More than a hole

Legendary Harvard Business School marketing professor, Theodore Levitt, coined the phrase “People don’t want to buy a drill and a quarter-inch bit. They want a quarter-inch hole!” In his book, This is Marketing, Seth Godin takes the professor’s famous quote to the next level. They’re not buying drills or drill bits, they’re buying holes. Good sales and marketing people understand this. The drill and quarter inch bit isn’t the solution, the hole is. But this is only the first level of what some call “solution selling”.  In his book Seth Godin describes how there is much more to the “solution”. He uses an example of putting up a shelf, I’ll use… Read More

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Presentin’ in the Rain…

One of the lessons we presenters can take away from the performing arts is about preparation. I have the amazing opportunity to work with a classical music home concert series (www.InnerSpaceConcerts.ca ). One of the things you notice being around professional musicians is their commitment to preparation. I say they are in a state of perpetual preparation. I think this is true for any of the performing arts. While our presentations aren’t performances, a focus on preparation is one of the lessons we can take away from performers. I am not exactly sure why, but I am a fan of musical theatre. So when I come across one of the… Read More

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Presentation Homicide!

Is someone killing your presentations? In many industries presentations are “slide decks” created for one person by someone else, often in another department. Often this department is marketing. These are sometimes called “customer facing presentations”.  There are 3 big problems when you follow this method of presentation creation: #1 – Slides are not a presentation There is an all too common misunderstanding of exactly what a presentation is.  By definition (and by how it works), a presentation is a live event.  It’s like a play, it’s an experience for the audience. The visuals are there to amplify and clarify key messages, and to add structure to a presentation.  They are… Read More

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