You’re losing business because your presentation sucks, not because your fee is too high or someone else is smarter, more creative or more accomplished. You’re going in scared that you won’t compete and that same fear drove your preparedness and your crappy presentation. I’ll explain in a minute, but for now, wanna see 200 photographs of my recent business trip to Indianapolis? It’s loaded with killer shots of the thoroughly unremarkable office building I worked from. No? OK. Well what about video of surgeons removing the deceased section of my sigmoid colon? No!? Man, you’re tough to please. Oh I got it! How about I talk to you for an hour about how awesome my six-year-old son is at soccer?
Seriously. How many of you are remotely interested in any of these topics, let alone eager to view, watch or listen to me carry on about them for an hour? Read the rest of this entry »