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Thanks in part to the coronavirus pandemic, virtual meetings, be they of the Teams, Zoom, or other varietals, are now etched into business lexicon.
Advisors can and are benefitting from the proliferation of virtual interaction. Virtual meetings are time savers for advisors and clients alike allowing for the former to more frequently communicate with the latter. With communication and trust increasingly high on clients’ lists of priorities, virtual meetings can be godsends for advisors.
Not to mention the fact that as Zoom and friends become a more acceptable way of conducting business, the result is decreasing geographic limitations on a practices client rolls. Gone are the days when advisors were relegated to primarily serving clients that lived within drivable distances of the office. Thanks to Zoom, etc., advisors can work with clients in other states.
That’s a positive, particularly for advisors that don’t live in densely populated areas and when considering that by some estimates, it takes just 50 to 100 of the “right” clients to make a successful. Speaking of “right”, there are correct and incorrect ways of executing virtual client meetings. What follows are tips for ensuring success with these meetings.
Body Language, Presentation Matter
In a virtual setting, presentation obviously matters. Those cheesy backgrounds accessible on Zoom? Go ahead and just forget about those. That is to say the space an advisor occupies during a virtual client meeting should look like the space the client would see in real life, not the inside of a fraternity house or teenager’s bedroom.
As it is in person, body language is important in online meetings. Maintaining eye contact is pivotal as it can breed trust. Likewise, hand gestures, in the right doses, are meaningful.
“Hand gestures breathe life into conversations. Even on camera, they communicate openness and enthusiasm,” according to Nationwide. “Keep your gestures within the frame of your video, and avoid overemphasizing movements, as they can become distracting. Simple, open gestures work best for conveying trust.”
There are other simple tips for maximizing virtual client meetings, including ensuring your facial expressions are conveying openness and warmth. This is an example of neutrality being hurtful because a lack of facial expression can be interpreted by the client as a lack of interest. It can also stoke trust issues. And remember what your parents and teachers told you when you were young: have good posture.
“Sitting hunched over your desk conveys disinterest and lethargy,” adds Nationwide. “Straighten your back, lean in slightly when speaking, and stay still when listening. This maintains a position of confident attentiveness, which inspires trust in clients.”
Test Your Tech
There’s no denying that technology is an increasingly prominent part of how advisors conduct business and tech’s reach runs throughout a practice. That’s not going to change. In fact, artificial intelligence’s (AI) evolution means the industry will be more tech-centric in the years ahead.
Clients get that. It’s probably to their liking, but their tolerance for advisor tech gaffes is limited. Advisors would do well to not test those limits. In other words, test your tech BEFORE virtual meetings.
“Correctly utilizing technology can also help meetings run smoothly,” concludes Nationwide. “Poor sound or video quality can inhibit connection, so it can be beneficial to invest in a high-quality webcam and microphone and use reliable video conferencing platforms. Reducing distractions from unreliable tech can help keep clients focused on the conversations at hand.”
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