Whiteboard sales conversations are hot. If you’re seeing your peers and competitors jumping onto this trend, there’s a reason why. It works. Find out the 5 truths for effective whiteboard selling skills.
Recently, many small business owners, entrepreneurs, Internet marketers and sales professionals have switched to whiteboard presentations. Why? It is the fastest way to customize messages and simplify complex stuff.
If you want to make the most out of this powerful medium, here are 5 core truths you must know.
1. Simplify
Yes, your product, service or solution is complex. Yes, you know a lot about what you do. Yes, your client should too.
Oops. That’s where the logic grows faulty.
Your client and prospect are busy. They have a lot of things on their minds. And the last thing they need or want is more.
In whiteboard presentations, your first job is to simplify. Remember this truth. Your success depends upon it.
Hint: you can always provide more data, more back up and more research. Save this for other mediums and other times. Keep your whiteboard message simple and easy to understand. Your clients will love it.
2. Show Less
Have you ever fallen asleep watching an ambitious sales presenter who feels obliged to show you everything? If yes, you know why this doesn’t work. And why you must show less.
Show fewer words. Show fewer details. Show fewer drawings. Get the idea? Less is more effective.
3. Customize
In every whiteboard sales conversation, there are multiple opportunities to customize your message. That’s the core beauty and true advantage of whiteboarding. You can customize on the spot.
If your audience turns out to have a unique focus, shift your starting point and story. If the decision maker needs to see the big picture, show it. Match the precise details of your presentation to the people in the room.
This is next to impossible to achieve if you’re sticking with a rote script. And in fact, this is why whiteboard selling skills require more of a facilitative approach. Think of your presentation as a conversation. Ask questions. Interact. Listen. Adapt.
4. Organize Ideas
Your presentation content is not the only thing to think about. What does the flow of ideas look like? By working systematically on your whiteboard story, you’ll develop a sixth sense for organization.
When clients first see this, they fall in love. Suddenly there are perfect options for showing data, and structuring a story while the audience watches. You are freed from showing everything as a list or disorganized scrawl.
Truth is…audiences buy into structure. Structuring your message is a critical part of success.
If you aren’t sure how, take an online whiteboard class. It’s the fastest way to learn exactly how to organize your message for maximum impact.
5. Learn New Skills
Communication is a set of skills. Whiteboard interaction and selling is a set of learnable skills. It’s very helpful to remember this. Especially if you feel that you are not artistic, not creative, or not hugely talented in visual thinking.
This is a learnable set of skills. If your boss is terrific with a marker, don’t worry. If your teammate has a flair for color, no problem. Watch and learn. Watch what others are doing and adapt to boost your own skills.
One of the best ways to watch and learn is taking an online class. In the privacy of your home or office, you can learn new skills without pressure. You won’t need to perform in front of a demanding boss or competitive teammate. You can practice your skills in private and at your own pace.
Many of my clients enjoy learning online and also getting personal coaching for whiteboard skills. Working shoulder to shoulder with an expert coach is a smart investment in your skills. You’ll get personal attention to details, and an individual plan to help you look great—and feel great.
After a terrific whiteboard presentation, this is the worst thing you can do—keep going. Important moments in presenting and selling require pauses, listening and connection.
There is a time when the conversation shifts away from what you are capturing…and towards other parts of the interaction. If you refuse to put down the marker, it’s just like continuing to pitch benefits after your client has said, “Yes!”
Leverage these 5 truths for selling with a whiteboard. Whether you’re selling ideas, products, services or solutions… it’s the fastest way to get ahead.
Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through Email Marketing skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/