Tips for Presenting to High-Tech Wary Clients
A large part of creating a winning presentation is being able to adapt quickly to the sellers' style. If you put together a high-tech presentation only to realize the sellers would've preferred to see their listing in print, it won't matter how well you present the information, their discomfort with the format will trump all. For tech wary clients, consider running your presentation through their television screen, says Michael Lee of Seminars Unlimited, Castro Valley, Calif. He uses a VGA output on his laptop to connect his computer to the TV.
“If people aren’t tech-savvy, they’re suddenly more comfortable if they feel they’re watching something on TV, rather than on a computer,” he says. Here are some other tips for creating an impressive, high-tech listing presentation:
- Always be sure you can push a button and skip to the end of your presentation. “If you sense they’re ready to sign a listing agreement, you don’t want to oversell them,” says Lee.
- Keep it simple; use large type and avoid fancy type faces that are hard to read.
- Use some color, but be sure that background colors don’t detract from the message.
- Use a system with flexible navigation that allows you to skip around, return to previous screens, or jump ahead to different sections.
- Print out screenshots from your presentation, put them in an attractive binder, and have it ready in case sellers prefer a more old-fashioned approach or in case you have technical difficulties.
- Be ready to adapt to the seller. As Judy McCutchin of RE/MAX Preston Road North in Dallas points out, you can actually create distance between you and prospects if you push technology too hard. Always adapt your presentation to your audience.
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