Selling Your Idea

By Byrne & O’Neill LLP

Understand your audience

Is your idea new?!• Demonstrate the value of change,

build trust and encourage

Is your idea familiar?!• Defend the value and show validity

Things to consider:

• What your idea does!• The customer’s problem!• The vision you’re selling

• Short-term goals!• Midterm goals!• Long-term goals

Layers of an idea• What it does!• The customer’s

problem!• The vision you’re

selling

FEAR

• People could be afraid that a new way of working or doing business will be too disruptive and unpredictable!

• Unclear outcomes pose a risk!• Common fears include losing status

or money!• While it can be a showstopper, if

harnessed properly fear can be a major motivator