High-Impact Webcast Sales Presentations

Does this webcam make me look fat?

Dan Rust Thousands of sales presentations in a broad range of complex and competitive markets Hundreds of webcast sales presentations

IMPAC T CONTENT VISUALS ACTIVITY ENERGY Structure Focus Objective Grabbers Relevant Easy* Know your system capabilities Create problems to solve Understand adult learners Why? Are you excited? Humor

Sales Presentation Webcasts What makes them different than other webcasts? Data Delivery Presentation Goal is to inform Create a framework Focus on the structure and linear flow of information Training Presentation Goal is to drive new learning or skill development Start with “why” Model desired behaviors Sales Presentation The goal is to influence/persuade > to drive ACTION They KNOW you have this goal, so may be more skeptical Your personal connection and credibility is more important Keeping them engaged is more important

Webcast Content Errors Too long Too linear and predictable Many feature details Benefits are assumed Too internally focused No clear action goal

Welcome Product Details BenefitsQ & AThank You

Advocate Action Ideal Content Flow for a sales presentation webcast Welcome Confirm Customer Needs NFBR #1 NFBR #2 NFBR#3

What is Your Advancement Objective?

NFBR

N EED F EATURES B ENEFITS R EACTION QUESTION All features relevant to the specific need

NFBR

Advocate Action Ideal Content Flow for a sales presentation webcast Welcome Confirm Customer Needs NFBR #1 NFBR #2 NFBR#3

Welcome Sell yourself – Professionally – Personally Sell the company – Tell them something they don’t already know – Should not be a formal part of the presentation

Confirm Customer Needs Feature 1 Feature 2 Feature 3 Feature 4 Feature 2 Feature 3 Feature 4 Feature 1 Feature 4 Feature 3 Feature 2 Feature 1 DynaCorp Priorities* BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” Reaction Question

Advocate Action “What do you think of everything we’ve talked about so far?” “Based on your comments and questions, it seems like the next logical step would be to…” “…does that make sense?”

Advocate Action Ideal Content Flow for a sales presentation webcast Welcome Confirm Customer Needs NFBR #1 NFBR #2 NFBR#3 45 minutes

Questions about content, flow and structure?

Visual Impact Know the capabilities of your webcast system – Onscreen notes and “doodles” – Highlighter – Webcam – Online video Know the capabilities of PowerPoint – Image adjustment – Animations and builds Visual thinking and image creation is not just a “marketing” function

The Power of Illustration

Questions about visual impact?

Adult Learning Practical Problem Solvers – Tell me why this is important to me – Tell me how I am going to use this information Just-in-time – Tell me how this knowledge will be applied SOON Respectful – Acknowledge that I am not just an “empty vessel” Integrated – Connect new information with what I already know and have already experienced

Any webcast activity, interaction or exercise must be relevant and practical.

Webcast Activity Options Ask Reaction Questions – And wait for a response Polling Leverage Client Presenters – Give them advance notice – Keep it brief and focused

Questions about webcast activity?

Energy Drainers PowerPoint – Your slides are not intended to be a script You – This is a serious presentation – So make it fun – No one is going to me more excited about this presentation than you are – Tell them WHY you are excited In a manner that is relevant to THEM

Humor This is a business presentation Never use humor Or sarcasm Or irony