The Presentation Framework
The are three key components to a great presentation: Engagement, Discovery and Authenticity.
The ‘green’ ENGAGEMENT word is there to remind all of us that our goal on the visit is to get people ENGAGED – in a dialogue, about them, about you, and about the opportunity you both have to save, change, and impact lives.
Asking questions is the best way to do DISCOVERY. It is the best way to create ENGAGEMENT and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!
- Focus. Actually sit up, and engage with your eyes and ears as you focus on exactly what the prospect is saying.
- Get people to tell their story. This is even better than you sharing the story about impact. Let them tell you why they find meaning in your impact or organization. Nothing you say can trump their ‘WHY.’
- Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.
*It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.
For even more, read the article 8 More Steps to Positive Listening Skills!
Then… ASK… LISTEN… ASK… LISTEN.
We like to tell our Boot Camp attendees, “If you’re authentic, you can’t screw it (the visit, the conversation, the ask) up!”
AUTHENTICITY means being REAL. HONEST. CANDID.
Simply put, it’s being SINCERE!
The people you’re with know right away whether you’re ‘selling snake oil’ or SINCERELY PRESENTING AN OPPORTUNITY that has VALUE to both the GIVER and the RECEIVER!
You can only be you. So go without the wax!