Three Considerable Features of Successful Presentations
Your MSP business will very likely have multiple opportunities for pitching to clients, vendors, and candidates. In order to impart the best impression, you’ll want to ensure you cover all your bases. Three primary things you need to take into account with all pitches or presentations include:
1. The Entertainment Factor
Your MSP business may not be part of some vast Hollywood entertainment network, but that doesn’t mean you have to be milquetoast and boring. Listen, technology inherently is not exciting–not in the “nuts and bolts”. It is the potentiality of technology that is exciting. Possibilities are entertaining. Something else that can entertain is case studies of similarly-situated businesses that have managed to use new innovations to their advantage. In a nutshell, what entertains is stories.
Now a story has a beginning, a middle, and an end. Basically, there’s some conflict which is familiarized to the audience through an inciting incident. Overcoming the conflict resolves the story, and the middle is the process of getting from point “A” to point “B”.
So, what you need to do is tell stories that those who you’re presenting to can relate to and resonate with. Ideally, the “protagonists” of your presentations will involve those who are in the same demographic as prospects. This makes it easier for viewers to become engaged and even to some degree invested in the story’s resolution.
2. Education of Viewers
Good pitches will educate. You’ll show how what you can do will ultimately benefit those to whom you’re pitching. Education is absolutely essential. You’ve got to give those who you’re presenting to proper information to make their own calculations. If you’re telling a good story, then they’re putting themselves in the protagonist’s shoes.
They’re thinking: Can my business benefit in the same way? What would that look like?
So, you’ve got to include recent instances of technological shift, as well as the possible complications which arise from not maintaining cutting-edge technologically contemporaneous systems.
A good story that educates viewers should also empower them. The idea is to highlight potentialities. For example, a cloud computing solution may reduce the costs of operation substantially through the reduction of equipment, personnel, software, and maintenance costs. The new as-a-service (aaS) model surrogates servers, networks, security, and even management.
You can automate quite extensively. Well, whatever presentation you make should leave such potentiality with the viewer. Think of it like a “taste”. You’re giving them a “taste” of the possibilities–but you’ve got to sell that taste, or they won’t appreciate it. If they don’t appreciate it, they won’t convert. Empowerment gives that taste.
Your MSP business needs to market to people, not statistics. Tell people entertaining stories which educate and empower them. This makes your service not just considerable, but desirable, and increases the likelihood of increased conversion among prospects.