Whilst in work on the Saturday (19/06) after the horrendous showing on the Friday night, I was looking through the reports from the game on the various football websites and came across this post from lesduffym in response to a BBC blog from Phil McNulty.

For those of you who are not interested in football, England drew 0-0 with the relative minnow of Algeria. The result was not the best, but the performance was absolutely dire and this was the post from lesduffym:

This quote from PoolHall Junkies comes to mind:

“You watch those nature documentaries on the cable? You see the one about lions? You got this lion. He’s the king of the jungle, huge mane out to here. He’s laying under a tree, in the middle of Africa. He’s so big, it’s so hot. He doesn’t want to move. Now the little lions come, they start messing with him. Biting his tail, biting his ears. He doesn’t do anything.

“The lioness, she starts messing with him. Coming over, making trouble. Still nothing. Now the other animals, they notice this. They start to move in.

“The jackals; hyenas. They’re barking at him, laughing at him. They nip his toes, and eat the food that’s in his domain. They do this, then they get closer and closer, bolder and bolder.

“Till one day, that lion gets up and tears the shit out of everybody. Runs like the wind, eats everything in his path. Cause every once in a while, the lion has to show the jackals, who he is. “

In our case, there are 3 lions, and I think that we may see them show everyone how good we really are on Wednesday.

I reckon this post can be related to biz as maybe one day, if people start taking the piss, you might just have to show them who you really are.

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Networkers look for opportunities for those they LIKE, KNOW & TRUST.

Networkers don’t look out for people they think are idiots.

“I NEED bigger businesses”
No, no you don’t. When I hear that I, I ask the question, are you a bigger business? If the answer is no, then what right have you got to demand. At seminars I’ve said “will all the smaller businesses please piss off, so Mr X can network with the bigger business.” Empty rooms do not make for great networking opportunities.

“There is no one here I can sell to”
Well done, you are right, no one goes to a network to buy. But often networkers do…
The key here is BUY. Not sell.

It’s not just about the people you are sat in front of; it’s all the people they each know. How do you access someone’s personal network? By being trusted and you don’t build trust up in networking circles selling.

“There is already someone in my profession there, what’s the point”
Defeatist attitudes.. geez. This is like saying you have no USP. Nothing, that sets you apart from others in the same profession. . People buy from people before they buy products and services and you owe it to your business to know EXACTLY why someone should deal with you.

“I know everyone already”
That is a bit like saying I’ve read the newspapers. Things change. Think about that, one day to the next, each of those people “you know already” have met other people, encountered new opportunities, met new people since they last met. On top of that, I often find out new stuff about people that I’ve known for months or years. New stuff that can lead to opportunities for both of us.

“Can I see the attendees’ lists before I attend”
No, what possible advantage is there for all the attendees? None. People who ask this have preconceived ideas about the ‘value’ of each profession, business or trade. Everyone has value, everyone. Remember it’s not just the person sat in front of you but the people they know as well. The most successful networkers I know let people come to them, rather than choosing who they want to speak to. Don’t look at people with £notes over their heads, everyone has value.

“I don’t have enough time to network”
Really so why are you here now? Unless you are writing business every hour of the day, you have time to network. You’ll likely find more support if you admitted you are struggling in your business and the reality is that you can’t afford to. If that is, as i find it often the case, what is your alternative and more cost effective route to market?

“How can I help you?”
This is great when you know someone, but let’s be honest  you don’t ask people you trust “How can I help you?” You just do it. It pisses me off when you get divvy “trained networkers” as part of their ‘referral strategy’ asking this, one minute after they just met you.

You can help me by pissing off and stop asking daft disingenuous questions as part of your referral strategy, when you are not actually bothered about the answer.

The key message to this blog,  is when networking have an open mind. Seriously, I see so many people torpedo potential business and relationships by being idiots and saying daft things like those listed above.

If networking is not working for you. Ask yourself a question. Are you guilty of saying things like the above?

If after that, the next and probably most crucial question is “What bit of you talking to people, isn’t working?”

A basic cornerstone of successful networking is to avoid being the idiot that everyone avoids.

Networking doesn’t revolve around you, it revolves around people.

Brad Burton is Managing Director of 4Networking

www.4networking.biz

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The purpose of these is to ask the delegates what they want covering relating to blockages they have in their businesses then deliver a seminar that answers their questions by the speakers constructing their presentations on what the audience want covering.

The whole aim of them is that as they are bespoke to the audience and as the delegates (business owners) actually dictate the topics covered on the day, everyone involved knows that the session is relevant to them and their business.

We are currently running two in July & August for South Yorkshire companies.

Carl Hopkins (www.kloog.co.uk):
4N Barnsley Ramada Encore Hotel: Tuesday 20th July (20 – 25 delegates)

Nicky Pattinson (www.hiyaitsnicky.com):
4N Sheffield Hillsborough: Wednesday 4th August (20-25 delegates)

Workshop Programme:
0800 – 1000: 4N Breakfast Meet
1030 – 1130: Session 1
1145 – 1300: Session 2
1300 – 1330: Lunch & Networking

The aim of these workshops, funded through the region’s Top Team Workshop Programme is to offer a strategic review of your business. Consisting of a half day session with around 30 delegates in each session, Carl and Nicky will cover topics including:

•    Identifying your key challenges
•    Main priorities for the business and identify barriers
•    Developing strategies to address those barriers
•    Finding the kind of resources needed to succeed
•    Identifying changes needed to ensure future success
•    Assisting managers to maximise performance
•    Developing staff if required and creating a realistic action plan to take the business forward

Both Carl and Nicky’s ‘day jobs’ are assisting businesses in strategic growth through sales, marketing, customer interaction and procedures so this is an excellent opportunity to gain advice specific to your business. We are limiting the number of delegates in order for all present to gain the maximum with regard to their business.

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

How Does it Work?
These workshops are built to be bespoke to the audience in the sense that the delegates outline the topics to be covered on the day. This will be in the form of a couple of questions which we will then pass onto Carl and/or Nicky so they can pitch their presentations and offer strategies specific to the 30 or so businesses.

With this, Carl and Nicky can offer examples and advice based on businesses present and therefore delegates take away tangibles that are relevant and achievable – things that can be implemented into your business from leaving the seminar which will make an immediate impact.

Carl and Nicky will be present during the lunchtime networking session to answer any specific queries on a one-to-one basis.

Price:
The funding for these allows the cost per seminar to be brought down to just £39.00 +VAT per delegate! Generally this would cost upwards of £200.00 per delegate. Each delegate simply has to supply information about their business beforehand for the Funders’ criteria e.g. location, sector etc.

Also included in the price is:
•    4N Breakfast
•    Lunch
•    Tea/Coffee throughout the morning
•    Excellent networking opportunities with specific networking times outside the presentations

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

Unfortunately, these seminars are only available to businesses based in South Yorkshire.

Here’s a snapshot of the workshops we ran in Huddersfield with Carl and Nicky:

Hillrich Carl Hopkins Seminar 08/12/09 – Fantastic Media Suite, Galpharm Stadium, Huddersfield

Click on the image to be directed to the Flickr presentation.

Hillrich Nicky Pattinson Seminar 15/12/09 – Fantastic Media Suite, Galpharm Stadium, Huddersfield

Click on the image to be directed to the Flickr presentation.

Nicky Pattinson for Hillrich – Galpharm Stadium December 2009

And here’s what the delegates said about them:
. . . . . . . . . .
Hi Danny

Brilliant Nicky Pattinson seminar yesterday – the organisation was absolutely brilliant – well done!

David Broadhead
Partners in Management
. . . . . . . . . .
Hi Danny

Today was simply amazing, ran like clockwork, an absolutely perfect event without one single flaw…you make it look so very very easy…

CONGRATULATIONS!!!!!!!!!

Mandy Barwick
Heritage Group
. . . . . . . . . .
Danny

Thanks again for today – brilliant!  The morning was really well organised – as usual – and of course, it was a pleasure to sit and listen to Nicky again.

Martin Bown
Management Accounting Services
. . . . . . . . . .
Morning Danny

Just like to say THANKS VERY MUCH for a really informative, relaxing and sharply delivered event on Tuesday.

The organisation and facilities, down to every detail were perfect. We just had to turn up and take it all in!

The wealth of information that was delivered in Carl’s inimitable ’straight talking’ way was hugely helpful in many areas. Also, being a small company, it was definitely ‘therapeutic’ to hear some similar problems and issues voiced and solved in such a relaxing and intimate setting.

I have to admit that I don’t attend many network/seminar events and I’ve come away with a real purpose to attend more.

Your event was the yard stick Danny – so I reckon other peoples need to be shit hot!

Danny Bulmer
date of birth
. . . . . . . . . .

TO BOOK:
Contact Danny Matharu on 07904 – 873 202 or email danny (at) hillrich.co.uk

M.R – “When it comes to something like business tips you want tools that you can easily learn and immediately use”

T.Q – “That’s really important that you can use these tips right away isn’t it.”

4). Get in rapport
The ability to create a ‘connection’ with another person and develop rapport heightens the strength of the relationship with the other person. Pay attention to the other person’s behaviours, movements, voice speed, tonality, hand gestures. By mirroring their ‘patterns’ you create an environment where a person accepts that you are ’similar’ to them and ‘connects with you’.

5). Use pacing statements to create more ‘connection’
“As you’re reading these tips, (Yep), taking on board the information, (OK), digesting it in your mind, (aha), you might begin to think about the next meeting you are going to and how by using these techniques you might get a different result!”

By making statements that a person can’t disagree with you are plugging them into your communication. “Yep, OK, aha, mmm”

6). Use language that offers options
Could you be interested? Would you be interested if..? Might you be happy to move forwards….? I’m not telling you, I’m just asking if you might/could/would be?

Suggestive language gets you your true response as the decision is made by the person.

7). Heighten your level of ‘awareness‘
Did the other person just ‘move’ or frown or look as if they were about to say something? If you assess the non-verbal movements of your prospects whilst communicating to them you’ll get a good idea of whether or not your information was received as it was intended. Non-verbal movements from another can mean that they need clarification or have a question.

8). Matching of patterns
Ever been with someone who looks at you one minute, then looks away, then back again, and away again, then…… Are they rude? NO! It’s another pattern of theirs so ‘match’ it. It’s how they communicate and how they preferred to be communicated to!

9). Understand the other person’s needs and values
Whatever the statement made by the person, there’s a reason they’ve asked it and its important! Only by asking “Why is that important to you?” can you begin to understand the ‘driver’ behind the statement. This is the real reason they said what they said!

10). Re-cap, Re-cap & Re-cap
“So. You started reading at the top of the page, have taken in the information, learned or confirmed a few things and maybe now could be a good time to go out there and start using these tips to give you the edge in your meetings.” Just like ‘pacing statements’ re-capping not only re-confirms what has happened, it re-plugs the person back into your communication loop.

Their attention is now back on you.

These tips were brought to you by Nick Hill, Director and Trainer at Binary Vision, Leeds, UK.

nickhill (at) binaryvision-nlp (dot) co (dot) uk

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Are SMEs better set to adopt social media?

Small and medium businesses tend to have the business owner as the main director and influencer in the business. Entrepreneurs and enterprising people take risks (how ever large or small) to set up and grow their businesses. They tend by nature of the fact that they have taken risks to set up their own business and hence have a different attitude towards risk. Which is no bad thing, in fact I think it puts them in good stead for adopting social media.

Adopting social media is about listening, participating, influencing and acting upon the conversations people are having on the various different social media sites about you and your business. Participating, influencing and acting upon this feedback is about risk.

It’s about risk and managing it
The more information and views you put out in the public domain, the more chance you will have of people engaging and talking about this information, whether that’s good or bad. So the more information, views and commentary you publish into the public domain, the greater the chance of these conversations happening.

For an entrepreneur who’s familiar and comfortable with risk taking, progressing and adopting social media will be a natural step forward. As they understand how to evaluate, minimise and respond to risks and the outcomes of the decisions. Not only that as they are still involved in the business they can have a direct influence on the social media strategy and implementation, as they are seen as the voice and front of the business.

Competitive Advantage for SMEs
Not only do they understand risk they also have the advantage that SMEs can be more agile and flexible when it comes to change, as the change process can be driven by the business owner and the change can be implemented reasonably quickly.

Perhaps this social media revolution is being driven forward by the SMEs in the UK rather than by the larger companies and enterprises. Perhaps this social change can bring about a new wave of entrepreneurs and business models that have still to establish themselves.

Now is one of the most exciting times to be in business
Now is one of the most exciting times to be a SME business owner, as social media is giving rise to a new means of doing business and communication.

What do you think? How has your SME business benefited from adopting social media?

Charlotte Britton is a Director at Rebublic of Yorkshire and Chair of the Institute of Directors, Young Directors Forum, Yorkshire and Humber.
charlotte (at) republicofyorkshire (dot) com – www.republicofyorkshire.com

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When in Sales:

Do:
•    find out what the customer wants and expects – LISTEN!
•    identify the key message you want to convey. This may change during the course of your conversation with the prospect
•    establish supporting points to anything you say and a logical reply to any objections/questions making sure that you address each point raised by the prospect in the order they were raised
•    make your key points three times – in the introduction, the body of the presentation and in the conclusion
•    prepare notes
•    rehearse and if possible, listen to yourself when ’selling’
•    be confident in most importantly you and your knowledge of your company/product/service and the results the prospect will get from being involved in your company/product/service.

Don’t:
•    overcomplicate and confuse your offering
•    read directly from a script

Quick Reminders:

Basic Sales Tips:
•    A ‘No’ is only a ‘No not today’. Nothing is terminal in sales.
•    Become a consultative seller
•    Build long-term relationships
•    Don’t be an order taker
•    Questions, Questions, Questions!

Planning:
•    KISS – Keep It Simple Stupid
•    Invest in yourself – you are the greatest of all investments
•    Look, speak, act and most importantly think like a professional salesperson
•    Record and analyse your sales performance on a daily, weekly and monthly basis

Important Extras:
•    It is desire and not ability that determines success
•    Set your personal goals both in and out of the working environment
•    Plan your day before you come into work
•    Be enthusiastic!

Time Management:
•    Make a ‘To Do’ list every night and review it at the end of the day
•    DO IT (whatever it is) NOW!

Finding Business:
•    Referrals are excellent leads – “Do you know anyone else who may be interested in …..” (i.e. your company/product/service)

Getting Business:
•    Always have one goal in mind
•    People buy from people – it is the oldest adage but there is none more true: become a people expert
•    Get yourself accepted
•    Main rule – ASK QUESTIONS and make sure that they are one’s that lead to your company’s proposal/USP’s etc.
•    Link features to benefits and sell the benefits
•    Don’t just talk – show and demonstrate
•    Don’t knock any competition
•    Always assume that the prospect will buy
•    Be a good news carrier – always have some good news for your client
•    Sell with enthusiasm – it is infectious and irresistible

The Close:
•    Don’t be weak – develop a killer instinct. All clients have pride, or greed or fear of loss, or all three!
•    Begin with a close – “How would you like all of Yorkshire to know of your service?”
•    Understand the importance of the close – You either sell or get sold – either way, both win or both lose!
•    Go for a decision – Yes or No – never a maybe
•    Ask for the order – it will be expected of you by the prospect
•    Learn not to fear asking for the order – It is a “no” before you have asked
•    When you ask the right questions, closing is automatic
•    People actually like being sold to well and respect those who are passionate, enthusiastic and knowledgeable about the product they are selling.

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Here’s some that came up whilst selling DreamStart and how we ‘overcame’ them’. Again, this was in the context of a conversation with a pre-selected prospect with whom we had spoke/met with previously in the process of offering them the opportunity to get involved with the Conference via sponsorship and or exhibiting:

“No budget.”
If you had the budget, would you be interested?
(Will determine if the budget is the main objection) If answers ‘No’, find out why they are not interested by re-questioning.

Do you mean no budget this month/quarter/year?
(Find out when what time frames you are looking at)

When does your new budget come into play?
(Can then plan in a way of invoicing when the budget is in force and thus can get a decision)

Discuss price, if the price is good then we can do business and invoice later (30 days etc.) when their budget comes in/starts.

“We have a sales team.”
How many sales people can get infront of hundreds of receptive decision-makers in one day? I know I can’t!

The attendees are all receptive because they have paid to attend this event with the intention of improving their business through Michael Gerber and using suppliers whom they feel have the same ethos as them and this will give your sales team loads of really hot, qualified leads to follow up.

“We’ve exhibited before and it’s not worked.”
Where have you exhibited before?

Why did you exhibit there?
(Find out what their buying motives are – price, audience, size of event, location)

As previous, find out where and link our USP’s to their weaknesses.

“As you know, the success of exhibiting is based on where you exhibit and more importantly, who you exhibit to (the audience).”
This event is solely by invite only MD’s and Company Directors.

“We rely solely on word-of-mouth for new business.”
Word of mouth is the best and worst from of marketing, as you know. By investing a relatively small sum in DreamStart you will increase you word of mouth immensely via the hundreds of delegates in attendance.

“We advertise.”

Who are you advertising with at present?
(Newspapers, local press, trade magazines)

Can I ask why you use them?
(Find out what their buying motives are – price, audience, distribution, frequency)

What are you paying at present and what are you getting for your money?
Can then highlight our USP’s with regard to who they are using at present and show our strengths over the other marketing vehicle’s weaknesses.

For example, if they are using a newspaper we can’t touch local press for readership, but for example 0.01% of the press readers will be their target market – 100% of our attendees are their target market.

“Exhibition is not for me.”
What part of the exhibition is not for you?
•    Theme?
•    Audience?
•    Location?

With this we can find out the core of the objection and overcome it.

“Theme”
If they are not interested in the theme of improving business models and ultimately profits then you have not unearthed the root of the objection as all businesses are interested in improvement.

What part of the theme doesn’t interest you?

“Audience.”
If their business is not selling to DM’s then you are dealing with someone who we cannot help!

What audience do you specifically sell to? We have seen that in SME’s the MD tends to be jack-of-all and master-of-none, hence their attendance at DreamStart.

“Location”
DreamStart ’08 is to be held at the Royal Armouries Museum in Leeds, within the Armouries and the newly purpose built Saviles Hall. The Royal Armouries holds over 500 events per year welcomes around 100,000 corporate clients annually. In addition to their existing in-house award winning catering, on the door-step 130 hotel bedrooms with a further 650+ bedrooms within 5 minutes walk, and a purpose built multi-storey car park, Royal Armouries really is the only place for DreamStart. So perfect, that due to demand in Yorkshire, DreamStart has been moved from the originally planned venue of Excel in London.

“Content.”
Which company cannot be interested in content that will improve their processes across the whole of their business delivered by recognised experts.

“Happy with our level of business.”
Nobody is ever happy with their level of business. No business can say that they would not like to be makin more profit.

Every business wants to grow, from Microsoft and Coca Cola to SME’s and ‘one-man-bands’. The whole theme of DreamStart is to flourish the attendees with tools to make their businesses more profitable and ultimately, to achieve their potential. By exhibiting within this and to our audience, this (more profit) will be the result for you.

Next post: Cardinal Rules.

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1. Physical Set Up
Create a stance from which you feel comfortable and confident. Make adjustments to feet, shoulder, hands and head position until you feel ‘in the right frame of mind’ to deliver.

2. Use of non-verbal communication
Your personal communication is in the majority non-verbal. Be animated yet not over animated. Marking out items in spatial locations makes it easy to identify with what you are discussing.

3. Maintain eye contact
Maintaining eye contact enhances your connection with your audience. For those taking their first steps to mastery, commit to looking at the audience hairline before committing to making progression towards full eye contact.

4. Develop a language style that paints pictures
Scale up your language! Are you dynamic, very dynamic, extremely dynamic? Makes a difference doesn’t it?

5. Utilisation of floor space
Moving around the floor, especially closer to your audience, brings them closer to you and enhances the connection further. Be aware that excessive movement causes distraction in some instances.

6. The power of a ……… ‘pause’
When presenting the important facts or asking rhetorical questions give your audience time to absorb your points. Pausing also gives you chance to assess how your information was received. Did they nod in agreement or do you need to prepare for a question?

7. Become a vocal chameleon
Ever witnessed one of the ‘monotone’ presentations. Don’t fall into the same bracket! Use your voice range to add auditory interest to your delivery. A huge part of communication is ‘tonality’ so it’s there to be utilised.

8. Highlight key words and phrases
Mark out the important words and phrases in your delivery with a different voice tone or non-verbal cue to “put those words in italics” for your audience. Let your passion shine through and create the believability factor.

9. Re-cap, Re-cap and Re-cap
Re-capping the important points re-emphasises those points in the minds of your audience. Re-capping also allows your audience to re-connect with you as you ‘pace’ them into a series of statements they cannot disagree with. We covered ‘x’, discussed ‘y’ and spoke about ‘z’. Re-cap to re-connect your audience.

10. Prepare for the possible and control the controllable
What could possibly go wrong? What factors are in and out of your control? Think about it and mentally deal with it before the day so nothing can effect your performance!

Nick Hill is Managing Director at Binary Vision NLP

nickhill (at) binaryvision (dash) nlp (dot) com www.binaryvision-nlp.com

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Again, this is just cut and pasted from the training document. It is said that asking the right questions is one of the keys to being a success at selling. You will see on reading this post that there are only three closed questions in the whole section. The rest of them can only really be answered by going into some form of detail i.e. not a ‘Yes’ or ‘No’ answer.

I am not saying that these are the ONLY questions that should be asked. We had loads and generally, one question leads to another and only by REALLY listening to your prospect can you know what to ask next.

What is your main objective?
When you understand what the prospect is trying to achieve, you can match our product(s) with their intent.

How do you plan to achieve that goal?
This question will reveal their plans for the organisation/product. DreamStart and it features/benefits may already fit into your prospect’s plan. If so, they will close themselves.

What is the biggest problem you currently face?
If you can help your prospect solve their biggest problem you will be a big hero.

• “Our sales team can’t seem to get through gate-keepers”
• “No-one really knows about us”
• “Our brand isn’t strong enough”
• “We need to announce a new product/branch/board member/manager/brand design.”
  

Where is the prospect currently spending their marketing money and what are its strengths and weaknesses? These following three questions should be used together:

1) What are you doing currently to deal with this – OR – What are you using now?
This question tells you what they’re buying now and from whom and for how much, telling you both the need and the budget.

2) What do you like the most about it?
This question reveals their base buying criteria. Any replacement should be at least equivalent in these areas to be considered by the prospect.

3) What do you like the least about it?
This question tells you where any competitor is vulnerable.

Because you can offer them a product which exceeds everything they like the most as well as being able to fix everything they like the least, the client NOW has justification to CHANGE or incorporate DreamStart into their budgets.

What kind of budget are working within?
If so it should be revealed in this question.

Is there anything I’ve overlooked?
This gives you a chance to tie up any loose ends.

Are there any questions you’d like to ask?
Encourage the client to get all questions answered here and now.

Who else besides yourself, will be involved in the decision making process?
Always make sure you are pitching to the DM. It’s wasted breath if you try and close them if they are not, because whoever you are pitching to won’t sell it to the DM as good as you. By all means keep them in the loop, as they will become an ally, and may even have an influence on the DM.

On a scale of one to ten, how confident do you feel about DreamStart?

What would it take to get up to ten?
This two-part question will reveal what else, if anything you will have to match or provide.
If they say, “8,” then say, “What would it take to get to a 9?”
If they say, “10,” then get out the order form!

They may mention price – don’t defend it – explain the benefits.

They may mention target market – If so, proceed with, “We’ll target whomever you want” etc.

Once you have overcome the 8 or got to the 10, pop out the order form!

Once the order form is signed then ask:

Is there anything else you’d like me to take care of?
This could open up any other training or recruitment work they may need help with.

Generally, no sale is made without any objections and these will be covered next.

Next post – Part III: Objections, Objections, Objections.

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Like in every aspect of business, in sales, it always helps to have a plan! When setting off with DreamStart, nobody picked a phone up until they had formulated a one and here’s a list of things to consider: (again, this has just been cut and pasted from the original training document)

• Find out which services or products the customer is interested in.
• Establish your objectives. Do you want to make a sale now, or create initial interest to justify a later presentation to the decision-maker?
• Clarify what style and length of meeting/conversation the customer wants: for example, a full presentation, a product demonstration or a short briefing followed by a discussion.
• Establish the key message you want the customer to take away from your conversation – the main benefit that makes your offering attractive.
• Establish a few key points that support this message; relate your points to the customer’s needs and interests.
• Prepare a logical argument which will convince the customer to take action: for example, book a follow-up meeting or place an initial order.
• Anticipate any objections or questions the customer might raise and have the answers ready.
• Organise your material into self-contained sections which you will be able to expand or shorten in the conversation depending on the response.
• Prepare an introduction and conclusion to introduce the key points at the start of the conversation and to reinforce them at the end.
• Collate any facts and evidence to support your argument: for example, product samples, brochures or customer testimonials. Make sure your samples work.
• If need be, prepare a first draft and read through it aloud, leave it overnight and then revise it.
• Identify and prepare any simple, relevant visual aids which will reinforce or clarify your points: for example, flipcharts, handouts or PowerPoint presentations.
• Transfer the key points of your presentation to cards or a summary sheet and note where any visual aids will be used; discard the draft.
• Rehearse your presentation until you are satisfied; consider asking colleagues for feedback or recording yourself.
• Make sure you know how you will close the conversation and agree follow-up actions.

Next Post – Part II: Questions, Questions, Questions…

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