How can I convince a customer?
Gathering as much information as you could find from your customer around the topic.
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| Customers |
How?
1. Create draft notes on a Whiteboard or White paper.
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| Whiteboard |
2. Go to the customers website and collect information regarding the topic.
3. Create a Search Word in Google Alerts for the customer or the topic to get the latest news that could be of interest during the presentation.
4. Create a Powerpoint presentation around the topic with the steps on how to achieve the prototype and discuss this with your sales counterpart. Also make a next steps slide.
5. Create a prototype of the topic and discuss this with your sales counterpart.
6. Create a storyline with your presentation story around the topic and also the possible information of the customer and the latest news from hat customer.
7. Finish the Powerpoint presentation with screenshots of the prototype and the storyline.
8. Perform the presentation by showing the Powerpoint presentation and the prototype.
9. After the presentation: evaluate the presentation with your sales counterpart and possibly with the customer.
Focus on:
- Did we convince the customer?
- Were we spot on?
- What could we do better?
And don't forget to celebrate if the presentation was received well by the customer!
Happy prototyping and presenting, Martin
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