Three ways to connect with your clients

Nothing kills a presentation faster than poor presentation skills. You've probably experienced it: The lights dim, and everyone stares through bleary eyes at a screen, listening to a product manager, salesperson or executive read each PowerPoint slide word-for-word. What can this do to your business?

If prospects don't feel comfortable with agents, and don't think they're sincere, they won't care what impressive facts and technology are used to wow them – which is why referrals are so powerful. If agents don't make genuine connections, no next step exists.

Connect with people, and you will have the business. Here's how:

• Smile!
• Ask insightful questions and listen carefully to the responses.
• Customize your pitch. Rather than wasting time discussing all the aspects and accolades of your business, stick to the key points pertinent to this particular customer.