You read Your Meeting Isn’t About You - you did everything right, yet at some point during a meeting, you can tell that your listener has tuned out.
It might have also been a tone of voice that changed. A flatter tone, less enthusiastic, some “uh huhs” in there.
Whatever it is, you have the gut feeling – and you are right – that your listener is just putting in time until the meeting is over. It’s not a very good feeling.
Can you save this meeting? Maybe.
But not trying is not an option, right? You have a lot riding on this meeting. It was not easy to get. It could open doors for you.
One of two things is happening here, in this suddenly not-so-great meeting. Either a) your story, app, business idea is just not a match for the listener and his or her company or b) it could be but you’re not pitching it very well.
Without knowing, exactly, which is the case, your only option is to try to save the meeting and go for a successful outcome.
Here are a few things you can do to try to get the listener to engage once again with you and with what you are saying.
- Shift back to the sexy meta description – the big picture.
It could be that you’re gotten down in the weeds too quickly and stayed there too long. Details are not particularly interesting to listen to anyway, so try picking up your pace and returning to the major bullet points only. Leave the details for later.
Say this doesn’t work either. The attention is just not coming back. So here’s your next option:
- Stop talking.
Crazy, right? But no, just stop talking for a second. Then ask – do you have any questions about (something specific)? Or – is this a good time for this meeting? I know you are very busy, we can reschedule if that’s better for you. Engage your listener directly and get them to input – give them the opportunity to ask a question that might be the source of their attention drift – or to be honest and say “this is not for us”. Recently a start up friend of mine was pitching at an accelerator. Several of the listeners were texting. My friend labored on anyway, humiliated and unsure of what to do. I say – call them on it. “Is this a good time?” Get them to either say no, it’s not and reschedule OR to say look, yeah, this is not for us. To which you then…
- Ask your listener to do some talking.
Meaning – ask them – so what is it you are looking for, exactly? Oh you already have an app or a script or an innovation similar to this one? That’s funny because MY pitch is BETTER and here’s why. This requires some thinking on your feet. But really, you already know your pitch inside and out – and you are sitting in this meeting which tells me you’ve already had the passion and the commitment to get to this point, so I have to believe that you really do believe YOUR pitch IS better than others, no? And I know you’ve done your homework – you are aware of other similar story ideas or innovations. So you know the difference between your pitch and another one. This is the time to trot those differences out. Now.
Do not go easily into the night. But don’t be a rude freak either. If your listener leaves you an opening – any opening – take it. Grab an opportunity to keep pitching and to tailor that continuation to the reason (if you got it out of them) that your listener began to tune out. If your listener is emphatically done with the meeting, thank them politely with a big smile and make your exit gracefully. Don’t let them waste anymore of your time.
That’s right – YOUR time. Because you’ve got stuff to do. You’re going to get out of there and go over your meeting and try to rethink what didn’t go so well. You’ll do some tweaking, get some advice and go right back to lining up more meetings.