We just crossed the one-year anniversary of the pandemic and have been talking a lot lately about how people are feeling. Some people had the COVID blues early on and really struggled to regain their identity and pivot to virtual. Others rushed right into the fire with the fire hose on their shoulder. Today, I want to talk about adjusting your mindset for selling and delivering virtual presentations.
When we talk about mindset and virtual presentations, we need to approach it from two perspectives: delivering virtual and selling virtual. Both are equally important. Let’s dive in!
Adjusting Your Mindset Around Selling Virtual Presentations
Since I love talking about money, let’s talk about selling first. At the beginning of the pandemic, many people thought clients were not going to pay for virtual presentations or that budgets would be low. And I think at the beginning that was true. But what we know now is that companies and associations need to continue their initiatives and need to hire solid talent.
That’s you.
If there’s a thought in the back of your mind, “I don’t think they’re gonna pay my full fee” or “I doubt they will have my budget,” I want you to recognize how little that is serving you. When you walk into a negotiation with any kind of doubt, that will create poor results for you.
Your thoughts equal your results.
Let me say that again.
Your thoughts equal your results.
Think about writing down your mantra on a post-it note and really embodying that before you walk into a negotiation. What if your post-it note says “my perfect clients value my expertise and can easily afford me.“ If that thought conveys a feeling of confidence, then you’re on the right track. If not tweak it to make it work for you.
There’s no question that you are going to put yourself in front of non-perfect clients every once in a while, but your goal is to set up meeting after meeting with qualified prospects. And by qualified, I mean those with real money.
As Brooke Castillo says “we are selling water to thirsty people with money.” If you are finding that time and time again your market does not have a budget, start looking outside of your market.
There is money to be made in virtual. You may just need to adjust where you are looking.
Adjusting Your Mindset Around Delivering Virtual Presentations
The bar wasn’t really set all that high for delivering a quality virtual presentation back when COVID first started. But today, I would challenge you to embrace the idea of raising that bar.
You need to be delivering engaging presentations and in order to do that, it takes more than just a good web camera. You need to do some research and figure out how to move outside of the box to create experiences for your clients.
When it comes to delivering virtual, if you want to stand out from the pack, the mindset needs to be “every day I’m getting better and better and I’m working hard to raise the bar.” Don’t let yourself get stuck in the thought “I don’t know how,” because guess what… you’ll figure it out!
Some speakers have invested heavily in technology and if you are in your comfort zone, then wonderful! But if you are not comfortable going “high tech” perhaps you focus on the engagement. A simple virtual setup without a lot of bells and whistles may serve you very well. High tech or low, spend some time and energy learning how to engage people in a unique way and I think you’ll get great results.
I asked Chris West for a sample of an awesome virtual demo and I thought this one from We & Me really demonstrated what I’m talking about.
We! Virtual Connection Labs from Video Narrative Inc. on Vimeo.
What is your mindset around selling virtual presentations?
What is your mindset around delivering virtual presentations?
Virtual is not going away anytime soon, so why not create some thoughts that are really going to help you embrace virtual and reach your financial goals in 2021?
See you soon, Wealthy Speakers!
