Yesterday, I talked about the elements that make a strong opening to a one-to-many sales presentation. Today, we’ll discuss the content section’s dos and don’ts.
The “info section” goal is to show your expertise and create a burning desire that inspires your prospects to take action.
A big mistake is teaching too much and thinking you’re providing value. When delivering too much information, you risk confusing your audience, or you may give them the false impression that they don’t need you.
Instead, deliver between three and five pieces of valuable information.
How you structure your content is mission-critical if you want to motivate prospects to schedule appointments to meet with you.
Here are three secrets to delivering content that sells
- Tell your prospects what they need to do and why NOT how.
- Give useful but incomplete information that motivates them to want to meet with you.
- Stay away from the nitty-gritty technical details.
Most business owners enjoy teaching what they know, and that’s great, but remember, we’re not sharing information with prospects to educate them; our goal is to convert them into qualified appointments.
On Monday, we’ll continue this mini-course about creating presentations that convert with an often overlooked but crucial part of your presentation; the transition into the close.
Kick butt, make mucho DEEnero!
Dave “This is Gold, Jerry! Gold!” Dee