Is Time Running Out?

SALES TIP #8

One of the biggest challenges to running any meeting, in-person or virtual, is ending on time — even more so when presenting virtually!

Time has a way of getting away from us when there’s so much to say. It is challenging to keep your team on track as you move through your slides, while simultaneously giving your client time to ask questions and share their thoughts.

Your ability to use the time you have been given to your advantage is absolutely critical.

Here are tips to help you manage the time you have been given

1. Do an opening time check

  • Confirm how much time the client has for the call.

Example:

“Margo, you originally said you wanted to finish at 3 pm. Does that still work for you?”

Advantages:

  • The client feels respected.
  • A time check shows you are focused on their needs.
  • You and the team know up-front if you need to make any adjustments.

2. Use time as the reason to keep things moving

  • Now that you’ve confirmed the end-time, you can use time during the meeting to keep things moving along. This is especially helpful when you find you've gone down a rabbit hole and need to get everyone back on track.
  • When transitioning from one section to the next, do another time check to invite the client to prioritize where the discussion goes.

Example:

“We talked about being finished at 3 o’clock, and I know you still wanted to cover A and B. Given that, how would you like to use these last 20 minutes?”
  • Once they answer, you’ll know what’s most important to them and can reallocate the remaining time under the guise of being helpful.

Example:

“Rohan, why don’t you spend 8 minutes on A and Kendra, you take about 6 minutes on B, which will leave us 5 minutes for summary and final questions. Does that sound good to everyone?”

Advantages:

  • You appear to be watching out for the client and respecting their time. By the way, this works well even when you are presenting solo.
  • You are able to focus your team on what’s most important to the client.

3. End exactly on time or even earlier

The audience will start to tune out earlier at the end of a virtual meeting. They know they are about to be set free so they will start thinking about their next commitment or looking at things on their screen or their desk.

And, it’s tiring to stay attentive and engaged during a virtual call, so your client is now eager for a change. Be sure to end on time or even earlier if you've accomplished your objectives.

Advantages:

  • When you end precisely when you said you would (or earlier!), it automatically makes you different from all their other meetings.
  • Getting the job done within the time you have been given is a distinct competitive advantage because so few do this well.