Position Your Expertise with a Signature Model
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How can a presentation both share ideas and generate sales?
Have you ever wished that you could have a presentation that could help you to share your ideas and sell your products and services? I'm Sheena Walker, the host of The Power of Vocal Dynamics. And today I'm going to be sharing with you the power of presenting in different settings. But the two I'm going to speak about, is a keynote and what I'm going to go more in depth in is a presentation that you can start to put together to sell your idea. Why is that important? We've been inundated with websites, business cards, webinars, networking, and guess what? None of them work. The one area that does work is if you become a very good speaker. And you might say to me, Sheena, I'm a terrible speaker. That's why I don't go out and speak.
You're not a terrible speaker. You're an untrained speaker. And that's the difference between being very good and being mediocre. So there's many scenarios where you may be called to present but the one that most people dread is where you have to present to get new clients. What I've noticed time and time again is people that dent their image and blow amazing opportunities time and time again and many times The presenter was experienced in delivering keynotes, but when they tried to adapt it to selling their service more specifically, it just sounded terrible. So let's get this crystal clear. A speak to sell presentation is not a keynote. I'm going to say that again. Having a presentation and speaking to sell is not a keynote.
At the end of a keynote, you might be the keynote presenter at a conference. you do a great job and then you get a standing ovation. But when you're delivering a keynote with intention of getting new clients, if you get a standing ovation, you've blown it because you've actually told them what they need to do. So I love being a keynote where I can go out and speak on my topics. Thinking into design in your organisation. How can you go the extra mile to win beyond the arena? And these are very specific keynotes where I speak about performance. and ideas and give them methodologies that I've used.
Why is a speak-to-sell presentation different from a keynote?
But when I'm looking to sell my ideas, I have a presentation that's very different. It's called the glitches to riches presentation. When you've delivered this on a webinar or an organisation, You actually want them thinking, wow, that's great. Because when you're putting a glitches to riches presentation together, it's got different segments and a different way to deliver it. You don't want people just clapping at the end. You want them asking. When could you come into my organisation? When could I have a one-to-one with you? So when crafting a presentation to make sales, you need to get the balance right. And that balance is between content and commercial. And astonishingly, most people don't know how to do this correctly.
You see, they either give away too much content, overload and overwhelm people and then slap an offer on to the end of their presentation. Or they hardly give it any content and it's all just stories and pictures and client testimonial pitch pitch pitch I saw somebody had about eight testimonials on a presentation do I want to hear and see that one or two brilliant not seven or eight so there's a professional way to do a glitches to riches presentation that ensures everyone is happy while keeping your integrity intact. You see, in total, there's seven pieces to Rich's Glitches to Riches presentation. The first one is about Positioning, being able to introduce your presentation in a way that positions you as an expert, as an authority with a clever way to give you that engaging momentum and clients listen to every word you say.
And there's four things you must position at the beginning of your presentation. And you must answer the questions the audience has in their mind as they're listening to you. Now that could be on a webinar, virtual, or it could be at an event. They're thinking, why should I listen to this? Why should I listen to this now? But more importantly, why should I listen to you? Why should I listen to what you're sharing?
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