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How can you align your presentations with your clients' values?

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As an environmental consultant, you know how important it is to communicate your findings and recommendations effectively to your clients. But how can you make sure that your presentations align with your clients' values, goals, and expectations? In this article, we will share some tips and strategies to help you tailor your presentations to your clients' needs and interests, and to persuade them to take action on your environmental solutions.

本文章的要点总结

Research your clients:

Conduct in-depth research on your clients' values, goals, and challenges. This knowledge allows you to tailor your presentation to address their specific pain points and resonate with their mission.### *Use emotional triggers:Incorporate words, images, or stories that evoke emotions such as excitement or pride. Emotional engagement makes your presentation more memorable and persuasive, encouraging clients to act on your recommendations.

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1 Know your audience

Before you start preparing your presentation, you need to do some research on your clients. What are their main environmental challenges and opportunities? What are their values, vision, and mission? What are their concerns, objections, and questions? How do they prefer to receive information and feedback? By knowing your audience, you can design your presentation to address their pain points, highlight their benefits, and appeal to their emotions and logic.

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André Bragagnoli

Gerente de Sustentabilidade | Meio Ambiente | ESG | EHS | Gest?o | Projetos | ISO 14001 | GRI | GHG | GEE
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Antes de iniciar a prepara??o de sua apresenta??o, é necessário realizar pesquisas sobre seus clientes. Entenda os principais desafios e oportunidades ambientais que enfrentam, assim como seus valores, vis?o e miss?o. Identifique também preocupa??es, obje??es e quest?es que possam surgir. Compreender a preferência do público em rela??o à recep??o de informa??es e feedback é crucial. Ao conhecer profundamente seu público, você estará apto a personalizar sua apresenta??o, abordando pontos problemáticos específicos, destacando benefícios relevantes e apelando para as emo??es e lógica que ressoam com eles.

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Jan F. Kleine

?Climate advocate | Environmental, Social, and Climate Change Strategy | Policy Engagement | Posting regularly on ???????????????????????????? and ?????????????? ????????????
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I think the question is backwards here: as a consultant you are hired to bring your opinion. You should not need to "align your presentations with your clients' values". Ideally, there are certain principles for you as a consultant in place that makes you propose a project to the client such that values are aligned before the project starts. Consultants should not throw their principles over board just to please a client. To look at it from a less values point of view: as a consultant you should always absolutely know your audience. But always from the perspective "what is most helpful? or "what is most insightful?" for the client in their current situation.

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2 Define your purpose and message

Next, you need to define the purpose and the main message of your presentation. What do you want your clients to do, think, or feel after listening to you? How do you want to position yourself as an expert and a trusted partner? What is the key takeaway that you want your clients to remember? By having a clear purpose and message, you can structure your presentation to focus on the most relevant and impactful information, and to avoid unnecessary details and distractions.

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André Bragagnoli

Gerente de Sustentabilidade | Meio Ambiente | ESG | EHS | Gest?o | Projetos | ISO 14001 | GRI | GHG | GEE
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Em seguida, é importante definir o propósito e a mensagem principal da sua apresenta??o. Pergunte a si mesmo: o que deseja que seus clientes fa?am, pensem ou sintam após sua exposi??o? Como pretende posicionar-se como um especialista e um parceiro confiável? Qual é a principal li??o que deseja que seus clientes recordem? Ao estabelecer um propósito e uma mensagem claros, poderá estruturar sua apresenta??o de forma a concentrar-se nas informa??es mais relevantes e impactantes, evitando detalhes e distra??es desnecessárias.

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3 Choose your format and style

Depending on your purpose and message, you need to choose the most appropriate format and style for your presentation. Do you need a formal report, a slide deck, a video, or a combination of these? Do you need to use graphs, charts, images, or other visual aids? Do you need to use technical terms, jargon, or acronyms? Do you need to use humor, stories, or anecdotes? By choosing the right format and style, you can match your presentation to your clients' preferences and expectations, and to enhance your credibility and professionalism.

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André Bragagnoli

Gerente de Sustentabilidade | Meio Ambiente | ESG | EHS | Gest?o | Projetos | ISO 14001 | GRI | GHG | GEE
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No um mundo atual, onde a comunica??o eficaz é essencial, a escolha do formato e estilo certos desempenha um papel crucial nas apresenta??es. Seja um relatório formal, um conjunto dinamico de slides ou até mesmo um envolvente vídeo, cada formato carrega seu próprio impacto. A incorpora??o de gráficos, tabelas e imagens pode fornecer clareza visual, enquanto o uso de termos técnicos ou até mesmo uma pitada de humor pode cativar seu público. A habilidade de adaptar-se às preferências e expectativas dos clientes é uma estratégia inteligente, pois contribui para aumentar a credibilidade e profissionalismo, garantindo uma apresenta??o que ressoa de maneira efetiva.

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4 Use evidence and examples

One of the best ways to align your presentation with your clients' values is to use evidence and examples that support your claims and recommendations. You can use data, statistics, facts, studies, or testimonials that demonstrate the environmental impact, the feasibility, the cost-effectiveness, or the social responsibility of your solutions. You can also use case studies, scenarios, or stories that show how your solutions have worked for other clients or similar situations. By using evidence and examples, you can make your presentation more convincing and compelling, and to overcome any doubts or objections.

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André Bragagnoli

Gerente de Sustentabilidade | Meio Ambiente | ESG | EHS | Gest?o | Projetos | ISO 14001 | GRI | GHG | GEE
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A estratégia de alinhar sua apresenta??o aos valores dos clientes ganha mais for?a quando fundamentada em evidências sólidas e exemplos concretos. Incorporar dados, estatísticas, fatos e estudos fortalece suas reivindica??es, demonstrando o impacto ambiental, a viabilidade, o custo-benefício e a responsabilidade social de suas solu??es. Adicionalmente, compartilhar depoimentos reais e estudos de caso ilustra como suas solu??es foram bem-sucedidas em contextos semelhantes. Essa abordagem, apoiada por evidências e exemplos tangíveis, n?o apenas torna a apresenta??o mais convincente, mas também supera eventuais dúvidas ou obje??es, consolidando a confian?a e o engajamento dos clientes.

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5 Connect with emotions

Another way to align your presentation with your clients' values is to connect with their emotions. You can use words, images, sounds, or gestures that evoke positive or negative feelings in your clients, such as excitement, curiosity, pride, anger, fear, or guilt. You can also use rhetorical devices, such as questions, repetition, contrast, or metaphors, that make your presentation more engaging and memorable. By connecting with emotions, you can make your presentation more persuasive and influential, and to motivate your clients to take action.

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André Bragagnoli

Gerente de Sustentabilidade | Meio Ambiente | ESG | EHS | Gest?o | Projetos | ISO 14001 | GRI | GHG | GEE
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Conectar-se "emocionalmente" com seus clientes é uma estratégia poderosa para alinhar sua apresenta??o com seus valores. Utilizando palavras, imagens, sons e gestos que evocam sentimentos como excita??o, curiosidade, orgulho, raiva, medo ou culpa, você cria uma experiência envolvente e memorável. O uso de dispositivos retóricos, como perguntas, repeti??o, contraste ou metáforas, aprimora ainda mais a persuas?o. Ao despertar emo??es, sua apresenta??o n?o apenas influencia, mas também motiva os clientes a tomar medidas, consolidando uma conex?o emocional duradoura e fortalecendo o impacto de suas propostas.

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6 Ask for feedback

Finally, you need to ask for feedback from your clients after your presentation. You can use surveys, polls, quizzes, or interviews to collect their opinions, suggestions, questions, or concerns. You can also use follow-up emails, calls, or meetings to clarify any issues, address any gaps, or reinforce any agreements. By asking for feedback, you can show your clients that you value their input and satisfaction, and that you are willing to improve your presentation and your relationship with them.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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PHIL FRIEDMAN?

Social Media Marketer - Marine Industry Consultant - Writer/Editor - YachtbuildAdvisor.com - 88K+ total SM subscribers and followers - 1,600+ Published Articles
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If you are looking to align with the values of a person or firm who is (already) your client, you’re way too late to the game. The time to consider whether and how your values align with those of a prospect is well before they are converted to a client. Because, if you haven’t found alignment by the time you start out in your relationship with a client, that relationship is highly likely to fail. And you will be headed down the road either by your choice or at the direction of your one-time client.

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How can you align your presentations with your clients' values?

1

2

3

4

5

6

7

1 Know your audience

2 Define your purpose and message

3 Choose your format and style

4 Use evidence and examples

5 Connect with emotions

6 Ask for feedback

7 Here’s what else to consider

Environmental Consulting

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How can you align your presentations with your clients' values?

1

2

3

4

5

6

7

1 Know your audience

2 Define your purpose and message

3 Choose your format and style

4 Use evidence and examples

5 Connect with emotions

6 Ask for feedback

7 Here’s what else to consider

Environmental Consulting

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感谢您的反馈

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