BASIC TIPS ON PROJECT MARKETING & EFFECTIVE PRESENTATION FOR FUND RAISINGFOR FUTURE EXECUTIVES AND PROFESSIONALS

By

ZAINI ABDUL WAHABUKM,BANGI

27 FEBRUARY 2016

To Gain and To Give

WHO AM I?

Graduated from UKM in 1997

Bachelor Degree in Mechanical & Material Engineering

THE JOURNEY OF MY CAREER IN THE

INDUSTRY…

CONSULTANT/ PRACTITIONER

REGULATOR/POLICY MAKER IN GOVERNMENT SERVICES

CONSULTANT/INDUSTRY PLAYER

1997-2004

2004-2012

2012-present

As A Professional Speaker At Local & International Events

As An Expert Trainer For Capacity Building Programs

As An Expert Panelist For Live Shows At TV Stations On The Industry Topics

Johor FM

Sabah FMPahang FM

Melaka FM Mutiara FM, Penang

Negeri FM

Industry Promotional Activities At Radio Stations

In Printed & Online Media

OUTLINEINTRODUCTION

BASIC TIPS AND STRATEGIES TO RAISING FUNDS FROM PROJECTS FOR UNDERGRADUATES

TIPS FOR EFFECTIVE PRESENTATIONS FOR PROJECT MARKETING

INTRODUCTIONBenefits from students’ organized

projectsPLATFORMS FOR PERSONAL CHARACTER AND ATTITUDE DEVELOPMENT FOR CONFIDENCE BUILDING- Knowledge- Skills- Experiences

UNIVERSITY- Image building and

strengthening- Improve students’ qualities and

employability

WHAT TO SELL/OFFER?

PRODUCT OR SERVICES?

AT THE UNIVERSITY• Events• Publications

LEVELS• University level• Faculty/college• Associations/Groups• Individual

PROJECT INFORMATION & REQUIREMENTS

Determine the type of project Exhibition, seminar, workshop, conference, forum, competition ,

donation drive,launching

Confirm Project information Theme Executive summary Objectives & goals Date & Location Target groups Budget required Key milestones

Establish and finalize project requirements Total and itemized amount of budget In-kind contributions Participants/target groups

PROJECT IMPLEMENTATION

PLANPrepare the project implementation plan with

activities with key milestones

Establish and formalize Organization

Management-main/steering committee

Operational (unit/sub-committee/portfolio)

PROJECT IMPLEMENTATION

PLAN• Line of communication and reporting

• Identify and conduct training relevant training for members

• Reporting format and updates• Frequency of meeting/update

• overall & with operational unit/sub-committee/portfolio)

• What to report/update

PROJECT MARKETING

MARKETING PLAN & MANAGEMENT

Establish the marketing team & organization!

Define roles and responsibilities for each portfolio and member

Director

Marketing PublicationProtocol

Logistic Public Relation

Deputy Director

Secretary

Treasurer

MARKETING PLAN & MANAGEMENT

Prepare a marketing plan and overall time frame

Present to members or main/steering committee for endorsement

Finalize the plan

Briefing to all members and delegation of tasks in the marketing plan

MARKETING TEAMUnderstanding key of the

project information by members• Line of command &

authorities• Decision makers &

decision making process• Avoid too much

bureaucracy

MARKETING ACTIVITIESINFORMATION OF PROSPECTS (OBTAIN AND

MANAGE)• Previous project database/records• Directories• Official and personal contacts• others

CLASSIFICATION OF PROSPECTS ACCORDING TO TARGETED TYPE OF PARTICIPATION

DEVELOPMENT AND PRODUCTION OF MARKETING MATERIALS BASED ON PACKAGES OFFERED

MARKETING ACTIVITIES

DEPLOYMENT OF RESOURCES• Human capacity : training and preparation(attire)• Money: budget for each activity

REPORTS AND UPDATES• In meeting• Visual (chart/table to be published in operational room)

MARKETING STRATEGY

THE APPROACHLetter attached with

brochure/packages offered• By post• Fax• By hand

By appointment• From

telemarketing/established contacts

• Oral presentations• In a group• Require specific preparation

based on type of prospects and target

Tele-marketingSpecial arrangment based on

contact

E-MelSocial mediaWebsite(special

website/blog)SMS,Whatsapp & etc.

MARKETING PLANProduct and services to be offered to prospects based on proposed project

Packages to be offered based on type of participation

Benefits/privileges to prospects based on type of participation

MARKETING PLANIdentification of target

groups of prospects

Preparing the proposal according to participation:• Full/partly

sponsorships(monetary)• Full/partly sponsorship in

for items(printing, catering, publicity-airtime)

• Participants (paying for booths, advertisements)

• Donations

Based on each target group from prospects

BENEFITS TO SPONSORS AT OPENING & CLOSING

CEREMONY

MARKETING PLANMARKETING AIDS

Videos, photos

Brochures, pamphlets, leaflets, posters, fliers, banners

Typical marketing /proposal presentation slides and scripts

Telemarketing sheet and script

MARKETING PLANDEVELOP INDIVIDUAL MARKETING

TIME FRAMEbased on overall time frame

TARGETS(MONETARY & IN-KINDS)Minimum requirements/quantity to

execute the project

MITIGATION/BACK-UP MEASURES FOR TARGET DEVIATIONS(PLAN B, C…)

Scale/size of project Budget Activity/program

TRAINING AND DEVELOPMENT

Types of training• Business

communications• Written• Oral – telephone

conversation, face to face appointment, presentations

• Dress code

• Professional etiquette

BASIC TOOLS FOR MARKETING ACTIVITIES

Suitable attire for different marketing activitiesTransportationBusiness card and contact detailsBriefcaseNote book/sheetPenLaser pointer for presentationFamiliarity with presentation device

laptop, presentation software, LCD projector

MARKETING PRESENTATION TO THE PROSPECTS

PRELIMINARY/PREPARATORY WORKS

CONFIRM THE PROSPECT-ORGANIZATION/INDIVIDUAL

OBTAIN BASIC INFORMATIONNature of business/operationKey figures in the organizationSuccess stories/accomplishments

SET THE TARGETS FOR THE PROSPECTTypes of sponsorship/contribution/participation

STRATEGIES TO APPROACH EACH PROSPECTFormal Informal

PRESENTING TO GET THE APPROVAL The presentation to precisely

address: what they like to hear, see

& talk about

what is the returns for them

what are the risks & measures to mitigate the risks

how does your project will benefit them

Decisions required from them!

Decisions will be based on what THEY WANT TO HEAR

rather than what YOU WANT TO PRESENT!

THE ART OF GREAT PRODUCT/SERVICE PRESENTATION

Be Clear & ConciseShow, Don't TellIncorporate Other AssetsDemonstrate Your Product

Be Clear & Concise

Demonstrate Your Product

Incorporate other assets

Show, Don't Tell

•Don't have to get fancy, make it simple! - What's the most concise way to showcase what your product/project does?

•How to highlight the best things about it• What makes it special/unique• What would make you want to get/buy it?

Be Clear & Concise

Be Clear & ConciseShow, Don't TellIncorporate Other AssetsDemonstrate Your Product

Put yourself on the other side of the fence and sell yourself on your own product

Show, Don't Tell

• You want to show people your product, not tell them about it

• A few great pictures really worth a thousand words

You'll have an opportunity to call out as many details as you want in your product description

Demonstrate Your

Product/service

• Whenever possible, show your creations in action right up front!

• Let prospects get a sense of what to expect before they even click through to your product• To make sure you already a

step ahead To force you to be a

little creative that will make the differences

Be Clear & ConciseShow, Don't TellIncorporate Other AssetsDemonstrate Your Product

• Use anything you would need to help accent the presentation of your own products/projects

• Try to use a really spectacular background to make your screenshots pop

Incorporate other assets as aids your

presentation

Have a new icon set you want to stand out from the 100s of other icons sets available?

A great logo can help add unique branding and personality

BASIC PROFESSIONAL BUSINESS ETIQUETTE

FOR MARKETING How to look like a polished

professional that stands out among the rest with a good introduction of

ourselves?

DON’T LOOK & BEHAVE LIKE STUDENTS BUT LIKE PROFESSIONALS/WORKIN

G EXECUTIVES!

WHY YOUR IMAGE MATTERS?

Key elements TO SHAPE YOUR REPUTATION

Reflect your APPEARANCE,BEHAVIOUR,CONDUCT & VERBAL-NON VERBAL COMMUNICATION

Impressions shaped by DAILY ACTIONS,COMMON

PRACTICES & FOUNDATION PRINCIPLES

Affects public perception with our goal to CREATE POSITIVE & ENDURING

IMPRESSION

PROFESSIONAL IMAGE

WHY PROFESSIONAL LOOK?

• YOU….• Will stand among the rest• Will be noticed• Will be remembered• Will create positive

impression & good reputation

• Will have positive impacts in career

• Reflect your credentials

Formal attire is for everyone as a part of the international business language

THE BASIC STRATEGY…

1. Making proper introductions, handshakes & an “entrance”

2. Follow the business card protocol

3. Manage your business voice

HANDSHAKE

EXPRESSIONS WITH HANDSHAKE

BUSINESS CARD

HOW TO PASS IT?• Passing your business

card with two hands is significant

BODY LANGUAGE• May be the biggest part of effective workplace

communication

• It “tells”—gestures and facial expressions tell the listener what you are thinking or what your attitude is regardless of what you are verbalizing

Hidden signals conveyed by your body

The ‘smile’ factor, building posture, facial expressions & eye contact & gestures

PROJECT CONFIDENCE WITH YOUR BODY LANGUAGE

Act confident & feel confident

Confident vs. Cocky

HOW TO LOOK CONFIDENT?• Smile • Stay still & firm

HOW TO LOOK CONFIDENT?• Basic grooming

• Suitable,“Safe” & comfortable

• Move slower • Body movement• When you speak

• SellingS• PromotingP• ExpressionE• AttitudeA• KnowledgeK

WHEN YOU SPEAK …

MANAGING YOUR PROFESSIONAL

VOICE• When we speak, our

listeners get an impression of how we feel from our tone of voice

• We can sound pleasant & friendly, angry & upset, or irritated & frustrated

• Need to be cautious about the tone we use, so that we convey our message effectively

• How do you want to be perceived?  

• Do you let your underlying emotions interfere in your daily conversations with others?  • If you do, then you

may be sending the wrong messages!

FRIENDLY TONE OF VOICE• Our up &down pitch when

stressing words is more extreme - we tend to make higher pitch changes

• A quieter voice will signal a less aggressive tone

• When we are happy, we generally smile when we speak - people can hear it!

Use your smile as much as you can to help your speech sound more pleasing to others!

THE WAY YOU NEED TO PLAN FOR ANY PRESENTATION THAT YOU ARE GIVING...Find the right theme

for your prospective listeners

Structure your plan so that you can deliver on that theme persuasively

Adapt to listeners’ reactions as you speak

THE FLOW IN FRONT OF YOUR AUDIENCE

The Start• Preparing• Introducing

The Talk• Presenting• Body Languages -

movement, face & hand

• Positioning

The End• Concluding• Closing

BEFORE YOU START PRESENTING! Get ready and make yourself

comfortable - don’t rush to start!

Greet your audience

Get into position, stand firm & introduce yourself

Introduce briefly who you are, team members & your product/project

refer the first page your presentation aids(Power points/Videos)

Highlight the importance of the product/project & its key selling points!

“Invite” the audience to be “with” you throughout your presentation

Show some inviting gestures with you hands & face expressions

THEN, START TO “SEDUCE” YOUR PROSPECTS!

Body movements

Face expressions

Hand gestures

Positioning

Examples of face expression & hand gesture…”inviting”

You need to seriously

consider this

You must pay

attention too

I speak based on my own

experience

Examples of way to stress your key points

This is how…

Let’s walk

through this

Please share with me how do you feel…

“Telling a story” with body movements together with face expressions & hand gestures

Positioning yourself in front of the prospect

Use the space available for some movements to connect the audience with you thru some hand gestures and presentation aids

Make movements that will keep your prospect focusing on you

Be dynamic and synchronized with presentation aids used at the screen

CLOSING YOUR PRESENTATION

Summarize your session and make a short & concise conclusion!

SAY YOUR FINAL PERSONAL MESSAGE AND LEAVE IT TO THE

PROSPECT TO PONDER/TO MAKE DECISION

I do hope that we have managed to demonstrate to

you how attractive is our proposal and now we leave it

to your wisdom to decide

THE FINAL MESSAGE…

THINK LIKE A GREAT ENGINEER…

PRESENT LIKE A GREAT SALES MAN!

The 5-10 minutes that you were given must be used effectively to nail down your proposal to ensure all hard works since the feasibility study would not be a waste of time & efforts.

GOOD LUCK AND FAILURE IS AN INDICATION FOR

YOU TO TRY AGAIN AND HARDER!

THANK YOU!zainiabdulwahab@yahoo.com

0192152700

www.dress-to-up.blogspot.com

www.zaini4ee.blogspot.com

www.facebook.com/zaini4ee

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