This post is part of our Weekly Tips series.
Do you know where your variation of this slide appears in your decks? Do you know where it should appear? Hint: The answer is not, “Early on.”
“But wait!” you say, “We have to create context. We have to build our credibility. We have to be responsive to their request to tell them about us!”
All true. Only not up front. And not nearly in as many slides as you usually dedicate.
Early on should be all about them, not all about you. That’s because everyone’s favorite subject is … not you. Besides, if you’re pitching, you’ve presumably passed the screening process and moved into the selection stage, so stop leading with your qualifications. Turn the conversation to them. Be open, honest, curious, passionate. Give them an experience of you, not a regurgitation of your expertise.
“But wait!” you say, “What if this isn’t a pitch, but one of our first interactions? They need some background. They need to know who we are. We need to tell them why we’re worth they’re time!” To which I say all true. Only not up front. And almost certainly not with a deck, unless you treat it as a leave-behind.
I believe my exact words in my passionate plea during a workshop a few weeks ago were, “Scrap the freakin’ deck.” If that seems too extreme, then at least make some serious modifications to get your focus where it should be.
Make It Real
This week, open the PowerPoint deck you used in your last oral proposal, put yourself in your clients’ shoes, and be a hard grader on your first five slides. What edits do you see to make? By when will you make them?
Watch Trust Tip #12 – Check Your Ego at the Door, from our friends at Trusted Advisor Associates, or refresh yourself on a different way to “handle objections” in Chapter 14 of The Trusted Advisor Fieldbook.
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