When it comes to prepping for a sales presentation, it’s not easy to predict exactly how the conversation will flow. Prospects often throw new information your way in the middle of a meeting, forcing you to completely change direction. Sometimes the information you need is not readily available, leaving you to appear unprepared as you awkwardly search through files. This hiccup can throw off your entire presentation, causing prospective customers to lose interest.
Unfortunately, all too often, the resounding marketing strategy is to create static content that is designed in a singular format and addresses a singular need. You can spend hours upon hours cobbling together a PowerPoint presentation of endless bullet points that cover every possible selling point, but in the end, this does not get the unique message you are trying to get across to the customer.
While many people rely on PowerPoint presentations to provide a one-way discussion mechanism, it doesn’t allow you to be flexible in your delivery. This redundant approach is more likely to result in a stop-and-go presentation that either frustrates prospects or puts them to sleep.
Rethink Your Approach to Content
When you’re in front of prospects, you need to stay focused on selling your value as unanticipated feedback is thrown your way. At the same time, you need to deliver the most compelling and relevant information at a time when it “hits home” for prospects. Having the ability to transition between different types of dynamic content (images, graphs, videos, etc.) in real time allows you to create an interactive dialogue with your prospects—a dialogue that seamlessly flows from one direction to another.
It’s time for marketing to rethink the content development approach – moving away from creating static pieces, and instead, developing dynamic content that facilitates more flexible, interactive conversations. Likewise, it’s time for sales to think about how they can leverage dynamic content to elevate the customer experience.
Elevate the Customer Experience with Dynamic Content
Why not walk a prospect through a process using animation, or discuss what kind of ROI they can expect with a live ROI calculator? Mobility paves the way for this modernized approach to dynamic content-driven presentations. Everything from documents and graphs, to images and infographics, to videos and animations, can be mixed into your conversation right from your mobile device.
With an enterprise mobile selling solution like Mediafly’s SalesKit, you can seamlessly transition between different types of dynamic content, as new information is uncovered. Play a video excerpt, reference data sheets, or pull up images directly from your iPad as you move throughout your conversation. When you’re in front of prospects, you want to set yourself apart. It’s no longer enough to just “wow” them with your product. You need to sell them on the entire experience and make them feel valued. Incorporating dynamic elements into your presentation is the first step in taking your presentation to a new level.
What are you doing to differentiate your sales presentations?
John Burns is the Director of Sales and Marketing at Mediafly, Inc and the author of Mediafly’s Sales Insight blog. Please have a look at some of the products and solutions John has had a hand in selling: SalesKit and ProReview.
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