Ed the Roofer

When I used to sell a high end single ply membrane roof system, they provided me with a flip chart for when I did sales presentations showing the various highlights of their roof system. The script to speak about was on the reverse side of the page, so you could maintain direct contact with the HO while narrating the benefits of your company and products.

I had my secretary get a roof estimate from the local HD to see their sales methods. He utilized a flip chart for his presentation as well.

Does anybody do this during their sales presentation? If so, where did you go to get them made up and how detailed of a story board did you create? Has it been an effective sales tool for HO presentations?

Thanks,

Ed

dougchips

We are switching over to power point.

Ed the Roofer

PP, whats that? Does that mean I have to sharpen my chisel for the tablets I write on?

Ed

I don't want to bring it over the edge too much with technology, but I appreciate a power point presentation myself.

I know of 2 of my past years customers who signed with me, who had told me that they asked another salesman from a competing company to leave when he was getting ready to set up his lap top and video camcorder. Plus, that other salesman comes off as a real pompous A**-hole.

Ed

dougchips

Ed, I have heard the same thing about power point. My presentation book also scares people. If I do an estimate after the HO's had a couple 2-4 presentations the fact that they will have to sit through another presentation scares them. Sometimes I will do a presentation without opening my book more than a couple of times.

Stone Mountain

Rahter than Powerpoint, how about a portable DVD player with a prepared disc showing them all your good stuff?
After the meeting you could even leave them the disc.

__________________
Residential Deck Specialist: Vist our Website
www.fenceanddeck.ca

concretemasonry

If you put together a good computer presentation using Power Point, you can obviously use it with a projector or T.V.

You can also have the same presentation printed out, one slide to a page and use it like a flip chart from a 3 ring notebook for a more intimate presentation. You control the timing and what is said, so you are talking directly that customer about his project.

The same presentation can be put on a DVD for portable player.

__________________
Dick

Engineer, designer and consultant recently active internationally on construction and design in about 35 countries.

dougchips

Thats a good idea (having a printed version)! I like PP because I can use a wireless remote to forward the screens at my pace.

DamionR

If a customer told me to leave becaues I had a computer - I'd most likely have to explain to them the foolishness of their statement.

Regardless. I've found most people intrigued with powerpoint if done properly. Two things I recommend:

1) You should have more info on the presentation than what you show the customer. That way, you can pick and choose your "presentation" so the customer feels it's not a "canned sales pitch"

2) Noone wants to sit through an hour of oyu showing pictures and talking about how great you are. People care about "What's in it for Me" over "What You Do" info. Provide information to them that captures their interest.


The best presentation (in terms of affectiveness) had 3 sections to it:

1) Intro on the company (and how our benefits help them with their needs)
2) Details on the problems they were faced with
3) Details on the available solutions to them


Also - I always kept a printed copy of every slide in the presentation. Jsut in case the laptop crapped out