You're presenting a new product to your biggest client. How can you be sure you'll close the deal?

I believe every product manager should be able to sell the product, existing or new, better than any sales rep would. The product manager is supposed to know the audience well, as he/she has built to solve for their problems. Its important for product managers to study the decision making balance within the audience and focus on conveying the value to the biggest problem to the biggest decision maker. The other things fall to place.

If product mgmt. (possibly dev) is engaged by sales to pitch-demo a new product, it is vital to do homework in strategic planning to affirm problems/needs solved, value delivered, & business outcomes for key customers. A pitch is a vision of a product & demo provides visibility into how problems/needs could be solved. From experience, I’ve never had a pitch-demo close a deal & move to contract. These activities are vital to capture customer interest & make the ask to engage as an innovation partner -> actively engage in testing early-to-late-stage product versions. Engaging voice of customer, gaining affirmation from customers, and building their confidence in the ‘right product for them’ will increase the probability of closing a deal.

Understanding the demographics, industry trends, and pain points of your audience can significantly enhance your presentation's effectiveness. By aligning your product's features and benefits with their specific needs and objectives, you can demonstrate its relevance and value more convincingly. Additionally, adapting your communication style and format to match their preferences enhances engagement and receptiveness to your message. Ultimately, prioritizing audience-centricity can lead to stronger connections, better outcomes, and increased trust in your product solutions.

Highlighting the tangible outcomes and return on investment (ROI) that your product offers can resonate more deeply with your audience. By illustrating real-world scenarios and success stories, you provide evidence of your product's effectiveness and its potential impact on their business objectives. Moreover, emphasizing the unique value proposition and competitive advantages helps differentiate your offering in a crowded market landscape, making it more compelling and memorable for potential clients.

Focus on the emotional appeal of your product by showing them the jobs it does beyond functionality. Show them how it respects users' choice rather than claiming it, or taking it for granted. Show social poof for your product and how users benefit from it. You can leverage testimonials, written or video, or walk them through detailed case studies, so they get an idea of how it solves the problem better than existing alternatives.

Engaging in active listening during your presentation allows you to identify potential concerns or uncertainties your client may have. By acknowledging and preemptively addressing these objections with empathy and transparency, you demonstrate a proactive approach to problem-solving and build trust with your audience. Additionally, leveraging case studies or testimonials that address similar objections can provide social proof and reassure clients of your product's reliability and value proposition.

Even if the client is interjecting or objecting very often, its very important to be an active listener and let the client finish. A lot of times, we are presenters forget that the client might be looking for a specific answer which when unanswered leads to a lot of follow up questions which are confusing and derailing.

Creating interactive elements within your presentation, like polls or Q&A sessions, encourages active participation and fosters a sense of collaboration between you and your audience. Additionally, incorporating relatable anecdotes or industry insights can make your presentation more memorable and relatable, capturing your client's attention and sparking meaningful discussions. Remember, building a connection with your audience is key to fostering engagement and ultimately, driving successful outcomes from your presentation.

Crafting a compelling call to action that emphasizes the immediate benefits and value proposition of your product reinforces the urgency and importance of making a decision. By offering incentives like time-limited discounts or exclusive bonuses, you create a sense of urgency and encourage your client to take action promptly. Additionally, providing clear instructions on how to proceed with the purchase streamlines the decision-making process and facilitates a smooth transition from presentation to conversion.

Compreender profundamente as necessidades e desafios primordiais dos clientes e oferecer soluções por meio de nossos produtos é uma abordagem eficaz para impulsionar o sucesso nos negócios. Ao alinhar nossos produtos com as necessidades do mercado, podemos aumentar significativamente as chances de fechar negócios bem-sucedidos.