5 minute Presentations
When does your prospect have weekly meetings? 9am Mondays?
Ask to present from 9am to 9:05.
This makes it easy to get a YES
Arrive 8:45
Place business cards on all seats
Bring 5 printed foamcore boards that summarise your service or 5 examples of your work
Clock watch like a hawk
Remove pressure at the beginning of the meeting by explaining that, "This meeting is simply to find out IF we can work together. It’s possible we may not be a good fit. And that’s OK".
Don't make it all about YOU or THEM. Use the Middle Path
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Who are you. Your professional background (10 seconds) and how it can help them
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Where you're located
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Overview of what you do and how it helps them
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Why you do it. The deep stuff
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When you do it. Are you Monday-Friday 9-5?
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How much. Can you give prices? Price ranges?
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Explain what they do, from your research, to prove you're serious
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After 4 minutes, ask, “Do I have a have an understanding of your Business?”
Then ask if they have any questions
Questions are a test to see if you can listen, understand and reply.
If you don’t understand a question, rephrase it and repeat it back to them, to clarify.
If you still don't understand or don't know the answer. Don’t guess an answer.
Find the answer later that day and email it to all attendees
If you guess an answer and you're WAY OFF. They put you in the MUPPET BASKET
There is NO ESCAPE from ... the Muppet Basket
Not knowing an answer is OK. You are not Superman or the Silver Surfer
If an aggressive question is asked, he could be a Muppet, that's intimidated by you. Don't take the bait. You can ask him to paraphrase or email him an answer
Phone the next day for feedback. DO NOT disagree with any feedback
Stay in touch
Next article - Find your Niche