Ad Libs: Get prospects involved in your presentations

Ad Libs: John Foust

Jan 1, 2020

Back in my ad agency days, I remember hearing and reading about the importance of getting prospects involved in sales presentations. At that point in my young career, I had experienced the difficulty of getting — and holding — the other person’s attention in a sales conversation. So I decided to try that strategy in an upcoming sales meeting. 

The prospective client was a residential real estate development company that was considering a new logo and print brand identity. They were testing the waters to see if there were any logo ideas that were better than the design they had been using for years. I had worked with them on a few other projects, so they agreed for me to develop something. 

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