Attention is a Gift, according to GapingVoid. Brian Solis and Hugh MacLeod wrote an ebook for LinkedIn titled “Attention is Currency” [link to ebook in pdf].
My article titled “How to Garner Attention from Channel Partners” was published in the Sept-Oct 2020 issue of Channel Vision magazine (page 48).
Hundreds of vendors are looking to get the attention of, not just customers, but channel partners during a pandemic! Partners are experiencing “Zoom fatigue” at the same time more and more invites come in for webinars, conference calls, virtual trade shows, yoga, meditation, celebrity chefs, wine tastings, bourbon tastings, mixologists, trivia nights, every channel head, the same stale keynoters, Navy SEALs, Sharks and so much more.
Part of me wonders how many partners want to dial into a Zoom for some version of a virtual happy hour. (Confession: I have done a virtual HH wine and cheese tasting sponsored by Intelepeer with my wife for a Channel Influencer event. It was fun for the one time; not something I would want to do on the regular.)
During the pandemic inspired move to virtual events, I have noticed four types of speakers missing.
The first is sales coaches. My own sales training demands have been peaked by the pandemic, so there is definitely a need for a sales trainer who can hone the virtual sales skills needed now!
Second I would suggest a motivational speaker. Why? The medicine for fatigue is motivation. May I suggest Mel Robbins or her colleagues?
You know what else is a cure for fatigue? Comedy! Lots of comedians could use the work!
Far from last, how about interviewing some actual PARTNERS?! Sheesh! What partner wouldn’t like to hear about some successes or how-to’s from a Peer (instead of a talking head that hasn’t been near a sale in ages!)
Please REMEMBER:
Content is King! It has to be engaging, entertaining and have an ROI. If I give you 30 minutes of my time, how do I make a thousand dollars? That is what a partner is looking for on your meeting.
Most vendors are still doing the same stale, uninteresting webinars they were doing before. That won’t work in 2020 (and beyond!) It is the speakers job to be enthusiastic, entertaining, engaging, and informative. If that is too much, you are in trouble. [And please practice once before you speak!]
Slides? How about NO, unless they are for illustration purposes only. All too often, the speaker is reading the bullet points! UGH! Click off.
In some cases, vendors are spending $150 per person for a tasting or virtual event. Are there better ways to spend the money? The pandemic has identified who can schmooze and who can sell/recruit.
Now is the time to re-evaluate your company story. What is your Value Proposition? Most of you do not know. Why should a partner talk to you instead of (a) his current vendor; or (b) the top provider in the space. How are you compared to Microsoft, Zoom, AT&T, Verizon, Comcast, RingCentral, NICE Incontact – or whoever is in the MQ in your sector of the market? Most people who work for the vendor cannot answer these questions! “Quote Monkeys for $400, Alex”
Spend some money on an actor or voice over personality or animation to liven up your prezos. If you are going to do a webinar anyway, hire a pro to help. It will give it some Impact. Intelepeer did a two part webinar with a sales trainer who went over messaging with two handouts and a whiteboard. No slides – more like a lecture, but better than most webinars – and a topic that is important.
Want more tips? Make an appointment to speak with me. You would be amazed what we can do together!
Need Training? For Channel Managers or for Virtual Selling, call the office (813) 963-5884.
Note: I have written extensively about how to do a webinar well – HERE and HERE and HERE.
Need Training? For Channel Managers or for Virtual Selling, call the office (813) 963-5884.
I Googled Attention for you: Ben Parr wrote a book on the Science of Attention. His book is called Captivology: The Science of Capturing People’s Attention. He wrote an article on getting attention for HBR. Social Media Examiner interviewed him on a 36 minute podcast HERE. In addition, CopyBlogger has a great article on attention online.
Need help with HR, employee engagement, Work from Home? Contact Maggie Lima Radizeski for help via LinkedIn or our office!