Upload
vuthu
View
215
Download
0
Embed Size (px)
Citation preview
Carol Johnson cdialog.com
Stop Presenting that
Same Presentation
Winning PresentationsCustomize a Presentation in 10 minutes
Continuous Dialog 4
Site Location Consultant Call
Prospect’s First Visit
The Final Visit: Win or Lose
4 Step Site Consultant Call
1. Do your Research
Know the Consultant’s focus and perspective.
2. Present State and Region Viability
Succinctly share new compelling information
3. Present Unique Location Value
Share a target sector or specific location profile
4. Demonstrate what You Offer
Don’t waste time, precedence in meeting aggressive timetables, etc.
Continuous Dialog 8
14
Don’t Know: PPLLISPO
P Physical Assets
P Proximity Requirements
L Labor: Availability, Cost, Training
L Legal, Political, Environmental
I Incentives and Money
S Speed / Timing
P Personal
O Other
Winning Presentations
Present a Business Case to Locate Here
1. Know the Audience’s Perspective
2. Establish the Team
3. Two Columns: They Need and We Offer
4. Get the Flow Right: PPLLISPO
5. Provide Persuasive Evidence
6. Final Presentation: Prove Your Advantage
Speed, Risk, and Money
Continuous Dialog 23