From the course: Win New Business by Running Great Client-Facing Meetings
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Holding the client’s attention
From the course: Win New Business by Running Great Client-Facing Meetings
Holding the client’s attention
- In an influential presentation, just as in an influential approach to engaging clients at any time, it's always about the client. So, many people come into presentations thinking, great, it's my turn to talk so now I'm going to talk all about me. I like to start my presentation reminding the client what I know about them. If I can start by restating their needs as the foundation of my presentation, especially if I haven't seen them for a few weeks, especially if I spent the first few meetings gathering information about them and it's a week or so later and I'm coming back to present, such as in a finals presentation, I want to start not by talking all about me and what we're going to do for them and how the product or solution is organized. I start by saying, "Let's review what we believe we understand about you," and right away listening attention is super high. As soon as you start talking about someone, telling…
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