How Do You Like the Game?

We plan, prepare and present everyday in order to get clients involved with our products and services. Our goal is often to convince and sway their thoughts and emotions respectively in order to over come objections and delays. We do a lot of work for them.

I have heard it said that selling isn't a sport for clients to watch, but an event in which they should participate. How are you inviting your future clients to be involved in your presentation? Here are some ideas that might work for you depending on your industry:

1. Let them help you place handouts or samples products where you need them.
2. Provide samples that they can touch, hold, see even smell.
3. Use visuals aides for something unexpected.
4. Remember sounds – find a way to let them 'hear' your service.
5. Use DVDs and online videos. "You Tube" is a great source of helpful, free and often fun videos that might relate to your presentation points.
6. Consider a ‘taste’ experience. I once agreed to a consult with a sales person because she kept leaving cookies at the office with a business card. The flavors and sensations quickly became associated with her company and the office staff insisted I hear her presentation.

So, the question we started with, “how do you like the game,” is a good question to remind us who is on our team. Put the future-client on your team and they will demand that you win.