RE: FN-FORUM Presentations

date posted 18th January 2002 15:24

Lindsey - don't worry - remember they know less about what you are selling
than you do!

-----Original Message-----
From: [EMAIL REMOVED]
[EMAIL REMOVED] Behalf Of Lindsey Hill
Sent: 18 January 2002 13:38
To: freelancers
Subject: Re: FN-FORUM Presentations


Some excellent advice for me to chew on.

Thanks to everyone who posted.

Fingers crossed I don't turn into a stammering, blushing wreck. (It really
is that bad, I literally have no experience in speaking in front of people
or presenting, I never went to college or anything!)


--

Lindsey Hill
www.apperleydesign.co.uk
design | create | innovate



> Date: Fri, 18 Jan 2002 11:52:55 -0000
> From: "Steve Laird" [EMAIL REMOVED]
> Subject: Re: FN-FORUM Presentations
>
> At last something I might be able to help with ,.........
>
> Bit difficult to offer advice on line for this . I was unfortunate to have
> done dozens of these key presentations. My advice would be :
>
> Use PP as you can leave them a copy and they can run it.
>
> The old one of ''say what your gonna say, say it , then say what you
said''
> is still good practice
>
> Keep it down to no more than 8-10 pages .
>
> Don't use animation effects !
>
> Use lots of screen grabs
>
> Hand out the notes of the PPP.
>
> When you finish keep the summary page with your best key points ( why use
> you ) on the screen as you chat , or leave it on the screen if you are
using
> an SVGA projector.
>
> If you are using an SVGA , test it and set it up before then come in !
>
> Start with phrases which ask the questions they are thinking about , such
as
> ''Why use us'' , ''What relevant experience have we had ''
>
> Find out who will be there . If you expect a an counter ( accountant , be
> ready to answer questions on payment terms and schedule etc )
>
> Keep jargon down to a minimum
>
> And finally .... and probably most important
>
> ASK THEM LOTS OF QUESTIONS
>
> This sounds daft but as a salesman you will find that you can adapt your
> pitch to their answers . Ask things like ''what's been your experience
with
> development in the past ?''
>
> And ........... if you get a buy signal of any kind , make sure you have
> something to whip out of your bag . Even a pre filled in ''declaration of
> intent '' . Make it so they are not committing themselves though.
>
> You still move on to a stage further.
>
> If you get negatives ''a bit too pricey for us '' start asking questions
> again. Start to close . i.e. . ''So if we could do it in xxx weeks , at
xxx
> price we could get your order '' etc etc etc .
>
> Hope this is helpful.
>
>
> Good look
>
> Steve
> 07721 895877


============================================================
= Get your message here for as little as #1 per week =
= =
= http://www.freelancers.net/cgi/sponsor.cgi?action=show =
============================================================

* Free listing for freelancers
* Free to advertise jobs
* Free jobs distribution service
* Free database of 5000 freelancers

Freelancers and Freelance Jobs:
http://www.freelancers.net

Forum FAQs:
http://freelancers.netrickery.com

To unsubscribe please email:
[EMAIL REMOVED]

If you have difficulties unsubscribing please email:
[EMAIL REMOVED]