
The first,
whereby you reveal the idea up front and then go into a detailed explanation of
how you came up with the concept is sometimes referred to as the ‘Columbo’
approach. The old TV detective series
used to start by showing us the crime, then Lt Columbo arrived and gradually
solved what we already knew.

It is
important to say that there is no right or wrong way to do this, but experience
has taught me that a ‘Columbo’ is usually best.
The main reason is that your audience has something to tangible to focus
on and you spend the maximum amount of time discussing what you have come to
talk about rather than, effectively, teasing your audience.

You should
certainly show excitement for your big idea and a touch of drama can help – as
long as you have considered carefully in advance whether this particular audience is likely
to be suitably responsive. There is, however, a further fundamental problem
with the Agatha approach in that your audience needs to love your idea
instantly. If you have already given it
the ‘full sell’ prior to the reveal you will be forced to ‘back pedal’ if
required to take on board their objections.
With a Columbo reveal you have the opportunity to woo them gradually, even
making them feel they are part of the decision. Then, if all is going well, you
can hold back one final gem, maybe announcing it in the classic Columbo style that
was later adopted by Steve Jobs: “One more thing…”. What better way to close the deal?
Extracted and adapted from Nick Fitzherbert's book
'Presentation Magic', published by Marshall Cavendish
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