showrooms

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Conversing with your customers is the key to success

January 11, 2009 in Lead Generation by Doug Wolfgram | No comments

Most websites fail miserably at properly engaging prospects. If you look closely, you’ll find that most websites provide literature on their products, perhaps even a fun video to watch, then expect interested parties to take an action to request additional information. This is known as the old ‘fill out this request form’ method of obtaining new customers.

The new paradigm of using a website to its maximum potential is to engage your visitors in an interactive conversation. But how can you do that?

Look at your own website, for example. I’ll bet you have beautiful pages designed that inform customers all about your products or services. They’re full of images, bullet lists, bold headlines to get attention — you’ve done everything right. You are certain they are so engaging that every visitor will read them in their entirety and then beg for the form to fill in to get more. This is a lot like meeting a prospect for lunch, introducing yourself, talking non-stop for 20 minutes then handing over your business card and asking for a call when convenient. In most cases, your prospect won’t ‘get’ it all, will become bored and most definitely will not be calling.

So why not create a simple PowerPoint presentation that engages your prospects in a conversation. Takes slide or scene, show something the prospect cna relate to then ask them how it relates.  This is done very simply with Interactors in PresenterNet. You can save their name to use throughout the presentation for familiarity and you can narrate it in your own voice. In the end, you have collected all the same data you requested in the form but it will have been provided in a more comfortable, honest setting. People respond more honestly when not confronted.

Give it some thought and it you think an interactive conversation will increase your sales, give us a call. We’d love to talk to you about it.

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PresenterNet Showrooms “Beat the Clock”

September 13, 2008 in Webinars by Doug Wolfgram | No comments

Experienced sales executives know that they don’t lose as many deals to competitors as they lose to “the shot clock.” The shot clock metaphor in a sales environment simply means that the sales cycle stretches out too far, and sales momentum disappears before a deal can close. It therefore follows that executing each step of the sales cycle as soon as possible beats the sales-shot clock, and results in more closed business.

The most difficult steps of a sale are often in getting all necessary decision makers and recommenders to attend meetings to discuss products, present business proposals, and negotiate final agreements. When presentations have to be postponed repeatedly due to schedule changes of key people, the sales process is in danger, while the shot clock keeps running.

Web conferencing in general is an important tool in scheduling meetings as early as possible. It enables people to attend meetings remotely without being present for a face-to-face presentation. But what can be done about key people who miss the meeting entirely? How can sales people get a timely repeat performance scheduled, to ensure that the sales process does not bog down?

PresenterNet’s new Showroom version provides a perfect platform for scheduling an encore performance of any presentation. Absent participants can enter a Showroom with a simple Web address, log-in and attend a self-operated version of the presentation, listening to the same speaker, responding onscreen to answer questions or furnish requested information. They can even ask questions, and have responses captured for answers by email or phone.

The new Showrooms can also be set up in multiples, so that different rooms can be reserved for specific customer company executives. This enables sales people to create a customized follow-up presentation with a specific login, to ensure that the right person logs into the right presentation.

The result of using Showrooms in this way is that no meeting will ever have to be pushed back to keep the customer decision process flowing. In effect, people can participate from anywhere and at any time, to ensure that all key people are constantly updated. This in turn means that every sales action can be executed as soon as needed, and the final cycle time will be greatly reduced. That’s how Showrooms help beat the shot clock and close more deals.

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