In this video I share three quick tips around how to use an Engagement Tool.
(Download the sample Engagement Tool PDF.)
I suspect we will film many more videos around this topic. I could offer 50 examples / tips.
In this video we cover three things:
- The engagement tool is not the presentation.
It’s a tool. It’s not meant to be used (necessarily) in a linear and ‘unabridged’ monologue / delivery.
In order to illustrate how little we ACTUALLY need to support a conversation we use a placemat drill in some of our trainings. Try walking through your story and an ask using a blank piece of paper or a placemat. Draw on it as you communicate. When you finish, you will be surprised to see that you made your complete presentation using only 5-6 words, a terrible picture and a lot of scribbles.
- No prose paragraphs!
Only prompts or framing devices are placed on the tool, as well as figures or words that CREATE engagement.
- Use the whitespace, listen and write to create engagement.
The best message in the world begins in the prospect’s head. Use THEIR words (when you can). This isn’t a sales device, it’s a relationship and communication device!
Note: stay away from dark back grounds or gloss on the paper. Go with white space so you can write!
See also: What is an Engagement Tool?