March 2009

What is the most critical point in your sales cycle? This is a question that perplexes sales organizations daily. In most cases, the most critical point is that point where a customer flips from being an interested bystander to a willing customer. But how do you know when this will happen?

If you just sit back and wait, you will never know when it happens. But if you proactively create the moment, you can be prepared to monitor and record it. With interactive presentations this seemingly impossible task becomes routine. By creating a scenario in your presentation where you are controlling what the audience is seeing and interacting with, you are in a position to capture their input at a moment when their emotions are highest and they are most likely to move towards a purchase decision.

Let’s say, for example, that you are promoting a new sculptor in your art gallery. The typical approach is to present a slide show of works by that artist and the sometime later, ask the audience what they thought. But what if you provided a 3-D rotating sculpture? The audience rotates the 3-D image to an angle they find most pleasing. On that same screen they provide input through a slider conveying their impression.

You are gathering information when they are interactively engaged and emotionally involved with your product.  This is what we call “Interactivity at Point of Business.”

Try it with your product or service. PresenterNet allows you to place interactive elements on any slide in your presentation providing the ultimate in control over emotion-driven information gathering.

I’d love to hear your comments on how you use Interactivity at Point of Business.