Yet another presentation? PASS! Decline and get so much more along the way!

Tuesday: Return Driven Strategy FROM THE DESK OF MILES EVERSON: I know a lot of colleagues who are having a hard time saying “no” to people. Even I, at times, find it hard to say “no” because I fear that I might hurt that person’s emotions or feelings. But did you know that learning how to politely decline an offer or an invitation also has advantages, especially in the business and marketing setup? Keep reading to know more about why saying “no” to people or to doing something sometimes is not bad at all. CEO, MBO Partners Chairman of the Advisory Board, The I Institute

Yet another presentation? PASS! Decline and get so much more along the way! Here's why. Saying “no” to someone or to doing something is not bad at all, especially if it’s done in the right context. Even in conducting presentations, it’s important for you to learn when to politely decline an invitation if you think a presentation is not needed or appropriate at the moment. Winston Churchill, the Former Prime Minister of the United Kingdom, once said in his speech: “Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.” In other words, you don’t have to do the talking and presenting ALL THE TIME. Different situations call for different measures and responses as well. Think about it from a business perspective: If you’re a salesperson and you’re meeting a client for the first time, how much speaking should you be doing? 90% of the time? 70% of the time? 50% of the time? If you analyze what your reasons, intentions, and goals are, in some instances you’ll realize that the way to achieve it is not through a presentation. Usually in the business or marketing setup, the first meeting with a client is not really a sales presentation; rather, an interview or phone call. It’s not until the third or fourth meeting with a client that you can call it a sales presentation. Why is this so? It’s because before you present your ideas or conduct product demonstrations to your clients, you first have to know their background and what they need or want. How can you present your best ideas if you don’t know what motivates your clients, what their needs are, and what they are looking for? Even in other types of presentations―forums, lectures, or seminars―you have to at least conduct a simple background check of who your audience is, their age range, their professions, etc. That way, it’ll be easier for you to present in a way that appeals to your audience’s interest. Another reason why you have to learn to politely say “no” to conducting presentations sometimes is that everyone has different needs and demands. Even similar companies don’t have the same set of needs. Presentations cannot always address needs or gaps in a company’s operations. It is not always the wisest choice nor is it the only way to get your message across. If you’re being asked to present but you don’t think a presentation is the best way to move forward in a particular situation, you can politely decline. Explain why it’s not suitable at the moment and provide alternatives that you think could yield better results. That way, you utilize your time, effort, energy, as well as other company resources wisely. This is an indication of a return-driven organization. Here are some alternatives that you can do instead: Phone calls Sales interviews Whiteboard/Whitepaper sessions Q&As One advantage these alternatives have is INTERACTION with your clients or the people you’re doing business with. More than just conducting sales presentations, which often build mere “acquaintances” and small talks, these alternatives can help you build rapport and deeper connections with your clients. Since these things are done one-on-one or in a smaller group, your clients will be more comfortable in sharing their ideas and opinions with you. Once they start to ask questions and take the initiative to discuss concepts, ideas, and agreements with you, that’s how you know they’re hooked and interested. When you’ve reached this stage and have the information you need about their needs and wants, that’s when you’ll know that they’re ready to hear a formal standard sales presentation from you. Say “no” (to unplanned presentations) for a better “yes” (from your clients)! By saying “no,” you prevent yourself from getting frustrated and stressed for not getting the results you wanted out of your presentation. You will utilize your resources well and increase the likelihood of clients getting interested in what you have to offer. You and your clients are given the opportunity to say “yes” to the more important things―better communication, business deals, agreements, etc. As stated by Patti Breitman and Connie Hatch in their book titled, “How to Say No Without Feeling Guilty,” “Out of guilt or fear of confrontation, we take on more projects, invest in someone else’s priorities… In the process, we dissipate our most valuable personal resources―time, energy, and money―on things that aren’t important to us. Each time we agree to something without enthusiasm for interest, we waste a little more of these precious resources.” Don’t be afraid to choose to sit back and listen instead of always doing the standing and the talking. As a presenter, salesperson, businessman, or marketer, you have to accept that a formal presentation isn’t always the best tool to deliver your message. The next time someone asks you to deliver a presentation, analyze the situation and think if there is a more appropriate course of action―phone calls, interviews, whiteboard sessions, Q&As, and others. Hope you found this week’s insights interesting and helpful. Follow us on LinkedIn. Stay tuned for next Tuesday’s Return Driven Strategy! Let’s talk about how to excel at SEO (Search Engine Optimization). Learn more about how you can rank up on Google on next week’s Return Driven Strategy!