Professional Documents
Culture Documents
1. Make it vivid.
If you don't really believe in yourself, your firm, and its offerings, you'll
persuade nobody. And it's not enough to simply believe... it must be obvious
to the audience that you're a true believer.
3. Tell a story.
Humans use stories to order events so that they make sense to their daily
lives. Your presentation should have a hero who overcomes obstacles to
achieve a goal. BTW, the hero must be the customer, not you.
5. Make it a puzzle.
If there's some mystery to your presentation, your audience will get involved
solving it. So don't reveal everything up front, especially when you're telling a
story. Let the story evolve into a meaningful ending.
True decision-makers are quickly bored by ideas and information that they
already understand. Instead, they crave opportunities to exercise their
brainpower to learn something new and insightful.