Another Technology Idea to Profit From

Thanks to rapid advances in technology we can now get virtually any product imaginable delivered right to our front door, at the click of a mouse, or the dial of a phone. The same technology that helps us stay connected to our customers also threatens to take our customers away as options for self service and buying direct increase. Self-service options have become commonplace in virtually every facet of our daily lives. Whether it’s issuing movie tickets, checking into hotel rooms, buying airline tickets, checking in for flights, or putting gas in cars, sales from self-service kiosks last year topped $161 billion. According to IHL Consulting, in 2006, those numbers could reach $1 trillion.

Another option for using technology to improve connectivity and make more sales is multi-media. Have you ever seen a multi media presentation - say a movie? How did you feel? Now imagine that this is how your prospects will feel when you turn on your laptop and a video begins playing. They will be engaged and intrigued. Bingo! You have just differentiated yourself from the competition.

Another plus? Rather than having to rely on prospects’ presentation skills when they take your proposal to the board, you can rely on your carefully crafted multi-media presentation that delivers a consistent high impact message every time. A multi–media disc can be created with your presentation to leave behind, and the prospect can use this disc to position your products with others in the office. Here are three tips for using multi-media presentations profitably:

1. Canned presentations miss the mark. Just because it’s multi-media doesn’t mean it has to be canned. Make sure to customize each presentation to your prospect based on her needs.

2. You are a part of the presentation and you must continue to interact with your clients while the presentation is running. Pharmaceutical sales reps use short, multi-media presentations to show doctors how their drugs work. During the presentation the sales pros point to the screen, ask the doctors to make selections about what they want to view and take notes based on the doctors’ reactions. This ensures they stay engaged with the doctors while increasing the effectiveness of the tool. If you simply hit play and sit there, what do we need you in the meeting for at all?

3. Have live and written testimonials in the presentation. Proof that others are profitably using your solutions is the clincher to making the sale. Have the client click on a video section loaded with satisfied clients eager to tell your audience how wonderful you are and how great your product works.

Dedicated to increasing your sales

Colleen