Your prospect just asked for more info on that new solution / process / whatever of yours, but you don’t have anything to send them. Don’t panic. There’s a fairly easy way to create an instant one-sheet (hey, nothing to do with writing is 100% easy). It’s based on an old writer’s trick of mine – and it’s a handy tool to keep in your sales messaging belt. Here’s the trick: whenever you have to … [Continue reading]
Three facts you must face before you can simplify your sales message
Simple is great. No one has the patience to read pages and pages of sales collateral or sit through long complicated sales presentations. But if you’re really going to simplify your sales message, there are three hard facts you will have to face first: 1. This is no time for you to be the expert. You know too much. So you’re trying to say too much. Stop it. Save your expertise for later in the … [Continue reading]
Draw to a close (Part 2): Three keys to creating a sketch that sells
Capturing your sales message on a whiteboard isn’t easy. We’ve often found ourselves scribbling odd shapes, confusing graphs, and funny-looking stick figures until the eleventh hour as we try to come up with the “big idea” for a client’s whiteboard sketch. That said, we’ve found that the best whiteboards typically have three core elements. And once you know what you’re shooting for, it’s easier to hit the target. Three elements of a winning whiteboard sketch: … [Continue reading]