Boost Your Sales Presentations on a Shoestring Budget

Would low cost creative activities help you get lower-cost leads and more sales? You bet! Find out how to reduce the cost-per-lead, increase effective presentation skills and transform your sales results.

One of the most under-used activities for sales presenters is staring you right in the face. Virtual events.

Sure, I bet you’re already hosting virtual events to discuss products, services and solutions. You and your team are working hard: pitching products and sharing tons of data. You’re racing against the clock to give “X” number of virtual events per week.

This is not a precise recipe for success.

Instead of giving sales-oriented virtual presentations, shift your focus. Focus on adding value for your customers. Put your customers first and you’ll skyrocket results – for pennies.

Consider this: to be highly effective, grow your virtual sales presentation skills in four ways.

1. Be a Thought Leader
Position yourself as a leader in your market. This can be achieved by developing free solutions for troubling problems. For instance, when a client had a big presentation coming up, I helped them brainstorm their story, whiteboard sketches and interaction.

The client gave the presentation and it was blew her audience away.

This naturally led to more work together. By providing help to position my client as a thought leader, I added value and provided thought leadership for her.

A little free leadership goes a long way!

2. Fix A Problem
You know the bug-a-boos your clients struggle with the most. Look there.

For instance, if you are in marketing – offer a tip that helps your clients resolve a troubling issue. This is a core method you can use in any industry and any market.

What’s the real big problem your clients want to fix? Help them fix it with checklists, tip-sheets and special reports. The effort you put into creating these items will pay back for years to come.

3. Go The Extra Mile
Take the fix to the next level. Host a free webinar. Explain how to leverage the fix to help your client get more benefit.

Wondering if this will result in business? Absolutely! When you are a thought leader in your field, fixing problems and going out of your way to help people – what do you think happens?

People remember it!

When they need a trusted advisor, a partner, or a strategic vendor, they’ll call you. This is a lot more rewarding than pounding the pavement or working the phones.

4. Present To Shine
Present your information, fixes and implementation ideas in new and different ways. Help your client shine when they need to sell this to decision makers in their organization.

This is one of the best creative practices you can take. Help your clients give effective presentations. The fastest way to do this is to give your client easy tools that make them look great.

Consider the profound impact of this. When you make it easy to sell their boss, they look great – and so do you.

In one fell swoop you’re building an ally, and guaranteeing that your solutions is marketed effectively to decision makers. Still think this isn’t worth your time?

Now, here’s how to do this – even on a tiny budget.

Send a one-page map to show how to use your solution in different situations. Send a visual guide that shows the 1-2-3 steps to trouble shoot problems. By helping your clients and prospects present ideas, you are positioning yourself as a valuable colleague.

What do you notice about these tips? They aren’t really product or sales-focused. They are customer focused. When you put your customer’s needs first, they will remember and they will want to do more business with you.

That’s a perfect transformation from pushy sales person to attractive advisor. These low-cost presentation tips work in a troubled economy – but are equally valuable when the economy picks up.

Experience Gifts Make Great Birthday Presents

Birthdays are a special occasion for anyone, regardless of how old they are! Despite the old adage that people don’t want to acknowledge their age the older they get, it’s always important to make sure they feel extra special and loved when they reach another milestone in life. Not only is an experience gift a great idea based on originality, but it’ll also give them a day they’ll never forget – that’s the key to a great birthday!

An experience gift is designed to be a once in a life time opportunity. Think of all the things you’ve ever wanted to do – swimming with dolphins, sky diving, driving one of the fastest cars in the world – that’s what experience gifts are. Things you would never usually be able to do, things you can only dream of doing, because they’re too expensive to own, or it’s too much hassle to get everything you need to do it, or it requires so much thought and planning that you don’t have the time for. That’s why experience gifts are so fantastic – they enable you to give somebody the experience of a life time as a present, something that they will always remember and never forget.

For a birthday, when looking for experience gifts for men or women, it might be a good idea to get something they can do themselves (since it’s their birthday, after all!). There are plenty of private experiences available, and there’s sure to be something that’ll suit anyone, young or old. You could get Private DJ Lessons for someone of the younger generation. There’s also Private Ninja Lessons available that could be of extreme interest to someone you know who is perhaps interested in karate movies or Japanese culture. For people into the art culture, there’s Private Art Lessons available taught by highly accomplished artists who can give the birthday boy or girl one on one training in a specific area that they enjoy. Private Glassblowing Lessons would also be of extreme interest to those who enjoy the arts, and the majority of these classes allow the receiver to take home whatever they make or do in that class to keep as a memento of their fantastic day and the brilliant present you gave them that enabled them to be a part of it!

Alternatively, a great way to make someone feel extremely special is to get them a VIP experience gift. There are a good number of experience gifts available that allow people to spend a day with some highly celebrated names in the media. For instance, spending a day with Tyler Stableford, one of the most renowned adventure photographers in the world, would be a dream come true for any budding amateur with a keen interest in photography. Alternatively, a chef or cooking enthusiast could have a once in a lifetime chance to have wine and dinner with Anthony Dias Blue, one of the most influential food and wine personalities in the world. If none of those suit though, there’s always the option to get an Ultimate Celebrity Access Pass for your loved one. This pass enables the gift receiver to spend a day with their favorite musician, actor or actress. This could also be incorporated into a birthday party, as many of the A-list celebrities available are more than happy to make an appearance for a private concert at a party. Imagine the look of awe and disbelief as the gift receiver’s favorite singer comes on stage and starts singing just for them!

So whether you’re looking to give someone a one-on-one lesson in a certain area of expertise, or if you’re looking to give someone that ‘once in a lifetime’ chance, experiential gifts can cater to all birthday present needs, big or small.

Project The Right Image To Negotiate Successfully

When you negotiate, who are you? To be more exact, what image do you project? How do others in the negotiation perceive you? There are times when you have to change your character, your mindset, and your personality when negotiating, in order to create the environment that leads to the successful outcome of the negotiation. There will be times when you’ll have to be stern and there will be times when you’ll have to be soft, but always try to genuinely be nice.

There’s one political candidate that people have a varying range of opinions of. The political pundits say, the varying opinions stem from his lack of ability to connect with some people, based on the way he projects his image. Mind you, none of us will be able to connect with everyone, every time we negotiate, but there are ‘things’ you can do to enhance the probability of connecting with people when you negotiate. Use the following 7 suggestions when you negotiate …

  1. Be humble. No matter how much expertise you possess on a subject matter, don’t be a showoff. Being a know-it-all tends to turn people off.
  2. Always use active listening skills when talking with someone and allow them to perceive that you’re actively listening by acknowledging their thoughts through the paraphrases you use.
  3. When negotiating, genuinely set out to discover how you can help the other person achieve the goals they seek from the negotiation. (As an example, the other day, I spoke with another savvy negotiator from the Corning, NY area. I’ve only known this individual for a few short months, but his warmth, knowledge of negotiation skills, and his sincere desire to help other people always comes through when we speak. The wholesomeness of his character and demeanor endears him to me. As such, I’d go out of my way to assist him in his endeavors. When you negotiate, that’s the type of model I suggest you adopt. Be a person that people like so much they’d be willing to go the extra mile to help you achieve your goals.)
  4. Be likeable. Don’t be a sourpuss when you negotiate. (There are times when you’ll have to project such a demeanor, but only use that demeanor as a negotiation strategy when necessary.)
  5. 5. Be compassionate. If you have the upper hand in a negotiation, don’t hammer the other person to submit to more concessions, simply because you’re in the ‘power position’. You never know when that type of attitude will come back to bite you. Somewhere in the future you may negotiate with that same person and she may be in the ‘power position’. She most likely will recall the troubled times you gave her and she may return the favor. When possible, it’s nice to be nice.
  6. 6. Understand the value of reading body language accurately and use its covenants during the negotiation. Strive to become keen at reading body language to perceive a deeper meaning of thoughts conveyed throughout the negotiation. The additional insight gleaned from such will allow you to bond quicker with the other person, from which you can achieve a better appreciation of their perspective. I’m not suggesting you enhance your skills at reading body language to take advantage of the other person, I’m suggestion you do so to move towards the goals both of you seek from the negotiation.
  7. 7. When you negotiate, start out by putting the other person first. You may be thinking that’s crazy! When you’re flying, the flight attendant announces, if the oxygen mask is deployed put it on your own face first, then assist others. That may be true when you’re flying, but when you’re negotiating, to the degree you understand the other person, you’re in a better position to help him and by helping him, you help yourself.

If you’ve been reading these lessons over a period of time, based on the feedback I’ve received from those that have, your negotiation skills have increased substantially. As such, more than likely, you’re superior than the average person, when it comes to negotiating. Use your skills to teach others how to achieve more out of life by allowing them to see how magnanimous you can be when negotiating. By doing so, you will become an even stronger, savvier, more insightful negotiator … and everything will be right with the world.

The negotiation lessons are …

  • When you negotiate, don’t take advantage of people when you have the upper hand. You never know when their position may become stronger and at what point they may turn the tables on you to ‘get even’.
  • Always employ active listening skills when negotiating. Paraphrase questions, thoughts, and ideas to convey your understanding of the other person’s position and perspective.
  • As you negotiate, genuinely display an appreciation for the other person’s position. Make sure they know you’re not just viewing the negotiation from your perspective, but you also understand the perspective from which they view the negotiation. Use your body language skills to allow them to see, feel, and hear, your desire to seek the most favorable outcome for all parties involved in the negotiation.