Leadership Presentations In Virtual Meetings

This single Number One problem in virtual meetings, videoconferences, web casts and online conferences is responsible for more lost cases, lost customers, failed deals and unfunded projects.

Talking above your customers.

Your customers are not stupid. They have Ph.D.'s, MBA's and advanced degrees in their fields. But when it comes down to understanding expert legal testimony, medical technology, scientific research or highly technical software solutions…their eyes start glazing over.
Signs And Symptoms

When you give an expert presentation onsite, you recognize the signs and symptoms instantly. The glazed looks. Sleepy eyes. Bewildered expressions. Whether you are presenting medical research, legal testimony or software solutions, the problem is the same.

Your presentation has gone over their heads.

But you're not in the room. You are meeting and presenting virtually. This is a deadly problem. You don't even know when you have lost attention. So, you must use a proven system to anticipate, prepare and avoid this pitfall.

In the old days of conferences, events and executive meetings at resorts, you could pick up on what people really thought of your presentation. Usually by the elevator, over coffee and the most honest is: in the bar.

Heard Over Cocktails

Last week at a high level meeting, a group of senior executives saw a data-heavy presentation from a potential vendor. Here's a sample of their comments over cocktails:

" I didn't know squat."
" I thought he was speaking another language."
" He sounded like he was 'spitting sand.' I didn't say a word. "

This is of course precisely the type of responses you never want to trigger. These executives need to sign off on the purchase. They have to go to their Executive Leadership Team and pitch the technology solution. They need something to sink their teeth into. And they have to be able to tell the story in their own words.

Now, the toughest part is, this could be a blind spot. You may not realize this is happening. It's easy to get used to speaking in code and acronyms. All your colleagues do it. In fact, it's so natural; you can forget that no one outside your organization has a clue what you're talking about.

So, the fastest thing to do is realize how serious this problem is. When your prospect doesn't know what you're talking about, they won't buy in to your ideas, products, services or solutions.

But, don't despair. There is a fast and effective alternative.

5-Step Critical Care For Experts

Use this 5-step formula to stop 'spitting sand.'

Step One - Eliminate all acronyms.
Fast and effective. Not necessarily easy. Acronyms are shorthand to you but confusing to outsiders. Right now your prospect has no clue what you mean with your acronym.

Take a look at acronyms on a PowerPoint slide. If you don't know what they stand for, they just look like a block of text. A lot like a giant marble column. You want to make it easy for your prospect to walk through the content on your slides. Not put boulder size obstacles in their path.

Hint: If you must use acronyms, repeat the meaning on each slide the first time you use them. Don't expect people who are non-experts to remember from slide to slide.

Step Two - Use shorter words.
Cut words in half. Eliminate insider jargon and extra long words. Find a simpler and shorter way to say the same thing.

Step Three - Use shorter sentences.
Crisp ideas are easy to remember. And easy to repeat. Instead of stringing three or four or five thoughts together in a super long sentence like this one, use a surgical approach to help your audience. Slice. Dice. Shorten.

Step Four - Test your presentation.
Try out your presentation with a non-technical friend or colleague. Of course, eliminate any sensitive or proprietary information.If they get stuck on certain sections, have a puzzled look on their face, or start checking their email, fix your presentation.

Step Five - Test your presentation again.
Now, test your presentation on a child. A 5-year old. A 9-year old. Your own kids or your neighbors. Naturally, eliminate any sensitive or proprietary information. Simplify complex concepts. State the obvious. Listen to their questions. Adjust accordingly.

Some legal experts get concerned about 'dummying down' information. Some scientists worry about over-simplifying their data. Some engineers fret that they are leaving out important content.

But you aren't selling to your peers.

You need to translate your information to people who do not have a clue. You need to make it safe for them to ask questions and digest complex information. Even if it looks obvious or 'no-brainer' simple to you.

The good news is it pays to be simple.

Follow this 5-step formula and make more money, win more cases and get the results you want - faster than your colleagues. 

Picture the benefits of making it easy for your clients to get on-board.
Winning your case. Getting funding for your research. Attracting investors for your new invention. More wins, more money. Faster buy-in with less hassle.

Imagine. Happy clients. More clients. Closing bigger deals faster than ever before. Enjoying the big fat commission check for all the products, services and solutions you are selling. Selling more and working less.

In every case, you will stand out as a subject matter expert in any industry if you solve this one problem. Stop talking over your client's head. Speak their language. Make it easy for them to understand and benefit from your expertise.

It pays to be simple.