Synopsis

Most professionals don't enjoy marketing. Even when they have a service they know will benefit the customer, they are reluctant to market it. In Rainmaking Presentations, author Joe Sommerville shows professionals that there is a marketing tool that positions professionals not as a salesperson, but as an advisor. It’s the tool that puts you in front of the economic buyer most often. Whatever you call it, speech, talk, address, lunch and learn, presentation, the scenario is the same. You have somewhere between fifteen minutes to an hour to be in front of a live audience and deliver your message--and to market yourself.

This book shows professionals how to:

- Organize presentations effectively

- Create persuasive marketing messages

- Communicate technical information

- Determine which professional presentations will deliver future business

- Increase the ROI on every presentation you deliver

• Table of Contents

Table of Contents

Table of Contents

Acknowledgments v

Foreword vii

1 Leveraging Expertise: Grow Your Business by Leveraging Your Expertise 1

2 Analyze: Rainmaking Presentations Connect with Your Audience 23

3 Strategize: Rainmaking Presentations Contain Purpose 51

4 Organize: Rainmaking Presentations Transform Information into Knowledge 65

5 Vitalize: Rainmaking Presentations Make the Theoretical Concrete 89

6 Verbalize: Rainmaking Presentations Persuade with Language 101

7 Visualize: Rainmaking Presentations Illustrate Ideas 117

8 Dramatize: Rainmaking Presentations Engage Listeners 135

9 Rainmaking Presentations in Different Contexts 153

10 How to Discover and Create Rainmaking Opportunities 169

11 Marketing Your Rainmaking Presentations: Materials and Methods 185

Toolkit Sections 199

Index 211