189: Presenting Your Sales Materials Remotely

<p>Presenting Your Sales Materials Remotely</p> <p> </p> <p>Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered salespeople’s imaginations.  We were able to whip out our brochures, flyers, catalogues, corporate propaganda with frivolous abandon. Today we are sitting at home or the client is sitting at home and now this is a one to one conversation.  We have been geared up for in person client meetings, where our physical marketing assets were chosen for their maximum impact.  Beautiful four colour pages, sharp photographs, compelling diagrams and graphs, carefully manicured text.  I know it is hilarious, but I am sure you have seen webinars, where some rather ambitious person is holding up their paper document in their hand in front of the camera, to make their point.  Remarkable stuff really, although pretty delusional at the same time.</p> <p> </p> <p>There is no certainty that we will still be able to just flourish our flyers in the buyer’s face and get the deal done.  We may find that time spent with buyers remains an online experience, as companies ban outsider visits or individuals stay closeted at home from fear of contagion.  Even if we do get to meet them, the time allotted may be curtailed to a stringent fifteen minutes.  In this case, all the propaganda has either been delivered across to the buyer, or we are required to send the soft copies well in advance of the meeting, for the buyer to be able to survey our goods.</p> <p> </p> <p>Remember our Rule Number One is never give the buyer your flyer, catalogue, brochure or whatever.  You hold that baby firm, arranged upside down to you, so that the buyer can easily read it. Using your expensive pen as a pointer, you scrupulously guide them to where you want them to look.  All of this is now out the window, many of the rules of sales have been trashed and the buyer is looking all over the place and at no place in particular, because it is all gobbledegook to them. </p> <p> </p> <p>In the online situati