…in the Pershing Square Diner at GCT – a fabled place that’s coveted millions of pitches – 2 professional ladies were ‘presenting’ to a clearly disengaged 3rdlady – the prospect. The meeting was killed as soon as the lady pulled up the PPT on the iPad.
Beware, most people use presentations as prompts for themselves – it’s laziness! You’re in a popular restaurant and the client’s sitting back to the wall, distracted, facing inward to the hustle and bustle that makes her feel more disconnected and uncomfortable!
Patrons, puh-leaze, pick your table (turn up early), know their business, suggest how you plan to discuss it, have 3 key points to make, assume the position of a practitioner rather than a performer, and engage in conversation. Neat sketches welcome.
Key point, why bait the prospect for the big reveal – presentations build buyer resistance while a conversation dismantles it.