Are You Making 2010 Presentations to 2024 Prospects? | Tim Musch on Ingaged Podcast

Today's prospect expects a digital, personalized experience — ChatGPT and a JD Power study both confirm consumers will invest more when the sales experience is personalized, not a 2010 six-inch pitchbook.

What hasn't changed: Zig Ziglar's five obstacles to the sale — no need, no desire, no money, no hurry, no trust — and your presentation must address every one or you'll lose the deal.

Do a proper needs assessment (many leads book an appointment without a real need in mind), then turn that need into desire with product demos and video.

Leverage financing hard — in today's economy your job is to help prospects buy, and too many companies leave business on the table by underusing financing.

Expectations cross industries: 62% of consumers say their experience in one industry shapes what they expect from others, so buying a car online reshapes how they want to buy windows.

Technology only gets a bad rap when contractors don't commit — you need an internal champion and must bring long-tenured staff along, or PE-backed players with more resources will run you over.

The trend to watch is total lead-conversion efficiency across the full funnel — post-COVID the raw-inquiry-to-installed-job rate fell from 15.4% to 11.8% as complacency crept in; eliminate every weak link.