A virtual sales presentation is a sales presentation is one that takes place over the Internet rather than the typical, face-to-face type that takes place in a conference room. Presentations of the former type continue to improve as technology becomes more and more advanced. There are still several things to remember deciding which type of sales presentation is best suited for you.
The initial meeting is the exception
Many business people still prefer the tradition of face-to-face meetings. For these clients, it is best to meet the client in person. Initial meetings are another instance when a virtual sales presentation is inappropriate. It is in the initial meeting that you must ask the client if he has any concerns about the use of future virtual sales presentations. Introducing a new colleague to a current business acquaintance is another occasion when traditional meetings are best. Also, use traditional meetings to demonstrate or delivery a new product or piece of equipment. Although some virtual sales presentations may make the demonstration or introduction just as well, you carefully consider your options in these situations.
Scheduling a virtual sales presentation
Virtual sales presentations work especially well for clients that cannot attend a presentation at a specific location. They can be scheduled with very little effort, just set aside a time and inform all of the online participants. Send out a notice as the meeting nears to remind everyone of the date and time so.
Even last minute participant aren’t a problem. Simply add the latecomers to the group by logging them onto the virtual sales presentation server. Scheduling a location for the is easy and inexpensive, because the entire meeting takes place in cyberspace, thus incurring little expense with no cancelation or blackout dates.
Keeping the meeting on track
Control of your meeting is the most important part of the virtual sales presentation. You must stay on point and on time to get; your message across before the clients gets bored. In traditional meetings, you can do this by reading the client’s body cues and reacting accordingly. In a virtual sales meeting, you must have no cues, so careful planning must take the place.
Your virtual sales presentation must have a specific time limit, so try to stay within it as much as possible. Start by making notes and rehearsing the presentation. This will help stay on track so that all information is presented in a timely manner. Stick to your notes when speaking, and pause after making important points. Although it is sometimes easy to talk too long about topics that you are passionate about, try to avoid doing so. You will risk losing the attention of the online participants. Thus, presentations that are more than two hours long must be cut or broken up into more than one session with a break in between them.
Another trick is to ask the online participants to give you their attention and hold all questions until the end of the virtual sales presentation. Suggest that they write their questions down and turn them in to the moderator of the virtual sales presentation. Answer all questions during a special session at the end.
Must keep the audience attention
Successful virtual sales presentations capture and hold the audience attention. Begin the virtual sales presentation, by speaking clearly and at a speed that is easy for the online participants to understand. Keep in mind that the online participants cannot see your body language, and body language aids is a natural way to understanding a speaker. Virtual will not have this advantage. In order to find the right speed, try this exercise: record yourself on a tape recorder, then close your eyes and listen to the tape. During the actual sales presentation, speak a little slower than you did on the tape.
Keep the online participants involved to keep them interested in the information you are providing to them during the virtual sales presentation. This will also help to insure that you are able to keep control of the sales presentation. Ask questions to the online participants from time to time to keep them on their toes. Any participants that haven’t been giving you their undivided attention up to that point will surely start to listen carefully, knowing that you could call on them at any time to answer a question about your product or service.
Equipment check
It is very important to be sure to check the equipment to be used for the virtual sales presentation before you begin. Also, ask online participants to check to be sure the equipment at their locations is in good working order. It’s a good idea to get a list of online participants’ names and phone numbers in case the virtual sales presentation should have to be handled in an alternative way, as in the case of equipment malfunction.
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