3-D Props are so effective that if you saw one in a presentation ten years ago the chances are high you can recall how it was used. Since they will be remembered… make sure they are:

1. Important to the prospect’s problem
2. Unique to you

Props work best when they sit inside a great story and help contrast your customers’ pain vs. the gain they will have with your solution. Before you use a prop in front of a client remember to practice, practice, practice! Ask for feedback from your colleagues.

Here are some examples from Corporate Visions alumni:

One student used M&Ms to highlight his Power Position of “Multiple Methods” of communicating with customers. With a large clear container he passed the candy around and asked the students what they thought of “Multiple Methods.” The best part was he left the candy so when his competitor came in he saw the M&Ms and ate them through his presentation… constantly reminding the prospect about the first presenter’s product. The competitor didn’t have a chance.

Use something from your prospects’ everyday world. One student had a tightly integrated product that was fast and had a small footprint. He brought in 3 large 2-inch binders and talked about how he used to do his job. One binder carried his product specs for reference; it was difficult to update with manual sheets. Another binder was used for his contact information; business cards were clumsy and difficult to look-up. The last binder was his daily calendar and to-do list. He stacked the binders and showed the audience the pains in lugging them around. Then he pulled out a sleek looking Palm Pilot and described how he is able to do the same things with the Palm Pilot, only much faster and easier. He concluded by saying that his product was just like the Palm Pilot compared to the “old way,” and then went on to contrast the differences.

People do not forget PROPS! They will be remembered longer than any other technique. Use them with care.

If you are concerned about using a prop, but believe it is the best tool to help your prospect understand your solution, ask for permission. Example: “I was thinking about you yesterday and I thought of a way to show you how we solve your problems. Is it OK with you if I try something different to illustrate our unique ability to help you?” Now they have given permission, know your intent is to serve them, and can appreciate your efforts on their behalf.