02.17.12 Tip of the Week: Dealing without a Deck

A client recently shared a difficult situation with me. She was meeting with an existing good client and had, in earnest, prepared a presentation deck to take him through her 2012 recommendations. Her client bristled. Why?

She didn’t initiate her meeting with a conversation. The presentation took the immediate spot light. The client wanted a conversation illustrating that she understood his goals and challenges without any prompts… just her commercial insight.

This type of initial conversation speaks louder than a deck ever will. It says “I’ve understood your issues and have designed a solution that’s easy and turnkey. I’m interested in our mutual dialogue about it.” The presentation becomes support for the recommendations; your ace in the hole!

How does this compare to your most recent client contact? Let me know!