Thanks so much for your support Fred :) I'm really enjoying creating this batch of recent videos. I love creating what my viewers want...it's much better than me guessing :) So pleased you like the content.
Great tips Rachel! I think your last item goes well with the first one, because when you're the last to present, it's usually at the end of the day and everyone is tired and they want to go home. I think it's a double-edged sword, because you have to compensate for the energy level (vs. at the beginning of the day where everyone is 'fresh'), but I agree that it could be better, as the client will remember you if you did a great job. Another benefit is that based on previous presentations they had earlier, they can validate more things with you because they can compare with previous sales pitches. If a previous vendor mentioned they could do XYZ and the client likes that idea, he can ask if you also do XYZ (hopefully, the answer is yes). As for the tip about connecting with people through eye contact, it reminds me a famous quote "At the end of the day, people won't remember what you said or did, they will remember how you made them feel.". As most meetings are now virtual, it's important for people to look at the camera instead of looking at the screen, so that people on the other side of the screen have that eye contact, which helps to create that connexion. One question I had for a long time, and I'm not sure if there is a right or a wrong answer, is related to where to sit when there are many people. Let's say the vendor brings 4 people and the client has 6 people. One scenario (I think the most common one) is to have all people from the same group on the same side of the table. I think it's the most efficient approach, technically speaking, but I always felt like it creates a barrier (vendor vs. client). Another approach is to mix everyone, so you can have 2 from the vendor on each side, and 3 from the client on each side. It creates a different overall feeling, more collaborative, but it's a bit less practical when people have to look to the person beside when there is a question, instead of looking in front of them. I'm not referring to the presenter, which is something completely different, but to the team that often will go with the sales representative to support that person. Again, I'm not sure if there is a good answer, but I'm curious to see what you think about that (each team on each side vs. mixed together). For the equipment, I think you could do a video just on that subject. I've seen many meetings where a lot of time was wasted because it was impossible to connect to the wi-fi, to the TV, the client's VPN was blocking something important, the resolution was not high enough so your content doesn't look good, etc. When people are waiting for 10 or 15 minutes while you just try to make it works, you start the meeting with 2 strikes against you. I think it's important not to rely on the client's equipment. Simple things like using your own smartphone to tether the internet connexion, or having a long HDMI cable to connect to the TV or to a projector. Another thing I saw a few times is when the TV or the projector is connected to a fixed computer in the room (usually in the opposite side of the room - worst place to be), and you have to plug a USB stick into that computer. It's not your computer, you don't know how things will work, which version of the software is installed, etc. It's a terrible setup. When I see something like that, I usually unplug the HDMI cable from the TV, and I plug my laptop directly to the TV (when it's possible). Technology is great, but when it doesn't work and you don't have any backup plan, it can completely derail the meeting and the client's perception will not be good, even if you have the best solution to propose. Looking forward for your next videos... 👍 P.S.: You've got mail! 😊
Thanks so much for watching - and for the great additional thoughts on this subject. That seating question is a great one - in fact, I was going to add it to this video, but felt it was getting too long. I personally like to sit facing the audience - typically they are sat together, so I would ideally sit opposite, then stand to present. If possible I like to stand at the end of the room where the screen is (if there is one). If presenting with a team, I also like to sit like this. I find it hard when sat amongst the audience, as I have little control over the presentation and although it does show collaboration, I like the fact that when I'm sat with the team the audience can see us as one collective. I also make sure that all team members attending the pitch have a role to play - that everyone takes part in the presentation at some point. What you say about equipment is spot on! I cover this in my training, but essentially my rule is - assume the equipment in the room doesn't work, or isn't there! I could do a video on the 'crash kit' I take to meetings / pitches - it's a small box that contains everything I 'might' need if the technology fails me. Again, thanks so much for the support and the great comments :)
