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Any tips on how to give an effective high-level sales presentation online using Webex?
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4 Answers
My answer is related more to the 'participation' aspect of the presentation rather than graphical or design considerations. I always make sure everyone is in their 'office' whether its a cubicle, conference room, home office or airport kiosk/lounge . If any participant is in their car I am automatically dubious and want to be sure they are parked in a quiet area rather than driving to their next meeting. I have learned the hard way that participants who are driving around tend to pop in and out of the presentation due to cell phone connectivity issues. This can be very distracting for the presenter and other participants, and disruptive to the meeting process.
Our experience is that the actual presentation part is easy. The hard part is set up. There are problems that you might encounter as the presenter and there are some simple tips to solve these problems:
1. Make sure you are set up 5-10 minutes in advance of the meeting start time and have a colleague log in and make sure they can see the presentation advance.
2. In the event that you cannot get the presentation set up, go to plan B - email the deck out in advance of the meeting start time and have the audience follow manually as you cue them verbally as you transition slides.
There are also issues that can occur as the audience tries to install software, login, etc. These problems are tougher too solve because you can't control the audience's PC. If you can't troubleshoot the problem in 5 minutes or less, email the presentation out and get started. You audience's time is more important than using Webex.
Kaitlin,
Design interactivity to keep their attention. When you are meeting with someone face to face, you can get feedback by looking at the prospect’s face and reading body language. You obviously lose that opportunity with a webex presentation.
A big mistake in an online sales presentation is making it be one-sided and having the sales person doing all of the talking. Keep the telephone line open so you can hear them and include open ended questions that probe their thoughts on a topic or issue. Make sure you design these into your presentation at various intervals. This interaction keeps them paying attention and not checking their emails or going on Facebook to checktheir daily friend updates.
Another way to handle this is to give the prospect a menu of topics to choose from at the beginning and go through them in the order that the prospect wants as opposed to just doing a completely scripted presentation. This way the prospect is having to engage every time you finish with a topic.
These are just a couple of thoughts - hope this helps.
I will only add a differential.
I think a webinar of any kind should be focused and have a well-defined scope. Most successful presentations are trying to present a single theme or a single product or service. Deviating far from this loses an audience easily.
In my experience with WebEx, there may be at most 2-3 active participants and many more lurkers. I don't think it's necessary to try to engage these lurkers. Most often the active participants are cast as "domain knowledge" experts or opinion leaders, even if for an instance. I think drawing out these active participants will equally serve all of the participants.
Lastly, the audio portion with visual aids should be offered as a podcast for later viewing or repurposing.
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