Now that you've determined exactly what your goal is, I want you to come up with a very specific list of the top five reasons that you think will motivate this audience member to doing what you want. Whether it's signing a contract today, whether it's recommending your firm for consideration for the future, whether it's simply establishing a relationship so that over the next five years, they become a customer. Again, your goals can vary. But you need to know exactly what messages you think are going to drive that customer to it. It can't be, here's a list of 89 features of our software. That's not going to be something a typical prospect is going to keep in their head when deciding to make a purchase with you or to recommend you.
So I need you to really brainstorm on all the different things that could possibly motivate your prospect into becoming a client Had a customer doing what you want. Put it in Priority if you're not certain. Ask your existing customers. Why they decided to go with you? What did they like when they heard you give a sales presentation or another colleague, give a sales presentation last month, or six months ago or five years ago? That is your best source of information, not your gut.
Typically, not your corporate marketing department. Although I would certainly look at what they have asked actual real customers who've gone with you in the past, what motivated them? Why did they decide to go with your company and put those messages right in front of you. So I want you to write these down. Five messages 10 words or less for each one, not five gigantic themes and 27 sub points and product characteristics but five big ideas Because that's what you're going to spend your time on in this sales presentation. So please do that right now brainstorm, you can come up with 5100 300.
You can look at the PowerPoint deck that corporate essential and look at 10,000 ideas, but I need you to have real clarity for when you're giving this sales presentation. And I need you to write it down now. Or you can write it on the screen piece of paper, your phone, but I want you to have five no more than five messages you want to communicate that you think if the person you're speaking to didn't remember anything else, these five messages would make them take the actions you want. Write it down now.