6 Tips for Presenting to and Winning New Clients

When you are trying to win the branding project of a new client you need to present to them. It is not good enough to send over a file by email telling them what you can do, you need to engage with them. Presenting a project to clients is about ensuring they understand your rationale for your decisions, and getting instant gut feedback from them. It is a dynamic process of you finding out what they want.

Mastering the presentation process is not difficult. Once you get the hang of things, you will be amazed at how well your clients receive your introduction.

Here are six tips to use that will help you present to clients.

1. Make Your Brief Short and Simple

When you are pitching to a client you need to outline the project as you see it. The brief should not be as long as a full project presentation. The brief should not exceed 20 minutes, and should immediately interest the client. You may be able to do this brief over videoconferencing tech in order to get your foot in the door with them, before they commit to you coming to present fully to them. Use the brief to capture client project before delving into the project in detail.

2. Be Prepared and Organised

There is nothing more important than being prepared and organised. Divide your presentation into a few sections and create an outline to follow. The presentation needs to flow as smoothly as possible. First, you will open with a summary. The next part of the presentation should consider the problem, the solution to the problem and the market. The presentation should tell a story.

3. Grasp the Client’s Attention

The initial 30 seconds of the presentation are surprisingly when most clients decide whether they are interested or not. It is important to state facts, stick to the point, and present one or two solutions to the problem. Give them confidence and build rapport.

4. Substance is One Key to Success

A project plan without substance is meaningless. There are five steps you can take to ensure the project has substance. This is just one suggested format of many, but works very well.

The first step is to define the market and the potential the market has.

Next, you need to solve a problem, and turn the problem into an awesome opportunity.

You should then discuss and analyse the competition. Michael Porter provides a good competitor analysis model.

Then discuss the advantages you have over the competition.

Near the end, discuss, describe, and define the business, and explain the brand strategy you plan to use.

5. Expose Your Management Expertise

Clients love to know what you know. Explain the project and your expertise within the project. Knowledge is power, and it keeps the client’s attention. According to Steve, Business Tech Specialist at Videonations ltd, “one of the best ways to showcase your expertise is by talking through previous work while displaying it on presentation systems. With crystal-clear images, dynamic video and a clear narrative, your client will gain confidence in your ability”.

6. Make Your Conclusion Exciting

The conclusion to the branding project is similar to closing a deal. Use the conclusion to summarise the facts and other information you have presented, and get feedback. Good questions to get them focused on the positives include:

“What did you like about what you saw today?”

“Are there any projects that we looked through that resonated with you?”