You'll Hate This
A swift spin through presentation tips I found during casual surfing. This time worth a read and courtesy of a Fast Company piece by a chap called Sam Harrison.
Tantalisingly entitled Abracadabra Moments, the Opening Line You Should Never Use, and 10 More Ways to Sell Ideas, there are actually a dozen pointers. The opening line to which the heading refers is his fourth bullet. Here’s a summary:
- If they feel they birthed it, they can’t kill it
- Leave creative chaos at the door
- Pause before you start
- Never start your pitch with “You’re going to love this“
- Help clients visualize your ideas in living colour
- Stand tall, talk short
- Throw out handouts
- Bank on leave-behinds
- Stop selling, start storytelling
- Get personal
- Create abracadabra moments
- Once you’ve sold an idea, don’t buy it back
Of course I do in particular like the fourth point. Any a wizened seller will moan about how buyers just love to be contrary. Starting off a pitch without the traditional, enthusiastic preface, for rather a more restrained, contemplative, ‘I’m not sure this is for you, but…’ can really diffuse any building pressure and put an obstreperous prospect back on-side.