather than a bland dog and pony show pushing features & benefits they probably don't care about.
      I could not agree more and I do face to face meetings all the time. Have a set presentation you can give, but do the above. If more people are in the room ask openly for any other goals they have. Taylor your presentation off of the feedback you get and it may already be the presentation you already have.

      He who asks the most questions wins. Most likely no one else coming is going to ask questions. Write down that one and maybe a few more to ask. The more you ask the more you know how to taylor it and the more you seem truly concerned in the company not just your presentation.

      There are several laws of pyschology and selling implimented in what jason is saying here.

      Good stuff Jason.
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  • Profile picture of the author Bayo
    Originally Posted by Eugene Celestine View Post

    ...The challenge is, I've never done a presentation before. Though I've been on the system for a while but none of my past clients have demanded I should show up for presentation.
    Hi Eugene,

    Congrats on getting that far.

    All I would like to say is that rather than let the presentation drive the discussions, let it support what you're communicating. If you do things right you can get by with a few slides, a title, one for showing the main points, one for each main point, one for a close/call to action -- all should have your contact details clearly visible.

    If you want to go for the kill, you could add a differentiating tagline to your contact details too.

    Hope this helps.

    BAYO
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    • Profile picture of the author Eugene Celestine
      Originally Posted by Bayo View Post

      Hi Eugene,

      Congrats on getting that far.

      All I would like to say is that rather than let the presentation drive the discussions, let it support what you're communicating. If you do things right you can get by with a few slides, a title, one for showing the main points, one for each main point, one for a close/call to action -- all should have your contact details clearly visible.

      If you want to go for the kill, you could add a differentiating tagline to your contact details too.

      Hope this helps.

      BAYO
      Thanks Very Much Bayo. I will implement all the ideas I'm receiving here.
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      • Profile picture of the author Twoddle
        Originally Posted by Eugene Celestine View Post

        Thanks Very Much Bayo. I will implement all the ideas I'm receiving here.
        When is your presentation? I presume its tonight? Good luck with it! Remember to keep it clear and don't waffle!
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  • Profile picture of the author scottgallagher
    I hope I'm not too late! Here's the Powerpoint Presentation I created.

    http://localmarketingsource.com.s3.a...ssessment.pptx

    Take what you want from it!
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    Father, Entrepreneur, Author, Adranalist
    I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

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  • Profile picture of the author Bruce Wedding
    Get this document:

    www.sethgodin.com/freeprize/reallybad-1.pdf

    Read it. Implement it. Live it.
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  • Profile picture of the author The-English-Webmistress
    Wow! You guys should know...

    Best. Thread. Ever.

    *Takes notes at a furious pace. Steam rises from pen. Worried brain may explode...
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  • Profile picture of the author Nspire
    Eugene,
    The opportunity for your presentation has probably pasted! I do hope you were able to put some of this great advice into practice and that you landed the deal!

    To your success!
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    Small Business Marketing Strategies
    Web Design services

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  • Profile picture of the author Eugene Celestine
    I really appreciate the comments and helpful guide. There was a date shift for the presentation. Tried calling one of the Directors but he was always in meeting. Received his email on Monday night to show up for the Presentation on Tuesday. I was glad a Dentist I'm suppose to meet that same day cancelled the appointment for tomorrow. Hurriedly prepared myself and went there. Presented my Proposal to the firm Director and I was told they will have a meeting to deliberate on the project this thursday. Though he was impress with my presentation.

    I deeply appreciate those who offered help and resources towards this project. That's the beauty of Warrior Forum. People are always hungry to offer help. This thread has empowered me and lot of other warriors with ideas for future presentation.
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  • Profile picture of the author scottgallagher
    Unless it's a one on one presentation, attempt to record it. Camtasia on your computer, or video camera. Host on your blog, distribute through your email, social channels. It's content that can be used over and over.
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    Father, Entrepreneur, Author, Adranalist
    I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

    -->My Training Website
    -->My Agency Website
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  • Profile picture of the author newbizideas312
    Last week I was invited to submit a Proposal for A Website Design for a big Company. Now, I've been informed I should show up early next week for presentation with other developers that submitted their proposals.

    The challenge is, I've never done a presentation before. Though I've been on the system for a while but none of my past clients have demanded I should show up for presentation. I'm a very confident person due to the amount of information I have about the internet, so no one should think I'm tense.

    Lol I would be too, but everyone is at first. This might be over your head, but I would still attend to see how the other companies do their presentations. Some big companies are more pain then they are worth...

    If you want to see what big companies are sending, then just call them as a client and ask them to send you their proposal. Make it as close to the prospects website needs as possible and they will do the work for you you
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