{"id":6243,"date":"2018-11-30T10:06:39","date_gmt":"2018-11-30T10:06:39","guid":{"rendered":"https:\/\/dev.popcomms.com\/pop\/?p=6243"},"modified":"2021-11-13T09:05:43","modified_gmt":"2021-11-13T09:05:43","slug":"improve-buyers-experience-interactive-sales-tools-manufacturing","status":"publish","type":"post","link":"https:\/\/dev.popcomms.com\/pop\/improve-buyers-experience-interactive-sales-tools-manufacturing\/","title":{"rendered":"Advanced Manufacturing: How to improve the buyer’s experience with interactive tools"},"content":{"rendered":"\n

Are you looking for a better way to engage your customers and bring your advanced manufacturing products and services to life for potential buyers? A powerful tool in your armoury to help you do this and to support both your customers and sales teams are interactive sales tools<\/a> to encourage a more conversational approach. <\/p>\n\n\n\n

The behaviour of B2B buyers and decision makers has changed. They now approach potential suppliers well armed with information, and 79% are aware of at least three potential suppliers<\/a> – a further 86% already have a preference<\/strong><\/span>.<\/p>\n\n\n\n

With odds like that if you aren’t the preferred supplier or even in the list of three then success seems unlikely; so how are you going to win their business?<\/p>\n\n\n\n

There are a lot of factors which can influence a buyer’s decision but ensuring that when you do meet them face to face you make maximum use of that time is critical as face to face meetings with suppliers are the most important step in a buyers process, it’s where Trust is established.<\/p>\n\n\n\n

The RSW new business survey recently reported that 97%<\/strong><\/span> of senior decision makers said the professionalism of a potential supplier\u2019s presentation was either very important \u2013 or important \u2013 in awarding a contract. <\/em><\/p>\n\n\n\n

Ensuring that you have the right marketing materials and sales content and the right story to tell, that clearly has your customer at its heart and visually brings your proposition to life, is key. So that when you leave that meeting the customer clearly understands where you add value and create opportunities and can easily retell your story to other stakeholders within their business.<\/p>\n\n\n\n

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What is conversational presenting?<\/span><\/h2>\n\n\n\n

Conversational presenting means taking a different approach to the same old linear, static slides, an alternative to a typical PowerPoint presentation. It\u2019s about creating a conversation \u2013 a two-way dialogue \u2013 that clearly has your customer at its heart and gives them the freedom to direct the conversation in the most relevant direction for them.<\/p>\n\n\n\n

But, this doesn\u2019t mean handing over control, far from it, with a well thought out interactive presentation (which is key to conversational presenting) you can tailor the conversation and glean valuable information from the customer whilst still giving them exactly what they need.<\/p>\n\n\n\n

The way you can do this is by changing the format of your presentation so that it\u2019s more interactive and lets you only present the information your customers want to hear about \u2013 and in the order they need to hear it in. No more skipping through slides or saying: \u201cI\u2019ll get to that part in a minute\u2026\u201d. The other key element is using leading questions within the interactive presentation which helps to get them talking about specific areas they have challenges with or are most interested in.<\/p>\n\n\n\n

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\u2191<\/span> Posing questions within your presentation creates conversations (Example: Fujitsu<\/a>)<\/em><\/p>\n\n\n\n

Where do touchscreens come into it?<\/span><\/h2>\n\n\n\n

This interactive element to presenting can be taken to a whole new level when you add a touchscreen to the mix.<\/p>\n\n\n\n

Using a touchscreen lets you tell a much more visual, multi-layered story, whilst letting you and your customers physically interact with the content on screen together. The result? A more immersive and engaging experience that’s sure to keep their attention.<\/p>\n\n\n\n

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