From the course: Win New Business by Running Great Client-Facing Meetings
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Represent value
From the course: Win New Business by Running Great Client-Facing Meetings
Represent value
- I encourage people to come at presentations in a way that is structured but not overly scripted. And being in a trusted advisory role with wanting to be persuasive and influential, I tend to say to people, "There is an organized approach to just about anything you want to share with someone that begins with telling them a story about themselves, reflecting their needs, giving a headline to the solution, but really upfront being sure to advertise why this is good for someone." This applies whether I'm doing a finals presentation for a major client or if I'm trying to convince someone to go to the movie I like. The idea that I represent value and the value that it has for them is the most important thing that I can do in any presentation I offer. I do believe that there are five, what we call hip pocket pitches, that everyone should have in their hip pocket ready to go, which are little vignettes or little…
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