In today’s “communication saturated” world, how you say it is as important as what you say.
When you are getting ready to present an idea or concept to a prospect you often say “Let me set the scene for you”. You are really saying that you want to create a little theater of the mind. The presentation should be viewed as theater. It is a performance, an opportunity to make the audience “see” what you want them to “see”. Years ago our entertainment came from radio, not television. The audience had to use imagination in order to envision the scenes created by the actors. The actors had to use inflection, pauses, and voice level changes in order to set the scene. That is your job as a presenter.Use every tool you have to help the audience understand what you are trying to say.
Use the environment, the material, your body language, and anything else that will help you make your ideas stand out from the clutter of communications that a prospect sees and hears everyday. Use meaningful analogies, shared experiences, and other devices to add value to what you are trying to say.
Remember, a great idea that isn’t sold well may never be executed. The “how” is as important as the “what”.