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Before you stage the road show... .

THE MOST favourable way to influence a potential client, to register with your company, is to convince him that you are "The Best". Impress upon them that you are best equipped to execute the required job with 100% efficiency. In order to make them believe you, you have to make an impressive presentation. Often, despite making a good presentation, the effort fails. The primary reason for this could be lack of proper groundwork. It is equally essential to organise a presentation.

A few necessary arrangements to deal with before you actually make the presentation:

Planning and saving time: Instead of presenting individually to hoards of managers and teammates, it is advisable to have a single presentation for all key players. This is a rather simpler and more effortless way to apprise them of your calibre, of being "The Best". It also saves your precious time.

Gathering the key people: The next step is to get them all together under one roof at a given time. It may be difficult but it is not impossible. Make a list of all the important decision makers involved in the project. Take the help of your senior or any other person who could guide you on this. Personally, get in touch with each one of them. Fix a common, yet, earliest possible date suitable to all.

Homework: Do a thorough research about the client and his company beforehand. The success in sale requires you to focus attention on the client's end customer. They ultimately are the most important entities in the whole project. It is, therefore, advisable to do a research about your client's prospective customers also. Armed with these details, you now have a strong ground to stand on and a shield that provides you with answers to curious questions shot at you by the client.

The Battle Ground: It is always good to be familiar with your battleground. Make a list of the required props. Then check out the venue that has been arranged for the meeting, a week or so ahead. On visiting the place, make sure that all the props are in place otherwise make arrangements for them. This way you will be prepared well and won't need to do any adjustments and last minute fiddling around.

Some useful tips:

One vital point is to make your presentation stimulating and highly provocative. You should have a way of opening people's mind, and at the same time of entertaining them. Be very attentive during the meeting. Listen to your client and respond to any concern that they have. It is through listening that you learn the most from the client.

Be there at the venue well in advance of the scheduled time for the meeting and thoroughly go over the last minute details.

Ultimately, what you feed into the client's mind is crucial to have him pitched for a lifetime!

MARIA JAMES

jmaria.hyd@cnkonline.com

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