Stop Starting Your Presentations Talking About YOU: Customers HATE This
People really dislike this.
Imagine yourself in the middle of a conference room full of people who are eagerly anticipating the announcement of a solution that might have a profound impact on their lives or companies. The presenter then proceeds to give a detailed account of the origins and development of their company, covering every event and milestone along the way. The atmosphere in the room is also beginning to dissipate. Does that ring a bell?
It is generally believed, especially in sales and marketing, that presentations should begin with an extensive overview of the presenter’s organization. Nevertheless, this method is no longer relevant and is, to be honest, useless. Why? Reason being, it disregards the consumer, who is the room’s most vital player.
Imagine we reverse the script. Make the consumer the center of attention, not you. How and why this is so:
The Method That Focuses on the Client
Starting Off on the Right Foot: Presenters should not provide a corporate monologue at customer events; rather, they should focus on finding solutions to problems or meeting customer requirements. You may quickly grab the customer’s attention and show empathy by opening with insights obtained from comprehensive exploration and comprehension of their pain concerns. The details that you have discovered in your research, can show you did your homework and value the relationship that you hope to build with them when they are a customer.
Keeping It Real: Your listeners are wondering, “How can this benefit me?” You can distinguish yourself from other vendors by showing that you care about their success as a partner/customer and by investigating their problems. From the very beginning, this creates trust and credibility.
Show That You Understand: If you’ve done your research, you’ll know to focus on the customer’s problems and difficulties. That you can empathize with their situation and offer sound advice demonstrates that you have the knowledge to help them. This will help you connect with them on a deeper level and prepare them to listen to your suggestions more carefully.
Making the Most of Every Second
Nowadays, people’s ability to focus is decreasing, and the significance of making a good first impression is higher than ever. You should not waste the first few minutes of your presentation on a boastful account of your company’s past.
Instead, take advantage of the opportunity to win over your audience by directly responding to their concerns. Give it a try:
Begin with Key Takeaways: To hook your audience and drive home the point about the difficulties they have, start with an interesting story or statistic. This establishes the tone for the remainder of your presentation and captures interest right away.
Understand and Connect: Demonstrate understanding and connection by recognizing and addressing common challenges faced by your audience. This shows that you care about the customer and aren’t merely trying to make a sale; instead, you’re trying to solve their problems.
Transition Seamlessly: After you’ve laid the groundwork for a customer-centric approach, you can move on to discussing how your products and services solve those problems. You may make it easy for them to use your products and services by tailoring them to their specific requirements.
Always put the client first when giving a presentation. Although it may appear to be the conventional strategy, contemporary audiences are losing interest in beginning with a detailed account of your company’s history.
By using the opposite approach and beginning with consumer insights, you can show that you have a deep understanding of their environment and can meet their demands like no one else can. This will not only grab their attention right away, but it will also lay the groundwork for a more interesting and successful presentation overall.
Keep in mind the importance of the initial five minutes. Make good use of them, and you’ll see an increase in the effectiveness, impact, and memorability of your presentations.
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