© 2010 Second Wind University of Advertising

How to Make Winning Presentations: Turn Your Agency into a Winner…

Not Just a Presenter

Second WindUniversity of Advertising

Course Description:The following course is designed to help you, and your agency, take your presentation skills to the next level. Many agencies have wonderful ideas, high levels of creativity and great marketing program skills. But these abilities can be lost in translation due to less than stellar communication and presentation skills. Fortunately, there are simple techniques to help your agency overcome what are essentially communication issues. Using these presentation techniques will help you to win new clients, persuade current clients and successfully show what your agency can do.

© 2010 Second Wind University of Advertising2

STEP 1 – First Contact: The First Meeting

The Importance ofRelationship-building…

It’s all about THEM!

© 2010 Second Wind University of Advertising3

The First Meeting: Relationship-Building 101

• Purpose: to get to know the client or prospect better

• It’s all about the client…not all about your agency

• Conversation based around the client’s needs, and how your agency can help them solve problems

• Should make them want to “get to know you better”

© 2010 Second Wind University of Advertising4

The ONLY Purpose of the First Meeting Is…

To Get a Second Meeting!

© 2010 Second Wind University of Advertising5

STEP 2 – The Agency Tour

“Toto, I’ve a feeling we’re not in Kansas anymore.”

© 2010 Second Wind University of Advertising6

© 2010 Second Wind University of Advertising

The Agency Tour

Whether this is your first (or even better), your second meeting, this is your agency’s chance to shine. Showcase your uniqueness, set yourself apart from the humdrum business world, and impress your prospects!

7

The Four A’s of the Agency Tour

Atmosphere – a hum of activity

Ambience – Creatives work here

Art – The agency’s and other artwork

Amiability – Clients work with people they like

© 2010 Second Wind University of Advertising8

© 2010 Second Wind University of Advertising9

STEP 3 - The Winning Presentation:Putting it All Together

From the Proposal to the Pitch -

Planning a Winning Strategy

How to Be a Winner!Four Keys to a Winning Presentation Strategy:

• Strong knowledge of the prospect’ssituation and problems

• Build a personal relationship with theProspect – CHEMISTRY

• The “WOW” factor – make it memorable

• Understand the underlying politics in theprospect’s organization

© 2010 Second Wind University of Advertising10

© 2010 Second Wind University of Advertising11

Want to learn more?

Review a complete course description or enroll at:

www.univofadvertising.com

Enter code SLD20 and save 20% on any University

of Advertising course!

About University of Advertising

Second Wind created the University of Advertising to provide on-demand training for agency professionals seeking to advance their advertising careers and become more valuable to their agencies. Since 1988, Second Wind has trained over 20,000 agency professionals and certified thousands through its highly recognized Certified Seminar series. Now, Second Wind is delivering this training right to your desktop.

© 2010 Second Wind University of Advertising12

Start improving your skills today with U of A!