The Art of the Virtual Pitch, Part 3: 4 Steps for a Successful Client Presentation
If you studied up on Part 1 and Part 2 of my series on the virtual pitch, you’re ready to handle the actual client presentation. Here are the top four things to consider when you’re getting ready to put your virtual pitch in front of clients.
Assume Your Technology Will Fail
Even if your wifi is blazing fast, even if you’re an expert with your presentation platform, you have to assume that some element of your tech will fail. If you just accept it as a given and plan out workarounds in advance, you’ll be able to keep your cool in the moment. At the very least, make sure you send the presentation out to everyone in advance as a PDF under 10 mb, so it makes it through everyone’s email provider without issue.
Mix Up Your Usual Presentation Order
You’re probably used to the in-person presentation standard of one person presenting 5-10 sides on their own. When you’re all in the room together, that works great. But with a virtual presentation, you’re in a constant battle to keep people engaged. Moreso when everyone is working from home amid the COVID-19 chaos.
So mix it up and have a few different people present a section together. That way you break up any possible monotony and keep listeners on their toes as presentation speakers keep changing. It also helps to showcase the various members of your team, lets their personalities shine, and really shows the client what you bring to the table beyond the ideas.
Pro tip: Incorporate this technique into your deck by including the name and photo of the presenter on each slide.
Schedule Pauses to Take the Audience’s Pulse
Losing the nonverbal cues of an in-person meeting can be tough, so you have to plan for a manual way to assess whether people are with you, or if they’re getting bored and frustrated. It’s an adjustment, but the fix is easy. Ask questions and address your audience by name.
Plan to mention specific people when it’s relevant. For example, if you know Scott handles digital campaigns, give him a shout out as you’re getting into discussing digital. A simple, “Scott, I know you’ll be interested in this …” goes a long way to make sure Scott and his colleagues are listening up.
It’s subtle, but making everyone feel that they could be mentioned or questioned helps you engage and makes sure everyone is paying attention.
Rehearse and Review, Even If It’s Painful
We’ve come full circle. You have to rehearse, rehearse, rehearse, so that when your technology fails, your presentation doesn’t. Over the course of multiple rehearsals, you’ll be able to feel out and address any pain points. There’s no substitute for doing a full rehearsal.
Pro tip: Up your game by recording the presentation. No one is excited about doing that, but it is one of the very best ways to see how your team can improve, and how you as an individual can grow. It’s okay to wait to review until after the pitch isn’t so fresh, so you can try to be more objective, but make time to watch the recording. If you just said to yourself, “I don’t need to go that far,” then you absolutely have to.
Rum Ekhtiar, founder of Rum and Co, is focused on brand strategies that work, ideas that are creative, new businesses pitches that win, and teams who work toward a common goal. With over 20 years of experience, he's worked with companies like Novartis, Citi, MetLife, and others, helping them transform their business, their story, and their engagement model. In this blog, he'll advise marketers on ways to break through creative and strategic blocks, methods to navigate client relationships, and how to ultimately realize the full potential of their capabilities. Reach him at firstname.lastname@example.org and connect with him on LinkedIn.