Here’s one simple way.  Apply the 90/30/20 rule.  This rule is simple:

-        People remember 20% of what they hear

-        They remember 30% of what they see

-        And…. They remember 90% of what they do

So, how do we leverage this rule when we’re engaging potential clients?  First, get your prospects involved.  Here’s a few easy ways:

-        Don’t tell them about you and your products, ask them questions.

-        If you’re doing a presentation, get the audience actively involved.

-        Give your prospects homework before you meet, such as a survey.

-        And if you do a demo, hand the controls over to your prospect and direct them through doing demo.

Tags:
Share this article: