When the vast majority of salespeople were field reps, taking a meeting or giving a demo meant physically meeting a prospect or group of stakeholders. Before you set out for the client’s office, you carefully made sure you had everything you needed. Prepared contract? Check. Brochures, fact sheets, or other printed marketing collateral? Check. Lucky pen? Check.
But the recent spike in inside sales means that more and more meetings are taking place virtually via web conferencing — and this dramatically changes a salesperson’s pre-demo checklist. A printed contract isn’t going to provide much value during a screen-sharing presentation. Nor is a pen, no matter how lucky.
So here’s a new pre-presentation checklist, revamped for the age of screen sharing and audio conferencing.
Most companies with an inside sales force have an online meeting or web conferencing platform in place, such as WebEx, GoToMeeting, or join.me. When you set an appointment with a prospect or client, make sure you talk about which software you’ll be using to conduct the virtual meeting.
Keep in mind that you don’t have to use your company’s favorite platform. Maybe your prospect will have trouble accessing a certain tool (for example, their IT department might have to approve the download required to join the meeting). Ensure they’ll be able to use the link you send ahead of time, and if not, formulate a plan B such as a Skype or Google hangout session.
Also, ask if they would like you to record the meeting, and make a note of their preference.
If the prospect would prefer to dial in via phone, set up a conference line number, and save the dial-in and host and attendee codes. If your company does not have phone conferencing software, you can set up a free account of your own at FreeConferenceCall.com.
If they plan on using a smartphone or tablet, remind them to download the appropriate virtual meeting app in advance of your presentation.
Depending on what web conferencing tool you use, the specific process to set up a meeting will vary. But there are a few commonalities to keep in mind:
Once the meeting is created, the system will display the attendee link, conference code, and call information. Send all of this information to your prospect or client. If the tool does not automatically generate instructions to join the meeting (most do), write a sentence or two telling your attendee how to virtually meet you when the time comes. Title the email with the meeting topic, date, time, and your name so the prospect can easily find it if they need to.
In addition to emailing the virtual meeting links and codes, I would also recommend creating a calendar invitation with the exact same information. This way, your attendee won’t have to scramble through their inbox to find the link — it’ll automatically pop up through their reminder system when it’s time to join. Some web conferencing apps allow to you create a calendar invite at the same time you make your meeting, so peruse your software’s capabilities to see if this is an option.
As the presenter, you should arrive fashionably early to ensure everything’s working correctly. Technical difficulties will annoy prospects who took time out of their day to meet with you.
If you’re using built-in audio or VoIP, plug in your headset and speak into the mic to make sure your attendee will be able to hear you. (Most tools will show the voice levels rising or falling to give a visual indication of the audio). Adjust levels if necessary, and double check that you are listed as the host and able to share your screen.
If you have a video, PowerPoint presentation, or some other visual aid that you plan on using during the presentation, open it, maximize it, and center it on your screen. Close out all other tabs or windows that might distract your attendee — your Facebook pictures from that crazy Halloween party, or your Google results for “how to make a sale faster,” for instance. Scan your screen through your attendee’s eyes, and cleanse accordingly.
If your web conferencing platform has a chat capability and more than one attendee is on the call, write a short welcome in the messaging box. Let guests know they can type a question if they don’t feel comfortable interrupting you during your presentation.
Before launching into your meeting, ask everyone to verify that they can see your screen and hear you.
If your prospect asked you to record the meeting, make sure you click the record button before you start. Email the presentation to all attendees afterwards.
For all the time and effort you put into preparing for this meeting, there’s still a possibility that something could go awry. Your computer freezes. Your prospect’s computer freezes. The audio stops working. Your neighbor starts obsessively mowing their small patch of lawn right outside of your window at 2:00 p.m. (yes, this actually happened to me).
The best thing you can do in these situations is to stay calm. Everyone’s had a technology malfunction at one point in their careers. Make a joke to dissipate the frustration, and try to get back on track as quickly as possible. If you’re not up and running again after three or four minutes, ask your attendees to reschedule in the interest of not wasting their time. Then, resolve the problem offline yourself or with your IT department to ensure it doesn’t happen again.
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