Presentations. The word can strike fear into the heart of even the most confident advisor. And while nearly every sales meeting is essentially a presentation itself, advisors still struggle with how to make each event unique and, more importantly, how to get the most out of the time you have.
Here are five specific steps to help make your next presentation into your next sale.
Content - Be aware of who you’re selling to and what their needs are. If you’re meeting with someone specifically looking for annuity information, you might not include information about unrelated products. At the same time, be conscious of how your method will influence your audience. Lewis suggests printouts for older clients or large-screen demonstrations.
Compression - Keep the client aware of their goals. This can be done in a variety of ways, but having a written document of the client’s financial goals, resources, and what they can do to reach those goals can be a motivating factor during a presentation.