Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. Read this article for everything you need to make the ultimate sales presentation.
Most webinars are too long. It seems to be pretty standard to schedule an hour, with perhaps 45 minutes of that for presentation, and the rest for an introduction and Q&A. But take a moment to think about your audience – you can’t interact with them and stare them down if they pull their phone out, so you’re relying on will-power and an inhuman attention span to stay with you for the full time.
To answer the question “how long should I present for?” one really needs to consider how long you need to achieve your objectives. Generally speaking, any longer than 25 minutes without some sort of change or break can be hard to pull off. Don’t just schedule an hour because that’s what everyone else does – it’s just too hard to stay interesting when your webinar is in competition with urgent emails and Twitter.
Unless you have a good reason not to, schedule half an hour or 45 minutes for your webinar. It’s better to leave your audience wanting more than to lose your audience before your call-to-action at the end.
Cut down the five minute chat that introduces the speaker as you wait for latecomers. If the logic of having that chat is that you don’t want anyone to arrive late and end up wondering what’s going on, then use a minute or so to introduce the speaker, and then a few minutes to present an interesting or surprising statistic or two that illustrates why the webinar topic is important. Then launch into the rest of your content, so that someone arriving a couple of minutes late will still be able to follow your arguments. This approach is just much more interesting for those who do arrive on time than five minutes of chit-chat with a host.
Polls and Q&A are a good way to raise audience attention levels during your session. Plan a question or two during the webinar to bring attention levels back up. It makes sense to use questions to break up the time you’ll be presenting for – so if you have 30 minutes of material to present, put a question after around 15 minutes to break things up a bit. We don’t think that questions or polls in the middle of your presentation are essential if you are only presenting for 25 minutes – but if you are going to present for a long time (30 minutes or more) you need to do something to keep things fresh. Either use polls, or change presenter, or take some questions – to stop things getting too monotonous.
If you want to see an example of a great webinar in action, head over to our events page and sign up for one of our online presentation or PowerPoint masterclasses.Leave a comment
DirectorView Joby Blume's profile
Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more.
We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Some of these observations are surprisingly apt for sales presentations too...
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