How to Ace Remote Pitches on Zoom – 5 Easy Tips
How to Ace Remote Pitches: 5 Easy Steps
By Esther Stanhope
I recently helped a Brazilian client, Miko, with his virtual client pitch. I was shocked and surprised at how challenging his team found the remote setting.
Their biggest mistake? Trying to replicate an in-person conversation and build rapport without mastering the unique skill of using a camera to communicate remotely!
Good news: You can replicate rapport and flow if you know the basic rules of broadcasting.
Let me show you how!
Pitching in the virtual world requires a whole new set of skills compared to face-to-face pitching.
You need to be able to broadcast, ace it on camera, be confident at working your magic via a video link and be up to speed at using the technology (aarhhh, I know)
Would you like the tools to look, sound, and feel more confident and professional when approaching your next pitch?
Read on!
This article will help you; work better as a team, have more flow, be more equipped to read the (virtual) room, be more engaging, and most importantly, build a rapport.
My tips have been described as "transformational". As an international speaker with a background in broadcasting (10 years at the BBC), when it comes to communication in this virtual world, my rules of TV and radio come in very handy indeed.
Leaders in global organisations hire me to help them pitch better via ZOOM, Teams & WebEx, so they engage and make an impact.
If you need to pitch, you'll find these TOP 5 TIPS really helpful.
Tip Number 1: "DO" Small Talk
When you're working as a pitch team, you don't want to be working in silos.
You need to have chemistry between you.
Back to Miko and his pitch...
Miko's running an international pitch team, and everybody is planning to pitch in English. It turns out they've already been rehearsing their individual pitch sections in their own native languages in their own silos around the world, from Spain and Italy to Brazil and London.
I can tell before we start the rehearsal that we may have an issue with the flow. It feels very fragmented.
The first thing Miko wants to know is how to break the ice.
"Do you think it is too obvious to ask about working from home?"
He asks
"Well, the thing is Miko..."
I reveal my first tip...
"...you want to ask them a question to break the ice that feels right at the time....it depends on what's going on that day....the rule of thumb is ...think here and now."
At that point, we stop and pause for a moment as we wait for Stephanie, one of his senior pitch team members, to dial in from Spain.
"Oh....hang on a moment, Stephanie's got some tech issues... she's trying to dial into the call."
Silence. Silence... more silence.
(We are treated to a shot of Miko's ear on the screen as he looks at the controls, NOT the camera)
So, my reaction, as an extrovert?
Fill the silence.
I start chit-chatting about Stephanie's tech issues in an upbeat fashion to break the ice for this rehearsal meeting.
After a moment or two, the rest of the team are talking in a relaxed manner about the perils of technology, dialling in, WIFI signals and screens freezing.
We laugh about the ZOOM bloopers we've seen during the lockdown, and it feels, for a moment, like a real water cooler chat.
In actual fact, we create a "virtual water cooler' moment without realising it.
However, Miko thinks
"you're just filling in time with meaningless chit-chat."
While he fumbles with Stephanie's tech issues.
(He now knows this not to be the case)
Aha – there you have it. Is that meaningless chit chat or ESSENTIAL ice breaking talk that helps your client WARM to you?
In the real world, before a pitch, you might open with something like...
"Hi. Did you find the place, ok?"
You might have a coffee and idly chit chats about milk, biscuits, perhaps whether you take sugar or sweetener...all very mundane.
However, idle chit chat isn't actually idle chit chat, is it?
It's a mechanism for breaking the ice and paving the way to find out the temperature of the room to see who's a big talker, who's a decision-maker and who's more reserved.
It's essential to kick off with chit chat to help people TRUST you. It sets the tone for the whole pitch. And it's got to feel effortless.
It is more difficult in the virtual world, though.
So, back to the tech issues before Miko's pitch rehearsal.
We're still giggling (that's a good sign) about Stephanie dialling in for the third time!
We were acting like normal human beings who are getting on with each other.
When Stephanie eventually joins us, she's venting (& swearing) about her tech issues just as you would in real life.
And then, after maybe 10 or 20 minutes (yes, quite some time), we talk about our pitch rehearsal and the team. So now we are "in business mode", and it's time to "start start" the meeting "properly!"
Miko says,
"Should we start?"
"Yes, let's start."
Miko looks at the script.
There's a pause...
He looks at the camera...
Pause.
"Hi, Esther, thank you for joining us... it's great to see you.
We really appreciate the time that you've put in to see us today.
How has working from home been for you?"
It was all very scripted. It felt unrelaxed as he has scripted the "small talk".
Rule one. The small talk must feel effortless and unscripted.
DO NOT plan every word.
DO trust yourself to go with the flow.
I call this playing the moment.
Yes, you can have subjects and conversation starters up to your sleeve, whether it's working from home, dialling-in, technology, the weather in London, the weather in Spain, the hurricane, something on the news or something topical, but don't script it as part of your opening statement.
The takeaway here?
Be a human being and trust yourself to chat and play the moment – off-script, please!
Tip Number 2: Have a Great Host.
The pitch host is the glue between the content.
The pitch host has to be good at reading people, speaking and working with the camera, particularly in this virtual world.
The host doesn't need to be the most technical person and doesn't need to be the most senior person.
Quite often, when I work with pitch teams, the senior person is the person that says hello and paves the way for the pitch team.
However, when you're in the virtual world, the host needs to be an excellent "chat show host".
So, think Graham Norton in the UK, (& Ireland), Oprah Winfrey in the US, or somebody with a big personality who can get the best out of people.
So, back to Miko and his pitch team.
My question... Is Miko the best host for this pitch?
He is the most senior.
He is the most knowledgeable.
He is the most technically capable.
However, in terms of style, I'm not sure I'd choose him every time to be the "show host."
He agrees to think about the best host for his pitch. It's never occurred to him that he might not be the host. He assumed as the 'boss', he'd be the natural leader of the pitch.
He does decide to host this pitch, and you'll find out later if he's successful!
It doesn't matter if you have 3, 7 or 10 people on your virtual pitch call. You've got to be able to manage the flow of conversation really well.
As long as the host is good at maximising everybody's qualities and personalities and segueing from one to the other, it will work.
The host is responsible for building a rapport before, during, and after the pitch.
Building a rapport, small talk, or whatever you want to call it is really important.
One common mistake people make is that they don't build a rapport and strong bond within the pitch team itself.
Miko has a pitch team of players spanning from Brazil to Spain.
It's super important to do plenty of pitch rehearsals and plenty of chit chat.
Rehearsals don't mean that you go through endless scripting and practising the script word for word. Rehearsals are most helpful when you talk through flow, ideas and themes.
For example;
What's the running order?
What subjects are most likely to come up in the Q&A?
You must build chemistry between you and the team.
What I suggest to global pitch teams like Miko's is, make sure you meet several times before the pitch itself.
And on the day of the pitch itself, meet at least 30 minutes before to warm up and go through tech issues and strategy.
30 minutes is long enough to iron out BIG issues!
Your pitch team needs to be tight; you need to be working as one.
If you are using your own link that you've sent your clients, make sure you are dialled in early with GOOD WIFI, lighting and sound and ready to roll WAY before the kick-off time.
You need to be there, in the zone and ready to go technically. It's also essential that you're there to chat with each other, support each other, build that rapport, and create a positive and relaxed atmosphere before the pitch starts.
Big Takeaway?
Dial-in EARLY host and guests! Make sure you have that pre-match chat. Win over the dressing room first to ensure you are ONE team.
Tip Number 3: Get Your Timing Right
With my BBC broadcasting hat on. Here's the truth about attention spans,
Your audience is likely to drift off every six minutes.
The timing of your pitch is essential.
You may be in different time zones, too, so be sure you tune in early at a suitable time for your clients! If it's midnight for them, that's no good.
Make sure you have some icebreaking time. If you are dialling into your clients' link – make sure you have at least 5-7 mins wiggle room.
Make sure you've got a strategy for when you're waiting for people to tune in.
If the most senior person that you're pitching to doesn't tune in straight away, you might have six or seven minutes to fill with a conversation, chit chat and SMALL talk – great. Use it.
Make sure you have a strategy for that.
However, be sure to start strong when you 'officially start' so you have maximum impact.
Be sure to stop and ask a question or do something interactive, exciting, surprising, or engaging before your six-minute attention span tune-out moment.
You may swap speakers, play a video, show an image, or you could ask the audience a question...
"Do you find the market has dropped in this area?"
Rule of thumb, every six minutes, do something that involves the audience. Give them a reason to think or speak out loud.
One final point about timing, if in doubt, keep it short.
NEVER run over your allotted time. Leave plenty of time for the Q&A as this can be much-needed wiggle room.
No one leaves a pitch saying, "I wish that was longer."
Big Take: dial-inial in EARLY to avoid tech fumbles and flusters, engage every SIX minutes, keep it short, and finish with time to spare!
Tip Number 4: Master The Q&A.
A really good pitch is often an extended Q&A (question and answer session). If it feels like a conversation, that's a positive sign.
The most common mistake people make when it comes to the Q&A?
They ask this ….
"Any questions?"
Whatever you do, don't start your Q&A with
"Any questions?"
or
"Thank you for listening...and now we're going to open up the floor for questions..."
The best way to start the Q&A or start the ball rolling in a two-way conversation is to ask the audience a question.
Otherwise, you may be in danger of tumbleweed, and tumbleweed is not in a pitch.
You could ask something like...
"Would you like us to cover the bit again?"
or
"What do you think about the market in this area?"
Make sure you're not asking a question that may result in tumbleweed?
In a virtual world, it can take a few extra seconds for people to unmute and answer. To avoid people talking over each other or waiting for your audience to figure out who's going to speak next, use their name.
For example...
"Shelley, how are you finding the market?"
Or to the most senior person...
"Maria, would you like us to cover housing or global expansion next?
Big Takeaway?
DO start your Q&A with a Q
and
DON'T ever ask "any. questions"
Tip Number 5: End on a High!
What's the big finale?
What's your final thought?
What's your big ask?
In my experience, it's an excellent idea to have a big ask, and to end on a CTA – call to action!
When I ask Miko about his CTA – call to action. He hasn't thought about it. He is going to leave the client with the pitch deck to mull over.
"What? Leave them with the pitch deck?"
I encourage Miko to have a BIG ASK. Something tangible to end with.
ON this occasion, the follow-up meeting with two of the senior management team is the logical and most practical next step.
Turns out they are 100% eager to proceed.
Success!
And then one of the most essential tips on end-on? And this is something I share with Miko.
When you've officially ended... you open the virtual water cooler opportunity to chat again...
"Thank you for joining us today. We are going to hang around for a few more minutes if you want to chat."
This creates a little informal window for chit chat.
This usually consists of a few people from the client-side who want to hang around and have a little catch-up.
It could replace that "walk to the lift" moment when the client walks you out of the building, and you get a steer on how the pitch has landed.
In Miko's case, he's not planned for this small talk – "Walk to lift moment'" and is very focussed on slides, stories and who is saying what when.
I urge Miko to build in more chatty moments like this into his pitch strategy.
If you are well drilled and rehearsed with a script, you might as well send a video recording!
At the end of a pitch, most people switch off their link and have no idea of feedback.
We can't gauge the temperature of the virtual room if we switch it off straight away.
When Miko does end on his "virtual walk to the lift" (something he would NEVER have dreamt of before), not only does he realise that the pitch is
"The best (the client) have experienced."
He also seals the next-steps-meeting deal and walks away knowing he has NAILED it.
So my final tip here is, make sure you have NOTHING booked into your diary at least 30 minutes after your pitch slot.
There's usually one person free to hang around afterwards, and all it takes is for you or the host to say
"How was that for you?"
Big Takeaway
Have a big ask, a CTA – call to action or a NEXT STEPS. Something tangible that your client can do.
Plus
That little extra 'virtual walk to the lift' moment where you or one of your pitch team strategically stick around on the link to gauge how the pitch has landed.
5 Top Tips to Takeaway...
"Do" Small Talk. Go with the flow and break the ice to build trust.
Host. Have a brilliant 'chat show' host who can build rapport and make the pitch run smoothly
Timing. Dial in EARLY to avoid tech fumbles and flusters, engage every SIX minutes and finish with time to spare
Q&A. Never ask 'any questions?' Instead, ask the audience a question and use their names!
End on a high. What's the Big Ask? Stick around on the link for that cheeky virtual 'walk to the lift' chat to gauge the temperature of the pitch.
You want it to be effortless and engaging.
You want it to flow for people to be in a good mood.
As a broadcaster, that was always the key to a great show.
Is everybody on that show in a good mood?
Is everybody talking to each other?
Is everybody smiling?
Tick – the job is done.
Did Miko win his big pitch?
And you're probably wondering.
Yes, Miko won his pitch with bells on!
And his global team are on fire.
They now have a good virtual working relationship; they are already planning their next big pitch with even more pizzazz than the last one.
Next steps + more tips
Thank you so much for reading my 5 virtual pitch tips.
There are plenty more tips on where this came from.
If you think your team need to polish up their pitching and virtual communication, I run in-house masterclasses with global organisations on;
How to ace remote pitches
How to make an impact and win business
How to master hybrid meetings
If you'd like to chat about my motivational masterclasses, perfect for hybrid off-sites or virtual town halls,
Please drop me an email at esther@estherstanhope.com
Other ways to keep in touch...
Please do request my fabulous free Friday tips here.
You'll also love my Virtually Confident podcast
Plus I have an award-winning book out on public speaking called Goodbye Glossophobia - Banish your fear of public speaking
There's an audiobook version, too, if you want to listen to it on your commute!