Have you ever given a presentation where the client said "This makes sense"... but then they didn't make a decision or take action?
If so, you may be suffering from a sick message strategy.
Why it's a problem:
Sale or decision process stalls or dies
Client has no sense of urgency
Frustration for the presentation team
Confirmation:
The audience agrees it's a good idea or they would benefit from your topic
The audience defers or fails to follow through (buy your produce, act on recommendation, etc.
Potential cause(s):
No emotional trigger
Presentation focused on logic and information
Lack of an effective message strategy, specifically:
Failure to assess audience needs
Failure to include personal benefits of your topic
Lack of compelling evidence of need
Weak or missing call to action
Fix(es):
Recognize the audience needs more than logic to make a decision
Build your messages around the needs of a specific audience
Create a sense of urgency through careful selection of insights, evidence, and benefits
Have a clear, actionable, and confident call to action
Use tools (like the Storyboard and the Message Strategy Exercise) to develop and execute your message strategy
Give me a shout - I'm always happy to discuss