Have Consultations and Not Presentations. Using your PowerPoint to make a presentation is exactly what you shouldn’t do. Avoid elaborating prematurely, presenting, and advocating ideas. People want to be listened to. On the other hand, a presentation is a one-sided conversation. You don’t listen, ask questions, give attention to your clients, or consider what they are experiencing as you speak. With this method, you push your potential clients away instead of pulling them in.
With a Consultation You Build a Relationship Or Bond. Ask formal and informal questions. Some will naturally come to mind; arising from your principles and values, while others will be well thought out and come from your skill set. The bottom line is that people don’t want scripts. They don’t come from a sincere place. Consultations build confidence, while scripts make people feel unsafe. They feel sold to.
Engage and Involve. Use empathy, and consider what it means to be in their world. Justify your values from there. The longer you engage, you are more likely to draw them in. Place your PowerPoint aside. Make human connections with a consultation. Then, and only then, let them know why it’s valuable for them to move forward with you.