Often the most daunting, however, once done ten times, can be exciting. Get those first ten meetings over as quickly as possible, then you can enjoy making more sales than ever before. But, first plan the structure of the presentation. Design it so it will provoke a response, get your prospect engaged and immediately attract their attention. Don’t turn them off with a boring monologue of how good you are, you don’t want them gazing out the window within five minutes. Its possible you will have invested a lot of time, money and energy getting in front of them, don’t blow it through lack of thought. Here are some pointers in the right direction:

• Open with a blinder, a question, statement that is going to knock their socks off. Customers want to be challenged.

• Discover their needs or at least clarify them at this stage.

• Make sure your presentation answers their questions.

• Build in things that will start the process of them trusting you and gain your credibility quickly.

• Make the presentation engaging and interactive, ask questions, listen, get them to contribute to it. Avoid it being tedious like your life depended on it.

• Close your presentation with another blinder!

• Leave with an action, proposal, further information, even a sale.

Remember its not all about image its also as much about delivery, so emphasise this.