Honoring the performance of others can be a gratifying experience… and we can do the same thing in our professional introductions and selling presentations!
But the fact is that too many networking introductions and selling presentations focus on “what we do or what we offer.” Instead, why not “honor” our customers or clients by making them the stars!
In other words, instead of making networking introductions or presentations that are all about us, why not make them about our customers and clients – about how they benefited from our solutions?
If we make our customers or clients the “stars” of these interactions, it’s more likely that we will engage our audiences because people tend to listen with greater interest when the story is about how someone with whom they can relate overcame a conflict, solved a problem, or achieved a goal.
Consider the difference between a barrage of features and product / service details versus success stories about other people…
A few examples:
- “We offer the fastest, most-advanced…” vs. “Our clients in your industry enjoy an immediate surge in productivity, and at least a 5:1 R.O.I. in the first year…”
- “Our widget comes in six different styles and colors…” vs. “Other firms like yours have been able to color-code their widgets by department, thus simplifying inventory management…”
- “Our system is the most reliable…” vs. “Feedback from other firms like yours tells us they’ve experienced an average of 50% more up-time…”
- “Our software solution has the best user interface…” vs. “Users similar to your team love the simplicity, and most can put the solution to immediate use…”
This perspective isn’t new, but it’s often forgotten. Possibly this is because we are under the mistaken belief that if “people simply know what we do they will want to do business with us should they have a need.”
Unfortunately, this just isn’t the case!
Features, facts, bells and whistles more often fail to WOW buyers because buyers are more persuaded by what’s in it for them… not by “what we do or what we offer,” but rather by benefits – by “what they’ll get.”
While supporting roles can be awarded to your team and solutions, make your customers or clients the “stars” of your stories - they are the ones who will attract the audiences!
How to Run the Best Remote Meetings!
Even the most accomplished sellers, presenters, managers, and facilitators must make strategic modifications to their communication style if they are to maximize the effectiveness of virtual forums such as remote meetings and virtual sales presentations.
This e-book provides straightforward best practices that will help you stand out, including:
- Strategic preparation
- Leading the best sessions
- Keeping people engaged
- Interaction strategy
- Ending on a high note!
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