Tips for Hosting Multiple Buyer Virtual Sales Presentations
There are a number of challenges to hosting virtual sales presentations, even when there is only one buyer participating. Adding more participants adds some additional challenges. The key to hosting an effective multiple buyer virtual sales presentation is planning your sales pitch, while considering how you can make it tailored to each participant, despite the fact that there are multiple participants.
Scheduling a virtual sales presentation for multiple buyers
You can schedule a virtual sales presentation for multiple buyers with very little effort. All you need to do is set aside a time for the sales presentation and inform all of the online participants of the date and time so that they can add it to their calendars. It doesn’t matter how big or small the number of online participants is, as long as you do not have more than two separate businesses represented. If you need, you may schedule one or two sales presentations per day on consecutive days in order to include all buyers. Virtual sales presentations will work very well for those employees that would otherwise not be able to attend a traditional face-to-face sales presentation. If there is a last minute participant that you need to add, you can simply have the new participant log onto the virtual sales presentation and join.
Rehearse the virtual sales presentation
Your virtual sales presentation will always have a specified time limit, normally around 90 minutes. Make any necessary notes and rehearse the presentation if needed, to help you stay on track so that all information is presented in a timely manner. It is sometimes easy to talk too long about topics that you are passionate about, and you may lose the attention of the online buyers. Strictly stick to your notes when speaking, and always be sure to pause after making important points. However, ask the online buyers to give you their attention and to hold their questions until the end of the virtual sales presentation. Suggest to all buyers that they write their questions down and turn them in to the moderator of the virtual sales presentation, who will be sure to get them to you.
Don’t forget to check equipment
Check all of the equipment that you are going to use for the virtual sales presentation at least an hour prior to the scheduled time. This enables you to fix the equipment if necessary. Ask online participants to check the equipment at their respective locations is in good working order. It is always a good idea to get a list of online participants’ names and phone numbers in the event you find you should have to handle the virtual sales presentation in an alternative way, such as a conference call, in the case of equipment malfunction.
Let participants introduce themselves
Before starting your sales pitch, you should make time for the participants to get to know some basic information about one another. Have them state their name, occupation, location and an interesting fact about themselves. This allows them all to form a sense of camaraderie, which will make it easier for them to participate in the presentation. This also tends to make them more understanding when one of the other participants has many questions or needs very detailed information.
Make the virtual sales presentation easy to understand
When you begin the virtual sales presentation, you should remember to be sure to speak as clearly as possible and at a speed that is easy for the online participants to understand. Since most people understand better when they can see your mouth move, try to keep in mind that the multiple online buyers will not have this advantage. Try this exercise in order to find the right speed: 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 participants involved
Keeping the multiple buyers involved will 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 at all times. Ask questions to the online buyers 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.
Make a one on one follow up phone call
After the meeting, call the purchasing agent or authorized representative from each company. This gives you the opportunity to thank him or her individually for taking the time to listen to your presentation. It also gives you a chance to answer any questions that weren’t answered during the presentation. This is the ideal time to close the deal.