I can’t tell you how many WebEx, or online client meetings that I have attended that started with little to no energy. Just completely flat while several minutes passed allowing enough time for everyone to join. Silence. Maybe the occasional “good morning” to an attendee as they dialed in. This is not what the best salespeople do. Do you really want to start off a meeting or sales presentation on such a dim energy level? If you aren’t building rapport and excitement in the beginning of your call/meeting, you are setting yourself up for one long boring meeting. Let’s change this.
With Covid, most meetings these days are taking place online versus on-site. You can still kick off an online meeting with energy and excitement as if you were there on-site. Here’s how. When people start dialing in, start talking with them. Make small talk and make them feel welcomed. Greet them into the meeting with a sincere, heartfelt welcome. “Michelle, good morning! Thank you so much for dialing in. I have been looking forward to talking with you. How was your weekend?” Now let Michelle talk for a bit. Don’t be surprised if Michelle only gives you a couple of words. This is natural, it takes time for people to open up, and that is exactly what you want to do- get people to open up. So after Michelle responds with a lull, “good morning, thanks for having me” go on and say something like this, “Michelle, I was so excited about showing your our solution/services, I could hardly sleep last night! We’re going to have some fun with this meeting, and I based it all around you folks and your needs!” Say it in a fun and energetic manner. It is not what most people expect and that is what you want!
Remember it is your tone of voice that has to come across expressing that we’re going to turn this meeting into one that you won’t forget! Don’t be shy. This is your meeting, you are the host. Welcome your customer/attendees as if it were a grand concert that they waited months for. That’s the kind of energy and vibes that you want to get across. The more online meetings that you do, the more natural you will become at this. Over time, you will be able to read energy levels over the phone allowing you to make adjustments to keep the audience engaged and excited.
Here is why this is so effective. It most importantly gets people to open up and talk more, which helps you steer the meeting and truly focus on spending your time together in the most productive manner. It also sets you apart from everyone else. So many salespeople and employees of corporations are burned out and lack that energy of a youngster who wants to take on the world with that big sparkle in his eye. You want to become this guy/gal again. When your competitors meet with your client, let them fall on their sword by kicking off a monotone, uneventful, even-keeled meeting that will most likely be forgotten as soon as it is over.
Have fun kicking off online meetings, open up the audience, fluctuate your voice tone in an upbeat, friendly manner. Literally tell your customer how excited you are to be here and to have them on the call. Be a sparkplug! Have that sparkle in your eye! So many people out there selling don’t do this and it is a true shame as they are setting the stage for a lackluster performance.
-Happy Selling