They don't care about you ☹️

Stop talking about you... talk about them

When you lead with “About Us” you kill your presentation immediately

Your customers aren't there for your company story.,.

... they’re here because something in their world isn’t working

You need a presentation that:

▪️Engages immediately – Tackle their real pain, right off the bat

▪️Builds credibility – Show you understand their industry and challenges

▪️Demonstrates impact – Use clear, measurable outcomes

▪️Drives action – End with a strong, specific next step

🔶 Try this structure

> Hook – Grab their attention from second one

> Challenges – Frame the problem so it feels urgent

> Solution – Show how you solve it, simply and clearly

> Benefits – Quantify the outcomes they care about

> Proof – Case studies / customer quotes

> Next Steps – Guide them to the next action

🔶 Thoughts on delivery

1. Start with a hook
Your opener decides if they stay or drift:

“65% of manufacturers say downtime is their biggest issue - how’s it impacting you?”

“Cutting material waste by 20% - what would that do for your bottom line?”

“One client reduced failures by 30% - could you use that?”

This sets the stage, proves relevance, and earns attention

2. Frame their challenges
Use real numbers and stories:

“Manufacturers are losing around £50K/hour to unplanned downtime - how are you tackling that?”

Ask open-ended questions to get them talking

They need to feel the urgency - it primes them for your solution.

3. Show your solution, clearly
Keep it simple:

“Our system monitors equipment in real time - 40% downtime reduction, 30% longer machine life.”

Use visuals over jargon

Show before/after comparisons

This is not a feature it’s about what it does for them

4. Highlight business benefits
Make it quantifiable:

“Save £500K annually by reducing downtime.”

“Reduce defects by 25%, boost production output.”

“Gain a 15% efficiency edge over competitors.”

Connect your solution to outcomes that matter

5. Back it up with proof
Don’t just claim it - prove it:

“XYZ Manufacturing cut costs 22% and boosted output 18%.”

Include short case studies, testimonials, and numbers
Social proof removes doubt


6. Finish with clear next steps
This is where most reps drop the ball:

“Let’s schedule a site walkthrough next week. Does Tuesday at 10 AM work?”

“Would it make sense to loop in Engineering for a technical deep dive?”

No next step? No progress


🔶 TL;DR
Your sales presentation needs

🔸 Good hook - starts with them, not you

🔸Framed challenge - they recognise it as a real issue

🔸Clear solution - outcomes over features

🔸Quantified benefits - they see value in their terms

🔸 Solid proof - numbers and social validation

🔸Clear next steps - so the ball keeps rolling

A sales presentation isn’t a brochure - it’s a conversation starter

Focus on their pain, show outcomes, back it up, and close with intention


How many presentations have you seen start with the "About Us"?