5 Tips to Craft a Kick-Ass Sales Deck
For business-to-business (B2B) companies, a great sales deck can be invaluable. When the only thing standing between your company and a lucrative new client is your sales pitch, though, the pressure to perform can often be intense.
Thankfully, there is a wide range of proven tips and strategies that you can use to make your sales deck as compelling and effective as possible. If you have a big presentation coming up and need to create a sales deck that will convince your new prospective customers, consider implementing these five tips to build a kick-ass sales deck.
Focus on the Customer's Challenges
Many people make the mistake of creating a sales deck that centers around the product that they are selling and its benefits. Ultimately, though, the potential customers that you are trying to convince care very little about your product. What they do care about, however, is their challenges and pain points - and they will care about your product as well if you can show that it can address those challenges and pain points.
Rather than creating a sales deck that centers around your product, you need to build a sales deck that focuses on the potential customers that you are presenting it to. Focus on problems they face before discussing how your product can alleviate those problems, instead of just listing off the benefits of your product.
Remember, your customers are only interested in solving their challenges, and they're only going to purchase a product if they are convinced that it can help them with that goal.
Keep it Short and Sweet
It's easy to lose an audience's attention and very hard to earn that attention back once you've lost it. If you want to avoid losing the attention of the potential customers that you are presenting your sales deck too, it is essential to keep your sales deck brief and to-the-point.
It's important to be enthusiastic and informative during your pitch, but it's also equally important to ensure that you aren't rambling on and wasting your audience's valuable time.
Please introduce yourself, address the challenges that your audience is facing, then introduce your product, and briefly discuss how it can help with those challenges.
Avoid getting bogged down in specifics or technicalities. After all, if your audience has questions about the details or technicalities at the end of your presentation, they are undoubtedly able to ask about them. What you can't afford to do, though, is bore your audience with information that they don't care about.
Use Storytelling to Keep Your Audience Engaged
One of the best ways to keep your audience engaged is to structure your presentation in the form of a story. If you can create a captivating narrative around the product that you are pitching, not only is your audience more likely to be entertained during your sales deck, they are also more likely to feel an emotional connection to you and your product.
Statistics are Your Friend
Addressing your audience's pain points is the key to convincing the emotional side of their brain that your product is worth buying. Once you've satisfied your audience emotionally, though, you still need to convince the rational side of their mind as well. In other words, it's essential to provide some degree of proof behind your claims that your product is an ideal solution.
After discussing how your product can address the challenges that your audience is facing, provide them with a few statistics that prove what you are saying is true. Just be careful not to bog down your audience with too many statistics, or you will risk boring them and losing their attention.
Statistics aren't all that exciting, and they shouldn't be the focal point of your presentation. You should, however, include enough statistics to reassure your audience that there is rational evidence to prove the points that you are making.
Use Plenty of Visual Aids
Listening to someone speak and reading written text both require the same portion of the brain, and it's complicated to do both at the same time. If you are bombarding your audience with long paragraphs of written text and speaking to them at the same time, the chances are that they are only going to be able to pay attention to one or the other.
Visual aids, however, can be interpreted in just a glance, and it's much easier to understand visual aids while also listening to what someone is saying than it is to read chunks of text while listening to what someone is saying.
If a piece of information communicates visually, you'll be far better off talking it through a visual aid than asking your audience to read about it during your presentation.
In the instances where you have to rely on written text, keep your text as brief as possible so it can be read in a glance, allowing your audience to quickly glean the information that they need before tuning back into what you are saying.
When you've got the opportunity to make a massive sale to a major client, it's essential to do everything you can to make the most of that opportunity. By following the tips outlined above, you should be well on your way to creating a sales deck that is as compelling as possible.
If you would like to ensure that your next sales deck is perfectly honed to convince your audience, though, the marketing experts at Bexi can help. Contact us today to learn more about our sales deck design services!