This training was given by Today Ton Willemse and Flavio Pivaral, to several Central American countries, on making the most of online meetings with buyers now that many physical trade fairs and B2B events cannot take place

1. Connecting Central America
Promoting sustainable exports
from Central American SMEs to the European
market
Effective Online Business Event Meetings
Training session 2
By Ton Willemse, Intraservice BV, The Netherlands

2. About Online Business Event Meetings training
why
how
what
Improve the outcomes of your
participations in online B2B-events
and so accelerate your access to and
growth on markets
Strengthen your personal awareness,
knowledge and skills ref. online business
event meetings
3 online webinar trainings
1. Preparation
2. Execution
3. Execution / F-Up

3. Agenda training 2 The Online Business Event Meeting Opening
Time Management in Online Business
Event Meetings
Online Business Event Communication
Look back at training session 1
Ton Willemse, Intraservice BV, The Netherlands

4. At the end of this session you should
• Understand how adequately open online first-time business meetings
• Know how to manage time in an online business meeting
• Be able to find out and discover buyer’s needs
• Feel confident to be able to conduct reciprocally-valued business meetings

5. Let’s agree
Avoid
distractions
Take
notes
Interact Enjoy, fun
Be active Ask questions Interruption
by me
Break at ….
Stop at ….
X

6. Recap session 1
Online B2B-Event Participation
10-15
minutes

7. On-line Business Event Meetings
Openings that Connect, Position & Structure

8. Atmosphere
Clarity
Clarity
• First impresion
• Smile / eye-contact
• Greeting
• Thanks
• Show interest
• Compliment
• Introduce
• Reason
• Objective/purpose
• Time
• ‘Agenda’

9. Introducing yourself = pitching yourself
Answering to: Who is this person and is this the right person for me?

10. 2. Qualify
3. Positioning
1. Identify
Pitching yourself
WHO
JOB FUNCTION
´COOLS´
My name is ……
I am the export manager at
……. no. 1 export company of
….. in ……..
I started with … in ….
Since …. I am responsible
for all exports of … to
Europe
And I would be your direct
contact for ……
KEY
MESSAGE
THREE
‘COOLS’

11. On-line Business Event Meetings
Time Management | Your Best Friends

12. Come to bring, not to get
Start on time
Prepare yourself
✓ Know the platform
✓ Materials ready

13. Come to bring, not to get
Start on time
Arrive early
✓ Installation
✓ Audio & Video
✓ Hostmanship

14. Come to bring, not to get
Start on time
Start on time
✓ Punctuality

15. Come to bring, not to get
Start on time
Plan time
✓ Develop (realistic)
agenda
✓ Agree on agenda

16. Come to bring, not to get
Start on time
Respect time
✓ Check time in
advance
✓ Agree on ‘What if
time’s up and
agenda points
open’?

17. Come to bring, not to get
Start on time
Manage time
✓ Suggest process
✓ Agree on process
✓ Lead the process

18. On-line Business Event Meetings
Finding out the Needs and Drivers of the Buyer

19. Motivation Intention
Decision Preference
1 2
4 3
The Buying Cycle What do I
need/want
exactly?
Blockade: uncertainty
Sales action: strengthen
the need / broaden agenda
Asking
questions

20. Strengthening Buying Intention
• The customer considers buying. Now find out what he really wants /
needs
• Here it is all about retrieving all the needs. What are the things that
he/she takes into consideration for buying?
• What needs / requirements have you ever heard of from other buyers
that you can bring to the table to discover and build needs and drivers
with this person
• Here you can help the customer by leading him. You are the
specialists.

21. Know your Question Topics Upfront!
Develop and use a
Business Contact Form!

22. Buyers’ drivers
1. Profit
2. Security
3. Comfort
4. Prestige
5. Pleasure
Frequent Supplier Qualifyers
• Price
• Margin
• Assortment
• Availability
• Delivery
• Webshop
• Flexibility
• Guarantees
• Reliability
• Communication
• Quality
• Relationship / partnership
• Consistency
• Trust
• Knowledge, advice, co-creation, co-thinking
• Customer friendliness
• Problem-solving
• After sales
• Innovation
• Certification
• CSR
• Etc.
Aspects to pick from to ask questions about

23. Asking Questions can Evoke Undesired Emotions

24. Come to bring, not to get
Start on time
3 Techniques to Avoid Undesired Emotions
Come to bring, not to get
Start on time

25. Active Listening

26. Brings
people
together
Builds
trust
Helps
people to
open up

27. OPEN-ENDED QUESTIONS

28. OPEN-ENDED QUESTIONS
Your tool =
OPEN-ENDED QUESTION
Answer
Why / How come?
go up
go down
What, Where, When, Who?

29. L S D

30. L S D – Questionning Technique
LISTEN
SUMMARIZE
DIG

31. EXERCISE
THE POWER OF LSD

33. If no (more) questions, thank
you for your participation and
see you in training 3

34. This programme is funded by the European Union
and The Netherlands and coordinated by SIECA

35. Thank you!
www.cbi.eu/devco-ca
devco-ca@cbi.eu
CBI.EU / Connecting Central America
@cbi_nl