Gilda's Presentation Skills Coaching Case Studies
Case Study #1: Private
banker learns how to prepare and organize her material and improves the
conversion of prospects into clients
Background: A private banker for a large
investment firm felt like she was rambling and boring when she had to talk
about herself in meetings with potential clients and explain how the firm’s
products and services could help them build and preserve their wealth.
Coaching: During a few in-person coaching
sessions, we discussed what was unique about her. Together we developed
the three key elements of her story: her many years of experience, her focus on
customer service and the fact that the firm’s leaders respected her skills
enough to invite her to be a wealth manager. We practiced so she could
share her story with confidence in a short amount of time and without rambling.
Results: Within a few weeks, she reported that
planning and organizing what she wanted to say had boosted her
confidence. She could see her clients’ eyes light up when she hit her
three points because they understood and connected with what she was saying.
As a result, she was more effective at converting prospects into clients and
developing relationships with current clients.
Case Study #2: Account
executive learns how to slow down and sound energized over the phone and gets
promoted to manager
Background: An account executive at a fast
growing B2B firm sounded rushed and mumbling when making cold calls to
potential clients and leaving voicemails for them. His goal was to get more
in-person sales meetings so he could get new business and meet his sales targets.
Coaching: I listened in on his phone calls and
voicemails and we did several practice recordings. In order for him to
sound more animated, energetic and enthusiastic, he practiced varying his
voice’s pitch, tone, pace and volume, when/how to breathe and pause and his
articulation of words. We developed three call templates (one for each
kind of potential customer) and he recorded himself using the templates on live
calls, comparing the "before" calls to the "after" calls
and noting the improvement in energy, articulation and pace.
Results: After a few coaching sessions, he
slowed down from an average 15-20 seconds per voicemail to 45 seconds. He was
able to reach his target of 40 sales calls per quarter, improving his pipeline
and achieving 75% of his annual quota in just 6 months. He was promoted to Manager and ultimately to Director of Sale Operations.
Case Study #3: Consultant
and author improves his presentation skills to better engage the audience on
his book tour and during workshops to promote his business
Background: A consultant and author who markets
consulting, coaching and workshops to equity research analysts wanted to become
more comfortable speaking on his book tour and to promote his services.
Coaching: He sent me the video of an
educational workshop he presented to potential clients. Over the phone, we
discussed how he could improve, referring to specific moments in the video that
we were both watching.
He changed how he
explained his background so he could better leverage his Wall Street
experience. I suggested strategies such as using a remote to
advance the slides so he could get out from behind the lectern and connect to
the audience. We redesigned the exercise he used during the workshop to
clarify the goals and directions.
Results: Implementing the changes I
recommended, he became more confident and more successful at using speaking
opportunities to communicate his expertise and sell his consulting, coaching
Learn more about how Gilda's coaching can help you reach your goals - email Gilda today or call 203-979-5117.
*In some cases, identifying details have been changed to protect client privacy