In the first post we learned to personalize your presentation.
In post two we discovered that people buy you.
And in post three we recognized the importance of knowing your numbers.
As entrepreneurs enter the Shark Tank, they present a multitude of ideas. Their products range from food to clothing to movies. And one of the ways that the entrepreneurs seem to win over the sharks is by putting the product in their hands.
When you are presenting and you can sample the product, it does something magical. It makes the abstract tangible and gives the prospect an experience with the product before they even buy.
You have probably heard the saying – “The product sells itself.”
Whether that is true or not, the saying is irrelevant if you don’t give the product and opportunity to sell itself. That is why people love a test drive. They can touch it, taste it, and experience it for themselves and if they have a positive experience – they want more.
So as you present your product:
– If it is something you can eat or drink – let them taste it.
– If it is something they wear – let them try it on.
– If it is something they can watch – show a sample.
– If it is something they can try – let them take a test drive.
When you put it in their hands, you increase the likelihood that they will buy dramatically. It is no longer buying based on faith – they have experienced the product and they know.
Remember Presentation Tip #4 from Shark Tank – Samples Sell