I've been thinking about the role that sketching can play in the sales process for a while—not only for our own business but for our clients. We've been working with a client in the technology space for years, and consistently helping them stand out when delivering a pitch to a client. I thought I'd capture what it was that made what we do such a potent combination.
The following images are the result of those thoughts.
We've realised that sales is multi-sensory—well, it should be, anyway—particularly for folks in the software world, where a formal proposal may drag on for 12 months or more.
If your sales team can communicate with a prospect by harnessing all of the available senses, you can pique curiosity and drive interest in your offering. Tools like video, graphic recording, and clever use of print collateral can give your proposal a huge edge, no matter how engaging you believe you can be with a slide deck full of bullet points.
Of course, you don't need to speak to all of the senses—your prospect might feel a little distracted if they walked into your pitch and were hit with the smell of freshly baked bread—unless you're selling bread, that is. The point is that there are many ways to deliver a consistent message from multiple angles.
We believe that the services we offer, and our experience in sketching a range of industries, can go a long way to helping sales teams ace their delivery.
Does this trigger any ideas for how you might be able to rethink your sales approach?
Matt is Chief Doodler at Sketch Group. He has contributed to several books on visual thinking, most recently The World of Visual Facilitation.