The current pandemic and accompanying economic downturn has changed a lot of things for all of us. Most of us are reacting to the changes. Some of us are just lamenting them and waiting for answers to appear. Now and for the foreseeable future, we’ll be attempting to stay emotionally and socially close while physically distant. Now and for the foreseeable future, our clients will be seeking out solutions digitally and virtually. You’ll need to change your game.
How would you change your client interaction and presentation if you knew it could be the last opportunity to win them if it wasn’t world class? What would you do differently if your customer was paying you $250.00 for your presentation? What changes would you make to your preparation? Would you invest in better technology solutions? What samples, products, materials, literature would you prepare for them? Would you practice ahead of time? How long?
The late Steve Jobs was known for his incredible presentations. He spent HUNDREDS of hours practicing, rehearsing, editing, scripting, choreographing and planning for a ninety minute presentation. That was how he made it look easy. That is how he sold ridiculous ideas that “put a dent in the universe.” That was how he turned so many into evangelists and created the most valuable company on the planet.
On the phone, on FaceTime or Zoom, at the park with both of you wearing face masks six feet apart — what grade would you give your passion, enthusiasm, professionalism? Enthusiasm is contagious. Remember Seth Godin’s definition of your job — Turn Strangers Into Friends, Friends Into Customers, and Customers Into Raving Fans! Be so good, so passionate that you leave a mark. In these days of contagion let your enthusiasm be contagious.
When you present to a client, they may not be paying you for the presentation, but you are spending money and your time just the same. Spend it wisely. Quit hurrying through the most important part of your job. Be an authentic entertainer, experience creator, speaker, professional and someone who works to find great solutions for your clients. They will be inspired by your enthusiasm, your passion, and your belief in your own creativity and problem-solving abilities.
Change it up!
Paul Kiewiet MAS+ is an industry speaker, writer, consultant and coach. He serves as the executive director of MiPPA. Kiewiet was inducted into the PPAI Hall of Fame and the MiPPA Hall of Fame. He served as Chairman of PPAI in 2007. A former distributor, he founded Promotion Concepts, Inc in 1982 and worked with some of America’s most valuable brands including Coca-Cola, Kelloggs, and Whirlpool.