A few days ago, I had a conversation with a client. It was about building into my presentation what is the key to the heart of the customer. Do you have any idea what that could be?
From my point of view, the most important point is trust. You like doing business with the people you trust. How is trust formed? Through two points. Empathy and authority. Empathy means that you understand the customer. His worries, needs and desires. It helps if you think of three points.
- Tell him who you are
- Tell him what you have for him
- Tell him why he should care (what is his benefit)
Authority comes through your experience and your passion. It means you know exactly what you’re talking about. I can tell you a lot about personality development, emotional presentation and storytelling. Also, about artist support and event management. That’s where my authority lies. On the subject of baking and cooking, my dear mother would be the ultimate authority.
Feed the mind with facts and touch the customer’s heart. Because you are here to inspire with your service or product. Nobody needs to convey pure information, because the customer can also google these facts.
Have fun trying it out. And if you need support with my authorities, feel free to contact me.