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Hey there!
Struggling to keep architects engaged in your virtual Lunch & Learns?
Don’t worry! I have 4 foolproof tricks to hold their attention. And help them remember your presentation.
With these tips, you’ll be able to:
- Make a lasting impression without fighting for attention
- Increase architect participation (even if their cameras stay off)
- Share product details so architects remember the key features
And the best part? You’ll increase your chances of more follow-up meetings.
Here they are!
1: The 7-Minute Focus Method
Imagine this: you’ve got 20 architects on-screen.
3 minutes in, half of the knuckleheads have turned off their cameras! How do you keep ‘em focused?
Simple: The 7-Minute Focus Method.
Breaking your presentation into 7-minute segments with pauses for interaction works wonders.
Why? Because it syncs with how architects process information in virtual meetings. A quick pause every 7 minutes keeps them engaged and boosts retention.
Here’s how one sales rep uses this method:
- She starts with a quick story about a challenging waterproofing issue she solved.
- She presents for exactly 7 minutes.
- Then, she asks architects to share similar challenges they’ve seen in the field.
This approach creates natural discussion points and keeps everyone tuned in.
Pro tips:
- Outline your content in clear 7-minute blocks.
- Use a simple timer to stay on track.
- Practice timing beforehand to keep your presentation seamless.
Ready for the next tip? Let’s talk about moving beyond static slides.
2: Dynamic product demos
Time to ditch the static slideshow presentations.
Architects want a closer look at the details, not just another PowerPoint.
Here’s how to bring your products to life:
- Open with a visual impact. Start with a slide that grabs their attention, like a dramatic before-and-after image.
- 3D models. Use screen sharing to show 3D product models you can rotate and examine.
- Installation videos. Show installation sequences with video clips or live product cameras.
- Specs. Share your screen again to walk through specification tools in real-time.
This dynamic approach saves you time by answering detailed questions upfront.
Plus, it helps architects see exactly how your products perform in real-world applications. Making it easier for them to remember and recommend your product later.
Pro tip: Are you missing these 3D models or install videos? Check out visualconstructionmarketing.com. My friend and past client, Jason Yana, makes animations for building products.
3: Chat management strategy
Trying to do it all solo? That’s where most virtual presentations go wrong.
Adding a second person to manage the chat can make a huge difference. Imagine a “virtual assistant” who handles the chat while you focus on presenting. Here’s how this can work:
Your chat manager can:
- Share spec links
- Answer basic questions
- Flag important topics for you to address
This simple tweak keeps your presentation flowing and helps architects get quick answers. I see it done in a lot of online presentations outside of our industry.
Yet, I rarely see building product presentations using this method. But those that do? They get more engagement and better follow-up rates.
Pro tip: Make personal connections whenever you can throughout the show. Mention architects by name or acknowledge their contributions.
Maybe something like, “Let’s say Neil and Mary have a project where they need to blah, blah, blah…” Or, “Thanks, Bob, for the good question…” This builds rapport even through a screen.
4: Send a follow-up that adds value
A single presentation isn’t always enough to stick in someone’s mind.
Reinforce it with a follow-up email that adds value, and you’ll set yourself apart. Architects love resources. So, send something actionable after your presentation. It’s a great way to be memorable.
Here are a few options to make it effective:
- Include a brief video summarizing key points or demonstrating a feature.
- Share a relevant case study that shows how your product solves specific challenges.
- Send a helpful article related to the topics discussed during the presentation.
The follow-up should be easy to consume and closely related to your presentation.
This shows you care about the architect’s success. It gives them practical insights they can use right away.
Let’s wrap it up.
Remember what we covered:
- 7-minute segments with interaction breaks
- Dynamic product demonstrations
- Active chat management
- Value-driven follow-ups
Final thought: Don’t think of your virtual presentations as an info dump. Create a focused, memorable experience that respects the architect’s time.
Want to take your presentations up a notch? Let’s book a call to explore more advanced engagement strategies!
That’s it for this week!
Cheers to building more than just buildings, and see you next week,
Neil Sutton Architect | Speaker | Coach to Building Product Reps
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P.S. Want to really get inside an architect’s head?
When you’re ready, here are 3 ways you can work with me:
- Product reps: If you’re serious about getting better at connecting with architects — Book a 1-on-1 call with me.
- Business owners or Sales Team Leaders: You can Book an Architect Connections Training Call for you and your team. Reach out and I can send you details ASAP.
- Speaking: If you’d like me to present at an upcoming sales meeting or event, reach out and let’s talk!
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Psst! If you’re new around here, subscribe here so you don’t miss the next lesson.
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