C-Level Selling: Proposals and Presentations Strategy 28, Work the Room before the Presentation Begins

The presentation leader must schmooze when s/he enters the room while the rest of the team sets-up and then schmoozes.  The leader’s job is to break the tension and warm everyone up.  Additionally s/he must get a sense about voters’ desires or hang-ups as they relate to the presentation.  Working the room before the start is an excellent opportunity to get voters’ insights about what needs to be covered. 

To do this the leader make his greeting to each participant and then says quietly to each, “So as not to disappoint you, what in particular do you want to be sure I cover?” or “What are your expectations for today’s presentation?” or something that opens them up.  Then listens only and concurs.  This is perfectly OK.  If the person doesn’t want to answer, that’s fine.  However, many will give you some good head’s up information. 

Be sure to do it with everyone, otherwise those not asked may think something is going on, but don’t rush.  Keep a short but steady pace.  Target the surprise visitors first - especially those with power.  Then move to the less well know and finally to those you know best.  In this way you can get some intel, in case you’re pressed to begin the presentation.

The team members should immediately target the person they have a relationship with and ask about expectations or things they feel should be covered.  Then move to others if there is still time.

Before the start the leader should pass by each team member and get any insights the team gathered from their relationships.  The leader doesn’t have to share his.  He can bring it up himself or as a team member to explain something that he feels should be brought out.

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Comments

[Wes Schaeffer]

It also helps to learn and then use the names of the people you met during the warm up period as you're giving the presentation. So get good at remembering people's names!