You already know that, when it comes to closing a deal, online is the new in-person. The marketplace is changing; traditional sales meetings are being replaced more and more with webinars and remote web presentations, putting the buyer more in control than ever.
That does not mean there is less work to do. In fact, engaging your audience during a web presentation can be much more difficult than successfully presenting in person. You do not have the benefit of being in command of an entire room, and instead have to trust that your remote audience members are not being distracted by outside sources. Here are some of the best tactics to implement to engage a remote audience so you can close as many deals as possible.
Be Prepared and Consider Pre-recording
When dealing with any live web presentation, there is always the risk that you will experience a glitch with your technology. This not only makes you look bad, but it also runs the risk of losing audience members who do not feel like sitting through an incomplete, unprepared presentation. Have a backup plan for any problem that may arise. For example, pre-record your presentation so that you have a backup in case you lose the audio feed. Also, you can answer an audience member’s question during the presentation without interrupting the presentation if it is pre-recorded, via the chat function. You will be much better equipped to engage a remote audience with a pre-recorded presentation.
Encourage Audience Questions
Because of the nature of remote web presenting, some audience members will not innately feel geared towards asking questions the way they might during an in-person presentation or sales pitch. Have a plan for dealing with incoming questions, such as continuously adding them to a shared document that everyone can see. Make it a priority to address each question so that audience members know you have their best interest in mind.
Take an Authoritative Stance
When you introduce your presentation objectives during the first slide, also take a moment to introduce yourself. It is much easier to engage a remote audience when they are aware they are still dealing with people, not just technology. Speak with the same authority and confidence you would use during an in-person presentation. The audience is more likely to engage with a presenter that they feel knows what they are talking about and has the knowledge to answer any question. By emphasizing your credentials during your introduction, your audience is more likely to view you as an expert in your field.
Use Plenty of Visuals and Interactive Features
Audience members will not respond to a bunch of words on the screen. Visually rich slides, with graphics and charts, will make your viewers want to keep watching. Also, asking your audience for feedback during the presentation is a great way to interact with them and keep them engaged.
No matter what software you are using—WebEx, Skype for Business, GoToMeeting, etc.—it will surely have interactive features that you should become familiar with. By introducing a poll or whiteboard for your audience to record and answer questions, they are likely to get more out of your presentation than if you simply treated it as a lecture.
These are just some of the ways you can kick your presentation skills into gear to bridge the gap between you and potential customers. Get started learning how you can up your sales process by attending a WebPresent2Win! webinar next week June 7th to learn hot new web presenting trends! Click the button below to register, seats are limited.