Here’s how it works when you’re face to face.
You’re having lunch with your client. And you’ve got maximum 2 minutes to give your pitch.
You grab a napkin and draw a quick sketch.
In it you show the what, why and how of your solution. Next thing you know, your client is grabbing the napkin and waving it around. He loves it. And he wants to take this greasy bit of information back to share with the whole team.
Now he doesn’t even want to see the slide presentation. He doesn’t really even want to see your demo. He gets the idea and he’s sold.
He’s got the napkin. And he’s ready to go.
What just happened?
You took a risk. And it paid off. You put your ideas into a simple, easy to understand form. And you didn’t make a big fuss about it. You put it on a napkin.
This is how great products get invented. Great companies are born. And highly profitable relationships are built.
When you grab the napkin you’re saying," I’ll do what it takes so you can understand." You are taking the essential step and you’re taking a risk in communication. You’re willing to do what it takes.
Even if your drawing stinks. Even if your squiggles are unrecognizable. Even if, oh, come on, fill in the blank with any objection you might have to picking up a marker.
But, when you’re in a virtual meeting, how can you create such an assertive dive into the deep waters of informal communication?
It all starts with your attitude. Your attitude must be one of total commitment to engaging your client. You have to be willing to go the distance for engaged communication.
And I bet you are willing and ready. That’s why you can use these three (3) techniques in your next virtual meeting. With them, you’ll create the same kind of non-stop involvement as your face-to-face napkin pitch.
First Option: Draw a series of sketches on a piece of paper. Scan in the sketches. Use these as talking points in your presentation.
Second Option: Draw a series of flipcharts or whiteboards. Use your digital camera to record these charts. Scan these in and use as you did the sketches.
Third Option: Talk your client through a simple sketch about the benefits of using your product, service or solution. Tell them what to draw. The three pillars of your product benefits. The triangle of opportunity. The three layers of a pyramid. Do the sketch at the same time, working along with them, using either of the options above to scan in drawings.
These simple techniques create a less formal environment that is perfect for many pre-sales and sales conversations. With it, you can avoid time lags that occur with drawing on a whiteboard, as these delays would detract from your presentation. Use these options and still create the deep conversation you would have over lunch with your prospect or client.
You’re taking a big risk and you’ll get big rewards.
Go ahead. Use a virtual napkin pitch. And enjoy the payoff!
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