I was helping an Adviser last week develop his presentation – the one he gives at the very first meeting. I listened to what he normally did and gave him the following suggestions; they may help you too.
The following are what we call presentation supports – the backbone to any successful presentation. Not only will they enhance your credibility, but they will also make your presentation a lot more interesting (a tip – if you are bored of your presentation chances are your clients will be too!). Here is a checklist you can use to develop/enhance your client presentation:
- Anecdote (the story – remembering the client is thinking how can you help us?)
- Analogy (what is this like that they would already know?)
- Definition (suitable for that client)
- Example (of the typical outcomes you get clients)
- Statistics (clients LOVE these and they certainly drive a message home)
- Testimonials (remember when you say how good you are it can be seen as gloating but when others say it, it’s seen as credible)
- Hypothesis (what’s the theory behind your advice?)
- Your investment philosophy (massive opportunity to real demonstrate trust and value)
- Rhetorical question (now over to them – let them articulate your value)
When these are documented and used appropriately, they can really give your presentation life and credibility – it’s what can set you apart from all the others…
Remember to use as many pictures, statistics and research elements as you can -it’ll help drive home the value of advice.
Please feel free to structure your client presentations around these 9 core parts and add your own to really differentiate your business. It’s amazing how many Advisers say “Yeah we used to have structure but we’ve just let it go, we need it again!”