How do you move the hearts and minds of an online audience to say, “Yes”?
Even when presenters intend only to educate or inform, they are selling a point of view. But moving a sale forward takes one more online step. Webinars offer a powerful way to sell a viewpoint or a product. But unlike a persuasive face-to-face encounter, a one-way webinar doesn’t offer an opportunity to bring people forward to take action.
The most effective sales professionals present an idea or a product and then solicit feedback. They test their potential prospects with qualifiers like, “Does this solution work for you?” “Are you ready to take the next step on this?” To add an effective qualifier to an online presentation, presenters need an interactive slide.
The presenter using the example above speaks to audiences of 25 or more and keeps them engaged as she explains a business arrangement. She then displays this slide as her qualifier. It’s a new form of the question “Are you ready to take the next step on this?” She instead asks all audience members to rate their interest level on a scale of 1 to 10.
Taking this approach, she accomplishes more than she would by asking the more traditional question. By moving the slider, each viewer becomes self-classified as a hot prospect, a potential prospect, or a non-prospect. The presentation system files each of these responses in a database, enabling the presenter to create a report that she can sort for follow-up actions.
All attendees who have rated their interest at 9 or 10 become immediate prospects, to be contacted as soon as possible following the presentation. People who have rated themselves in the midrange—5 to 8 may receive fresh marketing efforts. However they are not ready to enter closed agreements. People at the bottom range—0 to 4—are unlikely ever to become genuine prospects, and are therefore excluded from follow-up efforts.
By using an interactive slide in this way, sales presenters can get more out of their online PowerPoint presentations. PowerPoint slides often require more than good design and presentation skills. In this scenario, an interactive slide becomes part of a strong sales closing application.
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