The Benefit of Planning Well
If you prepare well, and really get your story down pat—well enough to pass the elevator test—then you can sell your core message well in any situation. A friend of mine, Jim in Singapore, sent me an e-mail sharing a good example of what can happen when you do this work in the preparation stage.
Dear Garr... got this new prospect and have been trying to get in front of the guy for months. Finally get the word he’ll see me next week. I know he is a super short attention span guy so I used a simple approach and agonized over the content and the key message and then the graphics. We get to the office and begin with the usual small talk that starts a meeting and suddenly I realize we’ve gone over the points of the presentation ...
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