Remote Presentations: Making the Most of Technology

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05 February 2010

As agents review their options for new and improved automation, vendors are also challenged about how to present this wonderful technology. Just as in the days that every insurance carrier’s “company man” would visit every agency, most sizable automation vendors used to have representatives within driving distance who could see you quickly and present their solutions across the conference table. They were expected to make cold calls on agents as time permitted, and the better reps would go back even though they had already made a sale! Times are changing, however, and today you may not always be live, face to face, and in-person!

Presentation Technology Evolves

When I was an automation vendor for Redshaw in the early 80's, they equipped their sales force with a cardboard keyboard and a flip chart. I would gesture at the keyboard and flip the page to show what would appear on the CSR's screen or printer. If the prospect looked at our subsequent proposal and didn't have a cardiac arrest, I'd usually have a "real system" shipped in heavy circus cases along with a demonstrator. Later came the "sewing machine" Compaq portable computers with heavy monitors, then laptops, and now, the Web.

When your business sees value in process improvement though technology, there are a variety of ways this can be demonstrated and installed. In a demonstration, it's beneficial both to technology vendors (lower travel cost and employee time) and prospective customers (more flexibility in scheduling presentations, more choices to see, and more professional presentations) to have some portion be Web-based. Having done LOTS of presentations - in person and over the web - for agency automation and ECM / Document Management, here are some suggestions for both presenter and audience:

Remote Presentation Guidelines

1. Set goals. If your agency agrees to a remote demonstration, set the goals of what you'd like to see and make them clear at the outset to the presenter. If you've already seen similar presentations that cover basically the same material, ask for speedier introductory material or ask the vendor to emphasize what they feel are their strengths.
2. Involve decision-makers. Make sure to brief all who will participate in the decision and insure that they are available to attend.
3. Get clear explanations. If possible, try to have a reseller or representative on-site when making a presentation. If that isn't the case, understand that the presenter can't see your facial expressions or non-verbal clues. Ask to stop the presentation right away if something isn't clear.
4. Be professional. Take a remote presentation as seriously as you would an in-person meeting. Be prompt, introduce everyone in attendance, encourage input from all involved, and let your staff know that you're not to be interrupted unnecessarily. If someone new enters the meeting, let the presenter know.
5. Use proper equipment. If the presentation involves a web-based video presentation, make sure your projector/monitor and speakerphone are appropriate for the audience. If you can't see, hear, or understand, stop the presenter immediately.
6. Consider meeting in person. When it comes to training and implementation, consider your past experience with what methods of training work best. It's worth the difference in cost to have someone there in person if your agency learns better in that mode. Make sure that, if part of the installation requires a technical resource, that they are available and prepared.

Personally, I've never turned down a request to visit a prospect or customer in person, but today that's not always practical. So whether virtually by Web, at a conference, or in your office, I look forward to seeing you soon!

Rusty Keighron
Insurance Practice Manager
docSTAR Document Management Software
This e-mail address is being protected from spambots. You need JavaScript enabled to view it

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