presentation value analogy

Making you look better

the restaurant story

404.702.1021www.thepresentationguy.net

the presentation guy

marketing bucks

We don’t bat an eye when a company invests $thousands, even $millions on…

– Marketing / branding campaigns

– Advertising

– Literature

– Trade shows

– Website



marketing bucks

But when it comes to creating the images and information your customer will see when they are actually making their final decision, who is usually selected to prepare the presentations?



your typical presentation folks

Miriam Hollingsworthington

– The VP’s secretary…. (ahem) Administrative Assistant, who just last year took a 2-day seminar on Microsoft Office

– She’s leaving early today to take Bitzy to the beauty parlor

Bitzy




Bob “Bobrich” Richards

– Your sales guy in Topeka

– Bob didn’t touch a computer until you made him start doing his expense reports in Excel. He still manages his sales accounts on index cards

– In the time it takes Bob to create a presentation, he could make 86 cold calls or play 18 holes of golf, assuming a few Mulligans




Stan Benchmark

– Your VP of Product Marketing, also known as The Blackberry Winner

– Let’s just say that if you divided his salary by the number of hours it took him to put together that last presentation, you could have taken a nice Mediterranean cruise



what’s the (power)point?

Maybe you don’t think it’s wrong to get Miriam, Bob, or Stan to do your presentations

– After all, Bill Gates told you that anyone can do PowerPoint……….right?

– The customer is obviously impressed with everything you’ve done so far………right?

– The customer is going to choose you anyhow……right.

Let me tell you a little story...

– It’s about your birthday



Osteria

You and your beloved decide to celebrate your birthday and take in Osteria, that new restaurant in town, the one that’s gotten the rave reviews



design

Modeled on an 18th-Century Italian theme, the interior was envisioned by world-class designer, Va Verdi



food

The restaurant owner, sparing no expense, “stole” famous New York chef Clyde McCoy



atmosphere

Live piano played by Paul Ward The amazing wine

selection featured in The Wine Spectator



service

The service is impeccable

You order the grilled seabass, then excuse yourself to go to the restroom…



evaluation

Now, before you go on to the next slide, take a moment to consider:

– What do you think of the restaurant so far?

– Impressed with the investments they made?

– On a scale of 1 to 10, what would you give it for overall quality?

– What do you think your food will be like?



the mens restroom at Osteria



the product

I don’t care how good the grilled seabass is…



the product

…whatever you present in closest proximity to your product…

…will affect what they think of

you and your product.



What your customers see when…

1. Advertising &branding

2. Website

3. Trade show

4. Literature

5. Technical specs

6. You

7. Your offices

8. Your proposal

9. Your presentation

10. Your product11. Your invoice

12. Future communications

the typical selling cycle





is it worth the risk?

Why not influence your customers at the point of decision?



presentation value analogy

Technology