SURVIVING THE COVID-19 RECESSION – THE ART & SCIENCE OF PERSUASIVE NEW BUSINESS PRESENTATIONS

SURVIVING THE COVID-19 RECESSION – THE ART & SCIENCE OF PERSUASIVE NEW BUSINESS PRESENTATIONS

Will the stop-gap measures put in place to help self-employed and small businesses be enough?  My immediate response would be probably not even if they accelerated within the next week or two! BUT, don’t give up and don’t lose your passion, positivity or energy!

I recently read a new survey published by the National Bureau of Economic Research, it clearly states, ‘prolonged economic hardship could see deep declines in small businesses.’  It also stated that if the economic crisis lasts six months, less than 40 percent of the small businesses surveyed could expect to be open at year’s end.

That’s not good BUT, I do see a light at the end of Q3/2020 and accelerating in Q4/2020. I have never seen the vast number of US companies clambering to return to suppliers in the US rather than from China, Vietnam, Mexico and other major markets.

The US Governments CARES Act included approximately $350 billion in the Paycheck Protect Act to help and provide forgivable loans up to $10 million for small businesses who pledge to spend at least 75% of the proceeds on payroll. BUT, talking to many of my friends and small business owners, the banks, large and small, are making easy or even fast-tracking this relief.

That’s why preparing for and delivering new business presentations has never been more important than right now!

Whether I have been working in New York City, San Francisco, Taipei, Hong Kong, London, or Sydney Australia, I discovered that the new business teams and/or agencies that were awarded accounts won them because they had prepared! They were also inspired, motivated and pitched with evangelical zeal.

They also knew ‘Passion’ persuades so these organizations were filled with their best presenters – people who knew how to ignite the Passion!

It is also vital to remember that strategically aligned high-performing teams gets results. These teams not only deliver a truly engaging customer experience, but they also get massive results. They know how to thoroughly plan – and implement – the four key stages of a well-crafted presentation e.g. Assessment, Strategy, Structure and Delivery.

Having worked with many clients and brands around the world, I learned early how to cut across all facets of sales, consulting, and solution delivery.

My teams have helped clients achieve measurable results through the delivery of flawless leadership, careful execution, competitive sales transformation, and numerous disruptive culture change initiatives.

Additionally, having pitched thousands of clients and brands over three decades, here are some of truths I have learned and witnessed as we move forward and deal with the fall-out of Covid-19 times:

  • Prospects often feel as if they’re lost in the woods.
  • Prospects are motivated by far more than the need to sell more product.
  • Prospects hope you know – or will know – something they don’t.
  • In any new business pitch, you must have an angle and must put ‘the stake in the ground’’.
  • As I have often stated, Prospects choose to work with people they like. NEVER PRESENT TO STRANGERS AND NEVER PITCH WITH STRANGERS.
  • Importantly, Prospects have often made up their minds before the pitch presentation.

SO HERE ARE MY SOME OF MY TIPS FOR YOUR NEXT PITCH OR NEW BUSINESS PRESENTATION:

  • Always analyze your audience.
  • Understand the strengths and weaknesses of EACH decision maker in the room.
  • Define the purpose and set the objectives for the presentation.
  • Do not espouse unrelated issues during the presentation.
  • Set and know your agenda and stick to it.
  • Select the right type and amount of supporting materials that will best persuade, clarify and convince the decision-makers.
  • Prepare notes which you intend on using.
  • Generate energy and set intention before the meeting.
  • Gather and deliver good support material.
  • Deliver your support material in optimum sequence for greatest impact.
  • Eliminate any unnecessary elements.
  • Always have smooth and well-planned transitions.
  • Strategically present persuasive content, i.e. case studies, demonstrations, testimonials, statistics, irrefutable facts, etc.
  • Always arrange the presentation room to your exact requirements if possible.
  • Always do a ‘dress rehearsal’ and plot your ‘finishing touches’.
  • Present to other senior staff members or colleagues and have them play the role of ‘decision-maker’. Be prepared.
  • Keep your sense of humor.
  • Eye contact is CRITICAL.
  • Consider taking a coffee break in an adjoining room. Importantly, during the break, stop ‘pitching’ and talk about the other things which you BOTH enjoy and have in common. (This helps to build trust and chemistry!)
  • Suggest a second meeting at a later date to allow both parties to review the new data and reflect on it.
  • Finish with a clear summary with all the key points.
  • Provide a DYNAMIC ENDING!

CONCLUSION:

Always know what you want to achieve in your new business presentations and ensure when you are setting objectives that they are practical, sensible and attainable.

PRACTICE and PRACTICE some more – this will enable you to sell your ideas better, gain more respect from your team members, feel more confident and even have more fun! And be sure to keep your presentation lean, purposeful and impactful. Importantly, presentations must always be about THEM, not US!

Finally, I hope I have inspired you a little and helped to lift and raise your standards and become even more extraordinary. God bless you and to your continued success in 2020.

More about Geoff De Weaver:

Geoff De Weaver is a super strategist who directs B2B & Fortune 500 clients to define their vision, create a strategy, and harness their internal innovation to grow their business or reinvent their products.

Expert at building and transforming brands, businesses, and digital and physical customer experiences at scale. Geoff pioneered Internet Marketing in 1996 when his agency helped launch the first Australian Internet Service Provider launch onto the NASDAQ and then set up and launch The Omnicom Groups (NYSE:OMC) first Digital Agency in San Francisco in 1999. Clients included: DirecTV, EarthLink, Nissan, Pfizer, E*Trade, Webvan, Electronic Arts, Shutterfly.com, Gardens.com, Palm, XM Radio, eLuxury.com, and TiVo, billing $400 million annually.

History of success developing and executing cross-channel global marketing campaigns to drive brand positioning, equity, and awareness while increasing engagement and sales and loyalty.

Innovative entrepreneur, author, speaker, and advertising executive with vast expertise driving business growth, reinventing brands, and implementing global marketing campaigns.

 

Connect with Geoff at:

LinkedIn: https://www.linkedin.com/in/geoffdeweaver/ 

Website: http://geoffdeweaver.com/ 

Twitter at: https://twitter.com/geoff_deweaver

Amazon Authors: https://www.amazon.com/Geoff-De-Weaver/e/B007DAEKFG

 

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