Some organisations have symbols or logos that are instantly recognisable…..Mercedes, BMW, Apple, Bang & Olufsen, Coca Cola. And these symbols conjour up a feeling or a promise about the brand. Yet even companies as famous as these cannot afford to be complacent. Mercedes was for years a byword for quality. Yet some years ago they took their eye off the ball and slipped from number 2 or 3 in the reliability rankings to below 50.
So how do those of us without a famous logo stand out from the crowd?
Businesses ultimately fail or succeed through sales. Being able to win and retain clients or donors is crucial. Far too often, almost total reliance is placed on process & procedure – which neither touch the soul nor ignite the imagination.
Benjamin Franklin said “If you seek to persuade, appeal to the interest rather than the intellect.”
So often what we have to sell or offer is very similar if not identical to what our competition offers. The fees are similar, the product similar, the client list, the track record, the sort of people working for the organisation….so why should the client choose you?
Many reasons, but rarely are they to do with fees, process or the product. It often has much much more to do with how you engage – how well they feel understood – how you talk plain English – how safe they feel to ask questions – how well you package the message so that they understand where you are coming from and where you want to go. These sort of things create the difference that makes the difference – and this is our speciality at The Presentation Maestro. We will show you how to differentiate yourself from the competition and win more clients and more business – easily and effortlessly.
Let me give you a real example. One of my clients – a major branding agency – had a potential client say .. “Listen, I know you can do the work. And I know the 4 other agencies I’ll be interviewing can do the work too. What I’M looking to decide is ‘ Do I want to work with you for the next 3 years?’” Beautifully put.
I’ve been lucky enough to work with over 60 companies and 60 different nationalities. To see and hear what they say about the experience – go to www.presentationmaestro.com or call our office on 0208 237 5600.
