Often, too little time is spent working out what you want them - your prospective clients and clients - to say after the meeting. Mostly, the work goes into what you want to say at the meeting, presentation, or interview.
By turning it around, you'll put the emphasis where it belongs:
- on what you want your clients or prospective clients to take away
- on the messages you want them to carry with them
- on how you want them to see who you are
- on what you offer which matters to them
- and, on how you fit.
Plan your meeting or presentation by getting the end firmly into mind.
Some call it the "barbeque statement". It's what you want your prospective client to say about you and what you offer and why they want to take the next step with you to their colleagues and contacts back at their office - or at a barbeque.
It might go like one of these:
- "that team has done all this so often, and seem to understand all the intricacies - we'd be in safe hands"
- "they made me feel that they didn't just know how to do our work, but they really cared about doing a great job for us"
- "they might not have the big brand and reputation of some of the alternatives, but they have all the essential skills and have structured their service proposal so we bear minimal risk"
- "there isn't much to separate credentials of the contenders, but this proposal included valuable bonuses which would be great".
Work out what you want them [the prospective client or client] to take away and craft your messages, proposals, and presentations accordingly.
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