Working through the pandemic reminds us of the impatient kids in the backseat of the car on a long road trip screaming: “Are we there yet?’ Are we there yet?”
Yes, we are there yet – for the foreseeable future – in the virtual work world. Many organizations are telling their staff that it may not be until the end of 2021 when offices reopen. Others are going remote full time. So we need to adjust our perspectives and sharpen our video meeting and presentation skills.
Recent surveys show that working and communicating virtually is not perfect, and in fact has mixed results.
- On the positive side, virtual helps retain business. A Boston Consulting Group (BGC) survey of IT buyers showed that they are comfortable using digital channels to connect with current suppliers, but are less welcoming to signing on with new ones.
- Virtual can prevent big sales. In that same BCG survey, those IT buyers are hesitant to close large contracts in the absence of an in-person engagement, and they find it difficult to assemble all necessary stakeholders to make an informed decision.
- Mixed bag for Zoom selling. McKinsey and Company researchers asked nearly 3,600 B2B decision makers about the effectiveness of virtual selling. 46% found it to be less effective, while 54% said virtual interaction was the same or better than in-person meetings.
- The Chicago Tribute recently asked sports reporters to complete a series of statements about covering teams during the pandemic. Responses to the statement: “Zoom calls with coaches and athletes are”: challenging at times, pretty handy in a way, a death knell for sports writing.
- We have yet to see a survey of how virtual is working for agency pitches or financial road shows.
Since we “are there now” the key is understanding how to best communicate in virtual environment. Here are a few tips:
- Just as in-person meetings, make sure you have a strong open and close
- Anticipate the challenging questions and try to bridge to the main messages in your answers
- Figure out how to do introductions so that first time meetings with new customers are smooth and well-orchestrated
- When leading a virtual meeting, alternate between showing slides and returning to the video gallery for discussion
- Know how to use chats and all the other features of the video platform
- Position your laptop so the camera is at eye level
- Place a soft light or desk lamp in front to make sure you are well lit
- Don’t have a bright window in the background as this can darken your face
- Test the microphone and use a headset if necessary
Initially, we have been quite forgiving about the unique aspects of video meetings – from bad lighting, to kids popping up on the screen. Over time, reduce the clutter so you can be more productive.
Leave a Reply
You must be logged in to post a comment.