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TRANSCRIPT
Presented by Cliff Quicksell, MAS
Founder & President Cliff Quicksell Associates
[email protected] 301-717-0615
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Present Like A Pro lose the peddler approach!
Welcome to today’s presentation…
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Intro and Presentation Objectives
We will discuss….
• Questions, uncovering opportunities • Appearance, looking like a pro • Preparation, knowing what to do and say • Presentation, not a P.O.T. • Delivery, doing what you say
“Present Like a Pro”©2009 – Cliff Quicksell Associates
What is your perceived value?
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Presentation after your gone…revamp if needed!
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Difficult | Requires Work | Requires Creative & Strategic Thinking
Easy | Short Term | Frustrating | Time Consuming | All in the Game
100%
3%
97%
Measurement R.O.I & R.O.O.
Branding & C.P.I. Price Oriented
Results Oriented
Solutions Driven
Product Driven MAR
GIN
S 40 TO 70%
5 TO 35%
36 TO 39%
SELLING
MO
DE
Your Logo Here
Develop a Balanced Approach
“Present Like a Pro”©2009 – Cliff Quicksell Associates
• Product & Program Knowledge • Imprinting / Decorating Processes Capabilities Limitations
• Resources Factory Tours Reading Industry Trade Magazines Webinars Industry Education
Knowledge Base
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Presentation Skills
“Present Like a Pro”©2009 – Cliff Quicksell Associates
“Portfolios also give you an opportunity to showcase
your best work, and exchange out different styles as needed”
Presentation Tools “Serve to assist you on sales calls, making your
presentations more presentable & professional”
“Present Like a Pro”©2009 – Cliff Quicksell Associates
• Madeira Color Definition Package • IDEA Custom Solutions • Stitch calculator
Software like the Madeira CDP© will allow you to read and manipulate the
design for your client in order to ensure accurate recreation of your clients logo!
Presentation Tools
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Appearance is Ever ything
Our industry has taken a 180 degree
shift in terms of professionalism.
Clients are more
savvy & are coming to understand
that what we do is more than just selling “STUFF”.
Dress
Manner / Demeanor
Personal & Oral Hygiene
Communication Verbal & Non-verbal
Quoting & Sampling
Product Presentation
After-market; Customer service
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Preparation is Key
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Preparation : Key Element
• Research • Interview • Client: Galvin Flying • Hoovers© • Internet • Staff
• Sort out the questions
• Ordering samples • Creating concepts • Suggestive selling • Build value
“Present Like a Pro”©2009 – Cliff Quicksell Associates
• Develop a core understanding • Phone, in-person, aftermath • Establish expectations • You, client and vendors • Developing a strategic brief
The Critical Nature of Excellent Questions
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Perception Matters
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Creating the Unusual, Making a Difference…
Establishing yourself as the EXPERT Questions Do discovery…be intuitive!
Challenge Assumptions Do your homework Be Available, show up everyday Be Different – FIRST! Act Different, Talk Different
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Positioning
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Develop Vertical and Horizontal Markets
Know your clients
Understand their needs and wants (ATT)
Become an extension of their business
Know the power of the medium you sell
Harness that knowledge
Educate yourself regularly, every day
Focus, on the objective, not the Commission
How do you go to market?
“Your Brand Speaks Volumes…What Story Does Yours Tell”© 2016 ~ Cliff Quicksell Associates Linda Miller Seder – President Innovative Promotional Concepts Marketing My EngagePage
Other Methods to Tell Your Stor y
“Present Like a Pro”©2009 – Cliff Quicksell Associates
…be Creative, Get Noticed!
SELF PROMOTION
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Jour
naliz
e Yo
ur Id
eas
From Concept…
Targeting Marketing Directors of Law Firms
To Final Campaign
For a MOMENT! Go beyond what
is requested suggestion is
powerful, clients want to be different!
So…Be Different!
“Boy Scouts of Amer ica Annual Report” Ca
se H
istor
ies A
t Wor
k
“Present Like a Pro”©2009 – Cliff Quicksell Associates
“I’m Puzzled , we’ve worked together…” Ca
se H
istor
ies A
t Wor
k
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Conclusions & Debr iefing
Comments and Questions
Final Thoughts
Presented by Cliff Quicksell, MAS
Founder & President Cliff Quicksell Associates
[email protected] 301-717-0615
Thank you for attending today’s presentation…
“Present Like a Pro”©2009 – Cliff Quicksell Associates
Present Like A Pro lose the peddler approach!