Guest Blogger: Robert Ritsema is the owner/creator of The iPitch, providing iPad based solutions to the building materials industry. Reach him at firstname.lastname@example.org or 719.314.5608 www.theipitch.com (iPad® is a registered trademark of the Apple Corporation)
Is Your In-Home Presentation Boring and Costing You Sales?
“Death by PowerPoint” and “Powerpoint Hell” are common criticisms of slide-based presentations. Largely due in part to their creating a state of boredom and fatigue induced by information overload. Excessive use of text, bullet points and transitions are all leading factors. Retired Marine Colonel Thomas X. Hammes calls this effect “hypnotizing chickens”.
Today, flip-book & slide based presentations remain very popular, especially within the home improvement industry. Desire has always been to provide our sales reps with accurate information as well as a structured flow to the presentation; it’s been a key premise/belief for creating sales but it may be costing you sales in the end.
Homeowners today crave information.
Information that leads to confidence and trust with whom they’ve ultimately chosen to complete their project. Yet, they also expect that information to be informative, fun, motivating and maybe even a little addicting as well.
Your sales team is no different. They also desire and expect to interact with content that makes presenting fun and interactive. Veteran reps (the good ones) make the necessary adjustments within their presentation to do just that. Largely in part because flipping through binders and PowerPoint slides may not be enough for many today; and by their very nature, create ineffective presenters, lost sales and revenue.
Since it’s launch in 2009, the iPad has been seen as a highly innovative and “game changing” piece of technology for consumers, businesses and educators alike. Its revolutionary operating system allows for the creation of an unmatched user experience.
The “user experience”, however, doesn’t have to mean gimmicky. Simply presenting information in a way that is “unique and surprising” can be as simple as capitalizing on the iPads native and intuitive gestures.
- Tapping to reveal content - Keep your prospect involved by creating “interactive portals”. Revealing additional , hidden or more in-depth content.
- Pinching open for video/photos – Capitalize on your media collateral by embedding them into your presentation for a novel and engaging user experience.
- Swiping – Move seamlessly throughout your presentation via a navigate-able, customer driven sales rep controlled menu system, a more responsive and interactive way to present.
Thomas Malone, a young Xerox reacher concluded many years ago that “when people actively participate in the learning process, they retain more.” So creating new ways for your sales reps to engage and interact with your prospects allows for a more unique consumer experience; further enhancing their ability to execute the presentation as well as your consumers ability to internalize and take ownership of your company and products.
A Well Executed Plan.
Capitalizing on the iPad requires more than just showing your presentation, pictures and video. Take time to consider exactly how and what would change to your sales presentation, communication systems and training programs.
Consider these helpful tips:
1. Team Engagement - Engage all of your department’s leaders.
2. Create a “Pilot” Program - For best results, do not consider piloting or testing more than 4 apps at a time.
3. Have a “Launch Event” - Create a fun and informative event; involving the entire organization goes along way to insuring your “changes” are accepted positively.
The iPad has an opportunity to revolutionize the way in which in-home presentations are delivered and business is won. Your well constructed and executed plan will play a crucial role in its overall success.