To capture a client's attention, ask for permission to skip the standard agency background and strategy slides. Dive straight into the creative concepts, which is what they are most eager to see and discuss, and read the rest later.
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Presenting a 'Demo Flow' or 'Click Path' slide at the start does more than set an agenda. It gives you a pre-agreed framework to reference when prospects try to derail the demo, allowing you to politely maintain control and stick to the most relevant topics.
Instead of leading a call with a deck, treat sales materials as a tool of last resort. When a customer struggles to articulate their problem, use a specific slide to provide structure or options. This keeps the focus on a two-way conversation and discovery, not a one-way pitch.
When pitching partners, compress the feedback loop to create a 'wow' factor. Founder Eric Ryan takes partners on 'trend trips,' spots an idea, sends a brief to his remote design team overnight, and presents polished concepts the next morning. This rapid execution captures the initial excitement and emotion of the idea.
Instead of pitching a solution, create a presentation deck that outlines your core assumptions as bold statements. Use this "story deck" to facilitate a conversation, not a presentation. This prompts customers to agree or disagree, revealing their true pain points and validating your hypothesis more effectively.
Instead of a feature-focused presentation, close deals by first articulating the customer's problem, then sharing a relatable story of solving it for a similar company, and only then presenting the proposal. This sequence builds trust and makes the solution self-evident.
Transform a creative department from a production house into a strategic partner by changing how you brief them. Instead of giving prescriptive directives, present the business problem that needs to be solved. This empowers creative minds to contribute to strategy and deliver more impactful solutions, not just executions.
For impromptu pitches, use the "What if you could... so that... for example... and that's not all" structure. These four sentence starters guide you to create a tight, memorable, and impactful pitch that clearly communicates value.
Start every demo with two slides: one confirming the prospect's priorities ('What I Learned') and a second outlining the demo's agenda ('Demo Flow'). This ensures alignment and gives you control over the conversation, preventing unexpected detours.
An experienced investor shares a five-point framework for great pitches: 1) Show, don't tell, 2) Use illustrative examples, 3) Synchronize visuals with speech, 4) One slide, one message, and 5) Get to the product in the first 15 seconds. This provides a repeatable system for founders to improve their presentations.
To get leadership buy-in for a new media project, use a two-step pitch. First, show a best-in-class example from another company to paint a clear vision of the desired outcome. Second, explicitly anchor your project to a core strategic narrative or go-to-market message for that quarter.
