One of the worst things that can happen during an IMPAX presentation actually happens before the presentation. It gets postponed. This is a frustrating occurrence, because for many of us, we know that a high percentage of postponed meetings become cancelled meetings over time. Another reason we are frustrated is because we have done the research, we've prepared the presentation, we've rehearsed, and we've done everything except deliver. Now, when we are all set to go, the presentation gets pulled out from under us.

What should we do when this happens? That is another question for another tip of the month. Let's ask a different question here.  How do we prevent this from happening at all? Although there are no guarantees, there are certainly steps we can take to try and minimize the exposure of a presentation getting postponed or cancelled. For instance, we can contact the decision maker's administrator to confirm dates, times, locations and attendees for the meeting. Another thing we can do is to fire off a presentation confirmation letter to all of the attendees. We can, in a very simple letter or e-mail communicate that we are looking forward to the opportunity to meet with them, give the specifics o dates, times, and locations, and touch, at a high level, what you hope to accomplish in that meeting. A third strategy is to personally contact each of the presentation attendees. Whether a phone call or voicemail, it is an effect strategy to get people looking forward to the meeting.

The more groundswell we create through these pre-selling efforts, the smaller the likelihood the presentation will be postponed or cancelled.