Before you even begin putting together your PowerPoint slides, you need to do some research on your prospective clients. When a lead first enters your sales cycle, you should connect with the lead and set up an initial discovery call.
In this discovery call, you should gather the following information:
Why are they reaching out to you to begin with?
If you offer more than one service or product, which one are they interested in and why?
What is their desired outcome?
Who are their decision makers?
What is their budget?
What is their timeline?
If you’re able to connect with your prospective client and get these first 6 questions answered, you have a higher chance of closing the deal.
As for next steps, once you know who their decision makers are, get their contact info and set up a virtual sales presentation with the initial lead contact and the decision makers.
Bonus tip – when setting up the meeting, don’t title it, “[company] virtual sales presentations”. Use an engaging title and one that will make the client want to reconnect. For example, ” [company] live demo”.
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