Presentation Skills and Sales Pitch

@ Enablis

About 5 Pebbles

 VisionWe build profitable connections for entrepreneurs across Africa MissionTo provide solutions that will continuously achieve sustainable results for our clients.

About 5 Pebbles 5 Pebbles Advisory brings together professionals from multiple disciplines and backgrounds who are committed to working with SMEs and other business to achieve sustainable and profitable returns. 5 Pebbles Advisory adopts a practical approach that allows our clients and teams to participate in creating solutions. We bring to the table our experience gained over the years in the business world.Our focus areas include Business planning and building, Market development, Strategic planning and implementation, Innovation performance and sustainability and Training.

Topics to be covered:

Preparation time Product Profiling Features and Benefits Communication Attention span Mechanics Text tips Call to action

Preparation time

WHAT DO YOU WANT TO ACHIEVE

Preparation timeProduct : Know your productBenefits : outline the benefits of

product according to customer needsTarget Market: structure your

presentation according to level of people attending. CEO, CFO , staff, Members of public

Know your audienceUse language customer

understands ..avoid technical jargon, TLAs

Product profiling

A product profile describes what the product does for the consumer

It will seek to identify the needs and /or wants that will be fulfilled should a consumer chose to purchase

A profile outlines key product attributes and the benefits

When developing a profile one must be clear about who the target customer is and what attributes will attract such a consumer

Features TELL Benefits SELL

Product profiling FEATURES

Product features are characteristics that define the productWhat did the manufacturer put in at the factory?Motor insurance covers Accidental

damage to own vehicleInjuries to third partiesDamage to third party propertyLoss of use These are in the design of the product

Product profiling FEATURES Understanding the product

features helps in appreciating the benefits.

Take time to learn the features of the products and services

Customers will gain trust if you demonstrate knowledge in the product

It will increase your confidence when talking to the customer

Each feature should have benefit(s)

Product profiling BENEFITS

Product benefits describe the value to your consumer

By purchasing motor insurance you have peace of mind that in the event of an accident your car will be repaired,

you will have a vehicle to use,You can avoid expensive litigation as the

cover will pay for injuries to third parties,Saves you time as your insurer will follow

up on repairs and all legal matters

Product profiling BENEFITS

The advantage that a product has in comparison with what a customer has already.

You can ask the customer what they do or use now, then show how the product you are selling offers advantages over the current method

convert advantages into the benefits that are recognized and desired by the customer

How will the customer know if the need has been sorted?

Product profiling BENEFITS

Outlining benefits makes translation easy. It provides a guide for understanding the product

Benefits are what the Sales team will communicate to the customer

Benefits sell products. They are derived not from the product, but from the customer’s environment and mind set which may change at any given moment.

Features and benefits in communication

Once the product is ready, Features , attributes and benefits are known, it is time to shout all about itCommunication involves getting information about your company, brand and products to the targeted buying publicCommunication must be tailored carefully to attract the desired outcome.In essence do not communicate for communication sake…always ask…what do I want to achieve.

Features and benefits in communication Messaging effectiveness can be improved

with these two principles. Always lead with product benefits. When you use product benefits in your

messaging, you speak directly to the prospective buyers motivations.

Benefits are already "translated" into the consumers language.

This makes them easier to remember Support product benefits with features.

and more likely to create action.

Features and benefits in communication

You use product features as proof points for the product benefits.

Thus when product benefits are associated with specific product features, both messages are strengthened.

When product features stand alone, you require the prospect to "translate" a product capability into a value of interest.

Why risk a mistranslation?

Choosing and Maximising your communicationStart with the business goal that the

customer would like to achieve– then

Tie that value to a specific benefit generated by a particular

feature.Asking probing questions to uncover

the benefits the customer seeks.Bring the value of having the product

to the consumer

Choosing and Maximising your communicationIdentify your product’s promise to get your prospects’ attention Identify an immediate benefit

associated with your product, relate how it affects prospects on

a personal and emotional level, and

use this to come up with your product’s promise.

Choosing and Maximising your communicationHighlight what your product does to convince customers they need itResearch your customers’

problems, come up with content like

headlines and videos that explains how your product can solve them, and

feature it on your website.

Choosing and Maximising your communicationKeep your message consistent so it sticks with your customers Highlight your product’s features and

benefits in detail after the headline, focus on your product’s promise

whenever you’re talking about it. Equity: Your listening caring Partner UAP: Simple. Better. Life

Choosing and Maximising your communication Feature social proof and product testimonials to build credibility Keep track of the press that you

receive, ask clients to give testimonials about

your product, and bold important parts of the

testimonials to emphasize them.Jubilee : Billboards with customer testimonials

Choosing and Maximising your communication

Use clear calls to action to encourage clients to buy or try your product Use clear and convincing calls to

action, Offer trials or previews of your

product if applicable, and feature them prominently on your

website.

Attention SpanThe average person has the

attention span of 7 minutesHave a clear titleKeep slides short and unclutteredAvoid technical mumble jumblePeople will drift off if they cannot

understand what you are sayingLess is better..use key words

Mechanics?Use a good tool for your

presentationMicrosoft PowerPointUse humuor , anecdotes, tell storiesDo a dry run with a neutral

audienceDo not rush through…give your

audience time to process

Text tipsUse Legible textUse friendly colours.Avoid useless graphics….graphs , pie

chartsSpell checkMinimal number of slidesUse bullet points or short sentencesKeep slide background subtle and

consistentUse high contrast between background

colour and text colour

Call to Action

Prepare your media pages …website,

Facebook , twitterAsk those present to visit your

website, like you on Facebook and follow you on twitter

Ensure your content matches Make your offers known. 10% off to

anyone who comes on board/ buys NOW!

Best Skills

Practice ,Practice ,Practice!PreparationPassionBe interested in what your are

saying!

Thank You!