Your Launchpad
Your pitch deck can be a launchpad
or an offramp.
In the hands of an ambassador of possibilities the pitch deck at your first meeting should be the portal through which your customer can step through to transport to a future that you invent together.
How do you accomplish this?
Establish your credibility; “We are a serious bunch in this space.”
Demonstrate your capacity; “This is the future we’ve created for others.”
Do your homework. Show them you get it; “This is your pain. I get it.”
Open the door; “Here’s what our future together looks like.”
Make it real; “This is how we do it.”
Record the meeting if possible. Otherwise take complete notes and take ownership of action items. Be clear on next steps.
If (gasp) your offer is declined. End it like a pro, with courtesy and grace, to allow for a future engagement.
How do you keep them on the launchpad and away from the offramp?
Nail the meeting logistics. Get the right venue (physical or virtual). Coordinate the participants. Communicate with them in advance by being serious, concise and complete on what to expect.
Be a competent presenter. Practice, a lot. Join a group if necessary.
Know how to adjust for success on camera, off camera or in person. Find ways to encourage engagement and conversation.
Build a simple, solid deck for your presentation. Your audience should be listening to your words, which are enhanced by your slides. If you must, build a second version of your deck for customers to read later.
See your (joint) future. Make it happen.
