Make it special …

 

 

I really don’t know how to pitch the room today, Charlie. 

Do as you usually do Tom, continue the education, enlightenment.

Should I tell them about the new business I’m thinking about, after all the presentation is only a couple of minutes and I’ve plenty of main business just now, should I drop in something new?

That depends on how you wish to be seen, how you would like to be remembered Tom.

This is just a side-line Charlie, it’s something that might prove interesting to one or two, a different angle to my presentation.

Does this new side-line complement the existing core business Tom? If so, I’m sure your audience would find value in learning more about you, you’ve been informing the room for a few months now, most of us are familiar with your professional offer and should now be in a position to refer you.

Although, if this new offer is completely different, then personally I’d be careful you don’t spoil all that ground work laid down during recent engagement.

Let’s try not cloud the water Tom.

Whaa?

If it were down to me I’d be inclined to concentrate on the core business and save the new introduction until the one to one meeting. In fact, here’s a great opportunity to enlighten your referral partners with company news, diversity perhaps. Invite them to sit down with you after the meeting.

Ask their opinion.

So you think I should stick to the regular intro., incorporating a hint of new company developments within the presentation, generating interest that way?

If it’s important, why not Tom. I’d continue to deliver the specialist that is you, what we’ve come to expect and then invite the one to one ‘selected colleagues’ to meet and to learn more about the broader offer, new developments. Make it special.

Maintain the expertise in your offer Tom, most of us are able to offer much more than the core business Tom … think about who we prefer to work with. It’s the expert in their given field right?

There are plenty of part-time, handy-man offers out there Tom and personally I’d be wary of asking the handy-man plumber to tend my electrics, wouldn’t you?

Be the expert, make it special.

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