Most business-to-business companies make sales presentations to their potential clients and customers. There are several ways business professionals communicate their message:
- Some use a power point presentation from a laptop
- Or leave the laptop and deliver the powerpoint bound in books
- Others present a portfolio
- Still others describe their service business with a 30 second commercial
- Printed trifold brochures are still popular – especially for mailing
- Some sales people use the proposal to explain their services
- Folders with sell sheets work better as leave behind pieces, in my opinion
What’s the difference between a marketing presentation and an sales presentation? In my mind, marketing presentations are part of the lead generation process and sales presentations are an effort to convert a lead or prospect into a customer.
But honestly… sometimes the process switches back and forth.
Q= “When is a customer actually a prospect?”
A= “When they’re considering adding a service or product.”
I think that each one of the marketing pieces works as a stepping stone in the marketing and sales process. Sometimes you can skip a step or get them out of order. That can make the entire process more expensive and not as effective.
Marketing Resources & Results comes up 14 in Google for marketing presentations because we do marketing presentations in the form of workshops and seminars to business organizations. I guess it’s because we don’t mind “giving away” our secrets of how to market your company or product. Many of our presentations are luncheons and breakfast meetings, but more and more we are called on to provide customized marketing workshops for an association or other organization. It’s funny how sales presentations can get mixed up with marketing presentations!
It’s interesting that we provide a whole variety of marketing communication services for manufacturers and professional service firms, but our “internet reputation” focuses on one of our own marketing tools instead of our services. Perhaps other companies are looking for tools instead of services! I guess it’s part of what we’re always talking about: focus on the benefits instead of the features!
Have you mapped out the steps in your marketing and sales process? What tools do you use at each step? How do you evaluate them?