Tuesday, April 26, 2011

What's in it for me?

I was excited when I woke at 5:30 this morning to get on the road for a client meeting: almost as soon as I awoke, an article from Inc. arrived in my Inbox.

I sat reading http://onstartups.com/tabid/3339/bid/48317/13-Ways-To-Pull-Of-A-Killer-Demo-Day-Presentation in the client's car park and I'm glad I did, though the article is more relevant to anyone seeking investment funds near the start of a business.

I've done so many product and technology demos since my first days in IBM. One thing that always amazed me was how the tech seemed to know a customer was near so what had worked perfectly minutes before stopped mysteriously when the prospect arrived! I'd add a greater emphasis on tech backup plans to Jason's list in his article.

But for me the bottom line is to remember that the people I'm meeting with usually only have one question on their mind: "What's in it for me?" Remember to see life from others' perspective and meet their needs.