Aired Wednesday, November 4, 2015. Episode 149
I broadcast this Rapid Recharge on Periscope this week and tried out a new platform. We talked about the five (nine) strategies you need to include in any pitch to sell your idea.
Sometimes we have to sell our idea to our boss, sometimes to our clients, sometimes even to our spouse. We should all use these strategies to communicate our BIG idea.
Here are the nine idea selling strategies:
- Research the client and connect with them before the meeting on social media.
Find out what is important to them. At the beginning of the meeting ask about something they have recently posted or written about on their blog.
- Recognize what you are feeling about the project or idea.
It is critical to understand your feelings about a project or idea before you go into a meeting where you are going to sell it to the client/boss. Do you feel confident? Uncomfortable? Unprepared? Overly Excited?
Take your emotional temperature then adjust your body language to come across appropriately.
- Get enthusiastic.
Even if you are feeling unprepared or less confident now, remind yourself why this was the best idea. Enthusiasm is catching. Listen to music that pumps you up and gets you focused. Prepare for the meeting like a professional athlete, watch films (see what they are writing about on the company blog, personal blog, or social media outlets).
- Boost your Cortisol levels.
Cortisol helps your body regulate stress. Before your meeting, raise your Cortisol levels by taking Amy Cuddy’s Power Pose stance. Simply stand with your hands on your hips or your hands above your head making a V for two to three minutes. This has been proven to raise Cortisol levels and will help with your confidence and how you are perceived by the client.
- Gauge the client’s emotional state, then make them feel important and like part of the group.
Share something with the group that they are proud of to connect them to the group in a positive way. Do this to help them fit in and feel better about their position in your group.
- Explain the reasons for your choices upfront.
If you need an outline to make sure you don’t forget anything, bring that with you to the meeting. Show your research, explain the why, explaining how this idea is inline with the company’s goals. Communicate how the design demonstrates the story they are trying to illustrate. Explain the customers’ reactions and desired actions as a result of the design. Point out how you/they will track the success of the campaign or collateral piece. Get them excited about the idea, clarify how your idea started with research from their company or as a result of the initial meeting.
- Read body language.
Analyze what your body is projecting and evaluate what their bodies are communicating. Are they confused? Excited? Make sure you can recognize confusion.
- Be flexible and open.
Make sure you are not defensive when you are hearing their feedback. Your body language should also remain open to their feedback. Ask for feedback and encourage the client to be open and honest about what they see.
- Be curious.
Ask more questions to clarify the client’s thoughts on the project especially if the idea is not to their liking. Ask them to provide some designs that are more in the vein they were thinking of.