Keeping Client Attention

I’ve been sharpening my axe, so to speak, this week, Tuesday to be precise. A day listening and watching experts on presentations techniques, PowerPoint visuals and skills. We hit on the topic of audience attention spans.

Very relevant to us all, let me explain.

And this made me think about sales meetings and how you and I can keep the attention of our clients and customers. Shortly I’m going to give you some ideas that we discussed but before, can you click and watch this 1 minute YouTube video.

Go on, click here watch it on your phone, or laptop.

Brilliant clip, notice what Bill Gates does to maintain the audience’s attention, with the mosquitos and humour.

Now I’m not saying you should release mosquitos in your meetings, I think the FCA or your Sales Manager would have something to say about that.

A typical TED Talk is no longer than 20 minutes, known to be the characteristic attention span of an adult but if you need to keep them longer, here’s some ideas to maintain this sustained attention:

  • Get them involved throughout – questions, filling in online forms, good listening on your part.
  • Give them your good stuff to start with, that way they keep attention for longer. If you lose them early on, you’ve lost them for the rest of the meeting.
  • Change the pace every ten minutes or so.
  • Change the topic or issue every ten minutes or so.
  • Use humour, help them to laugh.
  • Change their emotions, their state. Ask questions to take them to different states. Euphoria of having their first home, desperation of their income drying up in the event of a long term illness, relief with the idea of protection.
  • Pattern interrupt, as we say in NLP. Suddenly ask them how their weekend was. “Tell me, what’s your favourite ever weekend?” “Did you hear that noise?” “Hey, did you hear the football result last night”. Just interrupt their pattern and you’ll gain attention.
  • Summarise periodically to maintain interest.
  • Shorten your meeting timing, split into multiple meetings if this works.

And stop calling them appointments – you only make appointments with your dentist or doctor – your client conjures up the same state of mind when you call them appointments. Not the drill again; give me pain relief.