Often when I am sitting with new clients I hear about the excellent conversations they’ve had with prospects.
We all have friends, relatives, and business acquaintances that we enjoy speaking with. A lazy Sunday afternoon with idle chit chat on the front porch or a pleasant cocktail party where we connect to friends are often fond memories.
Warm inviting sales calls are also a great time to meet and get to know those we do business with. That’s the point really though, isn’t it? Doing business? Right after I hear about the excellent conversation I often ask; “So, what did you accomplish?”’ “Where are you in the process?”, “What are the next steps?”.
Up until now in our thirty seconds, we’ve captured our audience’s attention, told a story, and we’ve made sure that our listeners have been participating along with us.
So by now you and our audience are both asking the same question. “What’s the point?” It’s about time for us to answer that question. This is where we bring in the artistry of the presentation and tie together all of the elements we’ve used so far into our Value Proposition.
This one line is extremely important and differentiates a well thought out presentation from a quickly cobbled together introduction. At this point we use our story to help those listening better understand the value of our business and relate our value to others as a referral.
If you are interested in learning more about how this tie-in works, please send an email to me: david@vistagroupltd.com
Make it a great week.
Dave