Continuing on with the topic of white boarding – this is something someone should probably write a book on. It’s one of the most used tools in the sales process, but often misused by ill-equipped sales people. A few practical pointers:
1. Always carry our own markers. I started doing this about twelve years ago. Many of my prospects thought it was funny, yet they appreciated my preparedness and the quality of the colors that brought my pictures to life. You can’t close the million-dollar deal with a dead marker.
2. There is no reason to recreate the wheel on every new sales call. You use the same brochure wear, why not use the same illustrations. Back to my comments on chalk drawing, I can think of several speakers that use chalk drawings as part of their gig. It’s highly effective and the pictures look great every time. Why? Simply because they have practiced. Get your storyboard together, learn to draw your diagrams, and use them often. You can adlib as needed.
3. Learn to draw while you talk. There is nothing worse than watching someone draw with their back to you. Practice drawing without thinking about it so you can put your attention on the client.
4. Learn to write neatly. It always amazes me when, in an interview, I ask someone to whiteboard something. While writing in a falling arch format, they turn to me to explain that, “They aren’t very good at white-boarding.” My response is, “You must be an expert if you want this job.”
5. Use the entire board – I don’t mean the entire wall of the war-room…but I do mean, don’t make your pictures so small that no one can see them. Spread things out so that the room can see what you’re talking about.
6. Don’t call your white-boarding process a presentation. One big advantage of white-boarding is that it gets you away from the canned presentation. So even if it is well rehearsed, you can do it in a casual, ad hoc way. This invite collaboration and interaction.
7. Always ask if they would like for you to leave your information, or if you should erase the board when finished. It’s the courteous thing to do.
© 2011, David Stelzl