We Brits hate talking about money. I don’t proclaim to know why, it’s just one of those things.
Be it discussing what we get paid, how much our car cost or how much we spent on our wedding – it just doesn’t feel right to talk about MONEY!
But is it the same for businesses?
When it comes to searching the net for a particular product or service, I absolutely hate it when a company goes into great detail about something – but then the price is nowhere to be seen.
As I’m then forced to call them, have the uncomfortable conversation about MONEY, usually then to find out we are poles apart anyway.
And what about business presentations? We were recently asked:
Do you think costs, prices or fees should be an integral part of a proposal presentation, or left in the hard copy version handed over at the end?
Well, the answer is: it all depends on the most important aspect of your presentation – your audience.
Considering specifically ‘proposal presentations’, these are slightly different beasts to other presentations, as it could be that the price is absolutely expected or it may even be a formal requirement of the tender process.
If this isn’t the case, you really need to consider who your audience is and weigh up if you think the cost or price should be included and when.
In our very own Simon Morton’s book, The Presentation Lab he goes into detail on identifying and understanding your audience with the aid of audience heat maps. This is a good port of call if you are struggling in this area.
Here’s a potential structure to follow for a proposal presentation that does require costs:
The presentation should follow a structure that sets out the key building blocks of the product or service on offer in a visual way.
This ensures you don’t get pulled into conversations on every last detail, plus it helps you avoid trying to load slides with too much ‘non-presentable’ content.
Use Blended Presenting
Blended Presenting is essentially choosing the right presentation tool for the right moment of the presentation. So in this suggested approach, you could open with PowerPoint and then hand out hard copy print documents/pages at key stages before returning to PowerPoint.
When it’s time to reveal the price, keep the slide content pretty high level and leave the detail in the document.
The advantage of giving out, hand outs at specific times, is it keeps you (the presenter) in focus with the audience. As if you distribute the hand outs too early, you run the risk of losing the audience as they flick through and read ahead, instead of giving you their full attention.
Remember you’re not limited to PowerPoint and print outs alone, blended presenting covers a range of tools that also includes: Whiteboards, Prezi, Websites, Product Demo’s and Videos.
Visualise Dry Topics
If you’re presenting very dry content such as costs, graphs, facts, figures or tables of information – consider taking an infographic approach.
As at the end of the day if a graph is on a slide, it must be there for a reason – it’s telling a story of some sort, so why not visualise that story and make it nice and easy for your audience to understand.
A top sales person once said to me that all of his sales opportunities are won or lost on the ‘deal’ it’s the overall package that makes the difference, not just the price
So consider what your ‘package’ is, combine it with the price and design it on the slide in a visual way – as this might just make the difference.
Contact the Experts
These opportunities are hard to come by and you usually only have one chance to close a deal. If you don’t want to risk it by using mixed up messages and homemade slides, then consider contacting the experts in this field.
Just pick-up phone and give Eyeful Presentations a ring on 0845 056 8528.