Monday, February 17, 2014

DO YOU PRACTICE?

You no doubt have heard many times the old saying that "proper practice prevents poor performance" or affectionately referred to as the 5 p's. So what do I mean, practice---practice what?

I am convinced after listening to some BSC's make presentations to large prospective clients that some of them did not practice their presentation prior to delivering their proposal. Here they are making what may be their largest presentation ever and they appear unprepared for the event.

Let's think for a moment about the sporting world. Here in the United States we just recently had the football super bowl played between Seattle and Denver. Imagine the hours and hours of preparation that took place by each team to play that game. Think of all the time they prepared for each game during the season so they could get to the super bowl.

At the time I am writing this the Olympics are being conducted in Russia. If you have watched any of it you know that the athletes have practiced and practiced and then when they finished they practiced some more. All for the opportunity to compete and try to show they are the BEST. Think of all the hours of practice that have taken place and some of the events only last a few minutes. That is dedication.

As a BSC, you spend considerable time, dollars and energy advertising for clients, convincing that prospect to let you present a proposal and then------. Do you rehearse the night before a proposal presentation? I think we should go into each presentation with some of the following information at hand,

1. How long do we think our presentation will take. Have we asked for the time we really need to make a thorough presentation and if we didn't get all the time we wanted, have we adjusted our presentation so that all the really key points are covered in the time we are given?

2. Have we taken the time to make a list of objections we might expect and how we plan to answer them like,

  a. Tell us about the last 3 accounts you have lost.
  b. We would like to interview the supervisor you have planned for this account.
  c. What is your turnover rate?
  d. You guys are all alike, you start out great and then in 6 months its bad again.
  e. Let us think it over.
  f. You're too small or you're to big.
  g. We want to visit a training class that you do for your people.
  h. Your price is too high.
   i. You haven't been in business long enough.
   j. We want to visit some of your current client's sites.
   k. Others?

  

3. Have you prepared information for everyone in the room so they can follow you during your presentation?

4. If you have co-presentors, i.e..a vendor, is everyone in synch as to what to say and how long they have to say it?

5. What are the key points to cover if time is all of a sudden cut short? (see 1 above).

6. Follow up date?

I know there are more, but the point I am trying to make is so many of us become complacent in our business. We make a few presentations and maybe even get a hot streak where we close several in a row and then we begin to think we have the technique down pat. We stop practicing and doing the things that made us successful. That is why I usually ask the contractor who says they have been in business 15 years or so if they have really been in business 15 years or is it really 1 year 14 times over? Are you doing the same thing today you were doing 15 years ago? Are you saying the same thing in your sales presentation that you were 15 years ago (or even 6 months ago) and are wondering why you're not closing enough business?

Are you practicing your delivery? Are you updating it as you improve your organization? Are you improving your organization? It's okay to stand in front of a mirror and deliver your presentation or to bore you family with it. You want a real honest opinion? Ask your family to listen to your presentation.

So that is what I mean by the 5 p's. We live in a very competitive world. Every day a new company starts up that wants some or all of your business. Are you prepared to fend them off and continue to build your business by adding new profitable accounts to your portfolio? Why not review the presentation you plan to make next and practice so you are armed and ready to go and WIN. Then practice some more and then some more. Proper practice will prevent poor performance and more often than not will yield the rewards you seek.

By the way, this is blog number 100. We hope some or all of the 100 Richard's writings have been informative and helpful. As always, we welcome your comments.

Till next time.





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