How Sequencing Can Improve Persuasion—and Win Rates
When it comes to proposals and presentations, order matters. In fact, studies have found that even with outstanding, prospect-focused content, changing just its sequence can have profound effects on a prospect’s understanding, recall, and impression of your key messages. So, in this post we’re discussing the connection between memory and order—and what it means for the structure of your next proposal or presentation. The Serial Position Effect
When presented with a series of
Repetition: Making Prospects Remember Your Key Messages
Think about your most recent proposal or presentation. Did you use clear, simple messaging? Great. Did you limit your focus to the three (plus or minus one) main benefits your service/product will provide to your prospect? Even better. Did your prospect remember them? Don’t be so sure. According to two Indiana University studies, information remains in your prospect’s short-term memory for only 18 seconds. That’s right, 18 seconds! So this week we’re discussing the importance
