MEETINGS


sible for only 7% of the value of the meeting. More than 90% of the meet- ing effectiveness is driven by you – or else the salesperson is not required, and the deck would do the selling! This means you need to show up and stand out. • Have appropriate lighting and orient your camera such that your customers can easily see you. If you make them struggle to see you clearly, they will immediately disconnect.


• Make sure you are more promi- nent than your background. Close the drapes or rotate your camera such that you are well lit.


• Make sure your camera is at eye level. This is critical so you are not being seen from a weird, unflat- tering angle.


• Finally, ensure your image is more prominent than the data you are presenting. This is one of the most important things to consider. Don’t let the video conference platform make you become a tiny postage stamp!


2. Guide their attention Another major challenge with remote meetings is the inability to “lock gaze” with your prospect. When you present in person, it is easy to capture your audience’s attention as your eyes lock. They read what you write, and they look at what you are looking at. When this happens, their brain mimics what you are doing, and a deeper level of connection is established between you and your audience. This can dramatically reinforce learning and establish a strong neural activity that mitigates fatigue and allows for long-term memories to form. In a remote setting this is practi-


cally impossible, as the audience has no idea what you are looking at. Your body language has minimal effect and your ability to point at something is curtailed. The ability to ink, write, and highlight important information becomes critical. • Ink and underline important concepts.


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• Repeat critical information by writ- ing it down. The act of watching you write not only slows down the presentation but reinforces the message in the mind of your prospect.


• Engage the audience by writing down their comments and by pro- viding real-time visual feedback.


3. Send a video recap message Sending a video message that recaps the meetings and highlights all the salient points is a powerful tactic. Not only does it reinforce the information delivered, but watching the video allows the prospect to remember the original meeting in greater detail. It also allows them to forward the video to additional team members and decision makers without loss and deterioration.


REACTIV SUITE We developed Reactiv SUITE to solve these problems and transform your sales meetings with a few simple clicks. Reactiv SUITE creates an impactful experience through easy meeting initiation for hosts and a differentiated experience for remote participants. The software allows you to layer your camera image with your content in a manner that lets you stand out. It also integrates your brand, logo, and business card into


the presentation to make you more memorable. In addition, the app al- lows the presenter to ink, highlight, and draw attention and control the audience’s focus. By reinforcing presentations in unique and natural ways, participants are more likely to recall the informa- tion later. Through interaction with shared content, participants are more likely to stay engaged and make eye contact with the presenter. Reactiv SUITE works with any standard content, integrates with your existing video conferencing tools, and acts as an “equalizer” for teams leveraging various meeting platforms and devices. Through a single easy-to-use interface, all meetings are elevated to professional and memorable engagements. Download a free copy of Reactiv


SUITE and transform your next meet- ing! Or join one of our free workshops and get hands-on training.


Av Utukuri is founder and CEO of Vizetto. Over his 20-year career, Av has been a se- rial technology entrepreneur of numerous technology companies. He has almost 100 patents to his name, been involved in commercializing complex hardware and software technologies, raised significant venture capital, and executed on market- ing and sales strategies to bring sophisti- cated technology to the market. 


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