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Whilst the lowest bid will often win business, low biding contractors are now normally placed on a “short list”. In this short list the contractor may be invited to sell themselves and their company to prospective clients. The usual way that a contractor would do this would be to give a presentation.

Whilst there is no absolute way of making sure you win the business there are certain things that you can do to increase your chances significantly.

Know Your Audience

What you must never do is present your prospective client with an obvious, generic and bland presentation. Recognise that each buyer is different and that if you take the time to make your presentation specific to them then it will go a long way towards winning the client.

You will need to give the  client another reason to choose you apart from price, put something else into the equation like the quality and standard of your work,  your ability to meet a deadline, how easy it is for them to get in touch, how quickly you respond etc.

If you can prove that you are the right person for the job and that you know what you are doing you could make it to the top of the “shortlist.”

You could use a varied range of techniques such as:  exhibits, pictures, quotes, trade journal articles or testimonials. Whilst contemplating which method to go for, remember that the bigger and bolder the evidence is, the more likely it is that you will be remembered. Letters of recommendation are also a good way of trying to set yourself out from a crowd and are often overlooked but  take  little time and energy.

When deciding what you think is most important to your buyers, i.e. safety etc,  simply ask them what their preferences are. This will show a willingness to listen to your client and your intent to please, make notes.

Giving the Presentation

The most important aspects of giving a presentation is to appear confident and show that you have the necessary understanding and competence. First impressions are key, and will be made very early on in the presentation, so it is important to try and get start off strongly.

Your clinet will be interested in whether or not they feel that they could work well with you. Trust is an important element, if they choose you, they are putting themselves and thier investment in your hands. With this in mind try to build a rapport with the client, build up a sense of trust whilst still being professional and competent.

For more helpful advice and tips on presentations visit our free presentation skills resource or see our 5 top tips for great presentations.

Similar resources you may like

1. 5 Qualities of a Great Sales Person
2. Networking
3. Buyer Resistance and Selling Stalls
4. Telemarketing
5. Types of Presentations

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Business Skills Resources, buyer, company, course, goods, marketing, money, pitch, potential buyer, product, public speaking, sale, sales, seller, services, skill, training

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This entry was posted by Colin Welch on Friday, April 24th, 2009 at 4:05 pm and is filed under Sales Resources. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.