presentation skills thrill v5 final

Billy Booe joined Bluegrass Promotional Marketing as Senior Account Executive and VP of Business Development in 2008. With over 20 years of experience in the promotional products industry, Billy is a true sales wonder having sold over $1 million with an average gross profit margin of 43% every year since 1992. His tenure has also included executive level positions such as Vice President at Goldman Promotions and President and CEO of The Wentworth Company. Billy was also a professional golfer from 1983 through 1986.

Creating a Great PRESENTATION

THE SET UP

After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually picked up the phone and has 20 minutes tomorrow for you to present.


THE AGENDA

> How did we get here

> Getting Prepared

> The Power Behind Your Pitch

> Get Away from Junk in the Trunk

> Think Differently

> Product Based Presentations

> Bluegrass Communication Pieces,

Door Busters, Case Studies Sample Kits

> RFP’s

> Kraft, US Bank

> Remington

> Spin the Wheel Game

THE SET UP

TIME OUT


How did we GET HERE?

> Prospecting, organizing and focus on the process - working YOUR LIST

- dedication, new sales is NOT an after thought – it is an active daily process

- quality not quantity

- keep track with a CRM strategy (simple list, outlook / Excel, or integrated CRM software)

> Communication - Self Promotion and DOORBUSTERS

- unique size and shape gets noticed, techie, sports nut, eco champion

- the medium is the message: great presentation makes the product

- stock is good, personalized is better: BE CREATIVE

> Follow UP and BE PREPARED

- know what you want BEFORE you call. List of 10 Questions .

- multi channels: phone , e-mail: don’t forget to input into CRM

- When it’s not a yes, why NO is a great answer

A QUICK REVIEW


THE SET UP

After 3 months of PHONE TAG, VOICE MAIL and LINKEDIN stalking, your lead actually picked up the phone and has 20 minutes tomorrow for you to present.


THE SET UP

NOW WHAT?!!


PRESENTATION BASICS

BE PREPARED


Getting Prepared

> Well before YOUR PRESENTATION (NOW – 7 days)

- Research, research, research (corporate site, corporate Facebook, Linkedin)

- find samples that align with the prospects’ pain, spec samples (get your suppliers involved)

- have the right presentation tools (Virtuals, PPT, portfolio, spec samples?)

> Right before YOUR PRESENTATION (1 – 2 days)

- finalize presentation, samples and tools

- confirm meeting, especially timeframe and invitee list (identify your strengths)

- practice ENTIRE presentation (really, don’t blow this off)

> Day of YOUR PRESENTATION (it’s show time)

- be brilliant at the basics (dress, preparation, timeliness, ask for the business)

- it’s all about THEM, keep the presentation focused on the target (not YOU or your company)

- agree on next steps and follow up (not just thank-you, THANK YOU PLUS)

PRESENTATION BASICS


PRESENTATION CONTENT

WITH KNOWLEDGE COMES CONFIDENCE


The Power BEHIND YOUR PITCH

> Lack of RESEARCH is the most common reason presentations fail to impress clients

- what caused the engagement in the first place (dissatisfaction, sample, pure sales charisma?)

- what are the marketing priorities, key upcoming events, anniversaries, cause marketing

- what are key industry issues (i.e. going green, product competition, economic crisis)

> GAME CHANGING opportunities: new thinking in PROMO

- NOT TRINKETS & TRASH: Highlight new products, packaging and decorating techniques

- TECHNOLOGY: web stores, promo through social marketing, e-commerce and retail

- EDUCATE: trends in 1 to 1 marketing, corporate communications, sponsorship activation

- SOCIAL CHANNELS: have a strategy, position, know your message and your market

> How will you REALLY BE DIFFERENT

- not just samples, STRATEGIES AND CASE STUDIES

- not a commodity supplier, connect channels, deliver HIGH VALUE

- ask for a seat at the BRAINSTORMING TABLE

PRESENTATION CONTENT


PRESENTATION TOOLS

GET AWAY FROM THEJUNK TRUNK…


PRESENTATION TOOLS


Getting Beyond the TRUNK O’ SAMPLES

> Don’t make GENERIC PRODUCT the FOCUS

- a main cause of value drain in the industry: GENERIC ITEM = COMMODITY

- research helps you understand the pain, objective, market and channels

- build solutions that utilize products that meet those needs

> A case for CASE STUDIES

- case studies conveys the REAL VALUE of a promotional campaign

- the WHO, WHAT, WHERE and HOW EFFECTIVE, and HOW MUCH

- opens STRATEGIC discussions regarding the items

> Conquer fear of the LAPTOP / TABLET- technology can set you apart

- do you have tech fright? PRACTICE with technology

- consider your OWN PROJECTOR to eliminate connectivity stress (price has dropped)

- become comfortable CUSTOMIZING PPT decks

- electric versions (PDFs) of case studies deliver real flexibility

PRESENTATION TOOLS


Getting Beyond the TRUNK O’ SAMPLES

> Get PROFESSIONAL HELP

- if you don’t have internal presentation expertise, use a high-quality

corporate communication firm to design TEMPLATES, then become comfortable

versioning additional case studies and presentations.

- remember to get KEY CASE STUDY INFORMATION on effectiveness as

you complete projects.

- consider using case study content to power social media sites, add to RFQ’s and

as follow-ups to clients post-presentation.

PRESENTATION TOOLS


PRESENTING UNIQUE

WOW, I DIDN'TKNOW YOU DID THAT


Think DIFFERENT

> What is your company’s UNIQUE SELLING POINT?

- find a unique niche or service that creates CLEAR SEPARATION

- work with your company to innovate and extend that capability

- vertical marketing expertise is always a great place to start (i.e. medical, financial, consumer)

> Create a PARTNERSHIP with a supplier / vender

- design and creative services with an DESIGN FIRM / MARKETING AGENCY

- event planning and CAUSE MARKETING

- next gen webstore development with a INTERACTIVE company

> Consider LOGISTICS from clients perspective

- can you actually manage fulfillment PROGRAMS?

- expertise in IMPORTING and CUSTOM PRODUCT DEVELOPMENT

- INVENTORY financing services

- CREATIVE, STRATEGIC, others?

PRESENTING UNIQUE


REAL WORLDEXAMPLES


Take notes regarding product or needs information

Provide an ESP Product Quote or Centerstage Preso

May provide a virtual sample

May even call supplier to get a quote…but probably will not

check inventory (LOL)

Call to setup a follow up appointment

Show up with the quotes, copy of virtual, maybe a random

sample, and…

TYPICAL SALES PERSON PRESENTATION:

50 catalogs from other suppliers in case the client

goes another direction


Ask numerous questions about the product, opportunity,

event, market, recipients, objectives, messaging, branding,

distribution, environments, potential pitfalls, etc…

Get as much peripheral information as possible

Discuss the specifics of packaging, distribution, freight and

delivery needs, resources, logistics, etc…

Once we acquire the right data, we can then start building

resources to create a proposal

Discuss with creative team, start to build strategy and

presentation outline

OUR PROCESS FOR PRODUCT BASED PRESENTATIONS:


OUR PROCESS FOR PRODUCT BASED PRESENTATIONS:

Call Supplier Partners to discuss project, random and spec samples,

packaging, distribution needs. Allow time for them to put together a

proposal and give them the latitude to think outside of the basic box

Send prospect/client example of various communication pieces… As you

build more value into the solution, you reduce the possibility of the project

becoming a purchasing directed commodity buy and reduce the number

of competitors

Setup appointment for presentation

Show up with printed and digital presentations which include creative,

strategic, program, product information, price quotes, digital product

representations, speculative samples if provided, online store samples,

catalogs, examples of packaging options, distribution and fulfillment

logistics… and… at least 3 additional fully developed concepts ready to

go…

What are the next steps?


BLUEGRASS COMMUNICATION PIECES


Bluegrass DOORBUSTERS

> The MEDIUM is the MESSAGE

- we use CUSTOM PACKAGING AND MESSAGING to surround and multiply the item

- a great example of NOT making the item the focus or the star

- because we use these for OUR MARKETING clients witness us practicing what we preach

> Can be TARGETED

- products chosen with typical TARGETS’ DEMOGRAPHICS in mind:

the golfer, the environmentalist, the techie, the sports nut.

- message also has a strong CALL TO ACTION which helps set the presentation

> Can be PERSONALIZED

- each doorbuster has REP CARD HOLDERS engineered in

- custom follow-up E-MAIL AND DIRECT MAIL being developed in Q4 2011

REAL WORLD EXAMPLES


BLUEBRASS DOORBUSTERS

2011 ASI SPIRIT AWARD WINNERS

Bluegrass CREATIVE SAMPLE KITS

> SOPHISTICATED and CREATIVE

- custom BLUEGRASS PORTFOLIO that presents case studies

- huge WOW factor, super slim FOOTPRINT

- available at a MOMENT’S NOTICE

> The WHOLE STORY

- professional photography, and copywriting

- results “cheat sheet” and effectiveness statistics on each page

- can show webstore before and after designs without intranet connectivity hassles

> Easily UPDATED and EDITED

- additional pages are inserted as projects are complete and go live

- older case studies can be retired

- the sequence can easily changed to meet target’s priority

REAL WORLD EXAMPLES


CREATIVE SAMPLE KITS

RFP OPPORTUNITIES – The Typical Distributor

Once RFP comes in, let sit on desk for a minimum of 10 days

Start to review RFP as time permits

Call client to confirm product and graphic information

Sit in on RFP Vendor phone call with 30 other competitors

asking the same questions

Start to build responses

Finish your first read of the original RFP to find out it is due this Friday

Get out your yellow pad, answer as many questions as possible, and

start typing the final response


SUBMIT YOUR RESPONSE AT 4:59

FRIDAY


RFP OPPORTUNITIES – The Typical Distributor


RFP OPPORTUNITIES – Bluegrass Process

> RFP is received, timeline is reviewed, dates are established

> RFP Team meets to review opportunity

> RFP Team sets benchmarks

> Structure of Response

> RFP Body

> Logistics

> Creative

> Merchandise Layouts

> Media Pieces – Catalog, Online Store, Social Channels

> Final Presentation

> RFP Team confirms presentation date

> RFP Team consists of: Bluegrass CEO, VP of Sales, AE,

Agency CEO, Fulfillment CEO, Technology Partner, Vendor

Partner

> Confirm next steps and follow up date

BLUEGRASS RFQ PIECES


BLUEGRASS Remington Presentation

Creating a Great PRESENTATION - REMINGTON

> Gun Parts – Owned by Remington and Fulfilled by Bluegrass

with Consignment Fee

> Retail Promotional Products for Country Store – Owned and

Fulfilled by Bluegrass with Royalty to Remington

> Dealer Program – Special Dealer Cost Promotional Items Sold

Through Co-op Program – Royalty to Remington

> Literature Program – Combination of Items Owned by

Remington and Distributed by Bluegrass (Consignment Fee) and

Some Items Produced and Owned/Distributed by Bluegrass –

Royalty to Remington

BLUEGRASS RFQ PIECES


LET’S PLAYSPIN the WHEEL!

http://bisigimpact.com/leads/

http://bisigimpact.com/leads/

William M. Booe, M.A.S.

Bluegrass Promotional Marketing

Vice President of Business

Development

Toll Free: 800-520-2583, Ext 1220

[email protected]

www.linkedin.com/in/billybooe

Bluegrass Promotional Marketing

13325 South Point Blvd., Suite 100

Charlotte, NC 28273

www.bluegrassistheanswer.com

www.bluegrassltd.com

mailto:[email protected]

http://www.linkedin.com/in/billybooe

http://www.bluegrassistheanswer.com/

http://www.bluegrassltd.com/

presentation skills thrill v5 final

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