When High Touch Trumps High Tech

Grab a pen (or two if you want a second color for emphasis)  and a  piece of paper and draw your value proposition, or your process, or your competitive position as you explain your points.   If you can draw circles, squares, letters of the alphabet, arrows, triangles, stick figures, and plus signs (and you can), then, you can draw just about anything you have to present.

For example, say you want to position your website to a potential advertiser. You could show a series of competitive PPT slides, which look like everyone else’s, OR you can simply write the letters A, B and C down the left side of a piece of paper, while saying, “Ms. Advertiser, Competitor X gives you A, B, and C” (whatever those features are), “but when you advertise with us” (you draw a plus sign and you say) “You also get D” (your competitive advantage), “which makes our site a more valuable way to target your audience and measure your results.” The simple graphic is easy for your buyer to see; easy for your buyer to grasp; and more involving than set images because you are creating it as you are speaking. Sign the piece of paper and leave it as a take-away. It will stand out from the flood of PPT presentations your buyer will see that day.

Processes flow up, down, horizontally, or in circles and can be explained as you draw them. Services are organized in groups (boxes, triangles, circles) and can be discussed for their viability with a buyer as you draw them. Trends and performance histories can be drawn as simple graphs, as you talk about them. If you have to use PPT for small groups, then break from the screen and use a flip-chart or whiteboard to create key visuals.

I am not suggesting you eliminate detailed hand-outs or slides where they are necessary (and they become more so with groups), but in one-on-one or in one-to- two/three situations, at a high conceptual level, nothing beats a real-time pen and piece of paper to make your points and to make them memorably.

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Improve your presentations to get bigger and better results  Call today for a free coaching or seminar consultation 212 876 1875 or email amiller@annemiller.com

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Master the Art of Getting Others to Really “See” What You Are Selling. Check out “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.” Now available in Audio, as well as Print and on Kindle.

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Having a meeting?   Make it fun, practical & profitable! Call today for fresh program ideas for an unforgettable & high pay-off session. 212 876 1875 or email amiller@annemiller.com  .  ”I heard rave reviews from our entire team.  You truly inspired each of them to think differently and most importantly, gave them the tools to use going forward. Thank you!”  EVP Triad Retail Media 

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