BMI3C1 – Introduction to Marketing
C. A. Presentation Pointers
Things to Keep In Mind:
Your Purpose & Goal:
First and foremost, you are presenting to SELL YOUR PRODUCT to the potential investors
who will have other ‘opportunities’ besides your product to pursue. Your main task is to
convince them you offer a better risk and better return for their clients’ investments than
other methods – including the other products being presented to them in the class. This
should be evident throughout your presentation – not just at the end. The investors are your
first customers, and the other presenters your first competition. If successful, you will have the
opportunity to move into the world of real customers and competition.
Your Introduction:
Assume the investors know nothing about your product or service. If they are presented
with sufficient detail to visualize the product, they will use their personal experience to
determine if the product is viable. Don’t launch into the details of your product without first
getting the audience on-side. If they can’t understand your product, they simply will vote for
someone elses’.
Your Level of Detail:
Reading from your Marketing Plan (or the screen) is not a good idea! Use cue cards or
index cards to jog your memory and to keep you on track; you don’t want a key point
overlooked, nor do you want to run out of time from getting stuck on a specific part of your
product. Give them enough to understand your product – then use that familiarity to get buy in.
Your Enthusiasm:
You are selling the investors long before you make your first sale at retail. Enthusiasm is the
key to communicating your faith in your product or service. This can help boost investors’
confidence in your product and reduce their fear of risk. While enthusiasm is no substitute for
a well thought out Marketing Plan, facts alone will not provide enough reason to invest
– you’ll need to build excitement. Physical movement and engaging the audience will help
convey this enthusiasm; it’s also a great way to work off nervousness!
Your Responses:
Public speaking is intimidating for many, but think of it as a conversation between you and one
other person – one at a time. Keep your tone conversational; don’t hide behind technical
language. If one person asks a question, chances are that others are thinking about the same
thing. Answering one verbalized question often clarifies the issue for several other people.
Confidence is key: be sure you have access to the information; if you don’t know, offer to find
out for them. The last thing you would want to admit is that ‘I don’t know’ or ‘I didn’t think of
that’. The rest of your proposal suddenly becomes very shaky if they wonder what other things
you overlooked.
Your Concluding Remarks:
As a wrap-up, don’t forget the ‘Call To Action’ where you re-state your belief that based upon
your extensive research, detailed product design, shrewd pricing and mastery of marketing,
your product deserves serious consideration and their funding. Ask for their financial support!