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 1
By Ton Willemse, Intraservice BV, The Netherlands

2. Ton Willemse
› Trainer | Consultant
› Intraservice BV | 2003
› Sales, Branding, MarCom
› Improve at forefronts
› Help enter - connect - grow

3. 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

4. Agenda training 1
Success Principles for Online B2B Event
Meetings
Buyer’s Mind-set Selling: your sales GPS
Online Business Event Strategy and Tactics
Online Business Event Meeting Code of
Conduct
Ton Willemse, Intraservice BV, The Netherlands

5. At the end of this session you should
• Know multiple success principles for online B2B/event participation
• Understand how buyer´s buy and how to guide the buying process
• Know the right actions for sales people in the buying process
• Know the tactics for effective online meetings with new matches
• Have an idea of DOs and DON´Ts for online business event meetings

6. 8 Success Principles for
Online B2B-Event Participation

10. Preparation Execution Follow-up

12. R x C x M x F
Reach Contacts Meetings Follow-up

13. We communicate because we want to
influence the other

14. feel think want do
Influence what they

15. No
engagement
No
interest
No
desire
No
change or
action
Lots of poor meetings

16. feel think want do
They
go
You
think

18. Buyer’s Mind-set Selling
a Sales GPS

19. Motivation Intention
Decision Preference
1 2
4 3
The Buying Cycle

20. Motivation Intention
Decision Preference
1 2
4 3
Is this
something
for me?
What do I
need/want
exactly?
With whom
will I buy?
I am taking
the
decision!
The Buying Cycle

21. Motivation
1
Is this
something
for me?
Blockade: justification
status quo
Sales action: present
strong (emotionally) binding
concept
Buyer’s Mind-set Selling

22. Motivation Intention
1 2
What do I
need/want
exactly?
Blockade: uncertainty
Sales action: strengthen
the need / broaden agenda
Buyer’s Mind-set Selling

23. Motivation Intention
Preference
1 2
3
With whom
will I buy?
Blockade: comparison
Sales action: differentiate
on (identified/recognized)
needs
Buyer’s Mind-set Selling

24. Motivation Intention
Decision Preference
1 2
4 3
Blockade: risk analysis
Sales action: give space,
take out objections and
close
I am taking
the
decision!
Buyer’s Mind-set Selling

25. On-line Business Events
Participation Strategy – Online Meeting Fast Plan

26. Determining a strategy for your participation in an
online business event requires you to define and
interlink 6 things
On the next slide you will see these 6 things in 3 different
orders. In your minds, determine for yourself what you
think is the right order: A or B or C.
Keep your answer to yourself! Do not answer by voice or
chat! But use the poll to answer the question.

27. • Define your goals
• Define your proposition
• Define your target groups
• Define the top of mind interest
of your target groups
• Define your communication
and digital facilitation of it
• Define how you will proof your
proposition
• Define your target groups
• Define your goals
• Define the top of mind interest
of your target groups
• Define your proposition
• Define how you will proof your
proposition
• Define your communication
and digital facilitation of it
• Define your goals
• Define your target groups
• Define your proposition
• Define your communication
and digital facilitation of it
• Define the top of mind interest
of your target groups
• Define how you will proof your
proposition
C
A B
Poll 3

28. • Define your goals
• Define your proposition
• Define your target groups
• Define the top of mind interest
of your target groups
• Define your communication
and digital facilitation of it
• Define how you will proof your
proposition
• Define your target groups
• Define your goals
• Define the top of mind interest
of your target groups
• Define your proposition
• Define how you will proof your
proposition
• Define your communication
and digital facilitation of it
• Define your goals
• Define your target groups
• Define your proposition
• Define your communication
and digital facilitation of it
• Define the top of mind interest
of your target groups
• Define how you will proof your
proposition
C
A B

29. On-line Business Events
Meeting Tactics and Instruments

30. feel think want do
Influence what they

31. feel think want do
They
go
You
think

32. PERSON
PROFESSIONAL
APPROACH
OFFER
Trust building

33. CONTENTS
INTONATION /
WORDING
NON-VERBAL
Impact in communication (face to face)

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

35. 1. Engage (atmosphere)
2. Structure (clarity)
3. Analyse
4. Qualify
5. Close
Meeting Flow

36. Non-eagerness

37. Come to bring, not to get
Come-to-bring mind-set

38. On-line Business Event Meetings
Online Meeting Etiquette Hints

39. https://www.youtube.com/watch?v=JMOOG7rWTPg
2
min.

40. Online Business
Meetings Etiquette
assignment

41. Online Business Meetings Etiquette hints
Setting
• Mind your background
• Minimize distractions
• Keep the mute button at
hand
• Dispose of audio and video
• Check audio and video
beforehand
• Test all technology
• High speed internet
• Use a laptop or desktop
• Have your online presence in
order: website, social media
Behavior
• Be ‘screen-ready’
• Speak clearly, concisely, slowly
• Don’t interrupt
• Make eye-contact
• Smile, friendly, open
• Do not eat
• Do not multitask
• Mute while listening
• Be patient
• Mobile phone silent
• Be on time
• Respect time
Interaction
• Engage for impact
• Take notes
• Establish compelling dialogue
• Structure the meeting
• Understand before being
understood
• Emotions precede logic
• Follow up on leads
• Know your strategy
• Focus attention around your
main message
• Solid digital facilitation
Online Business Event Preparation hints
• Publicize your attendance pre-
and post-event
• Register on the event guide/app
• Determine your strategy early
• Check and use the attendee list
for matchmaking
• Get busy on social media
• Relevant sharing on the event
platform
• Engage real-time message during
event presentations
• Join virtual event games/sessions
• Sign up for the matchmaking
service
• Create shareable materials
• Reserve time for the event and
follow-up

43. If no (more) questions, thank
you for your participation and
see you in training 2

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

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