Aim to engage the prospect in a memorable, personal way by
staging a relevant experience. More effective than the slickest,
professionally enthusiastic presentation.
Only in rehearsal can you judge how the experience will work –
is the space/environment distinctive?; are the prospects
able/encouraged to take part?; what activities (apart from
powerpoint) engage their understanding of your concepts;
is it enjoyable?!!
Common error: It takes thought – early in the process – and planning
to stage an experience. It can’t be done last minute. That’s why most
fall back on familiar powerpoint, sequential, presentations.
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