Attention, Please!
Most of us, regardless of position and industry, are selling something. Differentiating yourself and capturing your client’s attention can be the most important way to close that sale.
In the banking industry, there is an acronym, KYC, which stands for ‘Know Your Customer’. It is used in the context of Anti-Money Laundering, but the term itself is important to any industry. All the sales skills or the presentation skills in the world may often not land you that sale if you are not selling what the client wants and needs. And to do that, you need to listen, ask the correct probing questions, and do your homework about their firm.
In today’s virtual world, there are new aspects of relating to your client to consider. Keeping their attention is important on that video call. Make sure your background is appealing, ensure they can see you with the correct lighting, and, most importantly, can they hear you with clear precision.
Setting up in a dark basement, kicking up your feet in a comfy leather chair, having the camera pointed to a window behind you, will likely not win you the deal. No one wants to see your shoeless feet, or the glare of the window, or that dirty sink. Presentation skills take on a new meaning in the video conference world. You should not only look professional but stage your surroundings to be professional.
Do you have an impressive book collection, original paintings, gardens that would make Versailles jealous-these are all things to consider when assessing your presentation. Turn your home office into an impressive, attention grabbing background. Use colors that complement your attire. A black shirt in a black chair with a dark colored wall likely does not set the right stage and the client will be focusing on trying to differentiate you from the wall Instead of focusing on your explanation of why you can service them the best.
As we all adjust to the new world of presenting your product or service, think about being on stage. You need the right lighting, the right scenery and backdrops, and you have to provide your audience with a reason to listen to your words. Practice your speaking, speak in the right tone, at the right decibel where they are not struggling to hear you or fidgeting with their volume button beause you are too loud. In summary, design your presentation to win. You are in control of what they see and hear. Use it to your benefit and create your own winning stage.
Designing your own set to win over your audience is within your control in today’s virtual business world. Be like our dog in today’s blog photo, get their attention and make your case.
Be well.
