Vous êtes face à une salle d’horizons techniques divers. Comment élaborez-vous un argumentaire qui résonne avec tout le monde ?

Yes, it depends on the audience. We must be confident and well-prepared in our work. If we are thorough with our subject matter, we will naturally stand out. However, even if we have deep knowledge, we shouldn’t assume the same level of understanding from everyone else. It's important to be clear, concise, and deliberate in our communication. You don’t need to be a storyteller, but you must effectively narrate the story of your product to make it resonate with the entire audience.

Apesar dos perfis diferentes certamente a necessidade é a mesma, nesse pontos eu foco na solução que eu posso ofertar ao problema que existe. Com isso entenderei os pontos de vista de cada um, suas necessidades especificas e interesses.

Além da pesquisa das informações sobre o público, elabore perguntas que provoque os participantes a demonstrar o nível de conhecimento sobre a solução e o qual a real necessidade que será determinante para conceituar sua ferramenta como a solução para este público.

To pitch to a diverse technical audience: Start Broad: Open with a universal problem and a clear, simple value proposition that everyone can relate to. Layer Your Message: Use simple language first, then gradually introduce technical details. Show Impact: Highlight benefits for the entire team, using examples that appeal to both technical and non-technical members. Use Visuals: Incorporate clear visuals or demos to make complex ideas accessible. Invite Engagement: End with a call to action that resonates with everyone and encourage questions for deeper discussion.

When addressing a diverse audience, I start by focusing on the central theme. Regardless of the technical backgrounds of the participants, my goal is to prepare an argument that is both relevant and capable of meeting everyone's specific expectations. I believe there are two possible approaches: either you are honest, or you are persuasive, and this entirely depends on the objective you aim to achieve. If my goal is to inform or build trust, I prioritize honesty and transparency. However, if the objective is to convince or sell an idea, I adopt a more persuasive strategy, highlighting the benefits and directly addressing the audience's concerns.

Using simple concepts and then applying specific use cases for the different people in the meeting is essential. There is a concept called the 'rule of 3' Provide three examples of an impact. Even if these examples don't directly relate to everyone in the room, they can be adapted to draw parallels for their specific situations, making everyone feel included and considered.

Visuals are key to keeping the prospect engaged and articulate your pitch. But make them useful and relevant to the client.

You can begin with a high-level overview of the solution, emphasizing the core value and benefits. Avoid deep technical jargon initially to ensure everyone understands the fundamental concept as well.

65% of people are visual learners, so conveying complex information visually is a great start. Diagrams can be a great way to break down a complex workflow or transfer of information and can help position the seller as a subject matter expert and get the sale. Beware of using too many visuals or relying on them too much and not being able to go off script as required.

A todo momento o uso de gráficos, imagens e vídeos ajudam na ilustração dos pontos que estou apresentando. Mesmo que não haja nada preparado previamente, sempre que houver uma folha ou um quadro branco isso se torna possível.

Use Real-World Applications: Share use cases or success stories that demonstrate how the solution has been applied in various scenarios. Highlight the outcomes and benefits to show practical value. Outline Tailored Benefits: Address how the solution benefits different technical roles or departments, showing its versatility and relevance.

When there are different kind of attendees, with technical background, they love to interact to share experiences regarding usage metrics, processes, integrations and other technical discussions. If you manage to interact with them and create discussions, you will succeed to position you solution and, most important, you will have much more feedback, coming from different perspectives, that will help you a lot in the whole sales cycle.

Eu valorizo um ambiente colaborativo e, por isso, incentivo discussões fazendo perguntas tanto para o público em geral quanto direcionadas a pessoas específicas. Além disso, observar o comportamento, a postura e a linguagem não verbal dos participantes é fundamental para entender como todos estão recebendo a mensagem.

When addressing an audience with varied technical expertise, it is essential to customize your presentation to ensure it engages all participants effectively. Commence by evaluating the diverse degrees of proficiency present among the participants. For example, when presenting a blockchain solution, begin by defining the foundational concepts, followed by demonstrating their practical applications to effectively connect the understanding gap. Promote engagement by posing inquiries and facilitating dialogues, thereby cultivating a welcoming environment.

Eu foco nos benefícios da minha solução, mostrando como ela resolve problemas específicos de cada grupo. Quero que todos vejam como minha proposta pode ajudar a melhorar suas situações e atender às suas necessidades.

Encourage questions throughout the pitch to ensure clarity and address any confusion. Be prepared to adjust your explanations based on the audience's responses.

No processo de venda é necessário estar sempre pronta para ajustar a abordagem com base nas reações do público e nas perguntas que eles fazem. Vejo que Isso me ajuda a me conectar melhor e a atender às necessidades de todos.