Want to know how to be more engaging in a virtual selling environment?

See my 10 Tips for Effective virtual sales presentations

1 ) Mindset-Get out of your mind and consider your audience, what are they thinking
about? what assumptions to do they have, how to they want the meeting to unfold? What
would be a successful meeting for them? Consider their point of view to be “others
focused” and less of a seller.

2) Structure- Prepare a framework to guide you through your meeting. Strong Attention-
grabbing opener, maintain engagement, know where you are both in the meeting as well as
in the bigger picture of the buyer’s journey and know how and where they fit in to one
another.

3) Posture- Stand or sit, either way have an upright posture, ensure diaphragmatic
breathing, assume a confident position.

4) Camera- Look directly in to the lens of the camera, it represents your viewer’s eye. Use
laptop camera, webcam or external camera depending on your needs. Hide your self view in
zoom to force yourself to focus on your audience.

5) Lighting- natural light is the best, ensure it is behind your laptop to avoid shadows. If you
use a ring light, aprox 4 ft away from you and 1-2 ft above you, ensure there is no ring glare
in your glasses.

6) Technology- Ensure you have sufficient WIFI, hardwire laptop if required. Book meetings
at lower usage times for your family. Reboot laptop before presentation to prevent any
potential crashes. Is your laptop microphone sufficient or do you need to purchase a USB mic? Earphones to drown out background noise. If you are using power point, ensure you are very familiar with your slides, how to share and un-share your screens. How to advance in power point seamlessly.

7) Q & A – Be specific, let your audience know how you would like them to answer the
questions, in the chat box, unmute them etc. Plant questions if possible, start the
conversation and get them thinking. Stop screen share for Q&A, return to full screen to
connect with your audience, converse with them where they can see and feel you.

8) Engagement- engage with your audience regularly either through chat, ask them to
confirm something with thumbs up, emoji, un-mute and respond. We are competing with
distractions. To create an experience, we need to keep them engaged.
Use body language to enhance your message, also tone. Inflect, pause, speed up, slow
down for effect. Have a variety for the to keep them engaged and focused on you.

9) Camera Presence- Look the part, when you look good you feel good. Dress business
casual or what is appropriate for your industry. Your attire either picks you up or pulls you
down, track pants and a t-shirt may not be the look your audience is looking for. Ensure
your back ground represents your brand and is inviting and not distracting to your audience.
A little lipstick and blush can go a long way.

10) Practice practice, practice. Start with one thing, improve it and start layering new tips
bit by bit, over time these will be automated and you can freely engage with your audience
as you will have the framework and essentials nailed down.
Record yourself, best feedback to see what your audience sees and more importantly feels.

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