Presenting Your Material
Put yourself in your prospect's shoes, they aren't as familiar with your product or service as you are. Because of this you need to set up everything and make sure they fully understand every important part about your presentation.
Before presenting anything, TELL the prospect what you're about to show them. Describe the concept, describe what they're about to see and describe why you put this together for them.
Then SHOW them the material. Take your time to walk through (not too much time, but enough) and draw out questions from them:
- This is probably new to you, what questions do you have?
- What do you think?
- Poke holes in this for me, what issues/potential obstacles do you see?
Lastly, TELL them what you just showed them. Re-cap the high points and every way you'll add value to their daily lives.
Tell, Show, Tell