As the New York Times reported today, more meetings are going virtual. High travel costs, stellar videoconferencing, and virtual tools like online document sharing, have all contributed to the rise in virtual meetings.
With fewer business meetings taking place in person, how will busy business professionals grow their client bases? How will they become global rainmakers with less time spent connecting with clients in person? After all, the article mentions how client relationships, particularly those across cultures, can suffer through virtual contact.
Global rainmakers know how to take this challenge–and use it to their benefit. First, they learn how to build relationships virtually. Yes, it’s hard to pick up cultural differences when communicating with potential clients through a screen. However, that means that subtle nuances–like body language–become even more important; personal gestures appear heightened when projected onto a screen, and so it’s wise to tone down both gestures and attire. Following guidelines on dress and personal gestures used by television reporters is wise, e.g. no plaids or “busy” fabrics, no large gestures or exaggerated facial expressions, no bad posture, no yawning (!), and the like.
Second, global rainmakers adapt their behavior to accommodate a virtual forum. They pay attention to everything from the pace and structure of the meeting, to the format, to the layout of the seating. They don’t dominate to conversation or the meeting. (Again, because all behavior appears heightened when viewed through a screen, boorishly dominating a virtual meeting looks/sounds/feels extra offensive.) Global rainmakers watch for feedback from the other participants–whether in facial expressions, body language and the like. Yes, this is harder to do virtually. Much harder. But it’s even more critical to pay attention to such feedback in this kind of forum.
Third, those who want to perfect their virtual meeting technique, watch replays of their meetings–and evaluate their own performance. Just as watching a film of yourself giving a speech can be enlightening, so can watching your “virtual performance” at a meeting. Professionals who do this see firsthand how they come across to others–and how the screen magnifies their fidgeting and other unflattering habits. This gives them the chance to correct their behavior befor ethe next meeting. Painful, yes, but the feedback is proceless.
Fourth, whenever they get the chance, global rainmakers meet their potential clients in person–and make the MOST of it. They go out of their way to make sure that personal encounters happen, as often as possible. Sharing a meal, casual conversation or experiences can really strengthen business relationships. Asking, with genuine interest (and to the extent culturally appropriate) about the other person’s culture, hobbies, family or interests, also builds both camaraderie and relationships.
Now that face-to-face client encounters are declining, make yours count– favorably.
