There is a process that I go through when thinking about putting a sales / partner / business presentation. I am going to show you the structure I use to do this and hopefully it can be of some help.
Now depending on whom you are building this for and at what stage you are in the journey, the presentation will change, but I want to give you the basic building blocks.
Before you Begin: Do Your Research
I can’t begin to say this enough times – you need to know whom you are presenting to. I always do research on the company, the industry, marketplace and build buyer personas /profiles where I really try and get to know the people I am going to meet (or have met) and present to.
I think doing the personas and the research shows that you care about your prospect, and that you will not only respect their time once you meet them, but understand their goals, their needs and their problems, because it is your job to deliver the right message to them. Please don’t waste their time!
No presentation should be a one size fits all – because what motivates one person may not motivate the other in an organization, so while the presentation steps I give you are basic and should serve as a guide, don’t just copy them – instead understand how your prospect and your company fit into them.
Laying Out The Process
I am a visual person, so I like to work and see what I am doing. I usually take a wall or board and start with laying out how my presentation is going to look like using post-it notes. You can also use a tool like trello to do this if you want. Using post it lets you move things accordingly and add or take away things from your presentation if you need to do so.
In this post I am only going to show you the basic structure I use and not how you should deliver a presentation. I may consider giving a step by step process in a follow up post of how to do a presentation and what to think about, but only if you all think it would be of value.
- Title Slide
- Agenda: Make sure you have a clear agenda of the points you are going to talk about in the meeting, it will help your prospect better understand what you are there to discuss, It also shows you respect their time.
- Prospect Issues: (why do people work with us or use us or prefer us but related to the prospect and what you are solving for them)
- What we have seen: This slide should talk about why there is a problem, what you have observed in the market that would make your customer work with you
- The Problem Slide: You have now set them up and hopefully they have agreed that there are issues in the market that you have identified for them and that they face on a daily basis.
- Your (prospect) Goal: So you have presented the problem and now you want to make sure you emphasize what is important or what your prospect is trying to achieve (This one could be it’s own slide or could be fused onto the solution slide… depends on how I am building it)
- The Solution: How you are actually solving it for them
- The Product or Service: (I like to keep this one after the solution and not make the product the solution, since a product or service does not solve a problem – it’s a tool – and what counts is how you use it.)
- Story Example: Sometimes I like to tie it all together and tell them a story. This helps some people get a visual of how it really works, as not everyone may be able to tie everything together from the first presentation you give. I may use this story or I may not will depend on the prospect, stage, type of meeting, setting etc..
- Result: The result of using our offering – If you use us this is what will gain
- Summary: Tie it all in and summarize your presentation main benefits
- Why Us: I may leave it out or include it, depends who you are meeting. The reason I leave it last is because no one wants to hear about you as soon as they sit down and meet you – because the meeting is not about you, it is about them.
- Next Steps: Simple slide get a next meeting or other objective.
- Appendix: Anything that is not needed in the initial presentation, but that you can show should the prospect ask and show interest.
Some steps could have more than 1 slide, it will depend on you, your goals and your prospect. I personally like to work with a base and then add or take away. How about you?