Picture this: A consultant I know—we’ll call him “Joe”—was convinced he’d nailed his presentation. He had his slides ready, his script memorized and was set to impress a roomful of prospects at an in-person event. He was pumped, confident, and ready to make a big splash.

But there was one small problem… he forgot to think about his audience.

Joe dove headfirst into a pile of jargon and stats that would put an accountant to sleep, then plowed through an endless list of his services, barely pausing for breath. By the time he wrapped up, half the room had checked out and the other half… well, let’s just say they weren’t lining up to book a consultation.

Joe had spent weeks preparing, yet all that effort fell flat because he’d missed the mark with his audience.

And here’s the lesson: if you do it right, one-to-many selling works like gangbusters. When speaking to a roomful of potential clients, whether online or in person, you’ve got to hit the right notes. It’s not about dazzling them with everything you do; it’s about connecting with their specific pain points and showing them a path to relief.

Here’s how to avoid Joe’s mistake and make your presentations count:

• Know your audience’s biggest struggle: If you’re not addressing their pain points, you lose them. Zero in on a problem they’re dying to solve and make that the focus of your talk.
• Lead with value, not your services: Instead of rattling off a laundry list of services, show them a few actionable strategies they can use immediately. When you give first, they’ll be far more interested in what you can do for them.
• End with a clear next step: Don’t leave them wondering what to do next. If you want them to book a consultation, make that invitation straightforward to say yes to.

One-to-many presentations are an incredible way to connect with high-quality prospects—when you use them to serve, not just sell.

Kick butt, make mucho DEEnero!

Dave “Don’t Be Like Joe” Dee