Kill the Slides and Watch New Business Skyrocket
You’ve barely said hello when you first meet your prospective client, and you jump right into your slide deck. You go into detail with your client list, who all the employees are, dense statistics that are rarely relevant, and why they should hire you. And you’ve gone on for 45 minutes. Wondering why the client went elsewhere?
Next time, kill the slide deck.
Have a conversation. Be curious. Ask them about their business, their challenges and why they’re coming to you.
Stop talking and listen.
Once you’re clear on their needs, you can speak specifically to their concerns, and leave out anything that’s not relevant. You’ve just performed an editing job that has saved both of you time, and deepened your relationship raising the likelihood that you’ll get the work. And there was no boring slide deck involved. You can always leave them a copy of the deck for their reference, or have it as an option to refer to if needed.
So, next time you’re meeting with a potential new client:
Be curious. Ask questions about their business.
Stop talking. Listen. Repeat back what you’ve heard.
Ditch the deck and bridge to how you’re going to help them (you can always leave a copy).
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Photo by Erik Eastman on Unsplash