Professional Documents
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PIA Agency
you do instead
Marketing Cuide
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What
By Ted Janusz
lf you can't have an actual customer begin your presentation, deliver a case study on their behalf Say something
like, "You knoW com pany X ca me to us beca use they had a
challenge, something thatyou may also be facing. When
we sta rted ta lking with them here is what we fou n d..."
Continued on page 47
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By Ted Jonusz
Th is
p on the screen.
stea d...
Take a lesson
one has ever spent even as much as a dime to see a PowerPoint presentation.
A movie tells a story.
Use PowerPoint
Th is is
stea d...
sea rch.
stea d...
show them that you a re knowledgeable about the marketplace. lllustrate how to conduct
a com pa rison between you r offerings a nd those of you r
com petitors, without bad-mouth ing the com petition.
r prospects a ren't probably suffering from a lack of
information. They can now get all of the information they
need on a ny product or service with the just few clicks
of a mouse. what they really need is an expert who can
interpret and give context to the information, Provide
va I ue. Even more irn porta ntly, provide epipha nies.
You
www.PIAAgencyMa:rf( ihgGuide.corn
mistakes?
Ratherthan your prospect drifting off duringyour delivyou will find your audience become more engaged
with you. Once they become engaged,you r presentation
will become more of a casua I conversation a nd less of a
stilted monologue, puttingyou (and them) at ease.
ery,
annual
P-lA
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